All posts by Procurious HQ

Best of the Blog: You Appointed WHO As The New CPO?!

Increasingly, companies are appointing CPOs from outside of the supply management profession. What does this tell us about C-level expectations of procurement, and why are supply management professionals missing out?

Everyone loves a good throwback article, which is why we’re hopping in our time machine to bring you back some of the biggest and best Procurious blogs. If you missed any of the golden oldies, look no further!

This week, we’re revisiting an article which featured some exclusive insights from Deb Stanton, Executive Director of Research and Benchmarking at CAPS Research and former Global CPO of MasterCard. Deb highlights how company expectations for CPO’s are evolving and what this means  for the security of your future jobs!

This is the moment you’ve been waiting for. Years of hard work and a brilliant career in supply management has brought you to within a hair’s breadth of fulfilling your dream – to become the Chief Procurement Officer of your company. Starting at the most junior level, you’ve worked your way up the ladder to your present position as second-in-charge of the procurement function. Your boss announced his retirement last week, and you’re quietly confident your turn has come – after all, there’s absolutely nothing about the organisation’s supply chain that you don’t know.

You step into the meeting room where the out-going CPO and two other executives are seated around a table. Disconcertingly, they stop talking when you walk in and look at you guiltily. Getting straight to the point, they tell you they’re excited to announce the new Chief Procurement Officer is … Jennifer from Marketing.

Is Procurement Being Usurped?

Has this happened in your organisation? There’s every chance that when it comes time to choose a new CPO, the C-Suite will appoint someone from a non-supply background. This means that a colleague of yours in a completely different department may one day swoop in to steal the job that you’ve been working towards for years.

While CEO-level expectations of the CPO continue to blur and broaden, the skill-set required to meet those expectations can now potentially be found in any department. The fact that supply managers are still reporting difficulty in educating their businesses on the value procurement can bring to an organisation doesn’t help the situation. If a CEO (wrongly) believes that a supply manager has spent his or her career focused solely on cost, then they are likely to look elsewhere for candidates for the top job.

Deb Stanton, Executive Director of Research and Benchmarking organisation CAPS Research and former Global CPO of MasterCard, has observed the trend of CPO appointments from outside of the profession. CEOs are no longer as interested in appointing CPOs who possess the traditional skill set that is earnt over years working in supply chain. A savvy marketing professional, or a cost-conscious operations manager who understands how supply management works, makes a very attractive candidate for CPO.

So, what does this mean?

1. CEOs are looking for a different set of skills for the next CPO

The CPO of the future may have little idea how a tender is run, but they must:

  • Be business-savvy and understand the organisation as a whole
  • Know how procurement works from a customer’s perspective
  • Be completely aligned to overall business strategy (not just the supply management strategy)
  • Have a strong knowledge of the business’ finance function
  • Be focused on the core customer and external audiences
  • Embrace changing technology and external disruptive forces
  • Be an influencer and relationship management expert.

Deb referred to CAPS Research’s “Futures Study 2020”, which projects the skills required to manage a procurement function into the future.

2. The CPO doesn’t necessarily need supply management expertise

The complex and varied skill-set picked up through a career in supply management may no longer be enough to satisfy the requirements for the job of CPO. CEOs may even regard procurement’s traditional audience of stakeholders, end-users and suppliers to be too focused.

That being said, technical procurement skills do matter, and are still vital for any procurement team’s success. In the example above, the disappointed candidate who missed out on the top job can still play a vital role in educating and supporting the outsider CPO with their supply management knowledge.

What’s the solution? If you believe the CPO role rightfully belongs to you, rather than someone from a completely different department, then make sure you broaden (rather than narrow) your focus as you move upwards in your organisation. This means familiarising yourself on a macro level with the whole business, bringing the core customer into every decision you make, and being known as an influencer who can clearly articulate the value you, and your function, brings to the business.

As Deb points out, procurement professionals are in a unique position to overlook an entire business. They’ve got every chance of seeing where the opportunities are so let’s use it and not lose it!

Infographic: Nailing Your Next Presentation

Want to grab your audience’s attention with the first sentence of your presentation and keep them intrigued throughout? These presentation do’s and don’ts will have you presenting like a pro in no time!

Some people jump at the chance to present, while the very thought of getting up in front of an audience can make many of us feel weak at the knees. One thing is certain – no matter how junior your role may be, you will have to deliver a presentation at some point in your career.

