Explorez tous les épisodes du podcast Conversations.

Why contingent labour models fail when applied to services, how linear sourcing processes block true value, and where operational ownership can make or break your services strategy. 

00:01:51- Why contingent labour strategy doesn’t work for services 

00:20:50 - Why linear processes are holding your services back  

00:39:29 - Identifying the disconnect in responsibility and the impact it has 

00:55:26 - The importance of operations on your adoption and lifecycle 

01:07:18 - Addressing the problem begins with defining it 

How service procurement professionals can leverage people, process, and technology to become business-enablers.

With Pratik Patel, Director of Category Management, Mastercard

00;05;11;13 - Reducing waste in services procurement

00;10;38;20 - Procurement as business enablers

00;16;51;27 - Driving change

00;22;34;19 - Using data and experiences when working towards a common goal

00;28;57;08 - What makes managing services categories challenging?

00;40;13;09 - The components of a truly deliverables based engagement

00;46;26;28 - Managing dependencies and gaps in technology

00;55;21;01 - Why aren't we seeing more examples of mature services spend programs?

Drawing on first hand experiences of starting and scaling successful service procurement programs from within the strategic sourcing function.

With Lawrence Kane, SIG Sourcing Supernova Hall of Fame Member, Head of Procurement and ProcureCon EPIC Award Winner

00:11:37 - The history of disruption within outsourcing

00:20:04 - The growth in outsourcing

00:27:38 - Is Industry progressing with time-based vs outcome-based contracting?

00:33:27 - Focusing on your strengths

00:41:01 - Impact sourcing for innovation

00:50:38 - The evolution of the procurement function

00:58:32 - Procurement maturity

01:03:50 - Cost savings or adding value

What started as a meme became a great conversation about choosing the right contracting mechanism when getting work done.

With Mickey Pelletier – Co Founder of Emberpath and Founder of CWM Strategies

00;02;12;22 - The meme about Staff Aug masquerading as SOW

00;08;53;04 - Are most organisations aware of the problem?

00;14;04;23 - The enlightened ones making a change

00;21;02;13 - To track workers or not in SOW

00;28;33;14 - Ease versus rigour in getting work done

00;34;42;14 - Risk as one of the key drivers of SOW

00;45;37;04 - The responsibility for SOW

00;53;35;04 - The benefits and making a start with your SOW program

How to move from transactional admin to value-add by looking at services procurement in a different way

With Paul Lissenden, Director of Procurement & Supply Chain, Retinue

00;01;14;10 - Moving from goods and materials to services procurement

00;07;09;13 - Measuring the impact of intangible services

00;10;11;08 - The problem solving nature of services procurement

00;13;43;26 - Managing changing requirements

00;16;52;27 - Looking at goods and services through a different lens

00;23;31;28 - Category strategies for services

00;27;26;16 - Making life easier for the buyer

00;32;55;00 - Moving away from time and materials mentality

00;41;52;12 - Leveraging AI

00;47;37;19 - The risk of misclassification

00;57;36;09 - Appetite for digital transformation in services procurement

01;14;41;20 - Where does procurement's responsibility start and stop when buying services?

The importance of contracts in the world where non-lawyers are negotiating complex services contracts

With Jeanette Nyden, Contract Attorney, Nyden on Negotiation

00;05;18;22 - The differences between buying services and buying goods

00;13;02;25 - Services procurement being left behind in digital transformation

00;18;45;28 - Measuring what was delivered against what was contractually agreed

00;33;21;18 - The role of the supplier in defining a scope of work

00;50;00;19 - Flexibility within services contracts

01;03;46;17 - Considerations for performance-based SOW arrangements

01;10;31;24 - Managing risk in services contracts

The role of heroes, villains and storytelling in managing spend on services in large organisations.

With Nick Williams, Chief Services Procurement Officer, Hays

00;05;13;00 - The core simplicity of services procurement

00;18;01;24 - Who should be worrying bout services procurement?

00;23;41;00 - How are organisations managing services spend?

00;30;36;17 - What sets apart organisations that have a handle on their spend on services

00;37;49;29 - Where does executive support come from?

00;41;39;06 - The benefits for effectively managing spend on services

00;46;24;07 - When there are heroes, there are also villains

00;56;38;03 - Storytelling

01;08;22;13 - The living statement of work document and supplier adoption

01;19;26;09 - Summarising the opportunity for procurement

How do we guide people on the best way to liberate the opportunity rather than leaving them to be the architects of their own problem?

