Explore every episode of the podcast The Leading Edge

Recorded live at NCMA's World Congress, this episode brings a perspective The Leading Edge doesn't feature often: the view from inside a software vendor building the tools that power acquisition at scale. Host Nikki Mackay sits down with Paul Zammit, Director of Product Marketing for AI and Platform at Ivalua, whose agentic acquisition software is used by ten U.S. states and major defense contractors alike.

Sitting close to both Ivalua's Chief Product Officer and Chief AI Officer, Paul offers a rare, grounded read on where AI in acquisition actually stands — cutting through the marketing hype to talk about what's genuinely deliverable today. The conversation digs into whether government and defense buyers face fundamentally different barriers to AI adoption or share the same underlying challenges, unpacks what "agentic" really means in practice versus repackaged automation, and pushes past the usual efficiency narrative to explore the dimensions of change in acquisition that aren't getting enough attention.

A candid, vendor's-eye complement to the government and industry voices this series usually features — and a reminder that this shift is about far more than shaving time off a procurement cycle.

Recorded live at NCMA World Congress in Florida, this special episode of The Leading Edge explores one of the defining tensions in government contracting: how to move faster without sacrificing control.

Nikki Mackay is joined by Deniece Peterson, Vice President of Market Analysis at Deltek, to unpack findings from the 2026 Government Contracting Clarity benchmark. They discuss what separates top-performing contractors, why pricing defensibility has become a strategic priority, how AI and accelerated procurement are reshaping delivery, and the capabilities contractors need to build now to stay competitive.

A timely conversation about why, for leading organizations, speed and control aren’t competing priorities, they’re disciplines that must evolve together.

Supplier Relationship Management has never been more important—but why do so many organisations still struggle to make it work?

In this episode of The Leading Edge, Nikki Mackay is joined by Tim Cummins, Executive Director of the Commerce & Contract Management Institute, to explore how organisations can move beyond SRM frameworks and build supplier relationships that create real business value. Together, they discuss the cultural, commercial, and leadership shifts needed to embed collaboration across the contract lifecycle, rethink performance measurement, and use contracts to strengthen—not constrain—strategic partnerships.

If you're looking to turn supplier relationships into a competitive advantage, this episode is packed with practical insights.

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Recorded live at World Congress, this special episode of The Leading Edge offers an exclusive first look at the findings from the 2026 US Public Procurement Benchmark Report, ahead of its official launch. Host Nikki Mackay is joined by Dr. Dan Finkenstadt and Patrick Hughes to unpack what the latest data reveals about the current state of U.S. public procurement, from contract management capability and technology adoption to talent and strategic maturity.

The conversation also explores two of the event's most compelling debates: whether commercial should be viewed as a product or a practice, and whether artificial intelligence will elevate the profession or ultimately replace it. Combining benchmark insights with expert perspectives, this episode challenges conventional thinking and highlights the practical steps organisations can take to build stronger commercial capability in an increasingly AI-enabled future.

In this episode of The Leading Edge, Nikki Mackay is joined by Pedro Espaillat to explore the realities of performance-based contracting in public outsourcing. Drawing on a meta-analysis, Pedro explains why performance-based contracts do not automatically deliver better outcomes and why success depends on effective governance, meaningful performance measures, supplier selection, and collaborative commercial relationships. Together, they discuss the capabilities organisations need to create contracts that drive long-term value rather than simply measure activity, and the lessons that both public and private sector organisations can apply.

Analizar cómo la creciente relación entre América Latina y China está transformando los negocios en la región, y qué implicaciones tiene para los profesionales de contratos, procurement y gestión comercial.

Show Notes:

https://ccm.institute/insights/show/america-latina-y-china-oportunidades-y-nuevas-exigencias-para-contratos-procurement-y-gestion-comercial 

https://ccm.institute/insights/show/latin-america-and-china-opportunities-and-new-demands-for-contracts-procurement-and-commercial-management 

Recorded live at Docusign's flagship event, Momentum, this episode of The Leading Edge tackles one of the most persistent and under-acknowledged problems in global business: the sheer scale of value destroyed by poorly designed, poorly executed, and poorly managed commercial agreements.

Drawing on CCM Institute's Benchmark research series and Docusign's 2026 research with Deloitte, host Nikki Mackay is joined by Tim Cummins, President of WorldCC and Executive Director of the CCM Institute, and Stéphane Barberet, Group Vice President & General Manager, EMEA at Docusign.

