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Breakout Session 4 Paul Frishert, Interpolis Verzekeringen date April 7, 2003 time 3:30 - 4:30 pm

Procurement and Contract Management in a European Insurance Company. Breakout Session 4 Paul Frishert, Interpolis Verzekeringen date April 7, 2003 time 3:30 - 4:30 pm. Menu. Who is Interpolis? Procurement and Contract Management International Purchasing and Contract Management

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Breakout Session 4 Paul Frishert, Interpolis Verzekeringen date April 7, 2003 time 3:30 - 4:30 pm

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  1. Procurement andContract Management in a European Insurance Company Breakout Session 4 Paul Frishert, Interpolis Verzekeringen date April 7, 2003 time 3:30 - 4:30 pm NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  2. Menu • Who is Interpolis? • Procurement and Contract Management • International Purchasing and Contract Management • Questions and Answers NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  3. Menu • Who is Interpolis? • Procurementand Contract Management • International Purchasing and Contract Management • Questions and Answers NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  4. Interpolis One of theNetherlands’ largest and most progressive providers of: • insurance • business care services (occupational health and safety and reintegration) • pensions NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  5. 5000 4500 4000 3500 3000 2500 2000 1500 1000 500 0 70 80 90 2000 Growth of Interpolis in turnover in millions of euros NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  6. Dutch insurance market 2001 premium income in thousands of millions of euros NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  7. Growth of insurance companies percentual in/decrease in premium income in 2001 ING ASR Achmea AEGON Interpolis Delta Lloyd SNS Reaal Allianz AXA Zwitserleven NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  8. Rabobank Group A "Aaa"-rated bank should demonstrate stable profit margins, excellent liquidity and, most importantly, strong and stable earnings even in tough economic times, when asset quality might fall. • Triple A rating • Largest bank on the domestic market • 370 independent local Rabobanks • One of the 50 largest banks in the world • Affiliatedorganizations (Interpolis, Robeco Group etc.) NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  9. All-in-one policy Business Compact Policy What we offer Private persons and companies are offered appropriate solutions for a wide variety of problems or risks by means of: • solid products • personal advice • practical support NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  10. Our clients Can count on: • clarity • fast service • real feeling/empathy NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  11. Our environment • Corporate Social Responsibility • Sustainable Development (People, Planet, Profit) • Sponsoring and support of the local community NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  12. Our employees • Core competencies • Working is growing • Interpolis Performance Cycle • Interpolis Office Concept NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  13. Impression Office Concept NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  14. Menu • Who is Interpolis? • Procurement and Contract Management • International Purchasing and Contract Management • Questions and Answers NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  15. Procurement and Contract Management in Interpolis • History procurement • History contract management • Requirements Engineering • Selection and implementation CM tool NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  16. History Procurement in Interpolis • Focus mainly on Facilities Department • Evolution awareness of procurement within Interpolis • Since 1999 Corporate Procurement NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  17. History Contract Managementin Interpolis • Scattered and non-validnon-core business contracts • Low contract awareness • No procedures or process • Simple CM application • New insights NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  18. Importance of contracts and Contract Management • Contracts the core for good procurement • General Buying Terms and Conditions • Reduce Maverick Buying • Enable Supplier Management NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  19. A way to launchCorporate Procurement Contract Management NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  20. New Contract Management system Initial task: “Replace the current Contract Management tool for a new more advanced tool.” NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  21. A new approach • Requirements Engineering • New perception • not the tool, but the process • strategic importance for Interpolis • Developments in the world (USA) NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  22. Requirements Engineering NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  23. Give the right answer: • 41 • 10 • 23 • 32 NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  24. Do you know what another person wants? NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  25. The way projects often start NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  26. What isRequirements Engineering? A discipline which deals with: • Requirements Development • Requirements Management NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  27. What isRequirements Engineering? A discipline which deals with: • Requirements Developmentdiscover, specify, verify, validate and deliver the requirements • Requirements Management NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  28. What isRequirements Engineering? A discipline which deals with: • Requirements Development • Requirements Managementdetermine impact of changed demands on the agreed requirements and specify the new requirement(s) NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  29. When use Requirements Engineering? • Decision making processes • Software Acquisition • Software Development • IT Service Management • Procurement NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  30. Improving quality Analysis & development coding Acceptance testing production Product improvement Low visibility Low reward High visibility High reward NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  31. More information … • http://www.systemsguild.com/ • http://www.hood.co.uk/ NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  32. How did we use Requirements Engineering? • Developing requirements • Contract Management process • Selection process • Testing NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  33. Selection new tool • One Dutch vendor • Two ERP vendors • 4 vendors from the American continent And the winner was: NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  34. Reasons for choosing UpsideContract • Met our Requirements • Good pricing • Flexible and reliable organization • .NET based NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  35. Menu • Who is Interpolis? • Procurementand Contract Management • International Purchasing and Contract Management • Questions and Answers NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  36. Getting what you buy (1) • Increased Risk • Correct specifications / product(s) • Correct number / volume • Standard of quality • Transportation • Performance NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  37. Getting what you buy (2) • Increased Complexity • Communication • Reject / return process • Transportation and delivery issues • Ability to inspect goods • Taxes / duties NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  38. EXWEX WORKS (…named place) FCAFREE CARRIER(…named place) FASFREE ALONGSIDE SHIP(…named port of shipment) FOBFREE ON BOARD(…named port of shipment) CFRCOST AND FREIGHT(…named port of destination) CIFCOST, INSURANCE AND FREIGHT(…named port of destination) CPTCARRIAGE PAID TO(…named place of destination) CIPCARRIAGE AND INSURANCE PAID TO(…named place of destination) DAFDELIVERED AT FRONTIER(…named place) DESDELIVERED EX SHIP(…named port of destination) DEQDELIVERED EX QUAY(…named port of destination) DDUDELIVERED DUTY UNPAID(…named place of destination) DDPDELIVERED DUTY PAID(…named place of destination) INCOTERMS www.incoterms.org NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  39. INCOTERMS in chart NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  40. Protecting your purchases • Understand applicable laws • Contract terms • Identify, monitor and manage risk • Insurance • Bank Guarantee • Documentary Credit (Letter of Credit) NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  41. Risks NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  42. Documentary Credit • Revocable credit • Irrevocable Credit • Confirmed Irrevocable Credit NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  43. Seller Buyer Advising Bank Issuing Bank Revocable credit 1 4 2 3 NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  44. Irrevocable Credit Seller Buyer 1 3 2 Issuing Bank NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  45. Confirmed Irrevocable Credit 1 TransportCompany 10 Seller Buyer 6 9 8 2 3 7 4 Advising or Confirming Bank Issuing Bank 5 NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  46. ICC International Chamber of Commerce http://www.iccwbo.org/ NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  47. International Support in Tools • Handle multiple currencies • Handle multiple languages • Ability to handle Alternatives • Support standard terms and conditions • Support for UNSPSC codes NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  48. Menu • Who is Interpolis? • Procurementand Contract Management • International Purchasing and Contract Management • Questions and Answers NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  49. + NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

  50. www.interpolis.com NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders

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