Podcast appearances and mentions of philip ideson

"I measure success by the number of executives that come to us before they make decisions." - Gary Mizhir, Senior Director Head of Innovation & Excellence, FIS The pressure to move from tactical cost savings to strategic business impact is growing, especially as AI, data, and new business needs emerge faster than ever.  But what does it mean to drive innovation with AI and still keep procurement a credible and sought-after partner at the executive table? In this episode, Philip Ideson speaks with Gary Mizhir, Senior Director, Head of Innovation and Excellence at FIS. Gary brings a holistic perspective, shaped by experiences in the Navy, consulting, product management, and years leading Fortune 500 supply chain and procurement teams. His take on the future, from paradigm-shifting AI to building trust with stakeholders and translating procurement's value into corporate terms, offers practical guidance for CPOs and their teams. In this episode, Gary discusses: -Why we need to challenge traditional procurement roles  -How to use AI to redefine value and operating models -The importance of tying procurement's ROI directly to corporate outcomes  -How to build trusted partnerships with internal stakeholders  -Rethinking process design by experiencing it through your stakeholders' eyes   Links: Gary Mizhir on LinkedIn: https://www.linkedin.com/in/gary-mizhir-b923344/  Subscribe to the AOP Newsletter: https://resources.artofprocurement.com/art-of-procurement-podcast-subscribe  Subscribe to Art of Procurement on YouTube: https://www.youtube.com/@ArtofProcurement   

"You need to get visibility into the AI tokens, what workloads they are being used for, which users are using them, and what department they're coming out of. Most organizations don't have that visibility yet. They just get the bill." - Jon Winsett, CEO, NPI AI tokens have gone from a niche curiosity to a major line item practically overnight.  The cost models are new, spending is climbing at breakneck speed, and most enterprises can't actually see what's driving their biggest AI bills. For anyone tasked with managing technology spend, this is mission-critical territory for the rest of 2026 and beyond. In this episode, Philip Ideson speaks with Jon Winsett, CEO of NPI, to unpack everything procurement leaders need to know about AI tokens. Jon and his team advise some of the world's largest companies on navigating this new category and share what's working (and what's not). From budgeting pitfalls to guarding against runaway costs, Jon explains the challenges and opportunities associated with AI tokens. Jon tackles questions like: Where are organizations overspending? How do you negotiate when the rules keep changing? What practical steps can CPOs take right now?  Listen in for a pragmatic, insider's view on: -How and where rapidly rising AI token costs are hitting enterprise budgets   -Ways to build practical guardrails and learn from early missteps   -How to use open source models and contract negotiation as real levers   -Why current consumption-based pricing is likely to change again soon     Links: Jon Winsett | LinkedIn: https://www.linkedin.com/in/jon-winsett-0734b/  Enterprise AI Pulse Study: https://arcana-research.com/study/npi - For Fortune 1000 enterprises that want to participate Governing AI Token Spend - A Five-Layer Defense Framework: https://www.npifinancial.com/knowledge-center/white-paper-governing-ai-token-spend/ - Whitepaper Learn more about NPI: https://www.npifinancial.com/  Subscribe to the AOP Newsletter: https://resources.artofprocurement.com/art-of-procurement-podcast-subscribe  Subscribe to Art of Procurement on YouTube: https://www.youtube.com/@ArtofProcurement   

"Don't overvalue the top procurement spot, and don't undervalue the tools and the budget required. It's an ecosystem." - Stephen Rauf, Global Head of Indirect Procurement, Zoetis Delivering more value with fewer resources is an easy thing to want, but tough to execute consistently over time… unless procurement rethinks their entire approach, from operating model and team structure to technology and stakeholder influence. In this episode, Philip Ideson speaks with Stephen Rauf, Global Head of Indirect Procurement at Zoetis, the world's leading animal health company. Stephen unpacks how he has steered a lean, high-impact team through transformation, why "build vs. buy" is a weekly question, and what it takes to create true business partnership – while surfacing next-gen use cases for AI.  In this episode, Stephen shares his point of view on: -Building nimble procurement teams that can punch above their weight -Moving from managing spend to shaping demand with stakeholders -Using tech – and especially AI – to enable rather than overwhelm -Deciding when to build internal strength vs. partnering for expertise -Measuring a broader spectrum of procurement value, not just cost savings   Links: Stephen Rauf on LinkedIn: https://www.linkedin.com/in/stephenrauf/  Subscribe to the AOP Newsletter: https://resources.artofprocurement.com/art-of-procurement-podcast-subscribe  Subscribe to Art of Procurement on YouTube: https://www.youtube.com/@ArtofProcurement   

"Catalyst is really a unicorn. You walk in the room, check your ego at the door, and everybody is there to learn." - Christine Moore, Managing Partner, RAUS Global Procurement is racing to harness AI, but simply "doing more" won't be enough. At Catalyst San Francisco, the most recent in-person event hosted by Art of Procurement, procurement executives came together to confront what's truly needed right now: going beyond efficiency, investing in stronger change management, and breaking free of the old excuses that hold teams back. In this event recap conversation, Christine Moore, Managing Partner at RAUS Global, and Joe Postiglione Sr., author of the upcoming book Achieve Results with AI and Avoid the CFO Hot Seat, join Philip Ideson to discuss how intimate, curated professional gatherings like Catalyst drive practical, real-world progress.  Listen in to hear what sets this unique environment apart, why open dialogue matters more than buzzwords, and how procurement leaders can champion a culture that turns AI into a strategic advantage to deliver measurable, real-world results. Whether you're developing your own digital roadmap or guiding your business partners, these takeaways will help you reframe what's possible for procurement. In this episode, Christine and Joe describe how procurement can: Build a proactive, outcome-driven approach to AI projects   Lead change and create a sense of safety for candid discussions   Reframe the "data problem" and move initiatives forward   Recognize how compute and AI usage costs can impact value   Shift from pure efficiency to growth-focused thinking Links: Christine Moore on LinkedIn: https://www.linkedin.com/in/christine-adamsson-moore/  Joe Postiglione Sr. on LinkedIn: https://www.linkedin.com/in/joepostiglione/  Subscribe to the AOP Newsletter: https://resources.artofprocurement.com/art-of-procurement-podcast-subscribe  Subscribe to Art of Procurement on YouTube: https://www.youtube.com/@ArtofProcurement   

It's the end of the season and it wasn't to be for Bradford in the playoffs, Phil reflects on what could have been whereas Darragh has had his end of season meetings and is ready to go for 2026/27! Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- What's been happening with Posh since the end of the season?- Bradford are knocked out of the playoffs!- Darragh's thoughts on 'Spygate'- The new EFL wage structure explained- and much more!

