Art of Procurement – Details, episodes & analysis

“At the end of the day, we're trying to create this organization from which we have the ability to help the profession move forward with more than ever before. We think in terms of what each trend or change is going to mean to each team and what they can make of the related opportunities and challenges.” - Philip Ideson, Founder & Managing Director, Art of Procurement

In this episode of the Art of Procurement podcast, Philip Ideson and Kelly Barner take a break from their usual roles interviewing procurement thought leaders and experts to reflect on the year so far in procurement, including emerging trends, economic pressures, election coverage, AI, and the always-evolving needs of the procurement community.

Philip and Kelly also discuss the recent results of an AOP survey that reveals procurement’s increasing demand for quality, targeted content, and they share what they’ve been hearing from other procurement leaders about the impact of AI now that the “newness” has worn off and teams are getting serious about implementation, use cases, and business outcomes.

In this episode, they reflect on:

• How economic shifts and policy changes are reshaping procurement strategies and operations
• AI’s practical applications in procurement and why experimentation and continuous re-evaluation are so important
• Upcoming events and projects from the Art of Procurement, including a new AOP website in the works, the official launch of AOP’s YouTube channel, and a special series planned for October that will provide a comprehensive analysis of potential policy impacts to procurement and the supply chain from the U.S. presidential election

Links:

• Subscribe to This Week in Procurement
• Philip Ideson on LinkedIn
• Kelly Barner on LinkedIn

Procurement 6 is a short podcast from Art of Procurement that publishes in the Art of Procurement feed every Friday morning at 6am US Eastern Time.

Presented by a member of the Art of Procurement team, each episode has 6 short segments that summarize the week in procurement.

Segments range from procurement tips to podcast summaries, from details of events to news or overviews of blog posts that capture our attention.

“You always really need to look at people, process, and technology. If you don’t look at all three and understand where you are and where you need to be in those areas, you are just going to be chasing.” - Sherry Ulsh, Director, Indirect Procurement, The Hershey Company

At the CoreTrust Conference in April 2024, Philip Ideson had the opportunity to sit down with Sherry Ulsh, Director of Indirect Procurement at The Hershey Company, about a wide range of topics, including her own journey from finance to procurement, the evolving role of GPOs, and the changing skill sets required in modern procurement roles. 

Sherry shared her views on the importance of supplier relationship management and stakeholder management, both of which are reflected in her belief that procurement’s value and influence in the business are best realized when they achieve a balance of people, process, and technology.

In this episode, Sherry also shares her views on: 

• How to define procurement’s value proposition across different industries and organizational models
• The evolving role of GPOs, and how utilization of the GPO model today differs from in the past
• Shaping internal and external perceptions of procurement’s value, and how, for example, CFOs and other C-suite leaders can influence procurement’s perceived value beyond cost savings

Links:

• Sherry Ulsh on LinkedIn
• Subscribe to This Week in Procurement

Procurement 6 is a short podcast from Art of Procurement that publishes in the Art of Procurement feed every Friday morning at 6am US Eastern Time.

Presented by a member of the Art of Procurement team, each episode has 6 short segments that summarize the week in procurement.

Segments range from procurement tips to podcast summaries, from details of events to news or overviews of blog posts that capture our attention.

“If you look at the strategic sourcing process, I think it was made for complex categories. That’s one of the things that makes this so exciting as a potential lighthouse project. It’s a great opportunity for procurement to say, ‘This is why we do this. This is all of the value we can add.’” – Benjamin Lambert, Principal at Efficio

Navigating complex spend categories can be challenging for procurement – the stakes tend to be high, stakeholder resistance is real, and the category may be nuanced or unfamiliar to procurement. At the same time, complex spend categories give procurement some of the best opportunities to flex their strategic muscles and demonstrate the depth and breadth of value they can provide across the business. 

To understand how procurement should leverage the opportunity associated with complex spend categories, Philip Ideson spoke with Ben Lambert, Principal at Efficio. According to Ben, procurement needs a mindset shift when it comes to complex spend - it is time for procurement to get excited about complex spend categories rather than fearing the potential risks. 

