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Procurement Services Associates
Material And Contract Services

Winter 2011 Newsletter ☀ Website.pdf


What's Inside?

Top 8 Rules of
Networking



Dan Plute's Trip
To Pakistan



Growing Shortage of
C-Level Talent



James Jones Bio


Chris Jackson Bio


Education 2012
Santa Clara



Education 2012
East Bay



Supply Management
Winter 2012



Associations

Dan Plute at a recent business meeting in Pakistan.

2011 has been an exciting and busy year for PSA/MACS team. Our offices in Northern and Southern California have successfully fulfilled direct hire and project support needs for domestic clients in various industries including Engineering, Manufacturing, Medical/Health, Pharmaceutical, Energy, Education, Defense, Food, and many other industries including Government agencies. We now have offices in Arizona, Texas and San Diego area.

In Northern California, we have won multiple awards for spend management and project support work. We have successfully filled key positions for organizations nationwide including: Contract Administrators and Pricing Managers for Aerospace Industry, Material Managers for a fast growing Medical Device company, Global Commodity Manager for Entertainment Industry, Global Sourcing Manager for a Major Player in high-tech industry lead by a Visionary in Silicon Valley, Strategic Sourcing Specialist for a major pharmaceutical firm, Contract Administrators for various Healthcare/Hospital clients, Sr. Commodity Managers for a fast growing Solar Company and many more.

In Southern California, Santa Ana office has placed Supply Chain, Procurement and Contract Professionals in key Management level positions for a Major International Airline, a large Public Water Utility in addition to several nationwide top level clients. Our sphere of influence in the professional placement arena has expanded to clients outside of California.

In Texas, we are discussing Supply Chain and Procurement support for a gas industry client. The support would be for the client's US and Canadian operations. We are also discussing a supply chain spend review for a off-shore petroleum industry contractor. We anticipate major project support opportunities in the Texas market in 2012.

We have finalized an agreement to join efforts in the Arizona market with a Small, Veteran owned business. MACS-AZ, LLC will be a certified 8A veteran owned small business.
Our announcement and an introductory letter to federal agencies and defense contractors regarding our contracts, procurement and supply chain project support capabilities are scheduled for distribution in December.

Many clients are taking advantage of savings gained through MACS' Spend Management program. Our client in Marin County has gained a saving of about 25 percent for their communications systems -- about a $50K annual savings. They are looking for more savings through this program for another spend category we are currently negotiating and bidding for them.

PSA/MACS are observing a growing trend for supply chain management professionals to perform consulting services on RFP Initiatives and major Sourcing Projects. We are also experiencing an increase in business activities with small to mid-size companies that have fewer than 150 employees which according to our current client surveys are expected to continue through 2012.
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The Top Eight
Rules of Networking

By Kelly Eggers

You know the type. The people with obnoxious laughs, pushy pitches, and the ability to corner you at industry conferences and talk about themselves continuously for what seems like hours? The ones who clearly mean well, but their lack of etiquette can make you wish you hadn't even gone? Here's a friendly suggestion: Don't be that person.

Networking is a critical part of any job hunt, yet it's probably the easiest thing to get wrong. Using living, breathing connections works better than blindly sending out resumes over the Internet, but for many, approaching people they don't know for help finding or getting a job is uncomfortable and nerve wracking. Knowing a few etiquette guidelines can help you keep your conduct aboveboard, and perhaps ease a few fears about putting yourself in front of the well-connected.

❶ Have a Solid Introduction
As most know, first impressions count heavily. Make sure your attire, attitude and overall appearance are the best possible before introducing yourself to someone.
If you're at a networking event, pay close attention to the groups people have formed around the room. Join people who are by themselves, or a group of two or three whose positions provide you with a physical "opening" to jump into the conversation, says Ivan Misner, founder of California-based business networking organization BNI. Introduce yourself by clearly stating your name and making eye contact while you shake their hand, says Carol Goman, a nonverbal communication expert and author of The Silent Language of Leaders. Weak handshakes turn people off, so practice yours with a friend to make sure it's neither bone-crushing nor wimpy.
If introducing yourself online, remember to follow in-person social etiquette rules. If someone referred you to the person, for example, put the mutual contact's name in the subject line of the e-mail, says Goman, so there's an immediate level of recognition. "Email is a cold medium," she says. "If you can warm it up with something personal, do so."