In the final episode of "Buy: The Way...To Purposeful Procurement," Philip Ideson, Rich Ham, and Kelly Barner reflect on 18 months of exploration, 32 episodes, and a remarkable roster of guests who collectively proved that procurement's incentive problems are both bigger and more solvable than most realize. The flaws we uncovered aren't just procurement's problem, and there are often far-reaching, real-life consequences. For example, when buyer-side dysfunction enables seller-side exploitation, consumers absorb higher costs. When short-term savings metrics kill long-term initiatives like energy efficiency investments, the climate crisis deepens. When procurement is measured on fictional savings rather than actual P&L impact, the entire profession gets relegated to asking for a seat at the table instead of earning one. Building on Alan Veeck's call from the previous episode to convene "the smartest thinkers in our industry," the hosts sketch out what should come next from pragmatists alongside visionaries, skeptics alongside believers, and C-level advocates outside of procurement who can sell the vision to their peers. We don't need philosophical discussions about value, but actual business cases quantifying both the harms of keeping things status quo and the upside of change. Not just theoretical frameworks, but practical answers to the logistics of administering new measurement systems. Not just ideas, but examples shown in action that give others confidence to follow. As automation commoditizes tactical work, procurement has never been under more pressure to articulate what they stand for and how they connect to business value. The pace of AI-driven change makes solving the incentive problem more critical than ever, because the function needs to know what higher-value work looks like before the efficiencies arrive. So, while the series may be ending, as Rich notes, it feels more like a beginning. Thirty-two episodes proved the story was worth covering. Now comes the harder part: turning all of that conversation into action. Links: Rich Ham on LinkedInLearn more at FineTuneUs.com

"If you focus on stakeholders' needs and add value, the savings will always follow." - Brad DeHart, Senior Vice President, Customer Growth, Continuum Procurement leaders have always been expected to deliver value under pressure, but when resources are thin, the old playbook just doesn't cut it. What does it take to truly become a trusted partner to the business and move beyond savings-only conversations? Art of Procurement host Philip Ideson welcomes Brad DeHart, a seasoned leader who's helped shape marketing procurement functions across industries. Brad's experience spans both the buy and sell sides, giving him a front-row seat to what works, and what might set your team back. In this candid discussion, Brad challenges common assumptions about where procurement should focus their efforts, why some models falter, and how the right mindset (and soft skills) open real doors to influence. He shares memorable stories and actionable advice for CPOs and category leads navigating complexity and stakeholder fatigue. In this episode, Brad covers: - Redesigning relationships with marketing to move beyond 'just savings' - Recognizing why the 'strategic vs. tactical spend' debate misses the point - Structuring teams for trust, influence, and long-term results - Building soft skills that matter as much as procurement expertise   Links: Brad DeHart on LinkedIn: https://www.linkedin.com/in/braddehart/  Subscribe to the AOP Newsletter: https://resources.artofprocurement.com/art-of-procurement-podcast-subscribe  Subscribe to Art of Procurement on YouTube: https://www.youtube.com/@ArtofProcurement   

"Digital masters aren't just deploying technology. They're changing the way procurement runs." - Chris Riley, Partner - Supply Chain and Procurement, Deloitte As AI-enabled tools shift the landscape from efficiency to true strategic impact, CPOs are tasked with making sense of new operating models, changing expectations, and how to redeploy talent toward higher-value work. In this episode, Deloitte's Chris Riley, Ryan Flynn, and Jocelyn Mayfield join Philip Ideson to break down the findings of Deloitte's latest CPO and AI surveys. They reveal what sets digital masters apart, how top teams link digital investments to business outcomes, and what it takes to move from process efficiency to business advisor. Whether you're rolling out AI for the first time or redesigning your operating model, this conversation dives deep into practical lessons and next steps for forward-thinking procurement teams. In this episode, Chris, Ryan, and Jocelyn will discuss: - What "digital masters" do differently  - Why operating model design now has existential importance for procurement - The real opportunity (and challenge) in reskilling for the AI era - How cultural change and reward systems drive sustainable transformation Links: Chris Riley on LinkedIn Ryan Flynn on LinkedIn Jocelyn Mayfield on LinkedIn Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube   As used in this document, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please seewww.deloitte.com/us/aboutfor a detailed description of our legal structure. Certain services may not be available to attest clients under the rules and regulations of public accounting. This podcast contains general information only and Deloitte is not, by means of this podcast, rendering accounting, business, financial, investment, legal, tax, or other professional advice or services. This podcast is not a substitute for such professional advice or services, nor should it be used as a basis for any decision or action that may affect your business. Before making any decision or taking any action that may affect your business, you should consult a qualified professional advisor. Deloitte shall not be responsible for any loss sustained by any person who relies on this podcast.  

"Isn't it true that everybody talks about supplier management, but nobody does it?"  This observation from Summit Procurement CEO and Founder Alan Veeck captures the delta between procurement's aspirations and the reality on the ground. It's a gap, he says, that AI might finally help close, but only if organizations resist the temptation to simply slash headcount when AI-powered efficiencies arrive. In this episode of "Buy: The Way...To Purposeful Procurement," co-hosts Philip Ideson and Rich Ham speak with Alan Veeck to explore what it might look like if procurement was unleashed to pursue actual value, and why the resistance to that vision remains so formidable. Alan presents listeners with a thought experiment: imagine a CPO given two directives: first, embrace AI to drive maximum efficiency, but second, keep every team member despite the bandwidth freed up by AI. His answer reveals momentous untapped potential: those 25 entry-level people whose salaries total $2.5 million annually? In a billion-dollar enterprise, he says, they could find 10x that value "in their sleep" within months through proper supplier engagement, category management, and relationship building.  This notion also brings procurement's existential challenge into the light. Without fixing flawed incentive structures, procurement will "continue to be the ones asking for a seat at the table."  One-off conversations and content won't solve these issues. Instead, Alan says it's time to convene "the smartest thinkers in our industry" into what Rich dubs a "fellowship." The goal: creating industry standards for measuring value across different contexts, giving organizations practical frameworks to escape the savings delusion. As Rich notes, there's no general ledger line item for savings, only costs. Procurement can be "the hero of the expense side of the ledger," but only if they muster the collective confidence to take the necessary steps. Links: Alan Veeck on LinkedInRich Ham on LinkedInLearn more at FineTuneUs.com

"Don't speak about category savings because that's procurement lingo. We need to speak about gross margin expansion at the end-product level." - Sammeli Sammalkorpi, Co-Founder and CEO, Sievo Spend analytics has moved well beyond spreadsheets, but most organizations are still guessing about what 'good' performance looks like.  When Sievo analyzed $1.4 trillion of procurement spend, the findings were both confirming and, in some places, eye-opening. With the business landscape changing rapidly, adaptation backed by data is more important than ever. In this Art of Procurement podcast episode, Philip Ideson and Kelly Barner are joined by Sammeli Sammalkorpi, Co-Founder and CEO of Sievo. Sammeli details Sievo's approach to benchmarking, the surprising patterns in the data, and where CPOs may be missing untapped value. He also shares practical ways to reframe procurement's business impact, anchoring spend to revenue, and challenging old assumptions about control. The conversation covers fresh ways to benchmark your team's performance, build actionable industry comparisons, and rethink what matters in spend analytics. In this episode, Sammeli discusses: Why even the most mature organizations still miss large opportunities How to identify the hidden business impact of spend spikes and payment terms The importance of comparing industry benchmarks to spot real, actionable gaps Rethinking "control" in procurement: Is a PO always required? How clean data unlocks speed and better decisions Links: Sammeli Sammalkorpi on LinkedIn State of Spend Report 2025 Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube  

As he head into the final game of the season, Posh and Bradford's emotions couldn't be more different... Posh are happy for the season to be over whereas Bradford want it to continue. Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Darragh's honest appraisal on Posh's season- Darragh's thoughts on Posh's underperforming players- Can Bradford win the playoffs?- What Rochdale did wrong against York- and much more!

