The Way We Source

In this fantastic episode, we’re joined by Jason Cipriano, a seasoned CPO/Procurement Executive who has built organizations at Fortune 500s such as Nike and startups alike, and now the Founder of Tivore consulting. 

With 15+ years of experience and $15B+ impacted sourcing, Jason sat down with Sam to share his insights about procurement leadership, strategy, supplier relationships & diversity, ESG, procuretech adoption, and much more! 

(00:39) - Introducing Jason

(02:38) - What does Jason think are the differences between direct and indirect Procurement? 

(4:47) - What made Jason decide to work in Procurement & Sourcing? 

(07:29) - What’s Jason’s advice for starting up a Procurement organization?

(08:52) - How can a Procurement team start making strategic sourcing a reality?

(11:09) - Where should a Procurement team start to create a Category Management strategy?

(12:35) - What are the pros and cons of sourcing for a valuable logo? 

(15:11) - What still makes Jason excited about working in Procurement?

(17:50) - When is it time for a Procurement team to challenge their organization with a Supplier Diversity plan? 

(20:52) - Does Jason think that DEI will become as popular in Europe & APAC as it is in America now? 

(24:10) - How does Jason empower Procurement teams with Tivore consulting? 

(28:13) -  When it comes to selling Procurement tech, what makes a great sales pitch? 

(30:16) - How can Procurement learn about how Sales sells to buy better?

(32:48) - Which B2B podcasts has Jason found most valuable to listen to? 

(34:58) - How valuable is a reference when making buying decisions? 

(37:03) - Where are the majority of Procurement teams still immature? 

(38:37) - Why aren’t Procurement teams investing enough in SRM programs?

(40:52) -  Does Jason think that the US is behind Europe on ESG?

(43:20) - Does Jason believe that Procurement should have the responsibility of making a sustainable impact? If so, are they equipped to do so? 

(46:57) - Jason answers our round of quick-fire questions 

In this episode, we’re joined by Nico Bac – Founder of Digital Procurement Now, former Senior Director at Procter & Gamble, and an expert in Digital Procurement Transformation with over 20 years of experience in Purchasing.

Nico joins Sam for a fantastic discussion about digital transformation in Procurement – from building business cases and being bold about new technology needs, to overcoming struggles and succeeding with tech adoption, to closing Procurement’s knowledge gaps with technology, and much more! 

(00:38) - Introducing Nico

(01:16) - What does Sourcing & Procurement mean to Nico?

(02:12) - What is Nico excited about Procurement today? 

(03:32) - Nico talks about his 20+ years experience in Procurement at Procter & Gamble

(07:25) - Why does Nico think that Technology and Procurement are two different worlds? 

(09:18) - Does Nico think that Procurement dares to be bold today? 

(11:18) - How can Procurement build better business cases for new technology adoption? 

(13:47) - Why are Procurement teams struggling to get the tech that they need and how can they succeed?

(19:10) - Does Procurement have a harder time buying things that they themselves will use? 

(21:02) - What do ProcureTech companies need to do better to ensure that businesses adopt their technology? 

(25:20) - How does Nico think that Procurement can close their knowledge gap with Technology? 

(28:11) - Is there a gap between Procurement’s expectations of technology and hyper-productivity? 

(32:55) - What does Nico think are the biggest trends coming to Procurement in the next 5 years?

(35:35) - Does Nico believe that best-in-breed solutions will last or ProcureTech will move towards consolidated suites?

(38:42) - Nico answers our round of quick-fire questions

In this episode, we’re joined by Constantin Conquet, Head of Procurement at Monks – the global marketing and technology services provider that accelerates business possibilities and refines how brands and businesses interact with the world – and a seasoned Procurement professional with over 10 years of experience at companies like Adidas and Sanofi. 

Constantin joins Sam for a great discussion about how Sales experience can influence Buying, the role of brands in supplier negotiations, the differences between tech & material procurement, how Procurement should adopt technologies & build their tech stack, and much more! 

(00:39) - Introducing Constantin 

(01:30) - What does Sourcing & Procurement mean to Constantin?

