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ICN Expertise

Joe Auer | Philip L. Bode | Patrick Campbell | Gary H. Golub | Steve Gutzman
Sherry Irwin | William H. Kern | Kendall Messick | Daniel Pepper | F. Elgin Ward

ICN CEO             

Joe Auer

Joe Auer, founder and president of International Computer Negotiations, Inc. (ICN), is a widely recognized international leader in high tech procurement. Business Week Newsletter calls him “the industry's leading bargaining expert.” Datamation says, “Joe Auer has long been justifiably known as an expert to whom others turn.”

Joe's early career was spent with Honeywell where he mastered negotiation tactics from the vendor's perspective. It became obvious to him though that those on the ‘other side of the table'—those acquiring high tech products and services—were at a decided disadvantage. Having identified this need, Joe founded ICN with the express purpose of helping technology buyers and users to do better deals when negotiating with technology vendors.

Since founding the company 35 years ago, Joe has advised, enlightened and empowered the technology professional with techniques, tools and established directions for negotiating fair contracts that meet the mutual goals of both user and vendor. Joe developed the Managed Acquisition Process™ (MAP™), which is recognized globally as the Best Practices methodology for technology procurement.

Based in large measure on his proven expertise, more than 300 of the Fortune 500 companies as well as major government organizations and principals of smaller, aggressive firms rely on ICN for advice and training. His knowledge and experience has also made Joe a sought after expert witness, a role he has filled innumerable times in litigation, mediation and arbitration actions and in state and federal courts across the country.

Joe Auer is an award-winning columnist for Computerworld, a noted speaker, author and publisher of the ICN newsletter, Tools & Tactics. He is also the co-author of two textbooks, Computer Contract Negotiations and Major Equipment Procurement.


Instructors and Senior Advisors             

Philip L. Bode

Phil, an ICN consultant and trainer, is an attorney who began his legal career at Blue Cross and Blue Shield of Arizona as Associate General Counsel. He was responsible for drafting and negotiating all types of vendor contracts, including those for technology-related services, software, and hardware.

Later, while with America West Airlines, Phil was Manager of Contract Services within IT; his duties included reviewing, negotiating and administering all IT-based contracts. He also implemented a vendor management program focused on leveraging business relationships, improving vendor performance, and increasing vendor accountability, which resulted in the savings of millions of dollars.

Prior to joining ICN, Phil was the Director of Consulting with MSS Group, a telecom financial management company.

Patrick Campbell

Senior Consultant and Instructor Pat Campbell brings ICN vast hands-on experience in information technology, especially in the areas of vendor management, quality assurance, information systems application management and data center operations.

Prior to joining ICN Pat was IT Purchasing Officer at Nationwide Insurance, responsible for strategic sourcing and the procurement of all related IT hardware, software, network products and services throughout the enterprise.

Throughout his career, Pat has always conducted internal development programs and workshops focused on negotiations, team building, overcoming impasses and supplier management. He has been instrumental in developing materials for many of ICN's  training courses, including Negotiations: Power, Process, Principles, Total Vendor Management, RFP Lab, and SLA Lab.  He is a frequent presenter at Caucus Association of Technology Acquisition Professionals meetings and conferences. In addition, Pat has published a number of articles on both supplier relationships and project management.

Pat received a BS and an MA degree in mathematics from Ohio State University. He holds CLU, CPCU and FLMI insurance designations and is a member of the Institute of Supply Management (ISM). Currently, he is on the faculty at Columbus (Ohio) State Community College.

Gary H. Golub

Gary Golub is a senior ICN consultant with more than 20 years of experience in information technology. Gary's experience comes mainly from Fortune 500 and Global 10 corporations, both as an employee and in consulting roles.

Prior to joining ICN, Gary was with Blockbuster, Inc. in Dallas. At Blockbuster Gary created a new department to focus on five aspects of the company's IT infrastructure—disaster recovery, asset management, capacity planning, development of the $40 million departmental budget and performance measurement and metrics.

Gary's expertise encompasses many disciplines in the high tech arena. In contract development and negotiations management, he developed numerous national procurement and services agreements. Gary actively negotiated agreements for computer acquisitions, software licenses and multiple application development projects. In addition, he established acceptance and performance criteria and developed contract compliance documentation. Gary's experience includes managing the acquisition process completely; from initiation through a signed contract to vendor management and contract renewal. He managed a multi-million dollar IT procurement department budget with responsibility for desktop through mainframe systems and software. Gary also established a capacity planning department to monitor and report on multi-platform systems usage. In addition, he established an on-time delivery plan that significantly reduced inventory.