AI is already changing procurement, but, for many, the bigger and more difficult question is what will happen to people in the process. Procurement has long been constrained by capacity: too much data, too many transactions, and not enough time to step back and think strategically. Now, with AI accelerating analysis, automating tasks, and reshaping workflows, that constraint is starting to loosen. But more capacity doesn't automatically create more value. In this episode of Buy: The Way…To Purposeful Procurement, Friddy Hoegener, co-founder of Scope Recruiting and a former procurement practitioner, joins co-hosts Philip Ideson and Rich Ham to explore what AI really means for procurement talent, hiring, and the future of the function. Friddy sits at a unique intersection. He has lived procurement from the inside and now evaluates it from the outside, helping companies hire the people who will define its future. What he sees is both promising… and unsettling. On the one hand, AI is making work more efficient. Recruiters no longer spend hours taking notes or writing candidate summaries, and procurement can analyze data faster and make decisions more quickly. Entry-level roles that once focused on repetitive tasks are beginning to evolve into something more strategic. However, AI is also distorting how talent is evaluated, and not always to the benefit of the candidate or the employer. It has never been easier for candidates to look polished, tailored, and highly qualified on paper. Resumes, outreach messages, and even interview preparation can be AI-assisted, making it harder than ever to distinguish between genuine capability and well-generated output. As a result, the traditional filters procurement relies on are breaking down, forcing hiring teams back to something more fundamental: actual human conversation. Links: Friddy Hoegener on LinkedIn Rich Ham on LinkedIn Learn more at FineTuneUs.com  

"Procurement now gets to decide where to play, who does the work, and how much of that work is done by humans versus agents." - Viji Doraiswamy, VP Product Marketing, Coupa Senior procurement leaders are under pressure to deliver much more than just savings. The next advantage lies in the intelligent orchestration of processes, where agentic AI not only automates intake, but enables teams to truly focus on value and strategy. In this episode, Philip Ideson speaks with Viji Doraiswamy, VP of Product Marketing at Coupa. Drawing on hands-on experience with large-scale clients, Viji explains what's actually working with agentic AI, how companies are overcoming trust barriers, and why orchestration (not just digitization) holds the key to operating model transformation. She also shares specific use cases where teams are already realizing ROI and freeing up time for strategic work. In addition to sharing proven tactics for building adoption, assessing risk, and unlocking the next level of procurement impact, Viji discusses: How to separate intake from orchestration and why orchestration drives impact How to shift your procurement operating model for greater control and delegation Building confidence in agent-driven outcomes with explainability and phased rollouts Where most companies start on the agentic AI journey and where they get the greatest ROI Links: Viji Doraiswamy on LinkedIn Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube  

"In the AI regime, things are going to be disrupted. So be ready to be disrupted." - Dr. Swapnil Dubey In a market as complex and fast-changing as India, procurement's role has transformed from tactical to strategic… and fast. As global manufacturers shift operations and Indian firms chase world-class performance, the need for advanced procurement leadership has never been greater. In this Art of Procurement podcast episode, Philip Ideson speaks with veteran procurement leader Dr. Swapnil Dubey, whose four-decade career spans India's procurement evolution, from the early days of shared service centers to today's digital and AI-driven frontier.  They discuss how Indian procurement teams are matching their global peers, why AI could upend white-collar work, and where new career opportunities are emerging for the next generation. Swapnil also explains how local strengths, regulatory shifts, and new tech are shaping India's overall procurement landscape. Listen to the full episode to hear Swapnil's perspective on: Why executives at every level are now championing procurement The true drivers (and blockers) of digital transformation in Indian firms How AI will reshape talent, roles, and upskilling Diverse career journeys to today's CPO seat Links: Dr. Swapnil Dubey on LinkedIn Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube  

"What you think of as the data isn't the right data."  This observation from FineTune COO Brian Gamble shines an (uncomfortable) spotlight on one of procurement's biggest challenges: AI has the potential to completely transform the function (in a good way) and drive a significant amount of value for the business, but only if organizations first acknowledge how inadequate their current data actually is. In the twenty-ninth episode of "Buy: The Way...To Purposeful Procurement," Philip Ideson, Rich Ham, and Kelly Barner reflect on recent conversations with procurement tech pioneer Jason Busch and category expert Brian Gamble. They explore the troubling reality that procurement's future with AI depends almost completely on having the right data, while most organizations don't even know what the right data looks like. This conversation exposes the gap between what practitioners call "the data" and what actually constitutes useful information for decision-making. Invoice details, contracts housed in various systems, and perhaps some quarterly business review reports make up most of what the average procurement professional considers their data foundation.  Suppliers have systematically reduced invoice transparency over the years, removing fields that enabled auditing, all under the guise of creating "easier to read" formats, and procurement is left to deal with the fallout.  The episode also connects back to Buylaws 5 and 6, prioritizing comprehensive high-quality data and developing expense-specific systems of measurement, while simultaneously setting up the next conversation about how compensation models and hiring practices must evolve for procurement's uncertain future.  Links: Rich Ham on LinkedInLearn more at FineTuneUs.com

After a month away, Darragh and Phil have a lot to catch up on as we head into the final weeks of the season... can Bradford get over the line in the playoffs? How are Posh already planning for next season? - also, we take a look into the 'ludicrous' EFL club finances!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Posh want a winning end to the season!- Can Bradford go through the playoffs?- The ludicrous EFL club finances!- Will Darragh be proved right with his Premier League prediction?!- and much more!

