In this conversation, Daniel is joined by Procurement OG Mark Perera in the run-up to DPW (Digital Procurement World) New York 2025. DPW is the leading tech conference for Procurement. They discuss the rapid evolution of AI in procurement, emphasising the importance of curiosity and adaptability in the face of technological change. They explore the future roles within procurement, the necessity of adopting AI-first operating models, and the shifting landscape of SaaS and AI native companies. The discussion highlights the need for procurement professionals to embrace new technologies and methodologies to remain relevant and effective.

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Takeaways

* AI is evolving rapidly and has significant implications for procurement.

* Curiosity and adaptability are essential for procurement professionals.

* The future of procurement roles will change significantly due to AI.

* An AI-first mindset can transform procurement operations.

* Navigating the tech landscape requires understanding AI native companies.

* The pricing models for AI solutions are shifting from traditional methods.

* Collaboration between humans and AI will enhance procurement functions.

* Procurement must focus on value creation beyond cost savings.

* The integration of AI into existing systems is a complex challenge.

* Building safe environments for AI experimentation is crucial for organizations.

Chapters

00:00 Introduction and Anticipation for DPW

03:09 The AI Revolution in Procurement

06:09 Curiosity and Capability in Procurement

08:56 The Future of Procurement Roles

12:12 AI-First Operating Models

14:53 Navigating AI in Procurement Tech

18:01 The Changing Landscape of SaaS and AI

21:06 The Importance of AI Native Companies

23:47 Conclusion and Future Outlook

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Key Themes:

1. The Driving Force of Mission:

Musk's actions are fundamentally driven by grand, ambitious missions rather than traditional business considerations. As Reid Hoffman observes, "Elon starts with a mission and later finds a way to backfill in order to make it work financially." This is evident in his pursuit of Mars colonization through SpaceX and his push for sustainable transportation via Tesla.

2. First Principles Thinking and Innovation:

A cornerstone of Musk's approach is "first principles thinking," a method of deconstructing complex problems to their fundamental truths and building solutions from there. He uses this to challenge established norms, leading to innovations like in-house manufacturing at SpaceX and Tesla, disrupting traditional industry practices.

3. A Relentless Pursuit of Efficiency and Speed:

Musk operates with a "maniacal sense of urgency," constantly seeking to optimize processes and accelerate timelines. This is exemplified by his demanding work ethic, his focus on reducing costs, and his willingness to personally delve into technical details. This relentless drive has led to both remarkable successes and occasional burnout among his teams.

4. The Power and Perils of Vertical Integration:

Both Tesla and SpaceX embrace vertical integration, controlling the production of key components in-house. This strategy provides greater control over quality, costs, and supply chains, but also presents logistical challenges and financial risks. The Roadster's early production struggles highlight the complexities of such an approach.

5. A Complex and Controversial Personality:

Isaacson delves into Musk's unique personality, shaped by his potential Asperger's syndrome and a challenging upbringing. While brilliant and driven, Musk can also be demanding, insensitive, and prone to public outbursts. His relationships are often turbulent, reflecting his intense focus on his work and a sometimes-strained emotional intelligence.

6. The Future of AI and Humanity:

Musk's concerns about the potential dangers of artificial intelligence are evident in his involvement with OpenAI. He believes in proactively shaping AI development to benefit humanity and mitigate risks. This drive manifests in his pursuit of advanced AI capabilities within his companies, including Tesla's self-driving technology and the development of Optimus, a humanoid robot.

7. The Twitter Takeover: A Case Study in Disruption:

Musk's acquisition of Twitter showcases his disruptive approach and willingness to challenge established practices. His focus on engineering, his demand for a return to in-office work, and his swift dismissal of top executives demonstrate his intent to reshape the platform according to his vision.

