Cost avoidance delivers the same strategic value as cost savings, but CFOs often miss this reality when evaluating procurement performance. At JLL, Sr. Director, Group Sourcing Lead Brent Kellett has cracked the code on demonstrating total cost of ownership value through cross-functional partnerships that quantify operational efficiencies, energy savings, and service reliability improvements that don't show up in traditional savings calculations.

Brent's approach transforms procurement from order-taking to strategic advisory by focusing early stakeholder involvement and building trusted partnerships with internal teams. His systematic integration methodology turns potential resistance into collaboration when outsourced procurement integrates with existing functions, starting with empathy to understand career drivers and making internal stakeholders look good rather than replaced. JLL's initiative trains procurement professionals to deliver compelling five-minute client pitches, reflecting the C-level presentation skills needed to secure strategic involvement rather than last-stage procurement calls.

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