"The goal isn't to create a room where people consume content, it's to create a room where they come ready to work on their organization." - Philip Ideson, Founder and Managing Director, Art of Procurement The pace of business change has made traditional procurement conferences feel outdated. Senior procurement leaders can't afford passive learning; they need real conversations with peers who face the same challenges they do.  That's what the Art of Procurement Catalyst event series was built to deliver. This week, AOP Founder and Managing Director Philip Ideson and Jim Cahalan, Art of Procurement's new Director of Events, discuss what makes AOP Catalyst events different from other professional gatherings.  Jim explains how thoughtful event design, unique venues, and practitioner-led discussions are the keys to outcomes that matter at the CPO level. From building trust among decision-makers to focusing sessions on what you'll do first thing Monday, this episode will help you see event participation as a true 'catalyst' for change. Listen to this episode to hear Philip and Jim discuss: Why Catalyst is built for action, not just ideas How unique venues and small group formats drive real conversation The value of practitioner-led facilitation and outside perspectives How CPOs can future-proof their teams beyond AI implementation   Links: Learn more about AOP's Catalyst Event Series for senior procurement leaders Philip Ideson on LinkedIn Jim Cahalan on LinkedIn Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube  

Procurement talks about "the data" as if it's neutral. It rarely is. For years, we have talked about "the data" as if it were a single, uniform thing… a stack of invoices, a dashboard of KPIs, a quarterly business review deck handed over by a supplier. Here's the problem: invoices are curated. Reports are crafted. And, most of the time, suppliers decide what you see… unless you know what to ask for. In this episode of Buy: The Way…To Purposeful Procurement, Brian Gamble, COO at FineTune and a 30-year veteran of indirect services, joins podcast co-hosts Philip Ideson and Rich Ham to unpack BuyLaw #6: "develop expense-specific systems." The directive is fairly simple on its surface, but it's also disruptive: no single data set or measurement system works across diverse categories. Uniforms are not utilities. Security is not pest control. Waste is not janitorial supplies. And trying to manage them all with the same playbook guarantees procurement will create blind spots. Brian has seen those blind spots from both sides up close, first as a regional VP for a national uniform provider, now as an advisor helping clients defend their P&L against quiet leakage. He doesn't mince words: if your definition of "the data" is whatever appears on an invoice PDF, you are operating inside a commercial narrative written by your supplier. The episode walks through examples that sound almost unbelievable until you realize how common they are. Security "dark hours" where posts go unfilled but still get billed. Pest control programs charging for weekly service where there's been no activity in months. Uniform inventory definitions that vary between suppliers, creating a scenario where 17 cents can be far more expensive than 21 cents, depending on what number you're multiplying. None of that shows up cleanly on a summary invoice. Which brings us to AI… As procurement leans more heavily on AI for benchmarking and research, the technology can generate polished, authoritative answers, even when the underlying data is thin or incomplete. But, the quality of the output rises or falls with the quality of the inputs. For example, Brian shares a live demonstration his team conducted internally: a generalist asking AI for "a good price" in a complex service category gets laughable, contradictory answers. Garbage in, garbage out, so to speak. A more informed user does slightly better. When a true category expert feeds AI high-quality, relevant, structured data does the output become meaningfully useful, and even then, it still requires human judgment to separate signal from noise.  This episode also challenges another sacred cow in procurement: not all dollars are created equal. A $100 million utilities category might require minimal management. A $1 million uniform program might require 50 times the oversight. Yet procurement teams are often sized and measured purely by spend under management, not complexity, risk, or management intensity. If procurement is going to be measured by what actually hits the P&L (as the earlier BuyLaws argue) then they must design contracts, data rights, and reporting structures that allow real validation.  The future of procurement won't be won by those who have the most data. It will be won by those who know which data matters and, perhaps most importantly, why. Links: Rich Ham on LinkedIn Learn more at FineTuneUs.com

"You don't want to over-engineer orchestration. The goal is progress, not complexity." - Philip Ideson, Founder and Managing Director, Art of Procurement There has never been more tech available to procurement, but navigating the orchestration market is anything but simple.  In this episode, Philip Ideson and Kelly Barner unpack the findings from AOP's upcoming "State of Orchestration" report, which is based on conversations with CPOs, digital leaders, and orchestration providers. They share the big trends, the evolving definition of orchestration, and candid advice on what to ask and look for before you buy. Investment is surging, capabilities are converging, and the stakes for business impact keep rising. This episode is your fast-track to understanding where orchestration fits into your tech stack and operating model, and how to choose a solution that aligns with your priorities and risk appetite.  In this episode, Kelly and Philip cover: The five core categories for evaluating orchestration platforms The questions to ask about native workflow depth versus integrations How to avoid common pitfalls in change management and solution over-customization Real customer adoption trends and what they signal    Links: Philip Ideson on LinkedIn Kelly Barner on LinkedIn Subscribe to the AOP Newsletter Subscribe to Art of Procurement on YouTube  

It's been a while... but Darragh and Phil are back with a new episode that covers the last month for Posh & Bradford, plus Darragh breaks down player contracts, especially young players who come through the academy.Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Five star Posh beat Rotherham- Has Darragh given up hope on a Posh promotion- Why can't Bradford play well away from home?- How to protect your younger players from Premier League eyes!- and much more!

"Procurement tools traditionally look at history. To make better decisions, we need to start looking forward." - Tomas Wiemer, Global Multi-Industry Procurement & Digitalization Executive Procurement teams are under pressure to contribute much more than just savings…  They're being asked to provide strategic intelligence, support faster decisions, and become true business partners. But as organizations look to digital platforms and unified data, many leaders find that legacy models and fragmented systems hold them back. In this episode, global procurement and digitization leader Tomas Wiemer joins Philip Ideson to discuss how procurement's role is changing and what leaders can do to keep up. Tomas shares lessons from building high-performing procurement teams across industries and continents, including why structured data and decisioning platforms are now essential for strategic influence. You'll hear what's working (and what's not) as procurement navigates the shift from transactional control to value-focused partnerships, and get practical ideas for where to start… even if your tech stack is limited or your organization is in the early stages of a transformation journey.  During their conversation, Tomas explains how to: Navigate the shift from transactional work to strategic sourcing focus Build the business case for investing in procurement technology and data Start with the right data and metrics, no matter your maturity level Use decisioning platforms to deepen business partnerships and speed action Links: Tomas Wiemer on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

Procurement's incentive problem doesn't stop at the contract. It gets worse after signature. In this Phil-Ins episode of "Buy: The Way…To Purposeful Procurement," Rich Ham and Philip Ideson are joined by Kelly Barner to unpack three "Buy Laws" at once, mainly because they're inseparable in practice. First: count only what hits the ledger. If the value doesn't show up in actuals, it doesn't count. That means moving procurement out of the projection business and into the results business… where the CFO lives. Second: stop counting only the good. The status quo lets category managers rack up credit for isolated wins while bad outcomes quietly pile up elsewhere. Procurement can't become more credible (or more strategic) if the scoreboard only records highlights. Third: fund a validation function. If you're going to demand that outcomes be real, you have to resource the work that proves it. Validation isn't optional. It's the bridge between negotiation and execution, the place where contract adherence, leakage, "technically compliant but avoidable" spend, and invoice-level reality either confirm the deal… or expose the fiction. Along the way, the conversation also confronts the uncomfortable tension at the heart of all three Buy Laws: procurement can't control everything that drives financial outcomes. But that can't be an excuse to keep rewarding imagined savings. The answer is a healthier system altogether, which should include clear carve-outs, smarter attribution, and a consistent discipline of asking the simplest kinds of questions procurement too often avoids: "this was supposed to be 12… so why is it 15?" If procurement wants to claim value, they have to stay involved long enough to validate it, and build a measurement system strong enough to survive contact with reality. Links: Rich Ham on LinkedIn Learn more at FineTuneUs.com  

