ISM Northern CA April 2016

The ISM Northern California is pleased to announce a two part advanced purchasing excellence series for purchasing professionals.

Globally recognized purchasing expert Omid Ghamami will be teaching world class principles to manage suppliers and purchasing contracts, and –ultimately – to boost your purchasing career.

You will receive 14 Continuing Education Hours (CEHs) credit from the ISM for attending both seminars. 

These seminars will each build on one another, building a solid combination of skills:

Seminar #1: Purchasing Contract Law Skills to Catapult Your Knowledge & Results – Tuesday April 5th, 2016 – 8AM to 4PM

Seminar #2: Supplier Management for Slashed Cycle Time & Improved Results – Wednesday April 6th, 2016 – 8AM to 4PM

Location: “Golden Gate University, in the Financial District of San Francisco, CA

You will learn the secrets to:

    • Why you stifle your career by over-reliance on the legal department for legal reviews
    • How your customers can create legal liability using apparent authority
    • How your behavior can and will create or modify a contract – and how to avoid it!
    • Why LOIs and MOUs can get you in trouble, and what you should do instead
    • What the difference is between UCC “gap fillers” and Common Law “Last Shot Rule”
    • When to use a PO and when to use a long form contract, and what the top “gotchas” are
    • Which clauses MUST be customized to your requirements, or you might have no protection at all!
    • Which contract clauses to make unilateral, and which ones to make bilateral
    • Why you can get in trouble when a contract clause is in capital letters and what you should do
    • Why it can be better to negotiate liquidated damages up front in a contract and how to do it
    • Which clauses you DON’T want in your agreement – silence can be a good thing!
    • Learn the critical hidden problem when assessing limitation of liability and insurance levels
    • Which contract clauses suppliers try to “slip-in” language that they don’t want you to notice
    • Which state’s laws you never want your goods contract governed by, and which you do
    • What the 4 corners rule is and how it can be your best friend or your worst enemy
    • How your supplier forecasts can create detrimental reliance or promissory estoppels
    • What one secret clause will save you 75% time in your negotiations, and how to include it
    • How to make sure suppliers almost NEVER ask to make changes to your contract terms
    • What you don’t know about warranties and why they are not always a good thing
    • What UCC implied warranties you need to know about that your suppliers want to disclaim
    • Which contract clauses must be written to survive the agreement, and how to word themea
    • How to PREVENT and respond to supplier breach of contract, saving you time!
    • Which 3 COMMON purchasing words you should never use in communications with suppliers
    • How a buyer signed a contract that turned into a lawsuit; we will review & fix that contract!
    • The biggest mistake that purchasing professionals make with supplier performance management expectation setting and how to avoid it
    • Why buying resources is a dead-end and how to shift your practices towards buying RESULTS.
    • Why the root cause of nearly all poorly performing suppliers is poor purchasing practices and not inept or incompetent suppliers, and what you need to do about it. 
    • Why changing poorly performing suppliers is almost addressing the symptom & not root cause.
    • What the efficiencies gained are by driving continuous quality improvement measures with a rock solid supply base and what steps need to be taken to enable this.
    • How and when to determine what results the supplier is to achieve, and how to put measures in place that encourage and ensure these results are met – rather than waiting for excursions.
    • How to tier your supply base and maximize results using the Pareto principle and why you should never measure your supply base size again. 
    • How to use advanced supplier management practices to accelerate supply base optimization strategies, reduce rogue customer excursions, reduce TCO, & create high performing suppliers.
    • How to take a few critical steps up front in the RFX process that will enable dramatic improvements in supplier performance post contract. 
    • How to revamp your supplier management efforts so you are managing the results and the supplier is doing the bulk of the supplier management execution activities that you report out on.
    • What mission based purchasing is and how to get suppliers aligned with this approach
    • Why the worst situation is the supplier doing exactly what your contract says and you are still unhappy with the results, & how to put powerful supplier management systems in place to avoid.
    • How to develop world class score cards and the top 3 common mistakes that you must avoid
    • Why the contract you put in place can be your best friend or worst enemy in supplier management and the necessary steps to ensure your contract enables and accelerates your results.
    • How to drive world class supplier business reviews that wows customers and stakeholders.
    • Why purchasing professionals spend more than 75% of their time on non-value added activities and how to re-architect this to be focused on strategies that catapult results, career, & income

Registration Pricing

ISM Members

One Seminar Only: $347 50-300px

BOTH Seminars: $597 50-300px


One Seminar Only: $447 50-300px

BOTH Seminars: $747 50-300pxSee What Others Have Said About These Seminars!

