In this episode of The Way We Source, host Sam Jenks engages with Jan-Henner Theissen, founder and managing director of Target P, to explore the evolving landscape of procurement. They discuss the cultural differences in procurement practices between Europe and the U.S., the importance of decision-making speed, and the need for a balanced approach to cost, risk, and ESG. Jan emphasizes the significance of supplier relationship management and the necessity for procurement leaders to embrace technology and foster collaboration. The conversation also touches on the future of procurement leadership and the critical role of data analytics in driving success.
This episode, we’re joined by Chris Sawchuk - Principal & Global Procurement Advisory Practice Leader at The Hackett Group. With over 20 years of experience in supply management, Chris works directly with the Global 2000 and midsized companies around the globe, and in a variety of industries, to improve all aspects of supply management, including process redesign, technology enablement, operations strategy planning, organizational change, and strategic sourcing. Mr. Sawchuk specializes in working directly with CPOs to help define a long-term strategy. He is a regular contributor to business publications, a frequent presenter at industry events, and author of numerous research papers and books. Mr. Sawchuk’s background includes engineering, operations, and sales roles with both United Technologies and IBM.
Timestamps:
(00:37) - Introducing Chris
(02:02) - How has the Hackett Group been either reactive or proactive with tall the volatility in the Procurement industry?
(04:28) - How have the dominant priorities at the beginning of 2025 changed or held up throughout the year?
(07:28) - What do Procurement teams and leaders mean when they say “transforming the operating model” is a top priority?
(11:11) - Is AI at the center of a Procurement operating model in 2025?
(13:36) - Are Procurement’s changing priorities a result of direct de-prioritization or bandwidth limitations?
(21:05) - Is the deprioritization of SRM contradictory to Procurement’s other higher priorities?
(25:56) - Where does Procurement fit into the top priorities of a CEO or broader business?
(31:02) - Why does volatility the biggest driver of transformation in Procurement?
(32:32) - Should companies invest through volatility to get a competitive edge or tighten the purse strings during the crisis? And how does this apply to AI adoption?
(41:00) - Chris answers Sam’s round of quick-fire questions
(44:54) - What does Chris think will define Procurement in 2026?
Daniela Osio is a trailblazer in sustainable procurement and technology - and another returning Hall of Fame guest to The Way We Source! A former DuPont executive, she played a pivotal role in the Dow-DuPont merger and led global risk management for a $4B business unit. Now CEO and Founder of Kloopify, Daniela is transforming procurement by equipping teams with data-driven tools to cut costs, reduce risk, and embed sustainability into every decision. Her work has earned her the Innovation Award from the Future Insights Network and recognition as an ISM 30 Under 30 Supply Chain Star. Passionate and visionary, Daniela is redefining what modern procurement can achieve.
Connect with Daniela on Linkedin: https://www.linkedin.com/in/danielaosio/
Learn more about Kloopify: https://www.kloopify.com/
Get in touch with Kodiak Hub: https://www.kodiakhub.com
TIMESTAMPS:
(00:38) - Introducing Daniela
(01:44) - What are Daniela’s biggest learnings since founding Kloopify?
(02:39) - What was the turning point for Daniela to go from procurement practitioner to procuretech founder?
(04:34) - What did Daniela see that Procurement leaders were missing that inspired her to found Kloopify?
(08:37) - Does Daniel think that companies are turning their backs on sustainability and is she concerned by this?
(11:00) - What are Procurement teams getting right and wrong about AI?
(14:52) - How does Daniela think that Procurement should tackle the challenges of these turbulent times?
(18:40) - Does Daniela see a difference between the early adopters and laggards of AI in Procurement?
(21:28) - How was Kloopify’s founded driven by trends in the Procurement market?
(26:05) - What is Daniela spending her week on as a procuretech founder and CEO?
(28:51) - What does Daniela see as the next chapter of Kloopify?
(30:38) - What other AI solutions in the market does Daniela find exciting?
(32:35) - Daniela answers our round of quick-fire questions!
In our first cross-over episode, Kodiak Hub's Sam Jenks sits down with Ed Cross & Richard Beattie of the "Procurement Says No" podcast for candid convo about Procurement, full of hot takes, laughs, and learnings.
"Procurement Says No" is an irreverent but insightful take on all things procurement through podcasting - with the thoughts of two CIPS award-winning procurement Gods who want to share their love of procurement with newbies, oldies and the procurious.
TIMESTAMPS:
(00:36) - Introducing Ed Cross & Richard Beattie of the “Procurement Says No” podcast
(01:55) - What is Procurement Says No’s philosophy of Procurement and what do they say no to?