"We compete with people's homes more than we do with other coworking locations because my job is to get people to want to come into my spaces, and that is what I focus on every single day." - Sarah Travers, CEO, Workbar The future of work is unfolding quickly, and procurement leaders who also own real estate decisions can't afford to ignore trends in co-working. Whether you need to unlock flexibility, attract top talent, or better control costs, new workplace models are rapidly replacing traditional long-term leases. In this episode, host Philip Ideson speaks with Sarah Travers, CEO of Workbar, a Boston-based coworking company that has built a flexible, community-focused model for organizations of all sizes. With more than two decades of experience shaping the category, Sarah shares the real reasons organizations pivot from headquarters to hub-and-spoke, how team-share memberships de-risk real estate, and what procurement teams should really look for beyond price per square foot. In this episode, Sarah discusses how to: Evaluate new coworking models to flex with your organization's needs Avoid long-term liabilities by shifting to on-demand and shareable passes Select the right mix of local and global providers to reduce risk Build workplace experiences that go beyond convenience to real engagement Links: Sarah Travers on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

Bradford were the winners of The Hard Truth Derby but there's no gloating on this podcast... Darragh & Phil discuss contrasting results in the last week for Posh & City - they also ask the questions... why can't professional footballers beat the first man at corners?!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Bradford beat Posh- The state of EFL Pitches- Will Darragh's Man City title predictions come true- Why can't corners beat the first man?- Weak minded modern players- and much more!

Procurement's biggest measurement problem isn't that "savings" is incomplete. It's that "savings" has become a substitute for truth. In the first Buy: The Way…To Purposeful Procurement episode of 2026, co-hosts Philip Ideson and Rich Ham unveil the first of the show's new procurement "Buy-laws." It's the one that almost every serious practitioner agrees with, but very few organizations are ready to operationalize: replace savings with defined value. That doesn't mean adding a few extra KPIs in addition to savings. It means removing the word entirely and replacing it with a primary metric that includes verified spend reduction and revenue generation, plus company-specific priorities like emissions reduction, process improvement, resilience, risk reduction, and anything else the business actually cares about.  To help map what this kind of "value" can and should include, Phil and Rich are joined by Omer Abdullah, co-founder of The Smart Cube and co-author of Risk and Your Supply Chain: Preparing for the Next Global Crisis. Omer has spent decades close to the function, advising teams, building intelligence services around procurement decisions, and now working at the intersection of startups, go-to-market strategy, and what he calls a "post-AI" future for procurement. The idea of "post-AI" matters more than it sounds. Omer isn't talking about a world where AI fades away. He's talking about the moment when AI becomes a hygiene factor – embedded, expected, and no longer a differentiator. The result is uncomfortable: once AI takes the transactional load, procurement doesn't automatically become "more strategic." Not unless leaders define what that actually means, what outcomes it should produce, and how to measure those outcomes without defaulting back to the simplest (and most misleading) number on the page. The conversation also goes straight at one of procurement's most corrosive incentives: short-termism. The function keeps making long-term sacrifices for short-term wins because the system asks it to. Rich calls it a "scourge," and Omer lays out what a healthier alternative could look like. He recommends a scorecard that includes in-year expectations, multi-year outcomes that reflect how value compounds over time, and a controlled level of discretionary evaluation to capture the contributions that matter but refuse to sit neatly inside a spreadsheet cell.  Underneath all of this is a truth that the episode doesn't dodge: none of it works without executive support. The CFO and CEO have to buy into procurement's expanded definition of value. Procurement can't wait to be understood; they have to be sold. Procurement is a business within a business, and the C-suite is its most important customer. If leaders don't see the function's potential, it's on procurement to advocate, educate, and prove (through better definitions and better scorekeeping) that the status quo isn't merely outdated. It's actively harmful. Links: Omer Abdullah on LinkedIn Rich Ham on LinkedIn Learn more at FineTuneUs.com  

"Procurement is what you make of it. It can be a bargain basement function at some firms, but it's also becoming more strategic. We have to take a more holistic, integrated view of things and try to understand the big business problems we can help solve and then offer a business solution, not just a procurement solution." – Amit Saronwala, VP, Global Indirect Supply Management, Medtronic Procurement leaders in healthcare are feeling the heat: innovation cycles are tightening, supplier bases are vast, and new pressures on cost and cash flow are here to stay. So how do you build more agile, high-performing procurement teams without adding complexity or burning out your people? In this episode, Philip Ideson speaks with Amit Saronwala, VP of Global Indirect Supply Management at Medtronic, and Jeremy Lappin, CEO of Candex. Amit draws from his clinical experience and deep commercial expertise to share how Medtronic is recasting procurement's role by focusing on smarter supplier segmentation, business-centric metrics, and technology that makes friction disappear. Jeremy adds perspective from supporting global procurement teams at scale, revealing where automation and analytics can create breathing room for strategic work. This conversation takes a candid look at how one of healthcare's biggest names is making indirect procurement a critical lever for business value and what it takes to bring suppliers and stakeholders on the journey. In this episode, Amit and Jeremy discuss how procurement can: Set a clear line for strategic vs. transactional suppliers… and stick to it Speak "business" (not just "procurement") to increase influence with stakeholders Automate low-risk, high-volume purchases to free up valuable talent Choose tools that require little or no change management for smoother adoption Redefine procurement's core skillset for the next five years Links: Amit Saronwala on LinkedIn Jeremy Lappin on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

Twas the night before The Hard Truth Derby... and despite contrasting form BOTH Darragh and Phil are making their excuses before the big game. Elsewhere, Darragh has some advice for Arne Slot and shares his thoughts on the EFL proposals to increase the amount of Play-Off spots.Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Posh hit Wigan for 6- Would Phil be happy if Bradford finished 6th?- Spurs sack Thomas Frank- Darragh's advice to Arne Slot- Would the Championship having 6 play-off spots be good?- and much more!

"Now with agentic AI, RFPs are becoming and will become even leaner, and they'll cut to the chase a whole lot faster. There'll be a lot less fluff." - Barri Horn, Director of Product Marketing for AI for SAP Ariba and SAP Fieldglass' strategic procurement portfolios AI is reshaping the RFP process, but smart procurement leaders know they have to think beyond speed or efficiency drivers and, instead, reimagine the value they deliver. As teams turn to AI to break free from past challenges, the question isn't if change is coming, but how to capture its advantages while managing risk, trust, and adoption. In this episode, Philip Ideson speaks with Barri Horn, Director of Product Marketing for AI for SAP Ariba and SAP Fieldglass' strategic procurement portfolios, to dig into what's truly changing in the world of RFPs, why agentic AI is different from yesterday's tools, and how procurement can use new technology without losing stakeholder trust.  Expect practical, leader-level guidance for running better RFPs and rolling out AI that sticks. Barri discusses workflows, pitfalls, and organizational mindsets that separate successful AI adoption from failed pilots: How to streamline repetitive RFP tasks with AI so teams can focus on insight Asking smarter, market-driven questions without overwhelming suppliers Aligning AI "autonomy" with procurement's risk comfort level Building trust and credibility through transparency and foundational training Resetting and rebooting change programs to support adoption Links: Barri Horn on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

The January transfer window is done and it's "hi ho silver" towards the end of the season but will a quiet window be beneficial for Posh and their youngsters... although Bradford are hoping a busy January will mean success in May!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Why Posh had a quiet transfer window!- Bradford ditch some of the promotion team!- Has football ditched strikers?- Did Derby County make the signing of the window?- and much more!

