October 11, 2012

 Industry RFP Challenges  Panel Introductions  Panel Discussion  Table Discussion  Key Learning’s

 Dave Bode-VP Healthcare Solutions(DSC Logistics)  Edward DeMartini-VP Bid Mgmt(Kuehne & Nagel)  Dennis O’Hara-Director, Strategy & Procurement (J&J)  Stefan Hofer-Director, Strategic Sourcing(Abbott)

 Please write one of your industry RFP challenges on the card at your table.  Use either the “Shipper” card or the “Service Provider” card  Do not put your name on the card  The cards will be collected before the Panel Discussion  These challenges will be used for a table discussion at the end of our session

 What are your biggest RFP Challenges?  How do you use collaboration before and during a RFP process?  What practice have you used that was highly effective in the RFP Process?  What process do you use to determine which service providers to invite to a RFI/RFP?  Outside of price, what decision criteria’s do you use to select a service provider?

 What criteria do you use in deciding to respond to a RFP?  What are your biggest RFP challenges?  What would you like to see changed in the RFP Process?  How do you gain “tribal Knowledge” that is not described in a RFP?  How do you get accurate data?  What do you need from the shipper to develop the best solution?

 Topics Assigned to each table  You will have 10 minutes to discuss  Prepare Group answer  Table leader to present to group

 Review as a Group