(03:50) - Why do Procurement professionals take themselves so seriously? And does it play into their role?
(07:12) - How can Procurement reposition itself to align with the order and be seen as helpful rather than hindering?
(11:13) - How can Procurement avoid having their process get in the way for the business?
(15:20) - How have Ed & Richard seen AI in Procurement work and not work?
(25:06) - How should Procurement respond to geopolitics and tariffs?
(30:50) - How should Procurement respond to the tariffs in their sourcing?
(37:40) - What should business professionals do to navigate these challenges?
(40:23) - How does Procurement get beyond the spreadsheets and act?
James Meads is a seasoned Procurement practitioner-turned-consultant and the Founder of ProcurementSoftware.site, a free to access website for anyone seeking a simple way to filter, compare and shortlist digital procurement solutions. Built by practitioners and completely unbiased, Procurement Software and James offer an easy-to-use, free resource for practitioners and solution providers alike. James also advises procurement technology start-ups / scale-ups, helping them understand their market, develop their product and reach their target audience – along with hosting, MCing, and moderating webinars for ProcureTech SaaS providers and hosting the Procurement Software podcast.
James returns to The Way We Source podcast for a fantastic discussion with Sam Jenks about the current state of Procurement, technology adoption, Procurement advocating and investing in itself, and more!
Get in touch with James Meads on LinkedIn: https://www.linkedin.com/in/james-meads/
And visit ProcurementSoftware.site
To learn more about Kodiak Hub and our world class Supplier Relationship Management solutions, check out: https://www.kodiakhub.com
(00:37) - Introducing James Meads
(01:34) - What does Sourcing & Procurement mean to James now?
(02:23) - Does James see anything that will help Procurement be more strategic?
(03:33) - James talks about his journey with ProcurementSoftware.site
(06:30) - What sets ProcurementSoftware.site apart from other Procurement agencies?
(07:25) - What does James think about build vs. buy with procure tech?
(12:38) - What are the biggest barriers for Procurement to get new technology?
(16:26) - How can more of an entrepreneurial spirt empower Procurement?
(21:10) - How can Procurement sell in the idea of pragmatism to their business?
(24:20) - Why does Procurement prioritize technocracy over entrepreneurialism?
(29:23) - Does Procurement have a problem with improving soft skills?
(30:39) - What have been the major eras of James’ 23 year career in Procurement?
(33:31) - Does James think Procurement has become the function of “No”?
(34:51) - James answers our round of quick-fire questions
Richard, Procurement Interim Practitioner and Chartered MCIPS professional, brings nearly two decades of hands-on experience delivering strategic procurement solutions across interim, consultancy, and in-house roles. Based in Surrey UK and working across the South East, Richard has led high-impact projects in HR, Professional Services, Consultancy, Fleet, and Contingent Labour across FTSE 100s, global corporates, the public sector, utilities, and startups—both in the UK and internationally.
In this episode, Richard joins Sam to explore the realities of interim procurement—how to deliver measurable value fast, build trust within teams, and navigate complex transformation projects. He shares insights on how businesses can get the most out of procurement interims and how he connects clients with top-tier professionals from his trusted network through his consultancy.
As a mentor to aspiring procurement interims, Richard also dives into the freelance market, offering practical advice for those getting started. Whether you're looking to strengthen your procurement delivery or develop your interim career, this episode is packed with real-world guidance and inspiration.
Connect with Richard on LinkedIn: linkedin.com/in/richardstruthers
(00:38) - Introducing Richard Struthers
(01:21) - What does Procurement & Sourcing mean to Richard?
(02:38) - What does Richard see as the variety of the role of Procurement?
(04:22) - What advice would Richard give to someone thinking about starting with Procurement?
(06:20) - What services does Richard provide at Rosemae Procurement?
(08:44) - What attracts Richard and others to an interim Procurement role?
(11:18) - What does an interim Procurement role teach you that a permanent role doesn’t?
(13:01) - What are some of the primary challenges that Richard meets in his interim work?
(14:57) - What sort of common challenges does Richard face when he starts an interim role?
(16:50) - Why would a Procurement organization bring in an interim instead of a consultant?
(18:16) - How do organizations scope for and bring in interims and how do they succeed or fail?
(21:08) - What is the importance of CIPS for Purchasing professionals in the UK?
(23:35) - Are there any particular skills that Richard has developed in his interim Procurement work? And how has CIPS contributed?
(25:45) - How has Richard seen Procurement evolve during his 20+ year career?
(28:18) - What areas of Procurement will be changed most by technology over the coming years?