❷ Don't Confuse People with Your Pitch
No one needs to hear your entire work history upon meeting you. If someone asks you to tell them a bit about yourself, your explanation from start to finish shouldn't take more than 30 to 60 seconds.
This is especially true when you're networking with people who don't work in your industry. Going into the nitty gritty details of your specific skills and interests in chemical engineering will likely go over the head of someone who works in management consulting or marketing. "Most people begin by reciting their resume in reverse chronological order," says Jodi Glickman, author of Great on the Job, and founder of the career consultancy by the same name. "Instead, you should start with what you want to do -- your destination -- then a brief backstory, and connect the dots between them," says Glickman. Share what's relevant, not what's recent. "The latest thing you've been working on might not be related to what you want to do next."

❸ Don't Tell a Sob Story
No matter how tough it's been, you need to paint a positive picture when you're making new connections. "Potential employers or connections aren't going to bring on people who are down in the dumps just to make them feel better," says Glickman. They want people who project a good, can-do attitude, and who will be energetic and excited about the position, she says, not people who are just excited to have a job.
Complaining in general has no place in networking -- whether it's about unemployment, how tough your job is, or how bad your former employer was. "In this economy, people say 'How's business?' and they'll actually tell you," says Misner. "It doesn't do any good to complain about how bad business or the economy is. People hate doing business with people who are grumpy."

❹ Spend More Time Listening Than Talking
In this case, the old adage is true: People were given two ears and one mouth, and you should use them proportionately. "Just like in the dating world, you should spend more time listening to and understanding the person in front of you than talking about yourself," says Mark Jeffries, a business communications consultant and author of What's Up With Your Handshake?. "Once you have truly understood what drives this person, then you can introduce yourself and tell your own stories in a way that best fits their specific needs."
"Most people think that the really great networkers are extroverts, but extroverts don't shut up," says Misner. Talking about yourself is a good way to spread the word about who you are, but listening closely can help you form a deeper relationship with someone.

❺ Avoid Being Socially Inept
There's a fine line between being friendly and personable and being awkward. You do not want to be the latter.
"Steer clear of talking about things that would make people uncomfortable," says Glickman. "For example, don't tell me that you were out of work for six months because you recently had brain surgery, or because you were laid off." People are going to feel as if they need to pity you, but you don't want that to be the foundation of a relationship. Being vague about negatives -- like saying you're returning after a six-month medical leave, or after spending some time traveling -- is a good way to keep the conversation on a high level. You should maintain some normal social constructs, such as where you direct your eyes and how closely you stand to people. Looking from someone's eyes to the middle of their forehead is professional, versus a more social gaze of eyes-to-mouth, says Goman. You should also try to keep an arm's length away from anyone you're talking to, says Misner.

❻ Don't Overstay Your Welcome
Taking up too much of someone's time is almost as bad as ignoring them entirely. "It's imperative that you understand when your time is up," says Jeffries. "You win in the social world if you 'release people first,' so if you see a slow crossing of the arms, an increase in the amount of time they're looking over your shoulder, or a sudden obsession with the word 'anyway,' they are giving you not-so-subtle hints that they'd like to move on."
Have a few "graceful exits" ready, says Goman. Examples: "It was a pleasure meeting you! There are a couple of other people here who I said I'd get in touch with while I'm here," or "Is there anyone here I can introduce you to?" If you're still lost, there's always the standby "I'm going to run to grab another drink."