“I have worked with dozens of supply chain educators, consultants and industry experts for more than 2 decades. In that time, I have only met 2 who can provide real world applications and tools that the student can take back to the job and apply to their work situations. Omid is by far the best with this type of approach. He provides step by step instruction as well as templates that can be used on every day applications. His style is engaging and easy to understand and at the same time, he challenges the student to stretch and grow their capabilities. Any time spent in the classroom with Omid is a great investment in one’s career.”
– Steven McCredie, President, ISM Sacramento Valley

“Omid is a seasoned, highly energized speaker and trainer who had one of the largest attended track sessions at our Southwest Supply Management Conference in Galveston, TX. He was well received by the attendees and left very memorable impressions with his ability to articulate both his knowledge and experience. Additionally, his subject matter expertise in price-cost analysis, legal aspects, contracting, and supplier relationship management are second to none. As the Southwest Forum Education Chair, I highly recommend him.”
– Tom Tanel, ISM SW Conference Education Chair

 “Omid is one of our top notch speakers in the area of sales and purchasing negotiations, pre-negotiation planning, and purchasing contract law.  We look to him as one of our best and most experienced speakers when presented with seminars in these areas.”  – Dr. Ron Marquardt, President – MVP Seminars, LLC

“Omid is full of energy and enthusiasm, and has provided our organization important insight to how to gain breakthrough productivity gains and quality improvements in our contract negotiation process.” – Leonardo Couto, L’Oreal Brazil Purchasing General Manager AND President of the Brazilian Council of Purchasing Executives

 “The most useful presentation I’ve seen in 35 years in the business.  Omid has exceptional command of the subject matter and a very fine sense of what to say and when and how. Kudos to you for getting him in front of us, and let’s see more of him, please!” – Teledyne Technologies, Inc.

Thanks for the excellence presentation, both provocative and informative, the best one I’ve attended in many years. – James W. Hays, ISM Northern California Executive Director

“Omid was placid, engaging and kept my attention throughout the entire day. This subject could have easily been stretched out into a three day seminar. Omid easily conveyed the key core variables requiring our closest attention for those of us that engage contract management, refreshing and renewing our knowledge base. Great speaker and obviously a subject matter expert with vast knowledge and a rare ability to articulate his experiences into tangible bit sizes that seized my attention and were relateable to the message.” – Mark NyQuist, Bio-Rad Laboratories

I am in the middle of working with a key supplier to take out unnecessary costs and processes on a project that seems to be out of control. The information in this series provides just the type of tools and principles I need to bring this under control. This has got to be ‘hands down’ the best and most practical series I have ever participated in.  – Director of Education for the ISM Sacramento Valley

 “This is one of the highest ratings I have seen and we hope to have you back again next year!” – CJ Nord,  President, Institute for Supply Management (ISM) Los Angeles

 “Omid you are an excellent instructor, able to focus the attention of the audience and maintain direction of the conversation. I paid for this class with my own funds and could not be happier with the experience. I particularly liked the confidence you had in the material.”  – National Association of Purchasing Managers (NAPM) Arizona

 “It’s refreshing to attend a seminar packed with practical tools that can be applied on the job the next day.  Too often we get a lot of theory with little guidance on daily applications. I have never attended such exciting seminars with concepts and tools I can use on the job on a regular basis.  Omid is an adept supply chain practitioner as well as a very engaging teacher.” – Balanced Body, Inc.

