Art of 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.

“The greatest challenge facing the world today isn't tariffs or monetary uncertainty – it's stagnating productivity.” - Baber Farooq, Senior Vice President, Product Marketing SAP Ariba & SAP Fieldglass Navigating today's interconnected global business landscape has thrust procurement directly into the heart of strategic risk management. Supply chain disruptions, new AI-driven realities, looming ESG regulations, and shifting diversity initiatives pressure leaders to redefine procurement’s strategic impact. In this episode, Baber Farooq, Senior Vice President, Product Marketing SAP Ariba & SAP Fieldglass, joins Philip Ideson to unveil pivotal findings from the latest SAP Economist Impact report: “The Resilient Edge: Procurement in an Era of Polycrisis.”  Baber shares why procurement leaders everywhere must proactively align their operating models to evolving global challenges – especially in preparation for generative AI, stringent sustainability standards, and shifting supply chain landscapes. Baber covers how to: Navigate escalating supply chain and geopolitical risks Prepare teams for an inevitable AI-driven procurement environment Prioritize ESG initiatives to anticipate regulatory impacts effectively Apply advanced spend analytics to move beyond simple reporting and drive actionable insight Links: Baber Farooq on LinkedIn Optimizing Procurement’s Source-to-Pay Strategy Bridging the Confidence Gap to Achieve the Best Business Outcomes Learn more about SAP Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

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.

Sometimes the most damning evidence about an industry or an organization comes from the inside. In this second installment of “Buy: The Way…To Purposeful Procurement’s” deep dive into supplier tactics, two former supply executives continue exposing the ins and outs of the supplier playbook they used on procurement when they were on the other side of the fence.  Bob Schreiner, former CIA section chief and G4s operations executive, explains how security guard service providers can obscure margin increases within seemingly reasonable wage adjustments for officers. He also exposes the “position rate variance” tactic, where suppliers charge premium rates for senior guards to fill junior positions, and also how disasters can become margin-grabbing bonanzas for suppliers. Keith Robinson, one of only 150 board-certified entomologists working commercially in North America, exposes seasonal billing schemes in the pest control industry, where compliance rates plummet in colder months, yet billing continues unchanged. Perhaps most shocking is his revelation that 80-90 percent of fogging and fumigation services are often completely avoidable. These true stories from industry insiders point to a troubling reality: procurement is sometimes so focused on up-front savings that they inadvertently signal to suppliers exactly how to game the system. In effect, procurement ends up creating the perfect conditions for the kind of post-contract chicanery that can create significant cost increases for the business over the years, without any change in service scope or delivery.    Links: Bob Schreiner on LinkedIn Keith Robinson on LinkedIn Rich Ham on LinkedIn Learn more at FineTuneUs.com

“Procurement officers are going to have to go hunt for the solutions they need and the workflows that can help their business. I do feel like to do this job properly moving forward, it's an offensive job, and you don't have the luxury of sitting back.” - Matt Ziskie, Co-Founder, Bungalow Capital How procurement approaches working with smaller, innovative startups can look quite different than other supplier relationships. From lengthy sales cycles, complex negotiations, and mismatched expectations… these and other roadblocks can crop up in different ways depending on the size, scale, needs, and maturity level of the supplier. Procurement has to understand the unique needs and constraints that each type of supplier brings to the table. In this episode of Art of Procurement, recorded on stage at Catalyst LA, Philip Ideson speaks with Matt Ziskie, Co-Founder of Bungalow Capital, about bridging the gap between enterprise procurement and startup innovation. Matt offers a unique perspective, having worked as a procurement leader at companies like Box and Airbnb, and now as an investor helping startups navigate enterprise sales. In this episode, Matt explains: Why enterprise procurement teams should consider segmented processes when working with startups  How to mitigate the "fragility" of startup partnerships without ignoring the tremendous value they can provide The importance of communication and transparency to understanding the real financial impact of enterprise contract terms  Practical ways to support startups beyond contract terms, including coaching, references, and protection from scope creep Links: Matt Ziskie on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

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.

