8 – 8:45 a.m.
Registration and Coffee & Pastries
8:45 – 9:15 a.m.
Telecom Negotiations Gone Awry:
Welcoming Remarks, Introductions and a Story
Hank Levine – Levine, Blaszak, Block & Boothby LLP
Overcommitted ... out of time ... plagued by vendor endruns ... hear it all as Hank tees up the agenda and sets the tone for the conference with a compelling tale that calls out the pitfalls, roadblocks and missteps that you should – and now can and will – avoid.
9:15 – 10:15 a.m.
“The Government Made Me Do It:”
Carrier Myths vs. How Regulation Really Affects Your Deal
Laura McDonald – Levine, Blaszak, Block & Boothby LLP
Carrier myths abound. “The FCC requires that we charge this fee” and “I can’t give you that; carriers are required to give all customers the same rates and terms” are two that you hear in just about every procurement. The fact is, these myths and others like them are often the result of the misrepresented and misunderstood legacy of telecom regulatory rules and statutes. Join Laura and find out how to respond to carrier legal claims and what the real ground rules are for your negotiation.
10:15 – 10:30 a.m.
Refreshment Break & Exhibits
10:30 a.m. – Noon
Blueprint for a Successful Procurement: 7 First Steps
Andrew Brown – Levine, Blaszak, Block & Boothby LLP
Jack Deal & Larry York – TechCaliber Consulting LLC
A solid procurement plan delivers money-saving results. Sounds obvious – and simple – but there are dozens of moving parts, and often unforeseen problems, you must understand and address to develop a workable plan. Vendor “end-runs” are a constant threat ... commitment levels drive your leverage ... CIO and CFO expectations always loom ... and many more landmines can quickly disrupt your procurement. After this session, you’ll have a step-by-step blueprint that puts you on the road to success.
Noon – 1:15 p.m.
Networking Lunch & Exhibits
1:15 – 2:30 p.m.
Blueprint for a Successful Procurement: Doing the Deal
Ellen Block – Levine, Blaszak, Block & Boothby LLP
Jack Deal & Ben Fox – TechCaliber Consulting LLC
Join Ellen, Jack and Ben as they pinpoint the roadblocks you must navigate to move from an RFP to a winning deal. Get your ducks in a row for a competitive procurement, including critical information, necessary resources, vendor expectations – and your own management’s buy-in to the process (e.g., no golf outings with the incumbent vendor until the deal’s signed). Find out what to include and what to exclude from an RFP, how to identify appropriate vendors and accurately evaluate their proposals and then lay the groundwork to document your deal. The road is littered with obstacles that can quickly derail you. Get prepared to spot and eliminate these traps with crystal-clear advice from pros who have seen them all.
2:30 – 3 p.m.
Refreshment Break & Exhibits
3 – 4 p.m.
Contract Ts & Cs: Payment Terms & Commitments
Ellen Block & Hank Levine – Levine, Blaszak, Block & Boothby LLP
Larry York – TechCaliber Consulting LLC
Vendor contracts can transform what was a great deal into an unrecognizable hodgepodge of customer obligations, vendor disclaimers and bewildering contract clauses linked to the vendor’s ever-changing web-based service guides. But you can avoid this lethal cocktail and come out on top with the advice you get in this session. (And when you see the real-world examples our experts share with you, you won’t have a problem getting motivated!)
4 – 5 p.m.
Contract Ts & Cs: Implementation, Service & Operations
Hank Levine & Laura McDonald – Levine, Blaszak, Block & Boothby LLP
Ben Fox – TechCaliber Consulting LLC
A great contract protects your company for the life of the deal – that’s why it’s imperative that you address up front the key operational issues that invariably arise. But you have to know what thorny problems to address early to ensure that you get smooth network migration between otherwise uncooperative vendors, SLAs that have real teeth, effective account team management and sufficient time for ramp-up. These won’t be addressed in a way that meets your needs unless you insist, and know what to look for. This session delivers the advice you need to make your contract air tight on each and every critical issue.
5 – 6:30 p.m.
Networking Reception & Exhibits

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