Gary brings skill and experience in disaster/contingency planning, process flow/work flow analysis, budget development and financial analysis, service level measurement and metrics.

Gary has a Bachelor of Arts degree in Business Administration/Finance from the University of South Florida.

Steve Gutzman

Steve Gutzman joins ICN as a senior advisor, bringing a unique perspective to ICN clients from the vendor side of business operations. Steve has over 32 years experience in the technology industry, providing strategic leadership and direction to global sales organizations in some of High-Tech's most innovative and forward-thinking business arenas.

Prior to joining ICN, Steve was an independent consultant delivering consulting services in the area of field operations and on technology issues such as SaaS, IT Service Management, and Enterprise Software Licensing – all from the perspective of the vendor selling organization. His earlier career provided a wealth of corporate business experience working at companies such as IBM and Candle Corporation, one of the largest private, independent software companies in the world. At Candle, Steve was Vice President and General Manager of EMEA and during his tenure with IBM, he headed channel operations for the Federal Systems Division as well as various teams within the Software Group.

Steve holds an MBA from Loyola College and a BS from the University of Delaware. He is certified in ITIL Service Management.

Sherry Irwin

ICN Senior Consultant Sherry Irwin has more than 25 years of experience in lifecycle IT asset management (ITAM), including software, license, contract and vendor management, across a broad spectrum of industries. She is widely recognized as a pioneer, advocate, expert and educator in this maturing discipline.

Sherry conducts assessments of clients' current ITAM practices and assists with key elements of ITAM program planning, development and implementation, to ensure that the approach and results meet both tactical and strategic objectives and are consistent with industry practices. She also mentors clients as they operationalize their ITAM program; and, with specific operational tasks such as license compliance audits.

Sherry also conducts a series of educational seminars and workshops on various aspects of IT asset management including ITAM strategy and program development, software asset and license management (SAM), and contract and vendor management.

Sherry is the founder (1992) of the Canadian IT Asset Management Users' Group (CITAMUG), a BSA Certified Standards Based SAM Professional (CSS(P)), and a Canadian delegate to ISO/IEC 19770 (SAM). Sherry is a former Gartner consultant (1989 to 1995) and a former advisor (2000 to 2003) to clients of Giga Information Group's research and advisory service, as a Giga Expert and part-time consultant.

Sherry holds a Bachelor of Mathematics (Computer Science) from the University of Waterloo. She is a Certified Management Consultant (CMC), representing a commitment to the highest standards of consulting and adherence to the ethical canons of the profession. She is also a Certified Technology Procurement Specialist (CTPS).

William H. Kern

ICN Senior Consultant Bill Kern has more than 20 years of experience spent on the inside of the computer industry.  The majority of Bill's experience is in management positions with technology vendors specializing in computer hardware, systems development, outsourcing and third party leasing. This background gives Bill a keen understanding of the vendor approach in the acquisition process, and most importantly how to negotiate with those vendors.  Bill has vast knowledge in negotiating support contracts, including outsourcing, software, software modifications, system migration schedules, service level agreements, and maintenance agreements.

Since joining ICN, Bill has advised global clients in all phases of the acquisition process including:

  • data center facility management
  • outsourcing of data centers and data communications
  • outsourcing of application software support
  • storage area network facility management
  •  RFP development for off-shore software services
  • outsourcing of Internet banking
  • enterprise-wide software license negotiations and re-negotiations, including smart grid technology, data quality and field maintenance/inventory software
  • software development and hosting of a workmen's compensation system
  • renegotiation of HP hardware maintenance support
  • personnel management applications on a software-as-a-service basis           

Bill's extensive experience gives him a comprehensive understanding of the financial impact of outsourcing, development of statements of work, transition plans, service level agreements, as well as, general contractual terms and conditions.

Bill earned his business degree from the University of Maryland.

Kendall Messick

Kendall Messick is an ICN Senior Consultant and instructor who possesses extensive experience on the supplier side of the negotiating table.  Having worked in telecommunication sales for nearly two decades, Kendall enjoyed consistent successes as a technology salesperson which led him to various levels of sales management. He went on to  head up  major account sales and account management for MCI in NYC.   In this role, Kendall created and implemented corporate programs that significantly increased market penetration, profitability and overall customer retention. Under his leadership, the New York division consistently achieved quotas in excess of 100% year over year. 