(31:48) - How can Procurement improve supplier relationships?
(35:42) - What makes a good interim Procurement leader?
(38:48) - Richard answers our round of quick-fire questions
Susan Walsh, Founder & Mistress of Data at The Classification Guru, is a globally recognised expert in data classification, cleaning, and transformation who has spent over a decade helping organisations across many industries resolve their "dirty data" issues.
In 2017, she founded The Classification Guru Ltd to provide innovative solutions to data problems, particularly in procurement, where clean and accurate data is critical. Since then, Susan has successfully worked with over 90 clients worldwide, unlocking the true potential of their data. Beyond being an entrepreneur, Susan is an influential thought leader, global speaker, and advocate for clean data and the author of the acclaimed book, “Between the Spreadsheets: Classifying and Fixing Dirty Data,” a practical guide for professionals tackling data issues.
In this fantastic episode, she joins Sam to discuss the importance of data quality in Procurement for insights, efficiency, & AI excellence, the challenges that Procurement teams face with their data, how teams can best clean & harness the power of their data, and more!
Connect with Susan on LinkedIn: https://www.linkedin.com/in/susanewalsh/
Learn more about Kodiak Hub’s SRM platform: https://www.kodiakhub.com
TIMESTAMPS:
(00:39) - Introducing Susan Walsh
(01:40) - What does Sourcing & Procurement mean to Susan today vs. 3-5 years ago?
(03:08) - What does Susan think that Procurement is getting wrong?
(04:26) - What is Susan’s mission and offerings with The Classification Guru?
(05:13) - What is the end state of Procurement data that Susan helps teams to achieve?
(06:40) - Where does data play a role in Procurement driving value for their business?
(08:18) - What are the barriers that teams have to fix their data?
(09:40) - What are the eras of data management in Procurement that Susan has seen in her career?
(11:47) - Are centers of excellence and data ops essential for successful Procurement teams of today and tomorrow?
(13:49) - Where does Susan see teams struggling most to get the most value out of their data?
(14:27) - Can Data Analysts make the transition to being a solid hire in a Procurement team?
(15:00) - Why would Data Analysts struggle to work in Procurement?
(18:00) - Can AI drive value for Procurement without clean, complete data?
(19:00) - Will teams with clean procurement data be able to harness the value of AI?
(19:38) - Where does Susan see AI making the biggest impact in Procurement?
(21:05) - Does Susan think that technology can do more complex actions like strategic work?
(22:23) - Susan talks about her book “Between the Spreadsheets” and her upcoming follow-up
(25:00) - Susan explains her COAT Methodology
(27:43) - How does Susan get businesses to focus on fit-for-purpose accuracy in their data?
(30:25) - What is a data horror story that Susan has seen?
(32:38) - How did Susan solve her data horror story?
(36:01) - Where does Susan see that Procurement teams can get started with their data cleaning and classification?
(39:17) - Susan answers our quick-fire round of questions
This episode, we’re joined by Nicolas Passaquin, Chief Procurement Officer & Supply Chain Officer for Telia, the multinational telecommunications company and mobile network operator, and Ambassador at The Sustainable Procurement Pledge.
As a seasoned Procurement practitioner and leader with previous experience at Thomas Reuters, Efficio, Refinitiv, Air France, and more, Nicolas shares his knowledge with Sam Jenks about setting up Procurement orgs for success, staying energized to drive continual transformation, and future-proofing Procurement to stay ahead of the curb.
He and Sam also explore the changes that Nicolas has seen his career and the lessons he’s learned, what to look for with new talent, digital inclusion within Procurement, how to make Procurement be seen as a strategic function, the importance of your network, and more!
Connect with Nicolas on LinkedIn: https://www.linkedin.com/in/passaquin/
Learn more about Kodiak Hub's SRM platform:
https://www.kodiakhub.com
Timestamps:
(00:38) - Introducing Nicolas Passaquin
(01:15) - What does Sourcing & Procurement mean to Nicolas?
(02:07) - What does a Procurement leader need to do to make the function to be understood as strategic?
(03:30) - How would Nicolas say that the businesses in his career have differed?
(05:26) - How has Nicolas seen Procurement evolve in the 20 years of his career?
(08:14) - What is the business case that should be made for sustainable sourcing?
(09:43) - What is digital inclusion in Procurement?
(10:37) - As a Procurement leader, what does Nicolas look for when he hires new talent into his team?
(11:46) - What are the tactical skills that need to be focused on in 2025?
(12:46) - What are some examples of data savviness and technical literacy in Procurement?
(14:27) - How does Nicolas stay close to the operational practices of the business as a Procurement leader?