“I was humbled by the buy-in from the AOP community because, ultimately, people came on trust. They came on the trust that we would deliver what we said we would for our first in-person event.” - Philip Ideson, Co-Founder and Managing Director, Art of Procurement Now that Art of Procurement's first-ever in-person event, Catalyst LA, is in the rear-view mirror, co-hosts Philip Ideson and Kelly Barner sit down for a candid debrief about what it took to launch a new kind of procurement event and how it may impact procurement’s approach to learning, community, and collaboration going forward.  From their initial vision of creating something different in the procurement event space to the unexpected challenges on the May 6th conference day itself, Philip and Kelly share the behind-the-scenes story of how they transformed their digital-first community into a world-class experience focused on procurement operating model transformation. In this episode, Philip and Kelly reflect on: Why they chose to focus on experience for AOP’s first in-person event in the company’s 10-year history  What the response from procurement executives reveals about the evolution of today's CPOs How pairing attendees based on procurement maturity, organization size, and roles maximized event-based learning  Unexpected moments that tested the team’s stress levels (but ultimately enhanced the attendee experience!) Links: Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

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.

Much like the classic plot twist in old thriller movies where the characters realize the threat is coming from inside the house, the most revealing insights about supplier tactics are coming from inside Fine Tune’s own house in this eye-opening tenth episode of Buy: The Way…To Purposeful Procurement.    Co-host Rich Ham was initially reluctant to tap into his own team’s expertise for this podcast series, but the guests’ insight and insider knowledge proved too valuable not to share.  In this episode, Philip and Rich interview two former supplier-side executives – Alex Carlson and Angie Claeys – who are now working on the opposite side of the fence at Fine Tune, and therefore perfectly positioned to divulge the very tactics they once used against procurement teams. They are, indeed, “poachers turned game wardens.” First, Alex, a former CBRE executive and Wells Fargo procurement leader, explains how janitorial service providers deliberately underbid with limited scopes to help procurement “check the box” on savings goals. Likewise, he’s seen elevator maintenance providers bill for preventative maintenance that is never performed. Just because a category of spend is managed on paper doesn’t mean it’s being actively managed where it counts the most, on the ground. Similarly, in the second half of the episode, Angie Claeys, former VP of Operations at Aramark, lays out the uniform industry’s playbook (a notoriously complex category). Here too procurement has to watch out for “presumptive” billing that can cost the business unnecessarily if procurement isn’t on top of it.  Alex and Angie’s experiences on the supplier side point to a troubling dynamic: procurement’s incentive structures actually encourage these nefarious supplier behaviors and, by not focusing more on ongoing cost management, procurement is inadvertently signaling to suppliers precisely how they can ‘game the system.’ This episode, part one in a two-part series full of insider insights, provides an unfiltered look at the consequences of half-hearted spend management and makes a powerful case for extending procurement’s influence beyond the contract. Stay tuned for part two, where Bob Schreiner and Keith Robinson expose similar tactics in security services and pest control.   Links: Alex Carlson on LinkedIn Angie Claeys on LinkedIn Rich Ham on LinkedIn Learn more at FineTuneUs.com  

“Change is about first having an awareness. Once you have that awareness, then that other party that you're trying to drive that awareness has an understanding. And when that understanding is there, then they're motivated to take action.” Pratik Patel, Director - Category Management - Labor/North America Technology Spend, Mastercard Services procurement can be a rewarding field, but it also has some unique (and fairly complex) challenges that require procurement to develop a strong approach to spend and performance management.  In this episode, Philip Ideson speaks with Pratik Patel, Director - Category Management - Labor/North America Technology Spend at Mastercard, about his own experience transforming technology services procurement from a decentralized, inefficient process into a streamlined, data-driven program that delivers unprecedented business value.  Pratik walks listeners through:  Four key requirements for successful outcome-based contracting How to use lean methodology to identify pain points in the procurement process and build buy-in for transformation Steps to build scalable services procurement processes that create efficiency, stakeholder trust, and value for the business  Links: Pratik Patel on LinkedIn Business Waste: The Silent Value Killer W/ Pratik Patel Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube