Art of Procurement

After nearly a year of exploring procurement's incentive paradox from every angle, Philip Ideson, Rich Ham, and Kelly Barner reconvene to connect the dots between three of the series' most thought-provoking guests: Jason Brown, David Loseby, and Omid Ghamami.

Each offered a distinct lens on the same fundamental question: What does performance really mean in procurement today?

Jason Brown frame...

"Your contracts are your source of truth. You should have a tool that can go through the contracts and help you understand the impact and make an assessment, all in one place." -Toby Laforest, Senior Director PMM - Market Insights and Solutions at Ironclad 

Procurement leaders can no longer afford to wait for requests to land in their inbox. Facing regulatory change, market volatility, and growing demand f...

"Taking the time to get input, to get the feedback and listen to the needs might add a few weeks up front, but ultimately, you're going to have a better, stronger solution and support and alignment." - Jesse Jacoby, Founder and Managing Principal, Emergent, LLC

Procurement and business leaders face a tangled web: legacy systems, evolving digital capabilities, and rising pressure to do more with less. 

How do you design an operating...

"We want our customers to be able to put their own internal procurement rules into our Amazon Business marketplace, so they can feel secure and still get that great experience."
- Todd Heimes, Vice President and General Manager, Amazon Business Worldwide 

Right now, procurement leaders are balancing pressure to deliver savings, manage risk, and remove barriers for business users. As organizations get more ...

Procurement's problem isn't speed. It's form. 

They've gotten great at automating and accelerating weak processes while quietly rewarding the "good contract, bad deal" mentality that ultimately undercuts their own efforts.

In this podcast episode of "Buy: The Way…To Purposeful Procurement," Omid Ghamami, president of the Procurement and Supply Chain Management Institute and former Intel purcha...

"If your only role is cost management and processes, that's scary to me. The value of procurement is so much more than that." – Etosha Thurman, Chief Marketing Officer, Finance and Spend Management at SAP

AI is rapidly changing procurement's mandate and the expectations that business leaders now have. 

Technology is no longer just digitizing processes; it's opening the door to new operating mo...

"The value isn't in giving them the coffee beans and hoping they take that away and make a cup of coffee – what they need is a drink. So instead of giving them the data, do the extra steps and pull out the insights for them." - Satvinder Panesar, Data and Analytics Strategy Director, AstraZeneca

Procurement leaders are surrounded by data, but turning numbers into true business impact is a new kind of chall...

"The value you bring as a procurement function has transcended being a cost saver. They are now a discussion partner with other functions and bring value in the form of intelligence." - Adrian Vicol, Data Strategy Lead & Data Architect, Siemens Energy

Procurement leaders are facing more complex questions about data than ever before. As organizations move toward AI and automation, the need for clean, reliab...

Procurement's toughest problems rarely come from spreadsheets or contracts. 

They come from people.

In this episode of "Buy: The Way…To Purposeful Procurement," David Loseby – professor, former CPO, and self-described "pracademic" – joins Philip Ideson and Rich Ham to explore why procurement's incentive systems often fail not because they're wrong on paper, but because they ignore how people a...

"Fraudulent conduct robs the government – at all levels, local, state, or federal – of the benefit of competition. Competition is free and open; it is the Magna Carta of the American economic system, and robbing the government of that benefit is inherently wrongful." 

Public sector procurement faces mounting challenges, not least of which is the threat of collusion and fraud that quietly erodes budgets and...

"Too many procurement professionals have developed a push energy. If you take that same approach with internal stakeholders, it won't work. We need to develop pull energy — asking questions, listening, and creating a shared vision." - Giuseppe Conti, Professor, Author of Negotiation + Influence = Success: Quick Lessons to Help You Win in Corporate Life

Procurement leaders know how much the field has change...

Procurement doesn't just have a measurement problem. It has a motivation problem.

Behind every misaligned target, every "savings" claim, and every missed opportunity is the same invisible culprit: incentives that quietly tell people to do the wrong things well.

In this episode of Buy: The Way…To Purposeful Procurement, Jason Brown, accounting professor at Indiana University and longtime corpor...

"Everyone keeps talking about AI just for the sake of AI, but, ultimately, the only thing that matters is the outcome you can achieve." - Baber Farooq, Senior Vice President, Market Strategy, Procurement Solutions at SAP

Procurement leaders have long felt the pinch: rising expectations, tight budgets, and platforms that struggle to keep up with user expectations. As AI shifts from a buzzword to true capabi...

"There is no stagnancy in a supply relationship. Continuous improvement is the basis for that." - Neji Isaac, Global Category Manager, NOVA Chemicals

Procurement often measures success in cost savings and contract terms, but today's business environment demands more. 

As supplier markets consolidate and customer needs shift, procurement leaders must find new ways to bring value to the business...

In this Phil-Ins episode of "Buy: The Way…To Purposeful Procurement," Philip Ideson, Rich Ham, and Kelly Barner reflect on their conversations with Bayer CPO Thomas Udesen, franchise procurement leader Kristine Morton, and procurement entrepreneur Jason Busch.

Despite differences in scope, scale, and sector, the through-line is unmistakable: common sense. 

For example, Thomas showed how Bayer ...

"Play the long game, avoid myopic thinking and approaches to solve immediate problems as much as you can, and treat your suppliers as your customers or clients." 
– Darshan Deshmukh, President at ProcureAbility

Procurement leaders are facing unpara...

"We're in the business of change – selling change and then delivering it." - Gordon Donovan, Vice President Research - Procurement & External Workforce, SAP 

In an era of overlapping crises, procurement faces fast-evolving challenges… and opportunities. 

Senior leaders are tasked with not only keeping the engine running but also building resilient, future-facing teams that thrive in complexity...

"We can all claim savings without necessarily achieving the result." 

This stark observation from Jason Busch sums up decades of dysfunction in how procurement measures their impact and why AI may finally force a (much-needed) reckoning with reality.

In this episode of "Buy: The Way...To Purposeful Procurement," Jason joins co-hosts Philip Ideson and Rich Ham to explore how artificial intellig...

"Procurement is going to be on the front lines, creating competitive advantage for the corporation." - Vel Dhinagaravel, CEO at Beroe

AI isn't just a buzzword anymore… it's rapidly becoming procurement's sharpest tool for staying ahead. 

Business leaders now demand more than "check-the-box" savings; they want real, data-driven competitiveness that puts their organizations at the front of the p...