Important Facts and Quotes:

* On Mission-Driven Motivation: "What I didn’t appreciate is that Elon starts with a mission and later finds a way to backfill in order to make it work financially." - Reid Hoffman

* On First Principles Thinking: "I was pretty mad, and when I get mad I try to reframe the problem." followed by, "First principles." - Elon Musk

* On Vertical Integration: "One of the most important decisions that Elon Musk made about Tesla... was that it should make its own key components." - Walter Isaacson

* On Demanding Work Ethic: "From the very beginning of his career, Musk was a demanding manager, contemptuous of the concept of work-life balance." - Walter Isaacson

* On Asperger's and Empathy: "People like Elon with Asperger’s don’t take social cues and don’t naturally think about the impact of what they say on other people," - Gwynne Shotwell

* On AI and the Future: "Unless the woke-mind virus, which is fundamentally antiscience, antimerit, and antihuman in general, is stopped, civilization will never become multiplanetary." - Elon Musk

* On Twitter Transformation: "Twitter now has twenty-five hundred software engineers... This is not happening. Something is deeply amiss." - Elon Musk

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Main Themes:

* Mapping Technological Maturity: The Gartner Hype Cycle provides a visual representation of the expected trajectory of emerging technologies, from initial hype to mainstream adoption. It helps understand the stages of development and manage expectations around new tech.

* AI Dominance: Artificial intelligence (AI) features heavily in the 2024 cycle, with technologies like Generative AI and AI-Augmented Software Engineering occupying prominent positions. This highlights the growing impact of AI across various sectors.

* Emphasis on Sustainable Tech: The cycle reflects a growing focus on sustainable technology investment and performance metrics tied to IT sustainability. This indicates a shift towards responsible tech adoption, aligning with corporate responsibility and long-term value creation.

Key Insights:

* Generative AI at Peak Hype: Generative AI, encompassing technologies like advanced natural language processing and image generation, is currently at the “Peak of Inflated Expectations”. High expectations are accompanied by potential for disillusionment if implementations fail to meet the hype.

* Emerging Tech Requires Patience: Many promising technologies, like AI TRiSM (Trusted, Responsible, and Intelligent Systems Management) and Digital Twin of a Customer, are projected to take over a decade to reach mainstream adoption. This underscores the need for long-term vision and strategic planning when investing in these areas.

* Cautious Optimism: While the Hype Cycle offers valuable insights, online discussions reveal a cautious approach to its predictive power. "Some users on X and tech forums have highlighted that only a small percentage of technologies actually follow the traditional path of hype, disillusionment, and eventual mainstream adoption as described by Gartner."

Actionable Takeaways:

* Strategic Technology Planning: Businesses can leverage the Hype Cycle to make informed decisions about technology investments, aligning them with their long-term goals and risk tolerance.

* Managing Expectations: The Hype Cycle helps temper expectations around new technologies, understanding that initial hype often precedes challenges and eventual maturation.

* Prioritizing Sustainability: The focus on sustainable technology underscores the need for businesses to incorporate environmental and ethical considerations into their tech adoption strategies.

Conclusion:

The Gartner Hype Cycle for Emerging Technologies in 2024 serves as a valuable tool for understanding the landscape of new technologies, managing expectations, and guiding strategic planning. While not a foolproof predictor, it provides valuable insights into the potential trajectory of emerging technologies and the importance of considering sustainability alongside innovation.

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Most Important Ideas/Facts:

1. Contract Lifecycle Management (CLM):

* Definition: CLM is defined as "the process of overseeing a contract from its initial drafting all the way through to its completion or renewal." This includes everything from defining terms to monitoring performance.

* Goal: Effective CLM ensures contracts deliver the promised value and minimize potential issues.

2. Pre-Signature Phase: Building a Strong Foundation

* Focus: This phase emphasizes meticulous preparation to establish a robust contract framework.

* Key Activities:Needs Assessment: Clearly define organizational needs and objectives, ensuring the contract reflects these requirements.

* Drafting and Negotiation: Outline key clauses (pricing, timelines, liability, confidentiality) and negotiate terms to avoid future misunderstandings. Legal team involvement is crucial.

* Risk Assessment: Identify and mitigate potential risks through specific contract clauses (e.g., penalties for non-performance).

* Approvals: Secure necessary approvals from stakeholders (legal, finance, procurement, leadership) to ensure alignment and reduce disputes.

* Quote: "By defining needs, carefully drafting terms, assessing risks, and securing approvals, you’re setting up a contract that’s structured to meet both parties' expectations and reduce potential issues."

3. Post-Signature Phase: Managing the Contract in Action

* Focus: This phase shifts to active contract management, ensuring adherence and maximizing contract value.

* Key Activities:Obligation Management: Track and manage both parties' obligations (deliverables, reports, etc.) as per contract terms.