Here’s how you can nail it.

There are two crucial elements to making a great presentation. The first is what you say and the second is how you say it.

If you have great content, your presentation has an excellent basis for success.  As a presenter, it will give you confidence to ace the delivery, but there are still some important points to remember.

This infographic was originally published on Walkerstone.com. 

Going Abroad? Tips For Staying Cyber-Safe

Keeping thieves at bay when travelling used to involve money pouches and hidden pockets. These days, the threat has moved into the cyber sphere. Keeper Security’s Co-founder Darren Guccione explains. 

The holiday/vacation period is looming, and many people are making plans for international travel. If you are among them, be sure you have done all you can to take responsibility for cybersecurity when travelling. After all, it’s a dangerous world out there when it comes to the cyber threat environment. Some common sense and preparation will go a long way toward ensuring your international travel memories are of the good kind.

Let’s break down the tips and tricks of cyber safe travel into two categories. The first is basic “blocking and tackling,” which for the most part is done prior to your travel. The second category deals with security tips once you are on the road.

First, a note about U.S. Border Patrol agents

It is important to know in advance that the travel environment itself has changed. While travelling within the U.S., TSA agents at the gates are not allowed to confiscate your digital devices, nor are they allowed to demand passwords to get into them. If such attempts are made, demand to speak to a supervisor.

The rules, however, are different for U.S. Border Patrol agents and for agents in other nations too. Recently there have been multiple news reports of U.S. citizens having to turn over digital devices and their passwords as a condition for entering or re-entering their own country. What can the border agents do with your passwords or data on your devices? How long can they keep that information? How long can you be detained? These and other questions are not easy to answer. But as you will see from the tips and tricks below, there is much that can be done to minimise what might be compromised or inspected while you ensure your trip overall is as cyber safe as it can be.

Before you head out: basic blocking and tackling

  1. Back up your e-files. Just presume you are going to lose everything on your devices. If all data is backed up before you leave, then if you lose your device you won’t lose what really matters most to you.
  2. Don’t carry sensitive data. This is easier said than done if you are mixing business and pleasure, but it is not unreasonable to just leave behind all the sensitive files you are not likely to use. Store them on cloud backup or on removable media. But get them off your devices.
  3. Change all passwords for all devices. When doing this, use two-factor authentication if possible, which most devices have today. Make the passwords eight characters or longer with a combination of nonsensical letters, numbers, and symbols.  Download a free password manager that will do all the work of creating complex passwords and remembering them for you.
  4. If you haven’t checked recently, this is an excellent time to be sure your antivirus software is current. There is plenty of danger lurking in foreign hotels, coffee houses, and even airports, as we’ll see. This software is your first line of defence.
  5. If your smartphone allows, and most do, enable the feature that automatically erases all data in the event of multiple failed password attempts (usually 10 or so).
  6. If available, enable anti-theft software (often through the cloud) that allows you to lock your device remotely if it is stolen. Enable and activate the “find my phone/device” function so if your phone or tablet is stolen, you can track it, disable it, and change all the passwords.
  7. Be mindful of movies, books, and other things you have loaded into your devices that could be considered pornographic and otherwise illegal in certain other countries. Also, some downloads considered legal in the U.S. may actually violate local intellectual property or digital asset rights in other countries, should your device be searched. Just err on the side of caution and store and remove anything that might be construed as such.
  8. Disable Wi-Fi auto-connect options from all devices before you leave, such that you have to manually connect when you think it is safe to do so. The best approach is to buy a subscription to services that only connect to secure Wi-Fi hotspots throughout the world. Rates are inexpensive and getting more so all the time. Just do a search on “unlimited wifi.” If you will need to transfer or access sensitive data abroad, consider getting a highly secure VPN connection on a daily or weekly rental basis. Just search “VPN rental.”
  9. Similarly, disable Bluetooth connectivity. If left on, cyber thieves can connect to your device in a number of different and easy ways. Once they are in, your cyber world is their oyster!
  10. Finally if you do not have an international subscriber identity module, better known as a SIM card or do not have a roaming package on your smartphone, your two-factor authorisation access will be limited. All the more reason to purchase a secure Wi-Fi data plan.