Prior to joining ICN, Kendall established himself as an independent consultant training Fortune 500 companies and government agencies. His primary focus was sales and sales management as well as recruiting and customer service. In this capacity, Kendall designed and wrote training modules and facilitated workshops to audiences of diverse sizes and backgrounds.

Since joining ICN Kendall has quickly become one of ICN's most sought after instructors of negotiations, procurement and vendor management to technology and non-technology clients. He has trained extensively throughout the United States, Canada and Mexico working with corporations as well as state and local government agencies.  Kendall's delivery style and high degree of credibility with audiences make the ICN learning experience both compelling and highly relevant.

Kendall has a B.A. from Wake Forest University and has studied at the Universidad de Los Andes in Bogota, Columbia as well as the Universidad de Salamanca in Salamanca, Spain.

Daniel A. Pepper, Esq.

Daniel A. Pepper, Esq. has been practicing law since 1994. His practice areas include information technology and business process outsourcing, including outsourcing for the financial services and healthcare industries, technology joint ventures and strategic alliances, software and technology licensing, electronic commerce, and intellectual property protection. Mr. Pepper regularly advises his clients on cross-border technology transfers, development and testing arrangements, distribution channels, technology deployment, e-commerce and Internet strategies, including compliance with the Digital Millennium Copyright Act, and data security and privacy management.

Mr. Pepper also advises clients in the entertainment and media fields, handling licensing and merchandising, film production, finance and distribution, television development, production and distribution, music publishing and administration, and exploiting electronic and emerging media.

Mr. Pepper was Regional Counsel for BEA Systems, a San Jose-based software company specializing in e-commerce transaction software, where he was responsible for BEA's commercial, software licensing, services and distribution transactions for the eastern region of United States and Canada federal and provincial governments. Prior to joining BEA, he was corporate counsel for Oracle Corporation in its commercial law division, responsible for Oracle's software licensing, consulting, technical support, and education organizations for the New York and Mid-Atlantic regions. Mr. Pepper also practiced with the Computer and New Media Group of Friedman Siegelbaum, LLP, in Roseland, New Jersey, where he was part of a specialized practice in computer-related law representing clients in various technology fields, including software developers, online businesses, Internet website operators, information technology consulting companies, and outsourcing companies.

Mr. Pepper has lectured on diverse subjects, including software licensing and distribution, IT outsourcing for the health care and financial services industries, the use of application service providers, executive compensation for IT executives, and digital rights management in multimedia transactions. He also teaches legal business formation courses through the New Jersey Small Business Development Center, and regularly presents for the Individual Computer Consultants' Association, American Conference Institute, and the New Jersey Institute for Continuing Legal Education.

Mr. Pepper holds a J.D. from Duquesne University School of Law, and received his B.A. from Rutgers University. He is admitted to practice before the Bars of New Jersey and Pennsylvania.

F. Elgin Ward

F. Elgin Ward is both an attorney and ICN Senior Consultant. A skilled negotiator, contract manager and educator, Ward has extensive experience in technology deals.

An experienced and versatile educator, Elgin has been teaching fundamental and advanced purchasing seminars to management professionals for over 10 years. He has both developed and taught the American Management Association's Contract Management Seminar for purchasing professionals in a wide variety of industries including public utilities, transportation and telecommunications. 
Prior to joining ICN, Elgin was Corporate Counsel for Deseret Generation Transmission Co-operative, where he successfully prepared and issued documentation for hundreds of RFPs for outsourcing maintenance, diagnostics and security for the construction of electric power transmission and distribution lines, microwave and other telecommunication facilities.   Elgin has successfully established and maintained purchasing and contracting documentation systems, and he is superbly experienced in negotiation and drafting purchase agreements for raw materials, equipment, computer hardware and software, transportation, engineering services and maintenance.

Elgin also supervised the preparation and issuing of bid documentation for hundreds of RFPs, which totaled millions of dollars, for major industrial equipment.

He also has developed and presented seminars on the legal aspects of buying and selling and on how to avoid legal pitfalls in contract administration.

Elgin holds a Juris Doctor degree from Brigham Young University -- J. Reuben Clark Law School, and a BA from the University of Maryland.



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