* Performance Monitoring: Monitor supplier's adherence to service levels and deliverables, taking corrective action if needed.

* Risk Management: Continuously assess and manage evolving risks that might impact contract performance (e.g., supplier financial stability).

* Compliance and Reporting: Ensure adherence to contract terms and regulatory requirements, conducting regular compliance checks and audits.

* Renewal or Termination: Evaluate contract performance and organizational needs to decide whether to renew, renegotiate, or terminate upon expiration.

* Quote: "The post-signature phase is all about execution and monitoring. This phase ensures that the contract remains valuable to the organization and that any issues are addressed promptly to maintain a strong supplier relationship."

Curated news update from World of Procurement .

Overall Sentiment: The global procurement landscape is facing significant disruption and transformation driven by geopolitical tensions, technological advancements, and shifting priorities.

Key Themes:

* Geopolitical Instability and Supply Chain Disruption:

* Red Sea Conflict: Houthi attacks continue to disrupt shipping in the Red Sea, impacting major players like Maersk and BP. The US and UK have responded with counter-strikes, while Egypt warns of economic consequences stemming from militarization and blockades near the Suez Canal.

* China-US Trade War: The ongoing tech war between the US and China is escalating, with both countries implementing export bans on critical materials. China's restrictions on gallium, germanium, antimony, and graphite directly impact US semiconductor and electric vehicle industries.

* Impact: These conflicts highlight the vulnerability of global supply chains and the need for robust risk management and diversification strategies.

* Shifting Procurement Priorities for 2025:

* AI and Automation: "AI and automation are set to become central to procurement strategies, with a focus on AI-driven data analysis and decision-making." This suggests a move towards more data-driven and efficient procurement processes.

* Sustainability and ESG: Despite potential political headwinds, sustainability and ESG compliance remain important, with an emphasis on circular economy principles. This indicates a growing focus on ethical and sustainable sourcing practices.

* Workforce Challenges: An aging workforce necessitates strategies for attracting new talent and upskilling existing employees in digital competencies.

* Value-centric Procurement: A shift from solely cost-focused procurement to a broader value-centric approach is anticipated. This includes factors like supplier relationships, innovation, and long-term value creation.

* Impact: Procurement professionals need to adapt to these evolving trends, embracing new technologies, prioritizing talent development, and incorporating a broader range of factors into decision-making.

* Open Questions for Procurement Leaders:

* How can procurement teams effectively navigate geopolitical risks and ensure supply chain resilience?

* What strategies can be implemented to attract and retain young talent in the procurement sector?

* How can procurement processes be optimized to leverage AI and automation effectively?

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The conversation discusses process orchestration and intake orchestration in the context of procurement teams. Process orchestration is the idea of using a tool to help orchestrate and align processes to fit the way people work. Intake orchestration is a subset of process orchestration and focuses on managing the intake of requests from different teams and stakeholders.

The conversation highlights the importance of process orchestration for procurement teams, especially in enterprise organizations where there are multiple stakeholders, systems, and complexities. It also emphasizes the need to involve AI in the orchestration process to improve efficiency, compliance, and user experience.

In this conversation, Sagi and Daniel discuss the importance of AI and process orchestration in procurement and intake. They highlight the need for a personalized and AI-powered user experience, the integration and automation of processes, and the flexibility to customize and iterate on solutions.

Sagi emphasizes the value of an AI front door, which allows users to ask questions and receive guidance in plain language. They also discuss the benefits of no-code solutions and the ability to easily make changes and adapt to evolving needs. Overall, the conversation explores the key elements of successful process orchestration in procurement and intake.

Key Takeaways

Process orchestration helps align processes to fit the way people work Intake orchestration focuses on managing the intake of requests from different teams and stakeholders Process orchestration is particularly important for procurement teams in enterprise organizations AI can be leveraged in orchestration to improve efficiency, compliance, and user experience A personalized and AI-powered user experience is crucial in procurement and intake processes.

Integration and automation of processes are essential for efficiency and productivity. Flexibility and the ability to customize and iterate on solutions are important for adapting to changing needs. An AI front door, where users can ask questions and receive guidance, improves the user experience. No-code solutions enable easy customization and iteration on processes.