(16:14) - As a CPO, what does Nicolas’ executive team look like?
(17:33) - Was Nicolas’ center of excellence in place when he joined Telia or did he build it?
(19:02) - What advice would Nicolas give to himself just starting out his career?
(20:33) - What are some of the practical ways that Nicolas builds up his network?
(23:04) - How does Nicolas go about gauging the maturity of a business when he joins?
(23:58) - What checklist does Nicolas go through?
(25:46) - Nicolas shares his experience from working in different roles and companies throughout his career
(28:24) - How do you keep the sense of execution and focus in a business to continually reenergize?
(29:52) - What are some of the challenges and successes that Nicolas has experience in his current role at Telia?
(33:17) - How does Nicolas keep his team motivated during times of consolidation?
(35:35) - How does Nicolas see the phases of his career and the learnings he got from each?
(37:59) - Nicolas answers our quick fire round of questions
Keith McCabe is the Founder & Managing Director of AVAM Solutions, a specialist procurement and supply chain consultancy focused on cost reduction, supplier performance, project delivery, and strategy. Before taking his knowledge into consultancy, Keith was an experienced Procurement practitioner and leader at organizations such as NHS, United Biscuits, Carillion, and Aramark. Keith is also a Procurement and Supply Chain thought leader as the Co-Founder and Host at Proctopus.
(00:40) - Introducing Keith
(01:29) - How did Keith start with Procurement? Did he choose it or did it choose him?
(04:18) - Does creativity play a role in Procurement?
(06:19) - Why does Keith say that Procurement is one of the last entrepreneurial roles?
(09:08) - Is there an experience where Keith felt truly entrepreneurial in Procurement?
(13:46) - What does Keith think it takes to make the transition from a Procurement practitioner into a leader?
(16:55) - What are the key ways that Keith has seen Procurement’s role evolve in the last 25 years?
(21:24) - Does Keith think that savings will ever be less important for Procurement than sustainability?
(22:57) - What’s the most interesting learning that Keith has had in his journey?
(28:55) - What has kept Keith still working in Procurement?
(30:41) - Is it okay to get creative in negotiating with suppliers?
(37:23) - What helped Keith make the transition into Procurement consulting?
(43:45) - Does humor have a place in Procurement?
(48:04) - Keith answers our round of quick-fire questions
(50:23) - Get in touch with Keith!
Mathew Schulz is the Founder of Matchat - modern procurement’s trusted voice that is changing the perception of procurement and movement followed by practitioners, business leaders, and founders at Google, Nike, Coca-Cola, Ramp, Stripe, Zip, American Express, Mastercard, All, Coupe, Amazon, and more. His work is read, viewed, and listened to by millions and featured on industry podcasts and major publications.
Prior to founding Matchat, Mathew has a seasoned career as a procurement practitioner at GE Aerospace, SS&C Eze, Forrester, and Airbase.
Connect with Mat on his LinkedIn: https://www.linkedin.com/in/mathewschulz/
(00:39) - Introducing Mathew
(01:50) - How did Mathew go from the military to Procurement?
(03:22) - Does Mathew think that Procurement is linear or more dynamic?
(04:28) - What does Mathew do for Procurement organizations with Matchat?
(06:45) - What does Procurement need to do to truly attract the next generation of talent?
(08:45) - What are some of the biggest opportunities for the Procurement community in the next few years?
(10:51) - What were Mathew’s takeaways from this year’s DPW event?
(15:08) - Where does Mathew see the most powerful applications of AI in Procurement?
(18:53) - What’s most important for Procurement - People, Process, or Technology?
(21:11) - What does Mathew recommend to teams to drive transformations without the luxury of a green field?
(24:53) - What are some of the big topics that people are talking about now with Matchat?
(29:36) - What role do suppliers play in Matchat’s community and the Procurement community?
(31:57) - What is the general perception of Procurement today?
(34:22) - Where does a Procurement team start in Mathew’s experience?
(42:00) - What’s one thing that Mathew wishes he knew at the beginning of his career?
(44:28) - Mathew answers our round of quick-fire questions
This episode, we’re joined by Daniel G. Wilson, Head of Indirect Procurement at Philips and a seasoned Procurement practitioner with 25+ years experience at businesses such as Adidas, Unilever, Teva Pharmaceuticals, Air Canada, KPMG, and more. Daniel joins Sam for an inspiring discussion about leadership and change within Procurement, the differences between direct and indirect procurement, staying relevant and contributing as a Procurement leader, succeeding with procuretech adoption, and much more!