With Paul Vincent, Global Leader, Service Design, Randstad

00;03;24;00 - Terminology in services procurement

00;19;58;17 - The drive for MSPs to try and solve services procurement problems

00;23;51;04 - Is missclassification a SOW problem?

00;37;10;13 - Whose problem is services spend?

00;51;06;09 - Getting started with service procurement spend programs

01;15;39;00 - Avoiding excuses

01;27;39;03 - Areas for positivity

Learnings from implementing an SOW spend management program, told from the perspective of both procurement and MSP partner.

With Alan Withers, Senior Procurement Manager, Telent and Chris Burke, Managing Director, Morton Engineering.

00;02;10;06 - Project background

00;11;35;15 - The drivers behind SOW spend management programs

00;22;05;06 - Pressure testing the business case

00;30;02;22 - CWS and SOW working alongside each other

00;43;53;09 - End to end management of SOW

00;50;36;06 - Ownership of the SOW issue

01;01;47;25 - Proactive engagement with suppliers

How can the market get a better understanding of the huge savings that can be made?

With Eric Osterhout

00;16;30;20 - How has this market evolved and is it still immature?

00;25;26;14 - Missclassification

00;33;03;05 - What are the barriers?

00;42;27;22 - Who owns the problem?

00;49;41;19 - Understanding the huge savings that can be made

01;00;18;00 - What factors would accelerate adoption?

01;08;02;14 - The potential of the SOW management market?

Practical advice on combining curiosity, technology, the right stakeholders and a good MSP in driving successful SOW management programs.

With Michael Matherly, Global Head of SOW Strategy, eTeam

00;00;55;07 - Experiences bringing visibility and control to $1billion of SOW spend

00;09;40;23 - Contractors and vendors converging in SOW

00;19;51;18 - Staffing businesses talking about SOW

00;25;14;15 - Understanding SOW management services vs staffing

00;35;00;26 - Best of breed vs suites for internal procurement

00;46;01;23 - Addressing the issues in adopting SOW

01;06;20;23 - Pushing on the case for change

When it comes to SoW, who should be involved and how does procurement ensure everyone is adding value?

With Alan Withers, Senior Procurement Manager, Telent

00;08;56;18 - Overcoming legacy attitudes and pushing for transformation

00;17;55;22 - Procurement's broader understanding of the business

00;21;55;19 - Driving value from inside and outside the business

00;25;34;25 - Measuring savings versus value

00;30;25;02 - Driving improvements in areas of comfort

00;37;44;23 - Applying procurement's expertise to services

00;45;15;02 - Managing services with traditional procurement technology

Using the right mix of technology to deliver an effective extended workforce strategy

With Alex Farr, EW Scope

00;00;00;00 - The evolution of extended workforce software over the last 20 years

00;10;10;02 - Defining the extended workforce

00;14;20;17 - Current approach to extended workforce management within most organisations

00;20;30;23 - The entry point to accessing workforce specific software solutions

00;37;51;10 - How can organisations build a tech stack to include all channels effectively?

00;45;36;18 - Management and measurement across difference workforce channels

00;57;20;08 - Miscategorisation in workforce tech

01;03;21;07 - Reality versus expectations in extended workforce solutions

When it comes to SoW, who should be involved and how does procurement ensure everyone is adding value?

With Christine Stolz, ABC Supply Co. Inc.

00;18;05;20 - Who is involved in the initiation of an SOW

00;27;22;24 - The importance of good supplier relationships

00;39;17;07 - How to manage accountability for scoping and change requests

00;48;38;14 - Ensuring delivery matches the requirement

00;56;36;04 - Should legal terms sit in the MSA or the SOW?

How organisations can improve their SOW management maturity by leaning on the expertise of an MSP.

With Sana Ali, Services Procurement SME, TAPFIN

00;11;16;07 - The different service levels in managing SOW spend

00;23;28;13 - The second level of maturity in SOW management

00;28;39;03 - The third level of service maturity

00;36;11;06 - First-generation vs second-generation maturity

00;48;57;02 - How does an MSP SOW service affect in-house procurement roles?

The beauty of procurement’s exposure to the wider business and tying this understanding in to systems, process and policy

With Matt Mehler, Owner, PROcurement Solutions

00:03:00 - Taking learnings from the sports world into procurement

00:10:20 - Procurement taking the lead from clear company strategy

00:16:34 - Did the experience of Covid-19 change the perception of procurement

00:18:45 - The emphasis on supplier relationships

00:23:15 - Observations on the maturity and investment in procurement functions

00:31:00 - Moving to outcome based services and doing more with less

00:37:00 - Procurement's relationship with generative AI

00:40:20 - Technology's importance in attracting new talent to procurement

00:44:30 - Addressing the complexity of complex services with technology

00:48:40 - Where is the balance between sourcing and the downstream project?

