1. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 1 Breakout Session 4 Paul Frishert, Interpolis Verzekeringen dateApril 7, 2003 time3:30 - 4:30 pm Procurement and Contract Management in a European Insurance Company

2. The Fairmont Dallas, Dallas, TX 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

3. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 3 Menu Who is Interpolis? Procurement and Contract Management International Purchasing and Contract Management Questions and Answers

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

5. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 5 Growth of Interpolis in turnover in millions of euros

6. The Fairmont Dallas, Dallas, TX 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

7. The Fairmont Dallas, Dallas, TX 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

8. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 8 Rabobank Group Triple A rating Largest bank on the domestic market 370 independent local Rabobanks One of the 50 largest banks in the world Affiliated organizations (Interpolis, Robeco Group etc.) 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.

9. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 9 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 All-in-one policy Business Compact Policy

10. The Fairmont Dallas, Dallas, TX 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

11. The Fairmont Dallas, Dallas, TX 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

12. The Fairmont Dallas, Dallas, TX 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

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

14. The Fairmont Dallas, Dallas, TX 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

15. The Fairmont Dallas, Dallas, TX 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

16. The Fairmont Dallas, Dallas, TX 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

17. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 17 History Contract Management in Interpolis Scattered and non-valid non-core business contracts Low contract awareness No procedures or process Simple CM application New insights

18. The Fairmont Dallas, Dallas, TX 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

19. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 19 A way to launch Corporate Procurement Contract Management

20. The Fairmont Dallas, Dallas, TX 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.”

21. The Fairmont Dallas, Dallas, TX 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)

22. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 22 Requirements Engineering

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

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

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

26. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 26 What is Requirements Engineering? A discipline which deals with: –Requirements Development –Requirements Management

27. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 27 What is Requirements Engineering? A discipline which deals with: –Requirements Development discover, specify, verify, validate and deliver the requirements –Requirements Management

28. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 28 What is Requirements Engineering? A discipline which deals with: –Requirements Development –Requirements Management determine impact of changed demands on the agreed requirements and specify the new requirement(s)

29. The Fairmont Dallas, Dallas, TX 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

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

31. The Fairmont Dallas, Dallas, TX 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/

32. The Fairmont Dallas, Dallas, TX 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

33. The Fairmont Dallas, Dallas, TX 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:

34. The Fairmont Dallas, Dallas, TX 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

35. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 35 Menu Who is Interpolis? Procurement and Contract Management International Purchasing and Contract Management Questions and Answers

36. The Fairmont Dallas, Dallas, TX 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

37. The Fairmont Dallas, Dallas, TX 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

38. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 38 INCOTERMS EXW EX WORKS (…named place) FCA FREE CARRIER (…named place) FAS FREE ALONGSIDE SHIP (…named port of shipment) FOB FREE ON BOARD (…named port of shipment) CFR COST AND FREIGHT (…named port of destination) CIF COST, INSURANCE AND FREIGHT (…named port of destination) CPT CARRIAGE PAID TO (…named place of destination) CIP CARRIAGE AND INSURANCE PAID TO (…named place of destination) DAF DELIVERED AT FRONTIER (…named place) DES DELIVERED EX SHIP (…named port of destination) DEQ DELIVERED EX QUAY (…named port of destination) DDU DELIVERED DUTY UNPAID (…named place of destination) DDP DELIVERED DUTY PAID (…named place of destination) www.incoterms.org

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

40. The Fairmont Dallas, Dallas, TX 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)

41. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 41 Risks

42. The Fairmont Dallas, Dallas, TX 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

43. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 43 Revocable credit SellerBuyer Advising BankIssuing Bank 1 2 3 4

44. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 44 Irrevocable Credit SellerBuyer Issuing Bank 1 2 3

45. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 45 Confirmed Irrevocable Credit SellerBuyer Advising or Confirming Bank Issuing Bank 1 23 4 Transport Company 10 5 6 7 8 9

46. The Fairmont Dallas, Dallas, TX 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/

47. The Fairmont Dallas, Dallas, TX 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

48. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 48 Menu Who is Interpolis? Procurement and Contract Management International Purchasing and Contract Management Questions and Answers

49. The Fairmont Dallas, Dallas, TX NCMA 3rd Annual Commercial Contract Management Conference International Contract Management—Better Business by Crossing Borders 49 +

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