Proc-N-Roll : Your guide to practical procurement!

Welcome to another episode of Proc n Roll! Today, Conrad sits down with Peter Teresi, founder and CEO of Certificial, to explore what it really takes to build the mindset of an innovator. Peter shares his journey from the early days of MSNBC to revolutionizing data standards in the insurance industry.

The two founders also dive deep into the power of intrapreneurship. Peter highlights how a side project, building an API solution to operationalize standard adoption at ACORD, grew into the wildly successful ACORD Solutions Group. Leading that flourishing subsidiary as CEO gave Peter the exact confidence he needed to finally take the plunge and launch his own startup, Certificial.

If you want to learn the difference between simple efficiency and true transformation, how to turn an internal side project into a global success, and why you need to master the "30-Hour Rule" to carve out time for innovation, this episode has you covered.

Timestamps:

(00:53) – Episode Intro & Welcome

(02:30) – Peter's early tech roots at Microsoft & the launch of MSNBC

(07:23) – Moving past paper forms: What ACORD really does with data standards

(11:18) – How to build an "Innovation Mindset" and identify real problems

(17:25) – Conrad's missed opportunities (and the blank space that led to Graphite)

(20:57) – The origin of Certificial: From broken resumes to transforming COIs

(24:56) – Efficiency vs. Transformation: Why the "Easy Pass" model isn't enough

(38:02) – The reality of executing an idea and why investors bet on the person

(42:33) – The 30-Hour Rule: Why you must make time to innovate in your day job

(44:59) – Peter’s time-machine leadership advice and the importance of hiring the right team

About Proc n Roll

Proc n Roll is your go-to podcast for practical, no-nonsense insights into the world of procurement. Hosted by Conrad Smith, Zachary Bachir, and Natasha Gurevich. Whether you are looking to build a better operating model, adopt the latest in AI and tech, or transform your career path, we bring you the strategies and stories that matter. Be sure to hit that like button, comment your thoughts, and subscribe so you never miss an episode!

Welcome to a milestone Episode 50 of Proc & Roll! Conrad, Natasha, and Zachary follow up on our previous high-level discussion to give you a practical, step-by-step guide to building your procurement operating model.

https://open.spotify.com/episode/4lpDVChcoaCLtbsVWxYJsE?si=ijC9umgZSMuOFuawyzRtEw

We kick things off with our real-world AI agent experiments—including Conrad’s AI Chief of Staff, "James"—and a heartwarming story of servant leadership from an Atlanta TSA worker.

Then, we strip away the theory: how do you actually build a procurement framework? Learn why you must map the enterprise "skeleton" before drawing an org chart, how to structure your spend verticals vs. process horizontals, and why aligning with core business goals is your only path to success.

Episode Timestamps:

(01:00) - Intro, haircuts, and celebrating Episode 50!(03:37) - AI Top of Mind: Conrad's AI agent updates the corporate org chart.(08:08) - Overcoming AI intimidation: Natasha’s plan to automate admin tasks.(13:40) - The Atlanta TSA Hero: A powerful lesson in servant leadership.(17:20) - Deep Dive: Practical steps for building your procurement operating model.(21:29) - Step One: Understanding the enterprise structure (the "skeleton").(23:43) - Aligning your operating outcomes with core business goals.(26:59) - Exploring central, local, and center-led service delivery models.(36:00) - Natasha’s framework: Spend verticals vs. Process horizontals.(41:35) - How AI agents will impact future FTE headcount and strategic roles.(47:12) - Operating Model vs. Org Chart: Why the skeleton must come first.

About Proc & Roll:

Welcome to Proc & Roll, a practical guide that focuses on everything procurement. We dive deep into the operating models, technologies, and strategies that are reshaping the sourcing and supply chain industries. Subscribe for tactical advice, unfiltered opinions, and interviews with the brightest minds in procurement.

In this Jam Session, Natasha Gurevich and Zachary Bachir are joined by Jason Busch, founder of Spend Matters, host of the Algo Ego podcast, and a highly provocative thinker in the procurement and supply chain space.Jason explores several critical topics reshaping the industry. We dive into the evolution of AI across different operational tiers, examine the shifting shelf-life and relevance of legacy SaaS platforms, and discuss what rapid technological advancements mean for the future of traditional knowledge work and career planning for the next generation.Be sure to check out Jason Busch's podcast, Algo Ego, for even deeper dives into the intersection of artificial intelligence, economics, and technology!

About Proc & Roll:Welcome to Proc & Roll, a practical guide where we focus on everything about procurement. We dive deep into the operating models, technologies, and strategies that are reshaping the sourcing and supply chain industries. Subscribe for tactical advice, unfiltered opinions, and interviews with the brightest minds in procurement.

Are you an architect of your procurement future, or are you waiting to be replaced by it? In this week's episode of Proc & Roll, Conrad and Zachary are joined by Tomas Wiemer (former Head of Procurement at Juniper Networks) to break down exactly how AI and agentic automation are completely rewriting the procurement operating model.