(02:58) - How much does Constantin think that Procurement is commercial vs. soft skills? 

(03:58) - How did Constantin’s previous experience in Sales influence his work in Procurement? 

(05:03) - Did Constantin’s experience in Sales make him a better Buyer?

(05:50) - Did Constantin choose Procurement or did Procurement choose Constantin? And why did Constantin transition into Procurement?

(07:53) - Why does Constantin think that Procurement has become so hot today?

(09:20) - How can the nature of a company’s brand or product influence their Procurement? 

(12:42) - Should Procurement leverage their brand in their supply negotiations? 

(13:51) - Do Procurement pros have a harder time or easier time buying procurement technology when they’re also the user profile? 

(16:42) - Do Procurement teams ever get handcuffed by the process and focus on digitization instead of digitalization? 

(19:26) - How does Constantin stay ahead of the trends as a tech buyer?

(21:55) - Is Procurement focused on building a resilient tech stack? 

(24:12) - What does Constantin think is the best way to build a culture of learning, development, and change? 

(26:40) - When does Constantin think that a company needs IT or tech buying? 

(29:44) - How does tech & IT procurement differ from material procurement? And is there anything these disciplines can learn from each other? 

(33:40) - How do software providers maintain long relationships with Procurement and can Procurement use a software for more than 5 years? 

(36:00) - When is it the right or wrong time for Procurement to buy from a tech startup? 

(39:05) - Constantin answers Sam’s quick fire round of questions

In this episode, we’re joined by Anna McGovern, CPIM, CSCP - Business & Consulting Partner at Tompkins Ventures, Founder & Managing Director at Pondview Consulting, former CPO at Unilever, and a Supply Chain & Procurement Evangelist helping business to streamline supply chains & procurement, boost efficiency, maximize value, and tapping into supplier networks for innovation and growth.

(00:38) - Introducing Anna

(01:18) - What does Sourcing & Procurement mean to Anna?

(02:09) - How did Anna start working in Procurement?

(03:58) - What are the distinguishing factors between Buying and Procurement as a role?

(06:55) - When does Anna think it’s okay or wrong to take bets on supplier-led innovation?

(08:28) - Why should Procurement invest in supplier innovation?

(10:05) - What is the real responsibility of Procurement and how can they shift from a focus on savings to driving revenue?

(14:34) - Does Anna have any experiences with driving direct value through Procurement?

(19:31) - When is a supplier relationship too broken and you need to find a new supplier?

(21:01) - Which is more important: a deep, long-term, strategic supplier relationship or a reliable low-cost supplier?  

(24:46) - What is the importance of storytelling in Procurement & Supply Chain?

(29:32) - What is the role of Procurement to become a supplier’s Customer of Choice and what factors can influence that?

(32:39) - Is beating down on suppliers in cost negotiations a thing of the past?

(35:31) - What is a lesson that Anna would share with someone starting their career in Procurement & Supply Chain?

(38:11) - What’s one thing Anna knows today that she wishes she knew at the start of her Procurement career?

(40:29) - Anna answers Sam’s round of quick-fire questions

In this episode, we’re joined by Rani Al Hajji, start-up advisor and an experienced marketing and brand manager in the FMCG space.

With over 25 years of experience with iconic brands such as L’Oreal, Garnier, Colgate, and Palmolive, Rani joins Sam to share his knowledge about the relationship between sustainability and innovation, and marketing and procurement.

In this fantastic discussion, Rani covers the balance between functionality and sustainability in product innovation, how businesses can drive sustainability across their organization, how important suppliers are for sustainable innovation, and more! 

https://www.linkedin.com/in/rani-al-hajji/

(00:37) - Introducing Rani

(01:33) - What does Rani think of as a marketing professional when he hears “sourcing” and “procurement”?

(03:39) - How would Rani break down the chapters of his 25 year career? 

(08:14) - What does Rani view as the three pillars of sustainability and innovation?

(14:08) - Does Rani think that consumers are willing to sacrifice for sustainability?

(16:06) - If we can’t sacrifice functionality for sustainability, how can we best develop sustainable products and bring them to market?