Get in touch with Daniel on LinkedIn: https://www.linkedin.com/in/daniel-g-wilson-4784086/
And learn more about Kodiak Hub’s SRM platform at: https://www.kodiakhub.com
(00:40) - Introducing Daniel
(01:49) - How did Daniel get into the space of Procurement?
(02:50) - What makes Daniel excited about Procurement?
(04:43) - Why is indirect procurement less mature than direct procurement?
(07:00) - Does Daniel think that Procurement teams separate direct and indirect too much?
(09:42) - What does a best-in-class Procurement team look like today?
(12:25) - What does it take to make the transition from an IC role to a leadership role in Procurement?
(15:05) - How does Daniel background play into his career?
(18:17) - How do you stay relevant and contribute to the day-to-day in a leadership role?
(22:30) - What are Daniel’s tips for staying close to the pulse?
(25:16) - Does Daniel have any tips for managing one-to-one meetings with Procurement team members?
(28:00) - What are some of the pillars of a successful transformation project in Procurement?
(29:35) - What are the barriers within organizations to adopting new technology?
(31:54) - When it comes to adopting ProcureTech, should Procurement teams go to market with their problem and co-create solutions with providers?
(37:15) - What’s something that Daniel wishes he knew at the beginning of his career?
(39:30) - Daniel answers our quick-fire round of questions
This episode, we’re joined by Jonathan O’Brien, CEO @ Positive Purchasing, who empowers practioners and teams to transform their procurement and negotiation capability through world-leading digital platforms, high-impact training, and coaching. In his career of Procurement coaching and though leadership, he has trained over 15k people in more than 350 organizations in 48 countries across the globe.
Jonathan joins Sam for a fantastic discussion about succeeding with strategic goals, AI adoption and success, sustainable Procurement & ESG regulations, how to facilitate strong training, the state of Category Management, and more!
Get in touch with Jonathan: https://www.linkedin.com/in/jonathanobrien-at-positive-purchasing/
And learn more about Positive Purchasing: https://positivepurchasing.com/
Discover what Kodiak Hub’s end-to-end SRM system can do for your team: https://www.kodiakhub.com
(00:40) - Introducing Jonathan O’Brien
(01:29) - What does Sourcing & Procurement mean to Jonathan?
(02:59) - How can Procurement make the shift to succeeding with long-term strategic goals?
(04:17) - What did Jonathan name his business Positive Purchasing?
(06:32) - What changes has Jonathan seen in Procurement regarding Sustainability?
(08:23) - Will we see the same type of ESG regulations in the US?
(10:37) - What still gets Jonathan excited about Procurement?
(12:13) - How does Positive Purchasing help Procurement teams and how do they cut through the noise of the market?
(14:49) - How does one ensure that AI can be adopted and make a real impact in a Procurement team?
(18:00) - What role does training play in ProcureTech adoption and how does Jonathan facilitate strong training?
(23:51) - Where does Jonathan see Procurement teams lacking knowledge?
(25:44) - Is Category Management dead?
(29:10) - What are the secrets to good Category Management and what is the 5 I method?
(33:10) - Is good Category Management attainable for organizations who are bogged down with operational work?
(36:35) - How is Category Management going to evolve in the coming years?
(38:08) - How does Procurement go from data and information to knowledge?
(40:00) - Jonathan answers our round of quick-fire questions
This episode, we’re joined by Laura Sellers MCIPS, Executive & Leadership Coach @ Coaching for Procurement Ltd., who offers a wide range of bespoke leadership development services for Procurement teams. With 10+ years experience in leadership and management roles in Procurement & Supply Chain – including Head of Capital Support @ DHL Supply Chain and Compliance/Contract Operations Manager at Oliver James Associates – Laura supports Procurement teams to deliver value, increase self-awareness, and build confidence & self-belief so they can increase their impact within organizations.
She joins Sam for this fantastic conversation where Laura shares her knowledge and insights from coaching a wide range of Procurement organizations, including how Category Management teams can break down barriers, how Procurement can solve its identity crisis & find its story, how Procurement can collaborate better with stakeholders, curiosity & creativity in Procurement, and much more!
Get in touch with Laura at her LinkedIn profile: https://www.linkedin.com/in/laura-sellers/
(00:36) - Introducing Laura
(01:18) - What made Laura decide to work in Procurement?
(04:16) - What keeps Laura working in Procurement?
(05:18) - What’s Laura’s favorite sector or type of business to work with?
(06:41) - How does Laura help break down barriers between Category Management teams?
(08:25) - Is Procurement having an identity crisis?
(12:05) - Is Procurement jargon getting in the way of being able to make an impact in organizations?