Now that you’ve arrived…

The tips and tricks in this list really won’t take long at all for travellers to put in place. Doing so is great insurance against many of the cyber threats that lurk when your plane touches down on foreign soil. But once that happens and your excitement builds as you head to the luggage carousel, your cybersecurity work is not done. Here are some steps to promote cyber-safety on the ground:

  1. Double check to be sure all of your apps are password protected with fresh, new passwords, ideally stored in your password management system so you don’t have to remember any of them. And don’t use the same PIN for hotel room safes that you use for your device password.
  2. At all cost, avoid using “public” digital devices, such as those at coffee houses, libraries, and bookstores. They are often notoriously riddled with malware lurking to steal your information. If you use them, you should presume that someone other than you would see any information you enter.
  3. Be very careful about connecting to any Wi-Fi network if you haven’t subscribed to a global service previously, per the tip above. These are prime milieus for cyberthieves. Say you are in a train station (bahnhof) in Germany. You scan your device for a wireless network and there are several. A legitimate one might be “bahnhofwifi”—but you don’t know that. A cyberthief has set up his own Wi-Fi trap and it shows up as “bahnhoffwifi,” with but one letter changed. Connect to that and your troubles are just starting.
  4. Don’t charge your devices using anything other than your own chargers plugged directly into the wall or into your adapter. It is easy for cyber thieves to install malware onto hotel and other public docking stations.
  5. Never connect any USB drive or other removable media that you don’t personally own. Again, they are easy to load with malicious software.
  6. This goes without saying, but NEVER let your devices leave your sight. If you cannot physically lock devices in your hotel room safe or other secure place, take them with you. There are no good hiding spots in your hotel room. And, of course, never check your devices with your luggage.
  7. Most social media sites are happy to automatically share your location as you post photos and messages. This also tells thieves back home that you are away, which is a great time to break in. So limit the information you post regarding your location at any point in time.

Bon voyage! And safe cyber-travels.

Darren Guccione is Co-founder and CEO of Keeper Security,  a password manager app and digital vault for consumers and enterprises with 9 million+ users. 

IBM & SAP Ariba Join Forces To Transform Procurement

Procurement today needs to be about insights and intelligence. Will a new SAP Ariba and IBM collaboration be the function’s force for good?

Last week, tech giants IBM and SAP Ariba made the announcement that they would be joining forces to transform the future of procurement.

Together, the two will launch a hub for delivering cognitive procurement solutions to redefine the source-to-settle process. Additionally, the companies will launch a Cognitive Procurement hub to further the development of intelligent procurement solutions and services.

SAP Leonardo, IBM Watson and SAP Ariba will be used  to pool together intelligence from procurement data and predictive insights from unstructured information.

Procurement, according to IBM, is about to get smarter, faster and more efficient.

“Today marks a major milestone for procurement,” said Alex Atzberger, President, SAP Ariba. “With the deep horizontal integration capabilities native within SAP Ariba’s mature platform and the innovative capabilities of SAP Leonardo and IBM Watson delivered by the industry’s most experienced and trusted providers, companies can realise an even more intelligent source-to-settle process for managing all categories of spend that creates value across the entire business.”

What does the future hold for IBM & SAP Ariba?

IBM Watson represents a new era in computing called cognitive computing, where systems understand the world in a way more similar to humans: through senses, learning, and experience. Watson solutions are currently being built, used and deployed in more than 45 countries and across 20 different industries.

On the SAP Ariba Network, buyers and suppliers from more than 2.5 million companies and 190 countries can discover new opportunities, collaborate on transactions and grow their relationships.

By partnering, SAP Ariba and IBM will use their data insights to increase procurement efficiency and intelligence, as well as improving spend visibility.

“We’ve built a cognitive procurement platform trained specifically to understand procurement transactions and unstructured data such as weather, non-standard part numbers in contracts and complex pricing structures,” said Jesus Mantas, General Manager, Cognitive Process Transformation, IBM Global Business Services. “By combining the power of IBM Watson on the IBM Cloud with SAP Ariba, we are leaping existing procurement benchmarks and delivering unprecedented value to our joint clients.”

Watch below to hear Jesus Mantas and Alex Atzberger discuss the partnership in more detail:

What’s the media saying?

IBM Emptoris customers are sure to be questioning what this announcement means for them.  Part of the deal includes IBM gradually retiring Emptoris products over a multiyear timeline and encouraging its customers to migrate to SAP Ariba.

As Jason Busch points out on Spend Matters “it is clear that the partnership provides significant time for current IBM Emptoris customers to fully evaluate all of their options, including the potential to transition to SAP Ariba or to select other providers.”