"Persuasion is about your intent. If your intent is solely to win at the other person's expense, that's manipulation. If you want the other party to also benefit from the conversation, then that's collaborative, and that's ethical persuasion." - Martin John Procurement leaders know that success often depends on more than just negotiating skills or cost models; it demands the ability to influence people at every level.  But what does it take to move from presenting facts to truly persuading suppliers, stakeholders, and executives to take action? This is a question that's more urgent than ever in today's complex business environment. In this episode of Art of Procurement, Philip Ideson speaks with Martin John, a seasoned procurement pro and licensed ethical persuasion trainer. Martin shares tools and science-backed frameworks that chief procurement officers and their teams can use right away. He pulls back the curtain on Cialdini's principles, real-world negotiation stories, and how to avoid crossing the line into manipulation. In this episode, Martin discusses how to: Recognize the thin line between ethical persuasion and manipulation Build trust and rapport faster using evidence, not guesswork Move beyond data to engage the emotions and subconscious drivers of decision-makers Translate behavioral science into everyday procurement Links: Martin John on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

A podcast after 2 defeats but Phil is feeling more positive than Darragh after Bradford's brave show against Cardiff. Posh's rise up the table is halted but Darragh is eager to see the response... but he's far less eager to see Oliver Glasner get his way in his saga at Crystal Palace!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Posh are bullied by Plymouth- Bradford take pride in defeat- Why you shouldn't write off a loan player- Thoughts on Oliver Glasner at Crystal Palace- and much more!

"Direct materials is the most under-innovated, untouched by modern technology of any spend area." - Spencer Penn, Co-Founder and CEO, LightSource Direct spend makes up the lion's share of the procurement budget, but all too often, it's still managed in spreadsheets and disconnected tools. Today's volatile supply market and relentless cost pressures demand more.  What is holding companies back from real transformation in direct procurement, and where do the smartest teams focus their innovation efforts? In this AOP podcast episode, host Philip Ideson speaks with Spencer Penn, co-founder and CEO of LightSource. Drawing from his hands-on experience at Tesla and Waymo, Spencer explains why direct procurement's digital journey has lagged behind indirect, and what it takes to move from manual, reactive "firefighting" to scalable, collaborative value creation.  If you're wondering how to unite engineering, procurement, and finance to drive structural cost reduction, or how to leverage tech for more than basic automation, this episode is a must-listen. In this episode, Spencer talks about how to: Make sense of why most direct procurement processes are still manual Learn how collaboration between procurement, engineering, and suppliers drives lasting savings See where legacy thinking and incentives stall change (and how to overcome it) Discover what tech can enable and when people are essential Find out why small sourcing decisions at scale become huge bottom-line wins Links: Spencer Penn on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

The busy Christmas period is done and dusted with some good results for Posh and Bradford... and lots to be encouraged about - but will 2026 be a big year or are we waiting until 2027?!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Darragh looks back at a busy Christmas- What can Posh do next season?! - Bradford begin the chase of Lincoln!- Darragh's thoughts on Chelsea & Man United sacking managers- and much more!

"Efficiency should fund the future, not erase the people needed to deliver it." – Philip Ideson, Founder and Managing Director of Art of Procurement 2026 is going to be another year of volatility, but it will also be a year of immense opportunity for procurement pragmatists, the ones who are willing to do the work to build the future rather than just waiting for it to arrive. In a tradition that dates back to 2018, Art of Procurement rings in the new year with Founder and Managing Director Philip Ideson's Annual Message. Each year's perspectives are shaped by hundreds of conversations with procurement leaders, providers, subject matter experts, and people both inside and outside the world of procurement. This year, Philip reflects on changes being felt across the professional community and also shares his vision for the next evolution of Art of Procurement.  In this episode, Philip elaborates on: Which path to take in an exciting, but also overwhelming, digital procurement landscape How procurement operating models need to adjust to take not just AI into account, but also the pure intent of the function The 'elephant in the room' - which is not AI, but the readiness and culture that have to be prepared to receive and leverage the new opportunities it creates Links: Art of Procurement Annual Letters Philip Ideson on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

It's Christmas Eve and there's plenty of reasons to get in the festive spirit for Darragh has Posh win 3 in a row, Phil is cautiously optimistic about Bradford and they also do a rundown of the latest goings on in the EFL!Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- Posh have a productive December on the pitch!- How Luke Williams has impressed Darragh- Bradford stall but are still in the top 3- What Darragh thought of the Mo Salah saga- and much more!

"The first time that you speak with a supplier shouldn't be in a time of crisis. Our best customers work with us regularly, and we're constantly hearing from them." - Rick Bond, Chief Revenue Officer, Safeware When a crisis hits, procurement must move at lightning speed… but without cutting corners.  How do public agencies build systems that are nimble, compliant, and ready for anything? The answer to that question lies in proactive preparation, robust cooperative agreements, and the partnerships that power an effective emergency response. In this episode, Philip Ideson speaks with Tammy Rimes, Executive Director of National Cooperative Procurement Partners, and Rick Bond, Safeware's Chief Revenue Officer. Together, they share what really happens behind the scenes when disaster strikes, and how contract strategies and supplier relationships can turn from routine to lifesaving overnight. They also examine hard lessons learned from the pandemic, the critical role of due diligence, and why warehousing strategies are making a comeback. From practical war stories to high-level frameworks, this episode is a playbook for anyone navigating risk and rapid response. In this episode, Tammy and Rick discuss how to: Create ready-to-launch emergency contracts before you need them Run fast but thorough due diligence, even with "easy" agreements Build supplier relationships that go beyond the transaction Balance just-in-time strategies with smart warehousing investments Hold both parties accountable for resilience, not just price Links: Executive Briefing: Cooperative Procurement as a Tool for Emergency Preparedness Tammy Rimes on LinkedIn Rick Bond on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