(14:12) - Given its aversion to risk, is Procurement afraid of getting things wrong?
(17:03) - Where does curiosity and creativity play a role in Procurement teams?
(21:11) - What are the key attributes of new talent in Procurement and how has that shifted over recent years?
(25:08) - How can Procurement pros make sure that they’re both a good negotiation and a good partner to suppliers?
(28:14) - How do we make more good coaches in Procurement?
(30:40) - Is there a skillset or tactics that Procurement teams are missing for development?
(33:10) - How does Procurement develop and tell its story to stakeholders?
(37:08) - Laura answers our quick-fire round of questions
To elevate your Procurement & SRM, book a meeting with Kodiak Hub: https://www.kodiakhub.com/request-demo
We're joined by Pedro Berrocoso, a Digital Procurement & Process Automation advisor and founder of AccelerIQ – a boutique consultancy helping businesses to maximize process and technology value with a human-centric view. As a Digital & AI enthusiast, he is passionate about advancing Procurement into the future. Pedro lead a Center of Excellence for Digital Innovation in his recent role and before that held various roles as Head of Procurement Processes and Tools across CPG, Pharma and Energy businesses.
In this fantastic conversation, Pedro joins Sam to discuss AI in Procurement, change management, how to drive digital literacy & maturity in Procurement teams, how to build champions for new technology & processes, and more!
Connect with Pedro on LinkedIn: https://www.linkedin.com/in/pedroberrocoso/
Learn more about Kodiak Hub's SRM System: https://www.kodiakhub.com/
Timestamps:
(00:38) - Introducing Pedro
(01:37) - What does Procurement & Sourcing mean to Pedro?
(03:10) - What still excites Pedro about Procurement?
(04:42) - How do we avoid the incoming AI apathy coming to Procurement?
(06:27) - Which areas of Procurement will AI make the biggest impact?
(09:15) - What is the difference between structured and unstructured data?
(10:52) - Where are Procurement teams typically mature and which areas do they need to work on more?
(13:15) - How can Procurement close the gap towards maturity?
(14:46) - Should Procurement teams have a North Star metric and how can they develop it?
(16:35) - What’s Pedro’s approach to Procurement advising with AccelerIQ?
(18:28) - How does a Procurement team best build a culture of digital literacy?
(22:12) - What transitions in technology has Pedro seen in Procurement?
(26:50) - What does Pedro think will be the next era of digital transformation in Procurement?
(30:00) - How does one go about building a strong Center of Excellence?
(33:20) - How do you go about building champions for new processes or technology, and what are some of the greatest barriers to building champions?
(36:42) - Does Pedro think that there will applications of Procurement technology from the bottom up?
(41:39) - Pedro answers our round of quick-fire questions
Fabian Lampe, Founder of Advance Procurement, joins The Way We Source to share his unique expertise within the intersection of Procurement, Marketing, and Technology.
With a wide range of experience as a practitioner at Bayer and Unilever, consulting at Deloitte, and ProcureTech marketer at Archlet, Fabian is unique expert and thought leader who helps Procurement teams and solution providers speak the same language to accelerate transformation.
In this fantastic discussion, Fabian and Sam explore the gaps between Procurement practitioners and solution providers, how ProcureTech can cut through the noise of the space, how the brand of Procurement is changing, the differences in the types of procurement Fabian has worked with, and much more!
You can find Fabian on LinkedIn at: https://www.linkedin.com/in/fabianlampe/
Or learn about Advance Procurement at: https://www.advanceprocurement.io
(00:37) - Introducing Fabian
(01:39) - What does Sourcing & Procurement mean to Fabian?
(02:13) - What does Fabian do at Advanced Procurement?
(03:57) - Where does Fabian think is the gap between Procurement practitioners and ProcureTech solution providers?
(06:35) - How can a ProcureTech provider cut through the noise of the market with their messaging?
(09:21) - What is the perception of Procurement & Sourcing within the organizations that Fabian has worked with?
(12:37) - Where does a Procurement team start to build their own brand?
(16:00) - What Procurement organizations does Fabian think has a strong brand?
(18:42) - How can a Procurement team or ProcureTech vendor best find their “Why”?
(22:54) - What is Fabian experience within he dichotomy of direct and indirect sourcing?
(26:57) - How can one best measure the performance of marketing Procurement?
(29:52) - Why does Procurement struggle within start-ups and how can they improve?
(35:23) - Why is there such a big gap between Procurement & Marketing tech?
(39:10) - Does Fabian think that the ProcureTech space is missing freemiums, pilot programs, etc?