❼ Hand out Your Business Card, Not Your Resume
It's not ok to pass along an unsolicited resume. Offline or online, you need to work on forming a relationship with someone before you ask them for anything at all. Many people overlook this professional courtesy, and ask brand new connections to serve as a referral when submitting a resume or application. "Don't ask strangers for a job," says Glickman. "You can't ask someone to do a favor for you who you don't have a relationship with. It's unprofessional, tacky and ineffective."
Instead, go for the business card exchange. Make sure that when you offer yours, you specifically and politely request theirs. Don't assume they'll solicit it on their own. Once you're a bit of a distance from them, take a minute to jot down a few notes about the person you just met on a sheet of paper -- anything personal they may have mentioned, a news item you discussed, or a business idea you talked about. You can use that to politely jog their memory in a follow-up note.

❽ Follow Up and Through
Perhaps the "Cardinal Rule" of networking is that once you've planted the seeds of a new relationship, you must follow up to maintain it. Whether it's a business referral, job lead, or a professional connection, get in touch -- within 24 hours -- to say you enjoyed meeting them.
"No one owes you anything, so you need to be as ingratiating as you can," says Glickman. People who have taken the time to speak with you and provide you with connections or guidance deserve a thank you. "Assume that you can learn from everyone. They might not be the right person, but they might know someone who you might want to be in touch with."
It's also critical to reach out to anyone a connection refers you to. "People hate it when they give someone a referral and the person never bothers to follow up on it," says Misner. If you don't, it makes two parties look bad, he says -- you, since you didn't follow through on a potential lead, and the person who referred you, since they recommended you as a reliable resource.     Top

Dan Plute in Pakistan

MR. DAN P. PLUTE
PROCUREMENT SERVICES ASSOCIATES
UNITED STATES OF AMERICA

Dear Sir,

The Karachi Chamber of Commerce and Industry conveys its best wishes and compliments to you and I express my gratitude and sincere thanks for your kind visit for the meeting with the Office Bearers and Members of Managing Committee, during your visit to 6th Expo Pakistan, 2011.

We indeed held fruitful discussions and were impressed by your free, frank and thought-provoking ideas for the promotion of bilateral, commercial and economic relations.

Pakistan enjoy extraordinary cordial and friendly business relations and there are ample opportunities to enhance and promote the existing trade and business relations between both the countries.

Mr. Plute attends business meetings in Karachi Pakistan promoting business opportunities.

Assuring you of our continued cooperation,

With personal and warm regards.

      Sincerely:

      Mian Abrar Ahmad

Companies are experiencing a Growing Shortage of C-Level Executive Talent

In the United States as well as many other developed countries, there is a growing scarcity of C- Level executive talent.

A recent RHR International report claims that America's top 500 biggest companies will lose half their senior managers within the next five years.

"A storm is gathering. We're going to see the effects of current conditions within the next 12 to 36 months as more baby boomers begin to retire. One of the things those people take with them is a huge knowledge and experience base that most companies have not replaced."
Dean Bare, managing director, Stanton Chase International, Atlanta GA

Why Use Interim Executives?

❶ Key open position is filled immediately, while searching for full time executive.
❷ Immediately jump start mission critical problems and initiatives with over qualified executives.
❸ Implement and manage rather than consult or advise. An effective change agent.
Emergence of Highly skilled Interim
Executives & Managers
Interim Executives bring a wealth of leadership and business experience, and can step in immediately to fill an unexpected opening on your management team. Interim Executives are ideal for kick starting special programs and projects and can provide valuable mentoring for younger executives. If your firm is involved in a turn around, merger or an acquisition, integrating newly acquired product lines or launching a new product or product line, establishing a new sales or marketing campaign or implementing a large system solution, an Interim Executive may be the best way to go.

Who Uses Interim Executives?

❶ Primarily demand is greatest in small to medium size companies with specific needs or critical problems. We also see demand in emerging and startup companies that are well funded and time to market or product development is key issue.
❷ Companies that need to fill a mission critical position while recruiting a permanent replacement.     Top
James Jones Bio
Jim has extensive C-level experience as COO, President and Vice President of Operations for multi-divisional, international manufacturing companies in a number of disciplines. Significant Supply Chain, Outsourcing and NPI (New Product Introduction) experience with start-up to fortune 500 companies. He has 25 + years as a start-up and senior multi-plant and multi-national operating executive. His educational background is in Mechanical / Electrical Engineering and Business. He is Certified in Production and Inventory Management (CPIM) and one of the first 600 APICS Certified Practitioners in the World. USAF Veteran with DAV status.

Professional & Board Organizations: American Production and Inventory Control Society (APICS), formerly on Board of Directors. Society of Manufacturing Engineers, Senior Member. National Association Corporate Directors. Aceva Technologies, Advisory Board Chairman. American Electronics Association, former Member, Board of Directors. Currently Chapter Director of The Greater Phoenix Area COO Forum.

James Jones, Director & Co-Founder
The Executive Partners
James Jones, Chapter Director
The Greater Phoenix Area COO Forum
408-390-6456 Cell
480-840-9373
Personal E-Mail: jjones7829@aol.com
Profile: www.linkedin.com/in/jamesjones1
Business E-Mail: jim@TheExecutivePartners.Com
Web Site:www.TheExecutivePartners.Com



Chris A. Jackson
With PSA since
2003

Mr. Jackson brings over 18 years experience in the areas of business development, marketing, project management, mergers/acquisitions, and alliances & partnerships in the engineering/construction and energy markets. Mr. Jackson began his career with Bechtel Corporation and served on its five-member strategic sourcing team whereby he sourced and negotiated key commodity global supplier agreements for use on Bechtel projects worldwide. Mr. Jackson was then transitioned into a joint venture between Bechtel & EDS where he provide Supply Chain Management consultation to companies like Phelps Dodge, British Borneo, Lyndell-CITGO, The Shaw Group, Kaiser Aluminum, and other Fortune 500 and international companies. In 2001 Mr. Jackson joined Far East Energy Corp (NASDQ: FEEC) as VP Corporate Development and Investor Relations where he had been responsible for project funding and served on Far East's acquisitions/mergers team. Since 2003, Mr. Jackson has supported various Procurement / Logistics roles which includes procuring and transporting heavy equipment into Afghanistan and Iraq. Mr. Jackson holds a BS in Business Administration and a minor in Finance from Texas A&M University -- Commerce.

cjackson@macservices.us

APICS Santa Clara
3150 De La Cruz Blvd, Suite 200
Santa Clara, CA
408-727-1125
                                    More Info

Starting Soon, Sign Up Now!
Basics of Supply Chain Management

January 17 - February 16, 2012
Tues & Thurs Evenings, 6pm - 9pm

The basic concepts in managing the complete flow of materials in a supply chain from suppliers to customers are covered in the Basics module. This module covers manufacturing, distribution, service, and retail industries. This includes the fundamental relationships in the design, planning, execution, monitoring, and control that occur. Knowledge of the material in this module is assumed as a prerequisite for the other APICS CPIM modules, which cover similar topics in much greater depth.

Basics of Supply Chain Management
10 Evenings or 4 Saturdays

✴ Tues/Thurs, 6-9pm
17-Jan 19-Jan 24-Jan 26-Jan 31-Jan 2-Feb 7-Feb 9-Feb 14-Feb

✴ Saturdays 8:30am-2:30pm
11-Feb 18-Feb 25-Feb 3-Mar

✴ Mon/Wed, 6-9pm
16-Apr 18-Apr 23-Apr 25-Apr 30-Apr 2-May 7-May 9-May 14-May 16-May

✴ Tues/Thurs, 6-9pm
17-Jul 19-Jul 24-Jul 26-Jul 31-Jul 2-Aug 7-Aug 9-Aug 14-Aug 16-Aug