After 23 episodes of dissecting procurement's incentive flaws, behavioral blind spots, and structural contradictions, the "Buy: The Way…To Purposeful Procurement" podcast team closes season one with something different: reflection, humor, a little chaos, and a first look at what comes next. In this episode, Rich Ham seizes the mic for a surprise "hostile takeover," pulling Philip Ideson and Kelly Barner into a rapid-fire look back at the most memorable moments of the season. What follows is part game show, part roast, and part highlight reel. In short, the perfect way to close a project built on saying the quiet parts out loud. Rich counts down his "top seven" insights from guests like Martin Chilcott, Thomas Udesen, Kate Vitasek, and Omid Ghamami, and the topics they discussed, from decarbonization realities to incentive design failures, from short-termism to purpose-driven procurement.  The list captures what this season repeatedly revealed: procurement isn't held back by a lack of talent or ambition, but by systems and incentives that don't reflect the impact leaders know they can deliver. This episode isn't just a retrospective. It also marks the transition from discovery to design.  After months of interviews, research, and internal debate, the team announces what's next: The Buylaws – a set of guiding principles for a healthier, more purposeful procurement incentive system. Early 2026 will bring a new mini-series dedicated to unpacking each one of these recommendations. As we've learned, procurement's potential is enormous, but potential becomes purpose only when incentives, behavior, and business outcomes finally align. Links: Rich Ham on LinkedInLearn more at FineTuneUs.com

"If you don't go on the journey, you risk being left behind. The key is to try, learn, and apply AI in a way that creates real value." - Fang Chang, EVP and Chief Product Officer at SAP AI isn't just another feature on your tech checklist. It's changing the way procurement teams deliver impact… but only for those bold enough to rethink from the ground up.  In this podcast episode, host Philip Ideson speaks with Fang Chang, EVP and Chief Product Officer at SAP, who shares what it looks like to rebuild an established platform like Ariba on a true AI foundation. Fang's team didn't just layer new tech onto old workflows; they tore everything down and rebuilt with AI at the core.  If you've ever asked whether your team should wait for the "next" wave of AI innovation or start learning by doing, this conversation is a must-listen. Fang walks through technical choices, balancing agility with reliability, and what an AI-powered procurement experience now enables for the business. In this episode, Fang discusses: Why simply layering AI onto legacy tools leaves value on the table How to decide where AI creates business outcomes… and where it doesn't What real agility looks like in a fast-evolving AI landscape How contextual "insights to action" bring value at every step The new balance of human oversight with AI-driven workflows Links: Fang Chang on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

Football fans know that a week is a long time in the sport... so just imagine how football club owners feel?! Posh lose 3 in a row and their defence of the EFL Trophy ends at Swindon. Darragh MacAnthony is here when they win and is ready for another episode despite the defeats.Peterborough United owner Darragh MacAnthony and Bradford City fan Philip Ideson give us the 'Hard Truths' and take a weekly look inside the football industry.On this episode:- - - - - and much more!

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 framed incentives as an operating system: a structure that shapes behavior and defines what purpose looks like in practice. David Loseby reminded us that real change starts with understanding people, not just systems. And Omid Ghamami challenged procurement to stop claiming victory at contract signature and start measuring success by real-world outcomes actually achieved. As the co-hosts unpack these different takes on procurement performance, they uncover a unifying truth: procurement's metrics may have been right for their time, but the time has changed. Savings-driven scorecards and transactional incentives no longer fit a function expected to deliver innovation, resilience, and strategic value. The discussion also looks ahead to what comes next as the co-hosts think about how AI reshapes the function, causing headcounts to shrink and expectations to rise. Can procurement redefine its purpose before automation defines it for them? The answer, they argue, lies in alignment: between incentives and impact, between humans and technology, and between what we buy and what we're genuinely trying to achieve. Links: Rich Ham on LinkedInLearn more at FineTuneUs.com

"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 model that truly enables transformation without adding more complexity? In this episode, Philip Ideson speaks with Jesse Jacoby, Founder and Managing Principal at Emergent LLC. Jesse's experience guiding Fortune 500 organizations through high-stakes change gives him a practical, people-focused outlook on what really makes business transformation work. In this episode, Philip and Jesse explore how operating models can either help or hinder procurement, why quick fixes rarely stick, and how to leverage change management and AI for meaningful, lasting results. Jesse's insights on avoiding common mistakes and building "muscle memory" for change are a must-hear for anyone stepping into (or leading) transformation. In this episode, Jesse discusses how to: See operating models as interconnected "super systems" rather than isolated processes   Identify and untangle legacy complexity before making changes   Make the case for change both rationally and emotionally   Use AI to augment – not replace – human decision-making   Build resilience with ongoing, bite-sized upskilling programs Links: Jesse Jacoby on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

"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 complex, the need for connected digital procurement – and real-time, actionable insights – makes all the difference. In this episode, Philip Ideson speaks with Todd Heimes, Vice President and General Manager of Amazon Business Worldwide. With over two decades at Amazon, Todd shares how the team is tackling tail spend, embedding compliance, and rolling out new analytics and AI-driven tools designed for modern enterprise needs. They go beyond just digital catalogs: this is about building a procurement ecosystem that works for both CPOs and everyday users. This conversation is an inside look at how Amazon Business is helping procurement teams automate the busywork, drive transparency, and support smarter, decentralized decision-making.  In this episode, Todd discusses: How to build digital procurement that fits your tech stack, not works against it Reducing rogue spend while making buying easier for users Using guided buying to set rules and drive compliance invisibly Turning analytics and AI into real actions, not just reporting Links: Todd Heimes on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

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 purchasing operations leader, joins co-hosts Philip Ideson and Rich Ham to challenge procurement's most comfortable (bad) habits.  He argues that the function claims victory at signature, books "savings" that never actually hit the P&L, and then moves on to the next thing while suppliers are left to harvest margin in the years that follow. Omid also goes after the most likely root causes of all these bad habits: procurement lets business units fixate on what they want to buy instead of what they need to accomplish. That framing hardwires cost into scopes through custom specs, gold-plating, and activity-based requirements.  The cure is outcome design and total cost discipline up front, informed by external references, public contracts, internal history, and supplier knowledge. Pay now or pay later… and most teams pay later. Procurement needs to stop rewarding the 'heroes' who rush in to fix broken deals instead of the leaders who design processes that prevent fires in the first place. As Omid puts it, "We don't reward Smokey the Bear. We reward the firefighters."  If incentives continue to glorify this kind of firefighting, the flames will keep coming. But when procurement starts recognizing prevention as performance, they will finally become the quiet force that keeps value – and trust – intact.  