(43:00) - Where you can find Fabian and AdvanceProcurement
(43:28) - Fabian answers our round of quick-fire questions
We’re joined by Robert Byström, Head of Procurement at Holmen Wood Products, Partner at StromGold Consulting, and Ambassador at The Sustainable Procurement Pledge.
With over 18 years experience as a Sourcing & Procurement leader, both as a practitioner and consultant, Robert shares his extensive knowledge about effective change management and Procurement transformation in this fantastic discussion with Sam Jenks. They discuss what type of change is needed in Procurement, common challenges of driving change, how Procurement can succeed throughout their organization, and much more!
(00:39) - Introducing Robert Byström
(01:40) - What still gets Robert excited about working in Procurement & Sourcing?
(02:47) - What does Robert think is the main objective of Procurement in an organization?
(05:04) - What is the biggest shift that Robert has seen in Procurement throughout his career?
(05:39) - Does Robert think that the expectations on Procurement have grown?
(06:35) - Does Robert think that it’s difficult to drive change in Procurement due to the nature of the role?
(09:33) - Who are some of the most important stakeholders for Procurement to drive change with?
(11:21) - How do you decide which areas are most important to drive change in Procurement?
(12:31) - How does Robert identify areas that need change?
(13:38) - Where has Robert seen change and development for Procurement in recent years?
(16:04) - What would Robert tell a Procurement practitioner just starting out their career?
(17:30) - How has Robert’s background as a consultant helped him become a better Procurement practitioner?
(19:43) - What type of frameworks or strategies does Robert use to drive change?
(22:26) - What are some of the most difficult areas of Procurement to drive true change?
(24:04) - What is a challenging project that Robert has learned from?
(26:52) - What are the competencies that are most important for starting in Procurement?
(30:36) - Is there something that Robert knows today that he wishes he knew when he started in Procurement?
(32:24) - How has Robert’s career experiences influenced the way that he works with suppliers?
(35:13) - Robert answers our round of quick-fire questions
In this fantastic episode, we’re joined by Jason Cipriano, a seasoned CPO/Procurement Executive who has built organizations at Fortune 500s such as Nike and startups alike, and now the Founder of Tivore consulting.
With 15+ years of experience and $15B+ impacted sourcing, Jason sat down with Sam to share his insights about procurement leadership, strategy, supplier relationships & diversity, ESG, procuretech adoption, and much more!
(00:39) - Introducing Jason
(02:38) - What does Jason think are the differences between direct and indirect Procurement?
(4:47) - What made Jason decide to work in Procurement & Sourcing?
(07:29) - What’s Jason’s advice for starting up a Procurement organization?
(08:52) - How can a Procurement team start making strategic sourcing a reality?
(11:09) - Where should a Procurement team start to create a Category Management strategy?
(12:35) - What are the pros and cons of sourcing for a valuable logo?
(15:11) - What still makes Jason excited about working in Procurement?
(17:50) - When is it time for a Procurement team to challenge their organization with a Supplier Diversity plan?
(20:52) - Does Jason think that DEI will become as popular in Europe & APAC as it is in America now?
(24:10) - How does Jason empower Procurement teams with Tivore consulting?
(28:13) - When it comes to selling Procurement tech, what makes a great sales pitch?
(30:16) - How can Procurement learn about how Sales sells to buy better?
(32:48) - Which B2B podcasts has Jason found most valuable to listen to?
(34:58) - How valuable is a reference when making buying decisions?
(37:03) - Where are the majority of Procurement teams still immature?
(38:37) - Why aren’t Procurement teams investing enough in SRM programs?
(40:52) - Does Jason think that the US is behind Europe on ESG?
(43:20) - Does Jason believe that Procurement should have the responsibility of making a sustainable impact? If so, are they equipped to do so?
(46:57) - Jason answers our round of quick-fire questions
In this episode, we’re joined by Nico Bac – Founder of Digital Procurement Now, former Senior Director at Procter & Gamble, and an expert in Digital Procurement Transformation with over 20 years of experience in Purchasing.
Nico joins Sam for a fantastic discussion about digital transformation in Procurement – from building business cases and being bold about new technology needs, to overcoming struggles and succeeding with tech adoption, to closing Procurement’s knowledge gaps with technology, and much more!
(00:38) - Introducing Nico
(01:16) - What does Sourcing & Procurement mean to Nico?
(02:12) - What is Nico excited about Procurement today?
(03:32) - Nico talks about his 20+ years experience in Procurement at Procter & Gamble
(07:25) - Why does Nico think that Technology and Procurement are two different worlds?
(09:18) - Does Nico think that Procurement dares to be bold today?
