Category Archives: Procurement Transformation

Procurement Transformation

Agile Procurement is the New Normal.

Some common themes from ISM and Procurement Leaders. Last week I had the pleasure of sitting in on some great presentations at the Procurement Leaders World Procurement Congress 18 in London, as well as attending the Institute for Supply Management ISM2018 in Nashville, TN the week before. They provided the perfect opportunities to reflect on where Procurement currently is, and where it’s going (hint: agile procurement). It is remarkable how much it has evolved – and what the notable changes … More

Forget Everything You Know About Strategic Sourcing.

Instead of “recycle, reuse, retread” let’s talk about a reboot. Memorization is a frontage road: It runs parallel to the best parts of learning, never intersecting. It’s a detour around all the action, a way of knowing without learning, of answering without understanding.” — Ben Orlin, “When Memorization Gets in the Way of Learning,” The Atlantic, 9 September 2013

Budget-empowered procurement.

Make built-in P2P budget management data part of your purchasing workflow. Of the many topics that came out of the webinar we did with Ardent Partners, CPO Rising 2018: The Age of Intelligence, the idea that “you’re only as good as your data” is one of the most compelling. There are many aspects to exploring that idea. It doesn’t necessarily have to be some high fallutin’ thought leadership viewpoint, either; in fact, a powerful example of data visibility can be … More

Strategic Procurement in the Post-Sourcing Era

Face it sourcing, CPOs just aren’t that into you. Last week, the team from Ardent Partners shared the results of their research: CPO Rising 2018: The Age of Intelligence in a webinar with Determine. This year’s report includes input from 324 participants, 62% of which are Director level, VP level, or C-level. No one industry accounted for more than 13% of the research data, although approximately 70% of the responses were from large (>$1B) companies in North America. Of all … More

3 Stages of Enterprise Procurement Technology Implementation

Succeeding in every phase to realize the maximum benefit. When you’re trying to implement enterprise procurement technology, other somewhat related challenges have a way of floating to the surface. Many of them have been around for a long time, festering quietly in corporate silos, and any one of them can act as a barrier to forward progress and expanded visibility.

Procurement: From Cost Killer to Influential Business Partner

How predictive analytics leverages data intelligence to drive decision efficiency. More than ever, the role of procurement is gaining influence across organizations. According to the recent Deloitte Global Chief Procurement Officer Survey 2018, cost reduction remains the top priority for procurement. But as innovative technology and digitization play a greater part in the procurement process, the function has become much more strategic. The role of cost-killer is rapidly giving way to critical business partner.

Procurement Retooled

A Review of CPO Rising 2017: Tools of the Trade The CPO Rising 2017: Tools of the Trade report from Ardent Partners was a big focus last year. It was the first of their benchmark reports to explore the technology perspective of procurement, and it was revealing. Before the release of CPO Rising 2018: The Age of Intelligence happens, we thought it was worth reviewing Tools of the Trade to check some highlights. It’s also good to have a reminder … More

From Customer Success to Customer Advocacy

Just weeks after joining the Determine team as their Senior Vice President of Customer Success, Kevin Turner was in attendance at the annual user group conference in Laguna Beach. Between meeting customers for the first time and hearing their feedback through presentations and informal exchanges, it was a critical and well timed opportunity to ensure that the Determine product roadmap is aligned with a broad range of definitions for customer success.

Customer Success Part 2: Establishing a Framework for Customer Success Management.

For strategic procurement, customer success metrics are measured in two categories: efficiency and effectiveness. As I mentioned in Part 1 of this series — Do you have a strategic relationship with your technology provider? — I recently joined Determine as Senior Vice President of Customer Success. On March 14 we held our West Region User Group in Laguna Beach, which brought together valued customers to share their experiences, feedback and ideas about our solutions and Determine as a company. [inlinetweet … More

How can Trump help procurement?

Strike now while the eSourcing opportunity is hot – Trump tax law changes offer a unique saving opportunity. I recently read this brilliant analysis about the impact of the Trump tax law changes. [inlinetweet prefix=”@Determine” tweeter=”” suffix=”#eSourcing”]I couldn’t help thinking that this offers a unique one off saving opportunity that I would like to share with my procurement colleagues.[/inlinetweet]

The Functionality Everyone Demands, but Almost No One Uses

Make sure your procurement team is focused on the right eSourcing solution features. In a recent blog post here on Determine, I shared my list of 10 questions I think every procurement team should ask at all solution provider demos. Some of them you’d probably expect, like questions about integration and the administration of configuration settings. Others you might not have thought of, for instance asking to what degree the company “takes their own medicine” by using the technology themselves.

Customer Success Part 1: Do you have a strategic relationship with your technology provider?

I recently joined Determine as their Senior Vice President of Customer Success, but it is not a new role for me. One of the primary things I work on with companies is the need to tell their success stories, whether internally or externally. Believe it or not, the reasons for doing this – regardless of the intended audience – aren’t as different as you might think.

Top 10 Tips for Winning Procurement Stakeholder Support

How to make friends and influence outcomes Procurement does not have an easy job. We function as the spending conscience of the enterprise. When a contract is going to be awarded, we make sure a careful selection process is followed and that every specification or requirement associated with additional cost earns its place. We ensure that incumbent suppliers deserve renewed business, and push all suppliers to perform their best on behalf of the company. As important as all those things … More

3 benefits of an integrated and automated contract management process

You don’t have to be a corporate general counsel to know that managing contracts can be complicated and time consuming. While almost every contract starts with a request, and ends (hopefully) with renewal, there’s a lot that needs to go on — and sometimes doesn’t — in between. That’s where an integrated and automated contract management process comes in.

Rethinking SRM as the Dust Begins to Settle on Carillion

I recently shared my initial thoughts about the news that Carillion, the 2nd largest construction company in the UK, had gone into liquidation because it could not secure the funding required to stay in operation. As a reminder, Carillion is a private sector firm that provided a wide array of public services across Britain. They served lunches in public schools and provided maintenance to prisons; They provided cleaning and foodservice in hospitals, and they maintained roads. Perhaps most importantly, they … More