Together they unpack why this problem is getting worse despite decades of investment in process and technology, and what separates organisations that capture real ROI from those that don’t.

The conversation is grounded in what's already working: Experian cut contract cycle times from 10 days to hours by connecting agreement workflows and making contract data instantly accessible; Perceptyx slashed NDA turnaround by 99%, from a week to under an hour; and AON is migrating over 400 million documents into a single intelligent agreement management platform, replacing six legacy vendors and cutting document generation time by 99% freeing its legal team from hours of manual work every week.

As agentic AI reshapes what a "contract" even is, moving from static document to operating system for a relationship, Tim and Stéphane make the case that the time for incremental improvement is over. With Docusign IAM, the tools, evidence, and frameworks for redesign now exist. The only question is who moves first.

In this episode of The Leading Edge, Nikki Mackay is joined by Andrea Patrucco, Robert Handfield, and Daniel J. Finkenstadt to discuss a new approach to public procurement. Together, they explore why traditional procurement models often fail in the public sector and how procurement leaders can better balance accountability, resilience, supplier diversity, and societal value.The conversation examines how public procurement can evolve from a compliance-driven function into a strategic tool for delivering broader economic and social outcomes.

A medida que los gobiernos y las industrias buscan formas de generar más valor con recursos limitados, la Contratación Basada en Resultados (OBC) ofrece una alternativa sólida: cambiar el enfoque de los procesos hacia los resultados. Sin embargo, materializar su potencial requiere más que nuevas plantillas; exige un cambio cultural, definiciones más claras y una colaboración más sólida. En este episodio, analizamos qué está impulsando el resurgimiento de la OBC, qué obstáculos enfrenta y cómo las organizaciones pueden convertir la ambición en un impacto medible.

Outcome Based Contracting in the US Government

In this episode, we explore how the role of lawyers is evolving in response to shifting market dynamics, technological disruption, and new contracting models. We examine how legal professionals are moving beyond traditional risk management toward becoming strategic partners in designing resilient, adaptive, and outcome-focused commercial relationships.

In this episode, we unpack a deep and systemic challenge at the heart of U.S. defense innovation: how a flagship program intended to catalyse breakthrough technologies has, over decades, evolved into an engine of bureaucratic inertia and entrenched incumbency. Using the Small Business Innovation Research (SBIR) program as a case study, we explore how misaligned incentives, flawed policy design, and organisational risk aversion have constrained entry for truly innovative firms, starved defence research of fresh ideas, and squandered taxpayer resources. More than a critique of one program, this episode surfaces strategic questions about how defence innovation systems reward incumbency, how they bridge early-stage research to real operational impact, and what meaningful reform would require in an era of rapid technological challenge and great-power competition.

In this episode, we explore whether China’s transition from manufacturing to services is truly constrained by a lack of Contract and Commercial Management (CCM) capability – or whether the reality is more nuanced.

We examine how different operating models – from scale-based manufacturing to more flexible, scope-based delivery – create very different commercial demands, and why China’s rapid capability development may be less about absence and more about compression. Ultimately, we’ll explore whether this moment represents a true capability gap – or a transitional phase that is already reshaping global competition.

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Enfoque: En este episodio exploramos cómo la IA está transformando el panorama de Procurement, no al mejorar el modelo tradicional, sino al cuestionar su propia existencia. A medida que los sistemas inteligentes automatizan tareas tradicionales, el enfoque debe pasar del control y el cumplimiento hacia la creatividad comercial, la integración estratégica y el valor a lo largo de todo el ciclo de vida del contrato. Analizaremos cómo podría verse esta reinvención y qué está en juego si no damos ese salto.

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Este episodio forma parte de nuestra serie en español, presentada por Cinthia Nazario.

In this episode, we explore the uncomfortable truth behind the push for “more commercial” public procurement.

Governments want faster delivery, better value, and more innovative partnerships with suppliers. 

As markets become more volatile, interconnected, and risk-laden, we examine why procurement systems built for compliance, control, and public perception struggle to operate in environments that demand adaptability, shared risk, and commercial judgment.

Meaningful reform will require rethinking how trust, accountability, and commercial capability actually work in the public sector.

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In this episode, we examine CEO burnout not only as a personal wellbeing issue, but as an overlooked leadership and governance risk. We explore how the very traits boards prize in senior leaders – resilience, accountability, and relentless drive – can, under sustained pressure, erode decision quality, distort judgment, and quietly undermine organizational performance. This conversation reframes burnout as a systemic leadership challenge and positions mental wellness as a foundation for sustainable performance, strong culture, and effective long-term decision-making.