(19:00) -  Are there any instances where businesses can sacrifice functionality for improved sustainability? 

(22:05) - How does Rani define what innovation truly looks like and does he have any good examples of it? 

(25:08) - What are some of the typical pitfalls that Rani has seen in businesses that are trying to innovate?

(28:34) - How can marketing and procurement best collaborate to enhance the value of innovation for the end consumer? 

(33:35) - How do companies take responsibility for sustainability across the organization and how does the relationship between procurement and marketing play into that? 

(37:24) - How can a business create champions for sustainability in their supplier base? 

(39:39) - Rani answers Sam’s quick-fire round of questions

In this episode of “The Way We Source,” we’re joined by Sigrid Brendel, an experienced Procurement leader within the FMCG industry and the Founder & Strategic Adviser at Brendel Interim. In her impressive career, she has served as a Procurement Director at companies like Kraft and Modelez, as well as the CPO at Campari Group.

(00:40) - Introducing Sigrid

(01:25) - What made Sigrid start her journey in Procurement?

(02:13) - What does Procurement & Sourcing mean to Sigrid?

(03:03) - What drove Sigrid to start her journey as an entrepreneur?

(06:02) - How can adaptability help a Procurement team and what is the importance of that?

(07:44) - How does Sigrid look at the evolution of her career in Procurement? 

(12:56) - How does a Procurement leader most efficiently keep close to the pulse of their actual buying and practice? 

(15:48) - Sigrid discusses her experience coming in as a Procurement leader at Campari and how she built her organization and strategy

(19:24) - Sigrid discusses the importance of Supplier Relationship Management for successful Category Management

(20:04) - What does Sigrid believe that strategic SRM entails? 

(22:22) - What were Sigrid’s biggest learning about building a center of excellence and sharpening it?

(28:38) - What are Sigrid’s tips for Procurement teams that aren’t prioritized in their organization and how to make Procurement more of a priority? 

(31:13) - What story should Procurement tell within their organizations?

(34:57) - Which Procurement tactics does Sigrid think are of the past and which are here to stay?

(38:23) - Sigrid answers our Kodiak Moment quick fire round of questions

In this episode, we’re joined by Keith Wright - Founder & CEO of K. Wright Consultancy and author of “The Power of Professional Procurement.”

With 25+ years experience as a Procurement practitioner, Keith shares his knowledge about Procurement’s new challenges, new role, and new value creation - as well as the best and worst practices that he’s seen in his consulting career. He also talks to Sam about why he made the transition from practitioner to consultant and the lessons that he’s shared about “Professional Procurement” in his new book. 

Visit Keith’s website to download his supplier scorecard and get a copy of “The Power of Professional Procurement”:
https://www.kwrightconsultancy.co.uk/ 

Or reach out to Keith on his LinkedIn: https://www.linkedin.com/in/keith-wright-4aa823a8/

(00:38) - Introducing Keith

(01:49) - What does Sourcing & Procurement mean to Keith?

(04:25) – How did Keith end up working in Procurement? Did he choose it or did it choose him? 

(05:49) – Where does Keith think that Procurement can help the most? 

(07:38) – What made Keith switch from being a Procurement practitioner to an independent consultant?

(11:40) – What tip would Keith give to anyone looking to make the move into consulting? 

(13:04) – Does Keith see a common denominator for businesses that are getting Procurement right or wrong today?

(17:30) – What are the biggest challenges for Procurement teams today? 

(21:36) – What Procurement tactics does Keith see that should be a thing of the past?

(27:07) – What are some of the key themes that Keith shared in his book “The Power of Professional Procurement”? 

(29:20) – What was some of the qualitative and quantitative data that Keith captured for writing his book? 

(32:22) – What does “Professional Procurement” look like to Keith? 

(34:19) – What are some of Keith’s top Procurement hacks? 

(38:14) – What advice would Keith give to himself at the beginning of his career?