An IBM spokesperson, speaking to The Register,  commented that “we are encouraging Emptoris clients to transition to SAP Ariba. We will work closely with them providing support and transition services. Clients can continue to use Emptoris.”

Duncan Jones, Vice President, Principal Analyst at Forrester Research questioned the details of the announcement.  He wrote, “the press release does not say when the collaboration will deliver anything that customers can actually implement.  SAP has a long history of premature announcements and releases, so I’ll wait to see actual software being used by real customers before I get excited about this initiative.”

What do you think about SAP Ariba and IBMs’ partnership?  Is it something to be excited about or are you, like Duncan Jones, a little skeptical? Let us know in the comments below. 

In other procurement news this week…

The Future Belongs to AI

  • 19-year-old world champion Ke Jie upon commented that the “future belongs to AI” after losing a game of ‘Go’ to Google’s AlphaGo robot
  • Go is an incredibly complex Chinese board game whose conquering by computers is seen as kind of a holy grail, and was not expected to be possible for another decade
  • The AlphaGo robot “learned” by speeding through the equivalent of playing 80 years straight to develop its technique and strategy
  • A robot that can learn from experience to handle new situations can tackle any problem a human could

Read more at The Hustle 

Slavery Referrals On The Up

  • Kroll’s analysis of National Crime Agency data found there were 1,575 referrals for labour exploitation in 2016
  • 70 per cent of these (1,107) were adults and 30 per cent (468) were minors
  • Kroll said the increased numbers cast a spotlight on an issue that is of increasing concern to businesses, particularly in sectors such as retail and manufacturing
  • Under the Modern Slavery Act 2015 businesses with an annual turnover of £36m or more must make public the steps they are taking to ensure modern slavery is not taking place in their business or supply chain

Read more on Supply Management 

Amazon to Open First Store in New York

  • Last week Amazon officially opened its first brick-and-mortar store in New York City – its seventh in the US
  • The physical location uses millions of Amazon customer ratings and reviews as its guide to providing customers with a unique shopping experience
  • The shop houses 3000 books organised into categories that you wouldn’t find at your typical bookstore such as  “Books with More Than 10,000 Reviews on Amazon.com”
  • Amazon Books is planning to open five more locations soon, including stores in New Jersey and another in New York City.

Read more on UK Business Insider

Best Of The Blog – Neurodiversity – Your Secret HR Weapon

A lack  of understanding about neurodiversity has meant those with a neurodiverse profile have historically endured stigmatisation and struggled in the workplace. John Floyd explains why, and how, this is changing and what we can do to accommodate and embrace differences. 

Everyone loves a good throwback article, which is why we’re hopping in our time machine to bring you back some of the biggest and best Procurious blogs. If you missed any of the golden oldies, look no further!

This week, we’re revisiting an article about people with neureodiverse profiles, and the unique assets they can bring to your procurement organisation. 

We know the best performing teams are made up of a diverse group of people, whether that be gender, age, ethnicity or educational background. And Headmaster of Bruern Abbey, John Floyd, has just thrown “neurodiversity “ onto the list of must-have employee profiles, to help strengthen and enhance team output.

Recently rated by Tatler as one of the best Prep Schools in the UK, Bruern Abbey specialises in educating boys with dyslexia and dyspraxia. It is the only preparatory school of its kind in the UK and John Floyd is its outstanding headmaster.

John is a firm believer that learning difficulties, or learning differences, should not preclude academic success. In fact, after developing the right learning strategies at Bruern, many of the boys from go on to some of the best senior schools in the country.

Unfortunately, not everyone with dyslexia or dyspraxia is lucky enough to go to Bruern Abbey. Education systems around the world aren’t necessarily set up to accommodate those with neurodiverse profiles such as dyslexia, dyspraxia, ADHD and autism. Of course, this extends to the workplace as well.

It is estimated that:

  • 5-10 per cent of the population has dyslexia,
  • 5-10 per cent of the population has dyspraxia
  • 5-7 per cent of the population has ADHD
  • 1 per cent of the population has autism

People with neuro-diverse profiles (and there’s a lot of them!) learn differently, think differently and apply their skills in alternate ways. As John succinctly puts it, “The term neurodiversity means that someone has a brain a little bit different to the majority of people”

Turning their differences into a virtue is a great opportunity for any team leader.

