2007 Pros to Know

Honoring supply chain leaders driving strategic transformation


Gary Lambert, vice president of consulting with IT services provider CGI Group (www.cgi.com), led the design and implementation of what is widely considered to be the nation's most successful public sector software-as-a-service e-procurement solution for the Commonwealth of Virginia. With 27 years of government experience under his belt, Lambert is a nationally recognized thought-leader evangelizing the strategic role of Procurement in the public sector.

Raj Sharma, president of supply management consultancy Censeo Consulting Group (www.censeoconsulting.com), has worked with key stakeholders such as the U.S. Office of Management and Budget, the General Accounting Office and congressional committees on the Hill to drive the agenda for adoption of advanced supply management practices in the government. He also was the chief architect in helping the Department of Defense kick off the Defense-wide Strategic Sourcing (DWSS) program, arguably one of the most ambitious such programs efforts in the world.

Ben Walker, vice president for strategy and client solutions at ProcureStaff (www.procurestaff.com), led a project at the U.S. Department of Veteran Affairs that centralized the procurement of over $200 million of telecommunications equipment and services, saving taxpayers tens of millions of dollars annually. Ben led a road show with Agency leaders to promote the benefits of the solution and to increase the visibility of the department's new centralized sourcing strategy.

Service Supply Chain Gurus

Companies that continue to treat the service supply chain as a cost center are likely to be losers as more and more of the new revenue opportunity shifts to after the initial sale. And yet too few enterprises today have elevated their service supply chain and reverse logistics operations to the level of a strategic function within the corporation. Supply & Demand Chain Executive recognizes the following 2007 Pros to Know — "Service Supply Chain Gurus" for their contribution in bringing greater visibility to this increasingly critical segment of the supply chain.

Greg Baxter, president and CEO of service parts planning and logistics provider Baxter Planning Systems (www.bybaxter.com), says that the service supply chain, much like the service organization in most companies, has been regarded largely as a necessary expense. But Baxter believes that service organizations (and the service supply chain) can leverage new processes and technology to deliver lower inventory while increasing service levels, helping to gain prominent exposure as contributing to the company's bottom line.

Zack Bergreen, CEO and chairman of Astea International (www.astea.com), a provider of customer interaction and field service software, evangelizes the shift in focus from customer service as a cost center to a true revenue driver, yielding bottom line benefits for companies aiming to boost client retention rates while optimizing supply chain productivity. He advocates the "proactive service call," shining the spotlight on improved field service and building "equity" in customer relationships.

Dr. Morris Cohen, founder and chairman of the board at service supply chain specialist MCA Solutions (www.mcasolutions.com), has spent nearly 30 working to raise awareness of the strategic value of the service supply chain. As the Panasonic Professor of Manufacturing and Logistics at the Wharton Business School at the University of Pennsylvania, his research has focused, in part, on how the service supply chain can generate revenue and boost profits, while providing a significant competitive advantage through its impact on customer satisfaction.

Keith Forshew, General Manager of the Supply Chain Solutions Group at on-demand supply chain management solutions provider Click Commerce (www.clickcommerce.com), notes that Supply Chain is becoming increasingly strategic as new environmental regulations like RoHS and WEEE highlight the importance of the post-sale service operation, and he preaches that the next area of efficiency and productivity improvements will be driven by the service supply chain.

William Huyler, president of Servigistics Pricing Services at service parts management solutions provider Servigistics (www.servigistics.com), has pioneered the development of advanced price optimization methods and software for application to the service parts supply chain for the last 15 years, and, more importantly, has promoted closer coordination between supply chain and price management as a key factor in increasing revenues in this once overlooked segment of the business.

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