✴ Mon/Wed, 6-9pm
15-Oct 17-Oct 22-Oct 24-Oct 29-Oct 5-Nov 7-Nov 12-Nov 14-Nov 19-Nov

______________________

Master Planning of Resources
8 Evenings Or 3 Saturdays

♞ Mon/Wed, 6-9pm
5-Mar 7-Mar 12-Mar 14-Mar 19-Mar 21-Mar 26-Mar 28-Mar

♞ Saturdays 8:30am-2:30pm
14-Apr 21-Apr 28-Apr 5-May

♞ Mon/Wed, 6-9pm
21-May 23-May 30-May 4-Jun 6-Jun 11-Jun 13-Jun 18-Jun

♞ Tues/Thurs, 6-9pm
16-Oct 18-Oct 23-Oct 25-Oct 30-Oct 1-Nov 6-Nov 8-Nov

______________________

Detailed Scheduling & Planning
9 Evenings Or 4 Saturdays

☀ Tues/Thurs, 6-9pm
19-Apr 24-Apr 26-Apr 1-May 3-May 8-May 10-May 15-May 17-May

☀ Saturdays 8:30am-2:30pm
8-Sep 15-Sep 22-Sep 29-Sep

☀ Mon/Wed, 6-9pm
30-Jul 1-Aug 6-Aug 8-Aug 13-Aug 15-Aug 20-Aug 22-Aug 27-Aug

☀ Tues/Thurs, 6-9pm
13-Nov 15-Nov 20-Nov 27-Nov 29-Nov 4-Dec 6-Dec 11-Dec 13-Dec 6 - 9 pm

______________________

Execution & Control of Operations
8 Evenings Or 4 Saturdays

❖ Mon/Wed, 6-9pm
23-Jan 25-Jan 30-Jan 1-Feb 6-Feb 8-Feb 13-Feb 15-Feb

❖ Tues/Thurs, 6-9pm
5-Jun 7-Jun 12-Jun 14-Jun 19-Jun 21-Jun 26-Jun 28-Jun

❖ Saturdays 8:30am-2:30pm
14-Jul 21-Jul 28-Jul 4-Aug

❖ Mon/Wed, 6-9pm
10-Sep 12-Sep 17-Sep 19-Sep 24-Sep 26-Sep 1-Oct 3-Oct

______________________

Strategic Mgmt. Of Resources
8 Evenings Or 4 Saturdays

✈ Mon/Wed, 6-9pm
20-Jun 25-Jun 27-Jun 9-Jul 11-Jul 16-Jul 18-Jul 23-Jul

✈ Saturdays 8:30am-2:30pm
17-Nov 1-Dec 8-Dec 15-Dec

______________________

CSCP CLASSES Certified Supply Chain Professional
14 Evenings Or 8 Saturdays

✈ February 28 - April 12 (Tues/Thurs 6pm to 9pm)

✈ June 2 - July 7 (Saturdays 8:30am to 4pm)

✈ October 6- Nov. 10 (Saturdays 8:30am to 4pm)
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Advance Your Career in Supply Management!

Have you expanded your skills to cover the new Supply Management? Are you prepared to move into the expanded supply chain management positions? Does your resume reflect the skills required in the new millennium? Improve your competitiveness through education and certification. Enhance your competitiveness for the new supply management positions!

Advancing your career in Supply Management can be achieved through education provided in the California State University East Bay Supply Management extension program. We have a great Fall Schedule (see below). Our courses for the fall include a new addition, Project Management for the Supply Manager led by Homer Johnston, D.B.A and former Brigadier General of the Army Corp of Engineers. We have a Purchasing Law class by M. Dean Sutton, a practicing attorney who is ready to discuss your legal questions. In addition we have classes in the key supply management areas to build your skills; Contacts Management, Quality Essentials, Globalization, Supply Chain Management and a review seminar for CPSM (Exam 1). Classes start September 13th and all courses will be held at the convenient Oakland City Center location.