00:51:10 - Procurement's responsibility for project delive

How you can use consistent, detailed analytics to understand the value of outcome-based services.

With Chris Radvansky, Principal, Rad Consultants

00:05:30 - Using transactional data in understanding the extended workforce

00:08:45 - The problems with SOW data

00:15:00 - SOW data is complex but there are common threads

00:20:00 - Can SOW data be compared to broader staff-augmentation data?

00:26:30 - Regulatory confusion between staff-aug and SOW

00:32:00 - The drivers towards outcome-based SOW

00:37:00 - Adoption of procurement tech designed for SOW

00:42:00 - Hyperspecialisation and AI

00:48:00 - Using GPTs for SOW analytics

00:52:30 - How to get granular with outcome-based data

00:56:45 - The cross-over from SOW into contingent workforce

01:02:50 - Tighening up how SOW is managed

Exploring the trends in technology, user experience and leadership and their impact on procurement's digital transformation.

With Amanda Prochaska, Founder, Wonder Services

00:00:00 - Procurement's role in change and tech deployments and user adoption

00:09:00 - The current patterns and trends in digital transformation

00:17:20 - How are procurement going to get closer to stakeholders

00:28:15 - Where does the data stored across systems converge?

00:35:00 - Measuring performance and contract lifecycle management

00:38:30 - The process vs technology balance

00:45:20 - The challenges business face when tackling transformation

00:56:45 - Measuring procurement's impact

Adoption of services Procurement or statement of work as part of broader contingent workforce programs and the approaches taken by MSPs in delivering these services.

With With Mickey Pelletier, founder, CWM Strategies

00:00:00 - The changing, expanding scope of contingent workforce programs

00:11:00 - The various approaches to SoW as part of CWS

00:16:40 - Identifying, defining and classifying outcome based work

00:26:00 - MSPs' value in solving the messy areas of SoW

00:35:30 - The complexity of the statement of work life cycle

00:39:40 - Getting stuck in a worker tracking mentality

00:51:00 - Prioritising solving the outcome-based work problem with a long-term view

00:59:25 - Convincing the C-Suite to prioritise SoW and CWS

01:05:00 - Simplifying the change-management process when adopting outcome-based work

01:12:05 - Outsourcing SoW management to an MSP

01:17:30 - What are the changes needed in the wider procurement tech ecosystem

01:22:15 - Challenging the charging models of MSPs and technologies

01:32:40 - MSP selling SoW solutions to clients

01:36:00 - Thoughts on the industry

Exploring the practical lessons from the journey from an integrated suite to best of breed technology.

With Pedro Berrocoso, Senior Advisor, AccelerIQ

00:00:00 - The evolution of supply chain and procurement technology

00:11:00 - Tech at the emergence of the procurement function

00:17:20 - Is generative AI the next step-change in procurement technology?

00:22:55 - Addressing the needs of complex services in e-procurement

00:31:30 - Owning the complex services problem

00:37:00 - Pricing intangibles

00:42:10 - Understanding if you're getting the value you paid for

00:46:30 - The role of procurement excellence

00:51:50 - Do integrated suites make sense for all organisations?

00:59:00 - The temptation for best-of-breed solutions to becoming too broad

01:10:40 - Where can procurement best leverage generative AI and large language models

Learnings from outsourcing the management of services procurement to managed service providers.

With Mick Field, Global VP Services Procurement, Outsourced MSP Provision

00:00:00 - Expertise in expanding a global MSP service procurement provision

00:06:00 - The magic of procurement strategy against capability and capacity

00:11:45 - Why do organisations outsource services procurement to MSPs?

00:22:00 - Understanding services procurement beyond the PO

00:33:30 - Aggregating value through the procurement process

00:42:00 - How are organisations approaching MSPs to deliver service procurement programs?