In this episode, we explore why commercial and contract management capability has become the hidden constraint in modern infrastructure delivery. As infrastructure shifts toward cross-vertical integration – spanning utilities, digital platforms, transport, and technology – we examine why engineering excellence and capital alone are no longer enough. Using Crossrail as a cautionary case, we discuss how fragmented contracts, weak coordination, and governance gaps turn complexity into delay, cost overruns, and value destruction and why boards must start treating commercial capability as a strategic bottleneck, not an administrative afterthought.

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In this episode, we explore how organizations are responding to a world where uncertainty is no longer an exception but the operating environment. The 2025 CCM Benchmark reveals widening capability gaps, the accelerating role of AI, and the critical importance of contracting quality as the foundation for adaptability and resilience. We discuss what it takes to build CCM capability that doesn’t just withstand disruption but turns it into a competitive advantage.

Read the report here.

In this episode, we explore how to move from rule-following to results – building systems, skills, and mindsets that make federal contracting adaptive, data-driven, and future-ready. Help us to help you by contributing to the newest US Public Procurement Benchmark 2025-2026.

Federal Benchmark survey

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Contracts don’t operate clause by clause — they function as integrated systems. The WorldCC Contract Clause Linkages Guide reveals how decisions made in one section of a contract ripple across others, influencing commercial outcomes, operational performance, and risk exposure. In this episode, we explore why understanding these interdependencies is essential for effective contract design, faster negotiations, and more resilient business relationships.

As AI technologies advance at unprecedented speed, the need for smart, agile regulations has never been more urgent.

Striking the right balance between mitigating risks and fostering innovation is no easy task, yet it’s essential for building AI systems that are safe, trustworthy, and beneficial to society.

In this episode, we explore the key regulatory challenges, examine approaches like the EU AI Act, and discuss how governments, developers, and civil society can collaborate effectively.

We also dig into why some regulations succeed while others fall short, and consider the ethical boundaries that must guide AI’s future.

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As governments and industries search for ways to deliver more value with limited resources, Outcome-Based Contracting offers a bold alternative – shifting attention from processes to results. Yet realizing its potential requires more than new templates; it demands cultural change, clearer definitions, and stronger collaboration. In this episode, we examine what’s fuelling the resurgence of OBC, what obstacles stand in its way, and how organizations can turn ambition into measurable impact.

In a world of constant disruption, contracts are under pressure to be both anchors and sails – able to provide stability and enable agility. In this podcast we explore how businesses can move beyond risk-heavy negotiations to create adaptive agreements that balance trust with tactical flexibility, turning contracts into frameworks for resilience and shared success.

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In this episode, we explore how AI is reshaping the procurement landscape – not by enhancing the old model, but by challenging its very existence. As intelligent systems automate traditional tasks, the focus must shift from control and compliance to commercial creativity, strategic integration, and lifecycle value. We’ll unpack what this reinvention could look like – and what’s at stake if we don’t make the leap.

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In this episode we highlight how AI is transforming SaaS pricing, replacing predictable models with complex, usage-based and bundled AI tiers that create cost unpredictability. We will explore how buyers can implement clearer governance, data visibility, and outcome-based contracts, while suppliers can stand out by offering transparent, value-linked pricing and collaborative risk-sharing models.

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In this episode, we explore the structural challenges paralyzing Germany’s defense procurement system. From fragmented ownership to cultural risk-aversion and procedural overload, the current model is out of step with today’s geopolitical urgency. We’ll unpack what’s holding Germany back – and the bold, commercial reforms needed to shift from stagnation to strategic readiness.

Download the report here.

In this episode, we explore how businesses are navigating a volatile global market landscape shaped by tariffs, geopolitical shifts, and supply chain fragility.

From contingency planning to reimagining the very nature of supply relationships, we’ll examine emerging strategies that move beyond traditional procurement models.

Download the report here.

In this episode Tim Cummins shares powerful WorldCC member stories of how leveraging data can transform fear and uncertainty in contracting. Learn how to move from feeling powerless to being prepared.

As you consider the power of data discussed in this episode, we invite you to share your own experiences and contribute to a clearer industry picture. The crucial Benchmark Survey is gathering essential insights into current trends and challenges in contract management.

Your participation is vital: WorldCC Benchmarking Study 2025.

Join us in Denver!

Read more here.

Why traditional supply models are failing and what it will take to build truly adaptive, collaborative systems.

Read more here.