(39:44) – Keith answers our Kodiak Moment quick fire round of questions

In this episode, Sam is joined by Pascal Evertz, a Procurement Innovator, Founder of GoBeyondProcurement, and Owner & Managing Director of Buyers United. With over 25 years of experience in the industry and a doctorate in Business Administration, Pascal has consulted numerous global businesses with training and development in bespoke AI solutions.

Pascal shares his knowledge with Sam in an enlightening discussion about AI solutions, Procurement’s digital transformation, the shift from cost savings to value creation, stronger supplier relationships, change management, and more!  

(00:40) - Introducing Pascal

(01:23) - What does Sourcing & Procurement mean to Pascal?

(02:14) - What made Pascal work in Procurement? 

(03:00) - What does Pascal do at GoBeyondProcurement? 

(04:26) - How does one avoid the buzz about AI as a Procurement practitioner? 

(05:35) - Why does Pascal think that some businesses might be hesitant to use AI in Procurement? 

(06:16) - Is Procurement ready for the next generation of technology? And if so, how do they get there? 

(08:00) - Why are Procurement teams not happy with their tools? 

(09:33) - Why does Pascal think that so many Procurement teams have trouble with change management? 

(10:12) - How can Procurement teams make the shift from cost savings to innovation and value? 

(13:08) - How does a team best leverage their suppliers’ competencies?

(16:28) - Are there Procurement tactics today that Pascal thinks will soon be a thing of the past? 

(17:37) - What are some traditional Procurement tactics that Pascal thinks are here to stay? 

(18:38) - Why are Procurement teams still using inefficient methods? 

(19:38) - Why does Procurement feel that they need to be in control? And how can Procurement get involved early to not come into the process too late? 

(24:26) - Pascal answers Sam’s quick fire round of questions

In this episode, we’re joined by Adwoa Owusu-Banahene, Procurement Leader at London Legacy Development Corporation and a seasoned leader in public procurement and the construction & development space with over 15 years of experience.

(00:39) - Introducing Adwoa 

(01:20) - What does Sourcing & Procurement mean to Adwoa? 

(04:34) - What made Adwoa choose to work in Sourcing & Procurement? 

(07:37) - Why did Adwoa decide to become a specialist in the Procurement space? 

(09:05) - How is construction & development Procurement different from other industries? And how does public and private Procurement differ? 

(12:22) - Does Adwoa think public Procurement is hindered from innovation or is that shifting? 

(15:00) - How can Procurement practitioners do more with less?

(17:05) - How do regulations in public Procurement affect supplier relationships? 

(20:40) - What value does Adwoa provide for London in her role at LLDC?

(23:12) - Does Adwoa think that Procurement has an obligation to make an impact in communities?

(29:11) - How can Procurement improve its diversity, equity, and inclusion and how does this affect supplier diversity?

(34:08) - What are some of the common misconceptions about Procurement in the construction and development space? 

(36:39) - Adwoa answers our quick fire round of questions

We’re joined by Anam Rahman - “Agent PO” and the Founder & CEO at Kavida, the AI solution that empowers manufacturing teams with post-PO management for on-time deliveries.

As a former procurement practitioner turned ProcureTech founder, Anam shares his wide range of Procurement insights with Sam Jenks in this great discussion, covering Kavida’s mission, AI adoption, PLG, Anam’s learnings as a founder, and more! 

(00:38) - Introducing Anam

(01:38) - What does Kavida do and why do teams need its solutions?

(04:11) - What lead Anam to found Kavida? 

(06:08) - Where does Kavida make the biggest impact for organizations today?

(08:06) - How will we find the balance between AI and human intelligence in Procurement? 

(11:48) - Is AI only for digital native companies or can any company adopt it? And what is needed to prepare a company to adopt AI solutions? 

(14:48) - What is PLG and what comes to mind for Adam about PLG? 

(18:15) - Will PLG ever work within the enterprise?

(21:57) - What was a learning in Anam’s journey and how did he move forward? 

(24:44) - What’s something Anam knows today that he wishes he’d known at the beginning of his career? 

(27:21) - What tips does Anam have for anyone on a founder’s journey? 

(30:08) - Anam answers our Kodiak Moment quick fire round of questions