From the death of the 100-page process map to building a Total Cost of Ownership (TCO) model in just one hour instead of three weeks, this episode explores how AI is forcing a massive shift from process to outcomes. We also dive into why middle managers must become "player-coaches" to survive, and a radical new concept called "Supplier Insurance" that could finally kill the standard NDA. If you want to future-proof your sourcing org chart, this is the episode you need.

Timestamps:

00:48 - Intro & The Agentic Future of Procurement

03:06 - Welcoming Tomas Wiemer to Proc & Roll

04:35 - What exactly is a Procurement Operating Model? (The 6 Layers)

06:19 - Tomas’s background and why value is no longer just "cost savings."

12:33 - The shift away from self-service: Giving everyone an "AI Expert" on their shoulder

19:35 - Why your 100-page process documentation is officially dead

21:53 - Evolving Skills: From writing RFPs to reviewing AI-generated RFPs

28:17 - The Middle Management Warning: Become a "Player-Coach" or risk your job

30:37 - Why Conrad just added 3 AI Agents to his official org chart

36:46 - Insane Productivity: Slashing TCO analysis from weeks to 1 hour

41:37 - RIP the NDA? The future of Community Standards and "Supplier Insurance."

54:25 - Final Advice: The Abundance Mindset and becoming the architect of your blueprint.

About Proc & Roll:

Welcome to Proc & Roll, your guide to practical procurement! Hosted by Conrad Smith, Zachary Bachir, and Natasha Gurevich, this podcast is dedicated to exploring the strategies, technologies, and operating models shaping the future of sourcing and supply chain. We skip the fluff and give you the actionable blueprints you need to elevate your procurement function.

In this episode of Proc & Roll, hosts Conrad Smith and Zach Bachir are joined by Kasey Smith for a deep dive into OpenClaw, a groundbreaking agentic AI tool that is set to disrupt the procurement technology stack.The team moves beyond the hype to show how accessible this technology is, even for those without a technical background. Kasey shares his journey of setting up an OpenClaw agent on a simple Mac Mini using "vibe coding" and natural language rather than traditional programming.In this episode, you’ll learn:

• The Power of "Gavin": Watch a live demonstration of a custom procurement agent named Gavin who automatically reviews contracts, identifies compliance violations, and drafts remediation emails to vendors.
• The End of Legacy Tech? Why traditional Contract Lifecycle Management (CLM) and orchestration tools may struggle to provide ROI in a world where users can build their own automated workflows in an afternoon.
• Context Engineering: How to use a "Boss Agent" strategy to manage specialized sub-agents, improving accuracy while reducing token costs and latency.
• Building with Semantic Text: Why the future of procurement operations is being built through simple, natural language prompts and flowcharts rather than rigid code.

Don't wait for your IT department to hand you a solution. The team urges every procurement professional to start experimenting with these agents in a personal "sandbox" to prepare for the inevitable enterprise shift

Do you ever feel like you are operating on an island inside your own company? You aren't alone. In this episode of Proc & Roll, Conrad Smith sits down with Shunit Kainy to discuss the transformative power of professional networking and knowledge sharing.

Shunit, who playfully describes herself as the "black sheep" of her art-focused family for going into high-tech sourcing, shares her journey of building a thriving 260-member procurement community in Israel from the ground up. They discuss everything from the "native gig" economy of peer-to-peer knowledge sharing to the reality that we are already negotiating with AI bots.

Whether you are a natural introvert who wants to hide in your hotel room at networking events or a seasoned leader looking to balance your "Task vs. Relationship" focus, this episode is packed with practical advice to help you step up and lead the enterprise.

About Proc & Roll:

Proc & Roll is your guide to practical procurement. Hosted by industry veterans Conrad Smith, Natasha Gurevich, and Zachary Bachir, the podcast brings together global minds to tackle the reality of modern supply chains, technology, and leadership. From navigating the rapid disruption of AI agents to mastering the soft skills of stakeholder management and community building, Proc & Roll delivers the insights you need to elevate your career and drive true enterprise value.

In this episode of Proc & Roll, hosts Conrad Smith, Natasha Gurevich, and Zachary Bachir dive into Phase Two of Stakeholder Management while confronting the breaking disruption of AI agents.

The episode kicks off with a look at shifting global tariffs and the sudden rise of "Clawdbot", an AI agent capable of operating independently across your computer and files. The team debates a startling question: Is traditional procurement orchestration dead? As AI enables every business unit to have a virtual CPO (like the hypothetical "Tasha" bot) , procurement must shift away from being process gatekeepers to becoming strategic conductors of the enterprise.

The second half of the episode is a rapid-fire Q&A on the hard truths of Stakeholder Management, covering everything from rogue spend to hostile business partners.

Key Topics Covered:

• The AI Agent Revolution: How independent AI agents might run the entire end-to-end sourcing process in the near future.

• Savings vs. Speed: Knowing when to stop a stakeholder's process to protect the enterprise, and when to get out of the way.

• Earning Your Seat: Why a seat at the executive table must be earned through strategic value, not mandated by policy.

• Rethinking Maverick Spend: Why eliminating 100% of shadow procurement might make you more enemies than friends, and how to enable speed-to-market within compliant boundaries.