In this episode, Ben and Phil talk about: 

• What makes a category “complex”
• How procurement can establish their reputation as a true strategic partner beyond tactical execution
• Ways procurement can deliver maximum value even when the category is unfamiliar 

Links:

• Ben Lambert on LinkedIn
• Whitepaper: Unlocking Procurement’s Opportunity in Complex Spend Categories

Procurement 6 is a short podcast from Art of Procurement that publishes in the Art of Procurement feed every Friday morning at 6am US Eastern Time.

Presented by a member of the Art of Procurement team, each episode has 6 short segments that summarize the week in procurement.

Segments range from procurement tips to podcast summaries, from details of events to news or overviews of blog posts that capture our attention.

“If this is something that you want to tackle, it is not a lone wolf-type project. You’re going to need the support of the business. Having the right partner or the right shepherd in the organization can make a really meaningful difference.”  --Brian Salkowski, Chief Operating Officer at Guidant Global

Decisions about how a company manages their external talent management program should not be taken lightly. There are many factors contributing to complexity, including varied expectations, a high bar for efficiency and effectiveness requirements, and the fact that no two people on the planet offer quite the same combination of capabilities.

In this episode, Philip Ideson and Kelly Barner interview Brian Salkowski, Chief Operating Officer at Guidant Global, and Marie France, Contingent Workforce Management and Procurement Operations Expert at Guidant Global. 

They discuss opportunities to elevate services procurement without disrupting the internal team or the stakeholders that rely upon that source of talent:

• The impact this category of spend has on a company’s ability to operate, and the contributions it can make to procurement’s value proposition
• How to optimize spending decisions at the intersection of multiple options and talent fulfillment models
• The importance of gathering market intelligence and benchmarking data, making the most of quantitative and qualitative supporting facts to bolster the business case

Links:

• Brian Salkowski on LinkedIn
• Marie France on LinkedIn
• Watch Again: A Deliberate Path to Success through Comprehensive Talent Procurement

Procurement 6 is a short podcast from Art of Procurement that publishes in the Art of Procurement feed every Friday morning at 6am US Eastern Time.

Presented by a member of the Art of Procurement team, each episode has 6 short segments that summarize the week in procurement.

Segments range from procurement tips to podcast summaries, from details of events to news or overviews of blog posts that capture our attention.

“If you were to step back and look at the output of all these companies’ RFPs, I think what you are trying to get as procurement is not these wonky proposals. You're trying to engage in a very dynamic conversation, because even in software, the way in which we configure and support and train are all really better had as a live dialogue.” - Chris Mele, Managing Partner at Software Pricing Partners

Most procurement practitioners would probably acknowledge that there is plenty of room for improvement when it comes to the structure and process associated with RFPs, especially for SaaS spend. Creating a fair, level playing field in the RFP process is a common challenge, and there’s often a lack of agility or customization: too much reliance on a one-size-fits-all sourcing approach.

To better understand the supplier’s perspective and what pain points affect overall business outcomes, Philip Ideson spoke with Chris Mele, Managing Partner at Software Pricing Partners. Chris first appeared on the podcast two years ago to represent a sales perspective on the RFP process. In this follow-up episode, he returns to talk about improvements he has seen and to break down what is still not working. 

In this episode, Chris and Phil discuss:

• The most dysfunctional aspects of the traditional RFP process for SaaS procurement  
• Practical ways procurement can optimize the RFP process
• Whether standard RFPs are obsolete, and if so, what is might be a replacement

Why procurement should opt for a two-way dialogue instead of a one-sided RFP

Links:
Chris Mele on LinkedIn
“A Sales Perspective on Software Pricing and the RFP Process” with Chris Mele

Procurement 6 is a short podcast from Art of Procurement that publishes in the Art of Procurement feed every Friday morning at 6am US Eastern Time.

Presented by a member of the Art of Procurement team, each episode has 6 short segments that summarize the week in procurement.

Segments range from procurement tips to podcast summaries, from details of events to news or overviews of blog posts that capture our attention.