“Thank you for your commitment to excellence in purchasing!  You are THE Godfather of Negotiation Planning!” – Keith Erickson, Director of Corporate Purchasing, Intel Corporation

Omid on Stage

Omid G ~ “THE Godfather of Negotiation Planning”

Omid G Bio

Omid is President & Chief Consultant at Purchasing Advantage, a purchasing and supply chain management consulting and training solutions provider. Since 1995, he has performed consulting, training, and executive coaching for thousands of procurement executives and professionals from 19 different countries in 5 continents on topics related to the entire spectrum of purchasing, supply chain management, purchasing contract law, negotiations, and supplier management.

Omid is also the CEO & Chairman of the Board of The Center for Purchasing and Supply Chain Management (CPSCM) Excellence, a global purchasing and supply chain management certification institute.

Omid has also consulted on $10.2 Billion of mergers & acquisitions in the Fortune 500 sector.

The most respected global authorities have reach out to Omid for his expertise. Omid has the crowning achievements of having trained all 50 Chief Purchasing Officers of the United States on how to achieve breakthrough TCO results against their $3.2 Trillion budget, having been sought out and interviewed by Fortune Magazine regarding Fortune 500 strategies for success in the 21st century, being nominated to the Advisory Board of several companies, and also having presented to Harvard University’s world famous Supply Chain Management program, alongside the likes of Steve Wozniak, co-founder of Apple Computer.

Omid has 18 years’ experience with Intel Corp, holding responsibility for $1B + in annual expenditures as a purchasing executive, and also managing Intel’s global purchasing operations.  He was also responsible for the end to end negotiation planning, execution, and training processes for Intel’s entire $16B global procurement organization, whom named him THE Godfather of Negotiation Planning! 

Omid is well known with the Institute for Supply Management, having published a multitude of articles in their global journals & held many highly successful speaking engagements for them. He is the author of 2 purchasing books & has 50+ hours of TV appearances as a purchasing industry expert.

Omid is also the founder, chief architect, and exclusive LTT Professor of Purchasing for the only purchasing curriculum and certificate program in the entire California State Community College System.

Publications and TV appearances


  • Purchasing Advantage – Running a World Class Purchasing Organization.  209 page book, Lulu Publishing, 2010
  • World Class Purchasing Contract Management, Lulu Publishing, 2013


  • “Calling the Supplier’s Bluff – 6 questions to determine how much they need  your business”, ISM™eSide Supply Management, Vol. 1, No. 5, Sept/Oct 2008.
  • “Chemical Sourcing Models for Cost and Risk Optimization”, ISM™ eDigest January 2009
  • “Opening and Bottom Line Positions in Negotiations”, ISM™ eSide Supply Management, July/August 2009, Vol. 2, No. 4
  • “Win/Win Negotiation Strategies”, ISM™eSide Supply Management, Jan/Feb 2010, Vol. 3, No. 1
  • “Achieving Competitive Advantage Through Supply Chain Management”, co-authored with Farrokh Moshiri, 2010 Global Business Development Institute (GBDI) Conference
  • “New Paradigm for Achieving Sales Negotiation Success”, 2010 Global Business Development Institute (GBDI) Conference
  • “Capturing Soft-Cost Savings”, ISM™ eSide Supply Management, Sep/Oct 2010, Vol. 3, No. 5
  • “Harnessing Supplier Knowledge to Reduce TCO”, ISM™ eSide Supply Management, November/December 2011, Vol. 4, No. 6
  • “Three Steps to Best in Class Contract Negotiations”, ISM™ eSide Supply Management, July/August 2012, Vol. 5, No. 4, co-authored with Michelle Stamnes
  • “Five Strategies to Negotiate Like the Pros”, International Federation for Purchasing & Supply Management (IFPSM), April 2013
  • “World Class Supplier Management Strategies”, ISM™ Inside Supply Management, July/August 2013
  • “7 Deadly Sins of Negotiations”, ISM™ eSide Supply Management, July/August 2013, Vol. 6, No. 4
  • “Critical Strategies for Fortune 500 Company Success in the 21st Century”, Fortune Magazine (Euro Edition), September 2015

TV Appearances:

  • Primary guest speaker on acclaimed show Good Work Now episode #30, October 21, 2009
  • 50+ hours on public television broadcasted as a purchasing industry expert.

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