00:48:10 - Aligning the recruitment and procurement relationship between the MSP and the organisation

00:58:00 - Pre and post contract processes challenges and solutions

01:01:15 - The importance of work tracking when buying outcomes

01:09:30 - How has the MSP service procurement provision changed over time

How to approach procuretech in the digital transformation in procurement

With Vincent Teyssier, Partner for the Digital Transformation and ProcureTech practices, Devolut

00:00:00 - The core skills of building trust and relationships in procurement

00:07:05 - Procurement's access to internal and external data

00:13:35 - Communication skills and personality types in procurement teams

00:16:45 - Comparing the maturity of the procuretech with other disciplines

00:26:15 - When choosing a solution, start with the process

00:29:20 - User centric design in procurement technology

00:37:30 - Hard vs soft savings in spend management and delivering ROI

00:46:20 - Comparing in-house procurement and consultancy experiences

00:53:10 - Addressing what works as well as what doesn't in driving change

00:55:00 - Collaboration with different functions in value creation

00:58:00 - AI in procurement

Navigating the journey and extracting the value from procurement transformation

With Nick Jenkinson, Managing Director, Verto Solutions

00:05:30 - Aligning tactical and strategic activities in transformation

00:11:40 - Influences and experiences from transformation in multiple industries

00:26:20 - Balancing the people and technology elements in transformation

00:34:00 - Procurement's influence on an organisation

00:37:00 - Perceptions on risk, complexity and delivering value

00:45:10 - Driving tech adoption in a complicated technology landscape

00:57:50 - Discovering new technology solutions

01:07:20 - Observations on procurement excellence

01:10:30 - How is data going to change procurement

Watch the full conversation - https://www.zivio.com/resources/digital-procurement-transformation-navigating-the-journey-for-maximum-value-creation

Communication and how procurement can benefit from the art of telling stories

With With Simon Geale, EVP Procurement, Proxima

00:00:00 - Best of breed technology's lesson from putting monkeys in space

00:07:45 - Diversity of talent in procurement

00:17:30 - Why do most procurement transformations fail

00:28:00 - Story telling in tech adoption

00:37:50 - Aligning procurement to the business' strategy

00:44:40 - Building trust in supplier & stakeholder relationships

00:48:00 - Having something to say at the top table

01:01:00 - Preparing the story before you tell it

01:07:10 - Visualising a successful outcome

01:13:00 - Exciting trends in procurement

How and why does innovation happen – how can it be encouraged?

With Tom Eveleigh, Strategic Category Manager, Mitie

00:00:00 - Innovation and different contracting models

00:14:20 - Definitions of services

00:22:00 - How does innovation happen between buyer and supplier?

00:28:15 - Exploring the pros and cons of time & materials contracting

00:37:30 - The halfway house been T&M and outcome-based

00:48:20 - Aligning motivational factors during the contracting process

00:51:00 - Contract economics

01:05:00 - Measuring inputs, outputs and outcomes

01:16:30 - Innovation lives in S.P.A.C.E

Assessing performance, capacity and capability to take a true extended organisation approach

With Harold Hendrickx, TransExecutive, Author of "How to purchase procurement"

Purchase Harold's book on Amazon

https://www.amazon.co.uk/How-Purchase-Procurement-professional-procurement-ebook/dp/B0BWXZD2TL

00:00:00 - Strategic learnings from a military background

00:16:15 - Differences in managing the supply chain

00:21:30 - How to measure impact when buying intangibles

00:29:40 - Tailoring a technology solution for people and process

00:33:20 - Starting with the outcome

00:45:30 - Stakeholder management and communication's role in alignment

01:01:15 - Building extended capacity and capability

How procurement can leverage new skills and talent outside their normal framework

With Tony Moura, Deployment Manager, BAT

00:00:00 - From the F1 to manufacturing to procurement

00:05:40 - The key to effective procurement transformation

00:10:20 - Procurement's involvement in orchestrating transformation

00:15:05 - Adopting versus mandating technology

00:24:20 - Using engineering problem solving skills in procurement

00:31:00 - Relationship skills in building trust with suppliers

00:44:00 - True strategic supplier relationships

00:54:15 - Procurement's role in commercial strategy

Buying and contracting services is messy – why and what behaviours are at play?

With Paras Sood, Partner, FP Consulting

00:00:00 - From procurement to procurement consultancy

00:11:45 - The evolution and maturity of procurement

00:21:50 - Is the buying and contracting of services messy?

00:28:30 - Buying services with outcome-based thinking

00:37:55 - Flow down and connecting contracts with strategy

00:44:00 - Buying behaviours

00:51:30 - Procurement's identity crisis

00:59:45 - Applying capability and capacity to category strategy

01:06:15 - Shaping operating models for strategic objectives

How can services-based organisations leverage procurement to drive more value for money?

With Navid Amin, Head of Procurement, WSP

Watch the conversation - https://www.zivio.com/resources/optimising-procurement-value-add-in-services-based-organisations

Learning from experiences in procurement transformation across industries, companies and categories.