• Enterprise KPIs: Shifting from functional procurement goals (like cost savings) to OKRs tied directly to enterprise revenue and operating margins.

• The 7% Autopilot Rule: How technology will run 93% of procurement processes, leaving human professionals to "fly the plane" for the critical 3-7% of strategic decisions.

• Navigating "Red" Stakeholders: Practical strategies for dealing with hostile relationships, from falling back on governance to knowing when it's time to simply step away.

About Proc & Roll:

Proc & Roll is your guide to practical procurement. Hosted by industry veterans Conrad Smith, Natasha Gurevich, and Zachary Bachir, the podcast brings together global minds to tackle the reality of modern supply chains, technology, and leadership. From navigating the rapid disruption of AI agents to mastering the soft skills of stakeholder management, Proc & Roll delivers the insights you need to elevate your career and drive true enterprise value.

"I had to learn the hard way that people's feelings really matter."

That was Zachary Bachir’s candid admission about his journey from a logical "robot" to an EQ expert. It serves as the foundation for today’s deep dive into Brain Science and the "Fluff" that actually drives multi-million dollar business results.

In this week's Proc & Roll, hosts Conrad Smith, Natasha Gurevich, and Zachary Bachir strip away the spreadsheets to explore the single most important engine in procurement: Stakeholder Management.

We debate why being a "gatekeeper" is a death trap for your influence, how to overcome imposter syndrome when dealing with the C-Suite, and why a relationship with zero friction—a "Love Fest"—might actually mean you’re failing at your job.

In this episode, we cover:

• The 90-Day Listening Tour: The one diagnostic question Natasha uses to uncover organizational pain without getting defensive.

• The "Fluff" Myth: Why brilliant tech and supply chain architects fail the moment they ignore the human side of the business.

• The Ego Audit: A masterclass in taking "brutal" feedback and turning a critic into a coach.

• The "Hobby Buyer" Pivot: How to address shadow procurement by carrying the "torch of empowerment" across the whole enterprise.

About Proc & Roll

Proc & Roll is your guide to practical procurement, hosted by industry heavyweights Zachary Bachir, Conrad Smith (CEO, Graphite), and Natasha Gurevich (CEO, Candor Procurement). From brain science to visual mapping, we deliver actionable insights to help you win hearts, minds, and budgets.

That was the response Natasha Gurevich’s CPO gave to a stakeholder who said, "Don't worry, we got it." It is the ultimate definition of fiduciary duty, and the perfect example of the Enterprise Mindset we discuss in today’s episode.In this week's Proc & Roll, hosts Conrad Smith, Natasha Gurevich, and Zachary Bachir revisit a key prediction for 2026: The shift from "functional" procurement to "enterprise" leadership.We debate whether you should hire "hobby buyers" via rotation programs or stick to dedicated pros, why staying in procurement too long can turn you into a "compliance bot", and how to stop stakeholders from bypassing you by delivering value before the contract is written.Plus, we explore the "Power of And"—why you don't have to choose between savings and value and issue a 1-Week AI Challenge to wake up your team's strategic brain.

In this episode, we cover:

• The Enterprise Shift: Why "keeping score" isn't enough—you have to get in the game.
• The Compliance Bot Trap: Why Zach argues you need to rotate out of procurement to truly understand the business.
• The "End Up" Bar: Natasha’s hilarious analogy for how some procurement teams are staffed with people who just "end up" there.
• The 1-Week AI Challenge: A practical exercise to force your team to think like a C-Suite executive.
• The Elephant Mindset: How to break the mental chains that keep you focused on tactical tasks.

About Proc & Roll

Proc & Roll is your guide to practical procurement, hosted by industry heavyweights Zachary Bachir, Conrad Smith (CEO, Graphite), and Natasha Gurevich (CEO, Candor Procurement). From fighting inflation to navigating AI, we deliver actionable insights to help you turn procurement into a strategic powerhouse.

Why Your SRM Program is Useless Theater?

Why has Supplier Relationship Management (SRM) progressed so little in the last 20 years? And what can procurement leaders learn from the messy "divorce" between Amazon and UPS?

In this episode of Proc & Roll, hosts Conrad Smith, Natasha Gurevich, and Zachary Bachir tackle the stagnation of supplier management. They debate why most QBRs are just "useless theater," why indirect procurement struggles to build real partnerships compared to direct procurement, and how to stop trying to manage 20,000 suppliers and start focusing on the few that matter.

Plus, we break down the strategic shift in the Amazon vs. UPS partnership, and why knowing when to end a relationship is just as important as starting one.

In this episode, we cover:

• Amazon & UPS Split: Why Amazon is UPS’s largest customer but least profitable, and what it teaches us about ending partnerships.

• The "Useless Theater" of SRM: Why running QBRs without business buy-in is a waste of time.

• Direct vs. Indirect: Why manufacturing teams are often decades ahead of indirect procurement in managing relationships.

• The "Data God" Strategy: Natasha reveals why you don't need to be a data expert to lead SRM; you just need a "Data God" on your team.

• Practical Advice: Stop overcomplicating segmentation. Start with one supplier, one stakeholder, and one spreadsheet.