Your studies will result in a career enhancing Basic, Advanced and/or Executive Certificate from California State University East Bay:
http://www.ce.csueastbay.edu/certificate/supply_management/index.shtml

To register please contact Janice Bruett   Janice.bruett@csueastbay.edu

Your career preparation may also include becoming a Certified Professional in Supply Management: http://www.ism.ws/

For a quick self assessment, evaluate your skills and experience against the ISM's expanded definition of Supply Management as follows: "The identification, acquisition, access, positioning, management of resources and related capabilities the organization needs or potentially needs in the attainment of its strategic objectives."

The ISM lists the following functions under 'Supply Management'
♞ Disposition/Investment Recovery
♞ Distribution
♞ Inventory Control
♞ Logistics
♞ Manufacturing Supervision
♞ Materials Management
♞ Packaging
♞ Product/Service Development
♞ Purchasing/Procurement
♞ Quality
♞ Receiving
♞ Strategic Sourcing
♞ Transportation/Traffic/Shipping
♞ Warehousing

The following courses are available this fall. I am available to answer your questions about the classes and certification program or the CPSM program.

Chuck Noland, MBA, CPSM, C.P.M., CPIM
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  Charlesrnoland@gmail.com

Supply Management
Winter 2012 Schedule



✔ Basic Certificate

EXSP 8769-KA Fundamentals of Purchasing
Saturday, January 7, 9 am - 5 pm at our Hayward Campus
Instructor, Charles Noland
Fee: $225.00 (0.7 CEUs/7 hours)

EXSP 8774-HA Special Purchases in Purchasing
Wednesday, February 22, 9 am - 5 pm at our Oakland Center
Instructor, Greg Snow
Fee: $225.00 (0.7 CEUs/7 hours)

EXSP 8770-KA Materials Management
Saturday, March 10, 9 am – 5 pm at our Hayward Campus
Instructor, Tab Tsukuda
Fee: $225.00 (0.7 CEUs/7 hours)

✔ Advanced Certificate

EXSP 8805-KA, Strategic Sourcing
Wednesday, January 18, 9 am - 5 pm at our Oakland Center
Instructor, John Armstrong
Fee: $225.00 (0.7 CEUs/7 hours)

EXSP 8783-HA, Advanced Negotiations
Wednesday, February 1, 9 am - 5 pm at our Oakland Center
Instructor, Charles Noland
Fee: $225.00 (0.7 CEUs/7 hours)

EXSP 8798-HA, Computerized Forecasting Using Spreadsheets
Wednesday, March 14, 9 am - 5 pm at our Oakland Center
Instructor, Zinovy Radovilsky
Fee: $225.00 (0.7 CEUs/7 hours)

✔ CPSM Study Series

EXSP 8896-KA, CPSM Exam Review Module 2:
Effective Supply Management Performance

Saturday, February 11, 9 am - 5 pm at our Hayward Campus
Instructor, Charles Noland
Fee: $225.00 (0.7 CEUs/7 hours)

Associations

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Procurement Services Associates and Material And Contract Services are associated with national and local chapters of NCMA, ISM and APICS

Contact Us

Procurement Services Associates
www.procurementservices.com
ph. 925-460-0397

Material and Contract Services
http://macservices.us/
ph. 925-460-3971

MACS Southern California
http://macservices.us/
ph. 714-647-1520

Materials and Contracts Services Arizona, LLC
http://www.macsazllc.com/
ph. 480-988-9889

 

Key Contacts:
San Jose State University (SJSU)
Yasser M. Dessouky
Yasser.dessouky@sjsu.edu

Operation/Supply Chain Procurement Courses Contact Golden Gate
ISM Certification: Chuck Nolan
noland339@yahoo.com

California State University East Bay (CSUEB)
Zinovy Radovilsky, Ph.D.,
zinovy.radovilsky@csueastbay.edu