How you can help the Procurement Legends Podcast

Join 2800+ Procurement Pros in our Community here: https://worldofprocurement.substack.com/

World of Procurement is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.

Check out our go-to learning resources for Procurement Pros: https://worldofprocurement.substack.com/p/the-ultimate-procurement-reading

Subscribe to our YouTube Channel: https://www.youtube.com/channel/UCQKMRtL4Li9sFvLi-ixo1Ow

Download our Digital Assets here: https://worldofprocurement.gumroad.com

Take our Contract Management for Beginners Course: https://www.udemy.com/course/contract-management-for-beginners/?referralCode=F658394D58FA7DD0515A

Hey Procurement Legend,

A different piece of Friday Deep Dive Content is here.

LinkedIn has become an invaluable tool in the modern professional landscape.

Man, that’s what so many articles about building a personal brand on LinkedIn say. But I’m going to give you a deep dive here and tell you all the ways to make the most of it.

If you’re a procurement pro in an employed role, a self-employed procurement consultant, or a person working for a procurement tech company, this is the article for you.

I’m revealing my deepest, darkest secrets here.

And guess what? You can also watch the video version if you learn better that way.

As always, this is for our World of Procurement Paid community members. I serve you first and foremost, and I want your procurement careers, in whatever you do, to flourish via a personal brand.

Why Should You Care About A Personal Brand

Whether you're a newcomer to the procurement field or a seasoned pro, LinkedIn can offer a wealth of opportunities to advance your career.

How?

People get to know you and what you stand for.

A personal brand refers to the way an individual presents themselves to the world, often in a professional context. It is becoming increasingly important in the digital age, particularly in niche fields, as it can help establish trust and credibility and differentiate oneself from competitors.

And we live in a competitive world.

Procurement roles will likely dwindle and morph. No longer will the traditionalist skill set be the key to a new role. You’ll have to show your expertise to the world and be poached to land the best roles.

With my background as a Procurement, Supply Chain, and Contract Management Subject Matter Expert and a following of 25k on LinkedIn, I've seen firsthand how this platform can become a game-changer. This article will guide you through key areas, including the platform's significance, profile optimisation, content strategy, and networking techniques.

Why LinkedIn Is The Best Platform for Procurement Professionals

Platform Popularity: According to statistics, LinkedIn boasts over 700 million users globally. This staggering number speaks volumes about its credibility and reach in the professional sphere.

Professional Focus: Unlike social platforms like Facebook or Instagram, LinkedIn is designed exclusively for professional interactions. This makes it an ideal place for serious networking and career development. People are up for talking about matters. I have a theory that LinkedIn brings together the most passionate people in the World of Procurement to talk shop. This can be hard to find in your day role as you’re busy working, and many in procurement have fallen into the profession and lack that passion.

Content Creation Gap: Believe it or not, only about 1% of LinkedIn users are regularly creating content. This leaves a massive gap and opportunity for you to make your voice heard, especially in the niche procurement space. I’d say this content gap is wider when it comes to procurement, and there is an incredible opportunity for your content to stand out even in the early days.

Job Opportunities: A whopping 97% of recruiters reportedly use LinkedIn as a hiring resource. Being on a recruiter's radar can be an enormous advantage in a competitive field like procurement. But more than that is the additional opportunities that come when you become known for your expertise. Direct approaches become the norm, not worrying about your CV or having to apply for roles, and the inbound leads if you’re operating as a business are all worthwhile.

Caveat: This can take time. And the approach you take has to be spot on. So, let’ 's break this down.

Quick Question:

How many of you have secured job opportunities or professional connections through LinkedIn? Feel free to drop a comment.

How you can help the Procurement Legends Video Podcast

Join 2600+ Procurement Pros in our Community here: https://worldofprocurement.substack.com/

World of Procurement is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.

Check out our go-to learning resources for Procurement Pros: https://worldofprocurement.substack.com/p/the-ultimate-procurement-reading

Subscribe to our YouTube Channel: https://www.youtube.com/channel/UCQKMRtL4Li9sFvLi-ixo1Ow

Download our Digital Assets here: https://worldofprocurement.gumroad.com

Take our Contract Management for Beginners Course: https://www.udemy.com/course/contract-management-for-beginners/?referralCode=F658394D58FA7DD0515A