"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 models and deeper business impact. To thrive, procurement teams must deliver far more than savings. They must bring innovation, resilience, and data-driven influence to the table. In this episode, Philip Ideson welcomes Etosha Thurman, Chief Marketing Officer, Finance and Spend Management at SAP. Etosha's career spans sourcing at P&G to leading finance and procurement solutions at SAP. She shares stories and hard-earned insights on how AI is reshaping procurement, what it means for team structure, and why soft skills matter more than ever. Whether you're exploring practical use cases for AI or looking to reposition procurement as a strategic partner, Etosha offers advice you won't hear elsewhere. She also dives into driving internal investment and how procurement leaders can tell a more powerful story about their work. In this episode, Etosha explores how to:   Identify which procurement skills are critical and which may be automated   Rethink your operating model to match AI-enabled workflows   Secure buy-in by linking procurement to business growth and resilience   Turn data and technology investments into lasting business value   Build a stronger brand and tell your procurement story for greater influence Links: Etosha Thurman on LinkedIn Learn more about SAP's Spend Management software Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

"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 challenge.  As AI and analytics tools promise even more information, the real differentiator is knowing how to interpret, validate, and act on those outputs… before your competitors do. Satvinder Panesar, Data and Analytics Strategy Director at AstraZeneca, joined Philip Ideson at ProcureTEX in London. Philip was there at the invitation of Beroe to speak with some of their customers about turning data into actionable insights. In this conversation, Sat breaks down the evolution of procurement analytics, explains why data literacy is a must-have skill, and points out how any leader or team can begin building those muscles, starting with the tools they already have. Expect a practical, honest conversation about the skills gap, the dangers of outsourcing data thinking, and how procurement teams can take charge in a world of increasingly complex analytics: Why "insights" matter more than raw data in procurement How to bridge gaps between data, category, and analytics teams  Practical first steps to improve procurement data literacy What AI can (and can't) do for procurement professionals Links: Satvinder Panesar on LinkedIn AOP Provider Directory: Beroe Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

"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, reliable, and actionable data is skyrocketing – but most teams are still wrestling with legacy challenges and data silos.  Getting this right is no longer optional; it's becoming mission-critical. In this special episode, recorded on-site at ProcureTEX in London, host Philip Ideson speaks with Adrian Vicol, Data Strategy Lead at Siemens Energy. Philip was there at the invitation of Beroe to speak with some of their customers about turning data into actionable insights. Adrian shares a no-nonsense perspective on what it really takes to close the data-to-action gap for procurement. You'll hear firsthand how Siemens Energy is building a strong data foundation, implementing practical governance, and reshaping the way their procurement teams deliver value across the business. In this episode, Adrian discusses how to: Define a clear North Star for procurement data strategy and automation Structure strong data governance with business and technical roles Approach legacy data cleanup pragmatically to build trust in analytics Integrate internal and external data for real-time insights   Engage procurement professionals to share expertise and drive adoption Links: Adrian Vicol on LinkedIn AOP Provider Directory: Beroe Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube  

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 actually think and act. Unfortunately, he says, most systems are designed for tidy models, not messy human behavior. Drawing on behavioral science and front-line experience, David introduces the idea of "behavioral architecture," a practical approach to shaping decisions by understanding how different audiences think, decide, and act. Finance wants the spreadsheet. Marketing wants the story. The CEO wants 30 seconds and a decision. A single, one-size-fits-all KPI (which we know is usually "savings") can't carry that load, and when it tries, it often drives the wrong behaviors. Instead, David makes the case for incentives that create shared ownership of outcomes across functions. He walks through a concrete example of shifting an energy "re-tender" into an enterprise-wide consumption program that improved P&L results through local engagement, gamification, and rapid payback actions – all proof that when the metric matches the mission, the business moves. He then applies the same logic to sustainability, customer experience, and resilience, showing how to frame the same initiative in different "languages" across the business without diluting the goal. David also offers actionable guidance: build balanced scorecards that include the business's priorities (not only procurement's), tie a portion of bonuses to stakeholder metrics, and tailor communications so each audience sees their value in the work. It's a call to action for procurement that may be uncomfortable, but it's exactly what they need to hear: if you want purposeful outcomes, you have to design for human behavior, not inhuman systems and processes. Links: David Loseby on LinkedIn Rich Ham on LinkedIn Learn more at FineTuneUs.com

“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 public trust. The Department of Justice's Procurement Collusion Strike Force is taking this seriously, with a coordinated and data-driven approach to cracking down on anticompetitive conduct at all levels. In this episode, Philip Ideson speaks with Daniel Glad, Director of the Procurement Collusion Strike Force at the DOJ, who walks listeners through the reality of prosecuting bid rigging and price fixing in public contracts.  Daniel shares compelling stories, actionable red flags, and new tools (like the groundbreaking whistleblower reward program) that empower honest players to speak up. Learn what triggers a federal investigation, which spend categories are especially vulnerable, and why the risks (and penalties) for collusion have never been higher. In this episode, Daniel discusses ways to: Identify which purchasing patterns often attract collusive behavior Detect early warning signs that suggest fraudulent bidding Leverage whistleblower programs to protect your organization and career Understand how technology and data analytics are changing enforcement Prepare for the scrutiny of the DOJ's proactive investigative methods Links: Daniel Glad on LinkedIn Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

“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 changed, but the biggest barriers often come from within. As procurement's role expands, it has become essential to influence internally, manage expectations, and go beyond data-driven persuasion. In this Art of Procurement podcast episode, Philip Ideson speaks with Giuseppe Conti, a seasoned procurement executive turned business school professor. Giuseppe reveals why internal negotiation is so much tougher than dealing with suppliers, and offers strategies to shift procurement teams from “push” to “pull” influence. If your team's technical skills are strong, but your impact could be greater, this is a must-listen. Giuseppe's practical tools – like a 20-minute, one-page prep template and real-world active listening techniques – will give any procurement leader an edge. In this episode, Giuseppe explains how to: Diagnose and close the gap between perceived and actual listening skills Move from “push energy” to “pull energy” for genuine, lasting influence Set realistic internal stakeholder expectations and avoid common missteps Balance data with emotional intelligence to drive decisions Links: Giuseppe Conti on LinkedIn Negotiation + Influence = Success: Quick Lessons to Help You Win in Corporate Life by Giuseppe Conti Subscribe to This Week in Procurement Subscribe to Art of Procurement on YouTube

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 corporate incentives expert, joins co-hosts Philip Ideson and Rich Ham to expose how organizational reward systems shape behavior far more powerfully than strategy or mission statements ever could. He explains why even the most principled teams end up chasing metrics that distort procurement's purpose, and why rethinking incentive design may be the key to unlocking true business alignment. Drawing from decades of academic research and corporate consulting, Jason unpacks the subtle ways procurement incentives drift off course: how bonus structures reward volume over value, how finance and procurement end up speaking different dialects of “performance,” and how organizations confuse compliance with contribution. He also brings attention to the rare examples of companies that have broken these patterns by tying procurement's rewards directly to shared outcomes that improve EBITDA, resilience, and stakeholder trust. This conversation challenges a fundamental assumption: can procurement ever be purposeful if its people are rewarded for something other than real impact?  As Jason argues, until incentives reflect what actually matters to the business and society, procurement will remain stuck in a cycle of performative alignment where everyone looks busy but the enterprise stands still. According to Jason, the truth may be uncomfortable, but it's exactly what procurement needs to hear. Incentive design isn't a soft topic or a side project. It's the operating system of purposeful procurement, and it's long overdue for an upgrade. Links: Jason Brown on LinkedInRich Ham on LinkedInLearn more at FineTuneUs.com