Watch the conversation - https://www.zivio.com/resources/making-digital-procurement-transformation-work

The challenges of digitalising complex service categories

With Erik Hoek, Supply Chain & Procurement Consultant

Watch the conversation - https://www.zivio.com/resources/centralising-procurement-transformation

When and for whom do best of breed tools make sense? And how can they add value within a wider tech stack? 

With  Joël Collin-Demers, Consulting Principal, Pure Procurement

Watch the full conversation - https://www.zivio.com/resources/best-of-breed-technology-in-complex-services-categories

What is procurement excellence and how can it impact the digital transformation of services procurement?

With Gaurav Sharma, Procurement Excellence, MTN

Watch the conversation - https://www.zivio.com/resources/procurement-excellence-and-digital-transformation-in-services-procurement

Where is the procurement function in its transformation journey? And what does its future look like?

With Jason Pereira, Partner & Procurement Lead, John Lewis

Watch the conversation - https://www.zivio.com/resources/the-impact-of-digital-transformation-and-creativity-on-the-future-role-of-procurement

Adapting to unexpected external forces and the considerations for selecting the right resourcing solution. With Jo Lindsay,Managing Director, Consulting & Client Engagement and Lee Gudgeon, Managing Director, Consultancy Services & Workforce Solutions from Reed

Watch the full conversation - https://www.zivio.com/resources/responding-to-the-changing-landscape-finding-the-optimal-workforce-mix

With Georgina Jones from The Coop & Dugald McIntosh from GRAYCE

Reality versus theory on workforce strategy – what works in practice and what do organisations need to commit to?

Watch the conversation - https://www.zivio.com/resources/using-effective-workforce-categorisation-to-optimise-resource-decisions-and-business-outcomes

Statement of work is not new so why in the current market does it sometimes feel like it is? With Sue Waller, Partnership Director for outcome-based services at Page Outsourcing

Watch the episode - https://www.zivio.com/resources/statement-of-work-dealing-with-uncertainties-vs-absolutes

The importance of bringing people & procurement views together. How do we merge workforce and services procurement decisions in the most effective way?

Watch the episode - https://www.zivio.com/resources/optimising-for-business-outcomes-across-all-workforce-channels

What is performance, who are the key buyers and what are the benefits of measuring it? With Thomas Eveleigh, Global Category Manager, Sodexo

How organisations can leverage triage to make the right resourcing decisions. With Ben Weston, Global Category Manager, Talent Acquisition & Consulting at BP

Watch the conversation - https://www.zivio.com/resources/triage-s-importance-in-aligning-services-procurement-with-strategy

How to avoid short-termism to address critical shortages with holistic resourcing strategies.

Watch the episode - https://www.zivio.com/resources/the-ketchup-conundrum-critical-skills-shortages

Exploring how and where technology in enabling the adoption of different resource models. With Andrew Karpie, Contingent Workforce Industry Analyst & Consultant.

Watch the conversation here - https://www.zivio.com/resources/the-role-of-technology-in-the-evolution-of-services-procurement

The important differences between statement of work, milestone delivery and employee consultancy from a legal and insurance perspective. With Nicola Hayman, Legal Manager, Kingsbridge

Watch the video here - https://www.zivio.com/resources/insurance-implications-for-the-move-to-sow-based-work

Observations on the market and resourcing models and how workforce solution providers can adapt. With Jessica Holt, Global Head of Workforce Consultancy, Resource Solutions

Watch the conversation here - https://www.zivio.com/resources/workforce-consultancy-within-the-wider-resourcing-landscape

A wide ranging discussion on the importance of diversity and ESG in services procurement. With Andrea Fimina, CEO, fips consulting

Watch the video - https://www.zivio.com/resources/diversity-and-esg-in-the-services-procurement-supply-chain

Exploring the evolution of services procurement, shifting to value, new mindsets, cultures and different strategies.

Watch the video here > https://www.zivio.com/resources/obstacles-evolution-and-opportunities-in-services-procurement-msp

Understanding the factors affecting where we are on the market maturity curve of services procurement spend management.

Watch the video here > https://www.zivio.com/resources/exploring-the-market-maturity-of-services-procurement-spend-management

Discussing the nuances and intricacies of statement of work and services procurement.

Watch the video here > https://www.zivio.com/resources/sow-vs-the-supply-of-labour

The trends, technology, role and future of services procurement in large corporate organisations.

Watch the video here > https://www.zivio.com/resources/services-procurement-the-corporate-state-of-mind

The perfect storm created by advancements in technology and changing consumer habits.

Watch the video here > https://www.zivio.com/resources/sow-from-the-perspective-a-project-services-company