(11:18) - How can Procurement build better business cases for new technology adoption?
(13:47) - Why are Procurement teams struggling to get the tech that they need and how can they succeed?
(17:14) - How does a business formulate their problem statement before going to the ProcureTech market?
(19:10) - Does Procurement have a harder time buying things that they themselves will use?
(21:02) - What do ProcureTech companies need to do better to ensure that businesses adopt their technology?
(25:20) - How does Nico think that Procurement can close their knowledge gap with Technology?
(28:11) - Is there a gap between Procurement’s expectations of technology and hyper-productivity?
(32:55) - What does Nico think are the biggest trends coming to Procurement in the next 5 years?
(35:35) - Does Nico believe that best-in-breed solutions will last or ProcureTech will move towards consolidated suites?
(38:42) - Nico answers our round of quick-fire questions
In this episode, we’re joined by Constantin Conquet, Head of Procurement at Monks – the global marketing and technology services provider that accelerates business possibilities and refines how brands and businesses interact with the world – and a seasoned Procurement professional with over 10 years of experience at companies like Adidas and Sanofi.
Constantin joins Sam for a great discussion about how Sales experience can influence Buying, the role of brands in supplier negotiations, the differences between tech & material procurement, how Procurement should adopt technologies & build their tech stack, and much more!
(00:39) - Introducing Constantin
(01:30) - What does Sourcing & Procurement mean to Constantin?
(02:58) - How much does Constantin think that Procurement is commercial vs. soft skills?
(03:58) - How did Constantin’s previous experience in Sales influence his work in Procurement?
(05:03) - Did Constantin’s experience in Sales make him a better Buyer?
(05:50) - Did Constantin choose Procurement or did Procurement choose Constantin? And why did Constantin transition into Procurement?
(07:53) - Why does Constantin think that Procurement has become so hot today?
(09:20) - How can the nature of a company’s brand or product influence their Procurement?
(12:42) - Should Procurement leverage their brand in their supply negotiations?
(13:51) - Do Procurement pros have a harder time or easier time buying procurement technology when they’re also the user profile?
(16:42) - Do Procurement teams ever get handcuffed by the process and focus on digitization instead of digitalization?
(19:26) - How does Constantin stay ahead of the trends as a tech buyer?
(21:55) - Is Procurement focused on building a resilient tech stack?
(24:12) - What does Constantin think is the best way to build a culture of learning, development, and change?
(26:40) - When does Constantin think that a company needs IT or tech buying?
(29:44) - How does tech & IT procurement differ from material procurement? And is there anything these disciplines can learn from each other?
(33:40) - How do software providers maintain long relationships with Procurement and can Procurement use a software for more than 5 years?
(36:00) - When is it the right or wrong time for Procurement to buy from a tech startup?
(39:05) - Constantin answers Sam’s quick fire round of questions
In this episode, we’re joined by Anna McGovern, CPIM, CSCP - Business & Consulting Partner at Tompkins Ventures, Founder & Managing Director at Pondview Consulting, former CPO at Unilever, and a Supply Chain & Procurement Evangelist helping business to streamline supply chains & procurement, boost efficiency, maximize value, and tapping into supplier networks for innovation and growth.
In this fantastic conversation, Anna and Sam discuss various lessons from her impressive career, the importance of strategic supplier relationships, how to drive procurement together with suppliers, and Procurement’s role within their business in this new era.
(00:38) - Introducing Anna
(01:18) - What does Sourcing & Procurement mean to Anna?
(02:09) - How did Anna start working in Procurement?
(03:58) - What are the distinguishing factors between Buying and Procurement as a role?
(06:55) - When does Anna think it’s okay or wrong to take bets on supplier-led innovation?
(08:28) - Why should Procurement invest in supplier innovation?
(10:05) - What is the real responsibility of Procurement and how can they shift from a focus on savings to driving revenue?
(14:34) - Does Anna have any experiences with driving direct value through Procurement?
(19:31) - When is a supplier relationship too broken and you need to find a new supplier?
(21:01) - Which is more important: a deep, long-term, strategic supplier relationship or a reliable low-cost supplier?
(24:46) - What is the importance of storytelling in Procurement & Supply Chain?
(29:32) - What is the role of Procurement to become a supplier’s Customer of Choice and what factors can influence that?
(32:39) - Is beating down on suppliers in cost negotiations a thing of the past?
(35:31) - What is a lesson that Anna would share with someone starting their career in Procurement & Supply Chain?
(38:11) - What’s one thing Anna knows today that she wishes she knew at the start of her Procurement career?
(40:29) - Anna answers Sam’s round of quick-fire questions