Diversity wins out

Organisations are starting to realise that employing people with neurodiverse profiles and optimizing their approach to work is great for business.

A few examples include:

  • MI5’s sister service GCHQ (the Government Communications Headquarters) employs more than 300 employees with neuro-diverse profiles and are actively recruiting more.
  • Organisations such as Microsoft and EY are trialing programs to recruit individuals with neuro-diverse profiles such as Asperger’s.
  • Last May the Labour party in the UK decided to appoint a shadow minister for neurodiversity.

Employers recognise that employees with neurodiverse profiles might offer heightened analytical skills, lateral thinking and a more naturally investigatory mindset than their peers.

How do you manage neurodiversity in your  teams? 

Everyone in your team will have different strengths and weaknesses. The opportunity for you, as a leader, is to optimize every member of your team to allow them to reach their peak performance. The key is to determine who has which strengths and to tailor the opportunities and development to suit that individual.

If you’re expecting a prospective employee’s CV to land on your desk with a neurodiverse label plastered across it, think again!

As John pointed out today, “If you start to see some badly written emails from a team member, you’ll know you shouldn’t assign them to write the press releases. But there will be a whole host of things they can do for you, and probably do better than anyone else!”

John gave a few examples of areas in which those with neurodiverse profiles might particularly excel.

Get them to do the interviewing

Dyslexics often have highly developed and fine-tuned listening and oral skills. They are the most studied of all neurodiverse profiles.

Compensating for having potentially struggled with reading and writing throughout childhood, many of them develop excellent verbal and listening skills.They are likely to be a resilient bunch and great under time pressure. Dyslexics  have learnt how to work well under stress.  having been up against it ever since they were first asked to do school-work.

It could be worth relying upon them to conduct interviews with prospective employees. They might be the most socially engaging person on your team and the most capable at listening to, and evaluating, a candidate.

Let them solve the problems

Adults with dyslexia and Dyspraxia quite literally think differently and are good at cracking codes or seeing patterns in problems that those who read with ease would overlook. They’re also great at re-inventing, re-evaluating and thinking laterally.

Give them the time-sensitive or juggling tasks

A number of adults with forms of neurodiversity such as ADHD can deal with juggling a number of tasks at high speed. It’s what they do all day anyway. For most of us it would be exhausting!  They might come up with too many ideas and try to execute them too quickly but they’ll never run out of steam and they’ll be utterly committed.

John concluded his talk today by urging us not to hesitate in employing somebody with a neurodiverse profile. They’ll be grateful to be employed, they’ll be your most resilient team members and they’ll work diligently.

You can guarantee that they’ll be thinking differently about something long before you’ve even entertained the thought that there could even  be an alternate option.

10 Ways Social Media Can Get You Hired

You never know who’s watching you on social media, there’s every chance it’s your dream employer. Here’s how to make sure you get noticed and get that job!

We live in an era when we have the ability to access information in a fraction of a second. Technology has allowed us to accomplish tasks and reach out to people in ways we never thought possible, even 20 years ago.

Social media is the beast that holds much power in our success or demise. It can crumble a person’s reputation with a tweet, or catapult it. The bottom line is that the user must navigate with extreme caution.

Searching for the job you want can be exhausting. The whole process is time-consuming and impersonal, and it can be difficult to demonstrate your full range of qualifications.

We’ve come up with ten ways to leverage social media in order to look more desirable to employers.

1. Get On Board!

If you don’t have social media accounts and you’re not close to retirement, get at least one now! LinkedIn is the most popular job search site, where an estimated 95 per cent of recruiters search for their candidates.

Employers also look to social media sites like Instagram, Facebook and Twitter to get a more personal take on a candidate and make sure that they fit in with the culture of their company.

2. Maintain Your Account

You should set up a strong profile and use keywords that highlight skills that potential employers may search for.  As you develop new skills or complete certifications, let them know!

Potential employers want to see that you keep active on your profiles, but you don’t need to get overwhelmed trying to show your activity every single day on every single site. Just a little something every few days goes a long way.

3. Become a Social Butterfly

Remember, you have a choice of what to entertain and engage in, so choose wisely. You don’t have to put your entire personal life out there just to make yourself seen. In fact, that disposition has the potential to deter prospective employers and only serves as a distraction. Instead, it’s best to like, share, comment, tweet and retweet relevant information in your field and follow sites that interest you professionally.

The more you get your name in front of businesses, the more it’ll stick and show them that you are relevant and up to speed in the industry.

4. Use Discretion

By all means, be authentic, but if you desire to use social media as an avenue for potential employment, you must remember that once it’s out there, it stays out there. Photos, comments and posts can come back to haunt you with a vengeance.

It’s important to be mindful of the persona you illustrate online. Companies want someone who can represent them professionally at all times and not compromise their reputation. If you do post highly personal photos, you should keep your account private.

5. Make an Impact

Use your social media platform to gain followers by posting information that your audience will appreciate. Gaining followers will not only show employers that you have something to say and can influence the community, it will also give you the confidence to continue to make an impact.

6. Keep It Positive in the Job Search Process

It’s not easy being unemployed (or underemployed). It can take a toll on your self-confidence and your ability to land a new position, so why remind yourself of that?

Avoid using the word “unemployed” and instead highlight what it is that you are looking for. Your profile will sound much more ambitious and will remind employers that they need you as much as you need them.

7. Read Between the Lines

Actually, employers are the ones that will read between the lines, so be sure to cross your T’s and dot your I’s. Using the correct punctuation and grammar on your page and in your comments will show your potential employer how well you actually communicate.

Everyone loves to highlight their “excellent written and verbal communication skills” on a resume, then fail to proofread a comment left on a company Facebook page or description paragraph on their profile. Make sure to stay consistent with whom you describe yourself to be.

8. Get Endorsed

Since LinkedIn is one of the top job search engines, it is important to get endorsements from other professionals within the network. Your connections are allowed to endorse you, or legitimise your skill set. You can ask former bosses or coworkers to write recommendations for you, and you can certainly return the favor.

Creating several symbiotic professional relationships online can only help you. The more high-quality references you can get, the better.

9. Keep It Simple

We know … you have so many awesome qualities it’s hard to narrow it down. But simplicity is key in a great professional social media page. Narrow down your descriptors to what you want employers to know.

You may think you are offering readers a way to get to know you better, but all the extra words serve as a distraction. Get down to the essentials and stick with it.

10. Dress for Success

This seems simple, but you’d be surprised at how many people fall short with this. Your attire should lean toward the conservative, business casual side.

Social media has become a place of validation in our society, and many users look for approval from others in the looks department. Professionally, it’s an entirely different ballgame. Again, be authentic and be yourself, but err on the side of caution.

The Social Media Payoff

If leveraged correctly, social media can distinguish you from your competition without having to even step foot outside of your home. You can make yourself the most sought after in your field, or you can get lost in the shuffle of mediocrity.

If social media overwhelms you, it’s OK. You don’t have to do it all. Simply pick whichever social site works for you and stick with it. Something is better than nothing, and as with almost anything else, you get out what you put in.

This article was written by Nicola Yap and originally published on Eminent SEO. Follow @EminentSEO for more top tips! 

Colin Powell Talks Security, Trade and Trump at #ISM2017

While many attendees at #ISM2017 were waiting to hear what General Colin Powell would say about President Trump, the former Secretary of State also provided some valuable insights into supply management.

“An army marches on its stomach,” says Powell to a packed ballroom at #ISM2017. “It’s the logistics that allows you to face an enemy.”

Powell draws on his experience in the Vietnamese jungle 55 years ago to illustrate how dramatically the military supply chain has improved. “We just didn’t have efficient supply systems then.” The young Powell was eating plain rice 21 times a fortnight with the occasional slaughtered pig thrown in, because the supply chopper would only come once every two weeks.

Fast-forward to Operation Desert Shield and Desert Storm, the biggest military operation since the Normandy landing. “We realised that it was logistics that would matter. We had to change some rules of behaviour.” Powell talks about some of the creative solutions to logistical challenges in the Gulf, including sourcing trucks from Egypt to move American tanks, early adoption of bar-code tech and using GPS to track those trucks (“we cleaned out every Radio Shack in America”), water scarcity and a vast amount of mail for 425,000 troops that had to be flown in: “I had to get three extra C5A’s, just for the mail.”

Powell believes there’s a lot the military and commercial worlds can learn from each other. “Both sides have to learn what’s going on the world today in terms of speed, service, quality of product and keeping up with the information revolution.” 

On Global Security

“America is not facing existential risk to our existence as it was in the Cold War,” says Powell. “There are problems that are real, but they’re overplayed and blown up.”

Powell gives North Korea as an example. After noting the poor state of their missile technology, he says there simply isn’t going to be an attack. “Give me a strategic reason why North Korea would shoot a missile at Honolulu or San Francisco. What would that achieve apart from ensuring the destruction [of Pyongyang] the following day? All that counts there is the preservation of the regime.”

Similarly, Powell believes concerns around China are overblown. “China won’t be an enemy. They won’t block the routes … It’s a nation that’s extremely important on the world stage. They want to create more influence around the world, [and they’re doing so by] building train systems in Africa, Latin America, the third world. They’re building because they want influence.”

Powell also points out that China is holding a trillion dollars of US paper. “It’s a complex country, but we have to welcome their products and an open, fair trading relationship. China has brought 400 million people out of poverty, not by raising taxes or invading people – they did it by selling stuff. Predictably, as people became more wealthy, they want more. Chinese labour costs will rise.”

On Trump

“I think what Mr Trump has to do now is reverse some of the campaign promises he made that frankly could never have been implemented, such as declaring China a currency manipulator,” says Powell, noting that Trump is maturing in his understanding of these issues.

“It’s in our interest to see him do well. Countries around the world [are] waiting for stability and clarity,  and for these campaign promises to settle down. The rest of the world wants to see coherence and consistency over time in what we say and do.”

Responding to a question about the political and economic impacts of withdrawing from the TPP, Powell says it was an unfortunate decision. “It was in our interest and would have benefited us over time.”

Powell says that the real beneficiaries now will be the Chinese, who are putting together their own trade agreement. “All our [trade] allies are joining China, and we’re standing aside.”

“The world is globalised. I’ve watched our factories going up in China – that’s just the nature of it. Success [can be had] by playing in that game, not wishing it would go away.” Speaking of globalisation in general and NAFTA in particular, Powell says that being mad about problems with trade doesn’t get you anywhere. “Fix it, but don’t throw it away.”

On Generation Next

“I have faith in the millennials and faith in the kids coming afterwards,” Powell says. “I do a lot of work with youth. I can’t change the past, I can [only] watch the present, but I can influence the future through the hearts and minds of young people.”

Five Ways Procurement Can Change the World for Entrepreneurs

“Behind every growth story like ours, there’s always a procurement person who has provided an opportunity.” Procurious caught up with inspirational dynamo Nina Vaca at ISM2017 to discover why procurement needs to give entrepreneurs every chance.   

“The unsung heroes of my stories are always in procurement and supply,” says Nina Vaca. The Chairman and CEO of Pinnacle Group has experienced a roller-coaster of ups and downs in her 20-year journey from a niche IT business that was started on her living room floor to the workforce solutions powerhouse it is today.

“Success is rarely linear,” Vaca says. “Some of the hardest moments of my life were after 9/11, when we were at the brink of bankruptcy and almost didn’t make payroll. But every time, someone in procurement saved the day by providing the opportunity to bid.”

Procurement wasn’t just responsible for pulling Pinnacle Group back from the brink. A series of big breaks, provided by people who saw the vast potential in Vaca’s business, enabled an incredible growth story from a local, to regional, to national, to a global player. “Whether it has been the CPO, or a procurement executive, or a procurement manager responsible for our sector – those are the people who have always given us a shot,” she says.

Vaca gives the example of an RFP from the procurement team at Verizon. “We lost the first, the second – by the time we got the 10th RFP, we asked them for mentoring to discover exactly what we needed to do to win the contract. When we eventually won the contract it had grown from a tiny piece of work to a significantly bigger opportunity.”

“Our next big break came from the CPO of Electronic Data Systems. At that point we were a $40 million company, and we won a $160 million contract. Again, it was because the CPO really believed in us, and mentored us through the process. That contract took us from four states to all 50. That was followed by our biggest contract in Pinnacle’s history, awarded to us by the CPO of Comcast. We didn’t know each other very well initially, but he was willing to take a leap of faith and was very intentional about doing business with us. They were looking for a minority-owned company for a very strategic piece of work. That was a very aggressive RFP process, but winning that contract affirmed our ability to provide service on a very large scale and helped us become the number one fastest growing woman-owned company in the US.”

The result of Pinnacle Group’s incredible growth was that the company found itself breaking through a ceiling that no other Hispanic, female-owned company had crossed before. “When I broke through that ceiling, I found myself to be the only woman, and the youngest, to be in that position. That’s not acceptable to me, which is why it’s so important to nurture hope and inspiration in others to do the same thing. In a way, when the CPO awarded us that contract, the community benefits outweighed business benefits.”

“‘Ambition’ is seen by some as a dirty word, along with wealth creation. That’s how the U.S. has prospered, through people creating wealth not only for their families, but for their communities and the nation. For my daughters, ambition is a necessity, so long as you approach it in a positive way, and not by trying to succeed at the expense of others.”

Five ways procurement can help entrepreneurs succeed:

1. Provide them with an opportunity to play: Big breaks, such as those that propelled Pinnacle into its position as a market-leader, were only made possible because someone in procurement saw potential, took a risk and provided an opportunity.

2. Do your homework: “Look for the best and brightest, not just at the numbers”, says Vaca. Depending on your organisation’s goals, you might be looking for the fastest-growing or most scalable organisation to work with.

3. Mentor entrepreneurs: Contracts are won when someone in procurement is willing to guide you, offer a helping hand, take your phone-call and provide an opportunity. The common thread across all of Pinnacle’s big breaks is there was a supportive CPO mentoring them through the process.  

4. Sponsor wherever possible: Vaca has a very clear definition of sponsorship: “Sponsorship means someone being willing to put their personal brand on you – your success is their success.” How do you attract sponsors? “Be crazy good at what you do, and you’ll become a magnet for people who want to sponsor you. They won’t sponsor you if you’re not bringing your best every day.”

5. Get engaged in the ecosystem: For procurement, this means getting out of your comfort zone and getting engaged with organisations like ISM, or ramping up your online presence to build your network. For Vaca, engagement means philanthropy and providing inspiration and information to people who may want to follow in her footsteps. For this reason, she launched ninavaca.com, immersed herself in promoting STEM education, and takes every opportunity to give back to the community. “We host groups of students all the time at Pinnacle headquarters, and we are the industry partner for Thomas Jefferson Collegiate Academy – an early college high school preparing students to work in STEM fields upon graduation. If you want to do global things, start locally.”

Nina Vaca is Chairman & CEO of Pinnacle Group, and Presidential Ambassador for Global Entrepreneurship.

Best of the Blog – 3 Ways To Build A Match Fit Procurement Team

You never know what’s on the horizon, so you need to be prepared for anything. For procurement that means staying agile and always being match fit.

Everyone loves a good throwback article, which is why we’re hopping in our time machine to bring you back some of the biggest and best Procurious blogs. If you missed any of the golden oldies, look no further!

This week, we’re revisiting an article about procurement agility in the digital age, featuring advice from Chris Sawchuk, Principal and Global Procurement Advisory Practice Leader at The Hackett Group.  

Given the pace of change in the external environment, being agile means constantly changing, never standing still. It’s not about putting out fires, it’s about ensuring that fires never start in the first place.

For procurement, this means creating and maintaining agile teams, and staying match fit for what comes next. Staying ahead of the curve, be it change, risk or technology, is critical for the future of the profession.

Procurious has spoken to Chris Sawchuk, Principal and Global Procurement Advisory Practice Leader at The Hackett Group on a number of occasions about why procurement needs to put agility at the centre of all its activities.

This year, Chris took the conversation one step further, discussing ways to enable agility through digital transformation and creating an agile team. However, to do this procurement needs to ensure it’s thinking ahead, not just looking at the problems it needs to solve now.

Chris outlines three top tips below on how procurement can be prepared to handle any future issues.

  1. Be Match Fit

As we’ve said above, the key to being agile is ensuring flexibility. A quick way to lose agility is to create a rigid environment that doesn’t allow trying new things.

Define what procurement can and can’t control, and what activities it can drive. Make sure that your procurement team is aligned to the corporate strategies and objectives. It’s a good way of making sure that new ideas will be fully considered as part of the overall organisational strategy.

For example, if Procurement decides they want a diversity programme and the CEO isn’t behind it, it will never reach its full potential. The same goes for technology. If the CEO isn’t invested, the project will never get off the ground.

But even if your company isn’t focused on technology yet, you can be sure it will be in the future. It might be six months, or it might be five years, but it’s better not to be forced kicking and screaming into this new era.

Procurement needs to be ready to go when the business is. You don’t want to be asking for six more months of planning if your CEO wants a transition now. Be ready – have a list prepared of the top three initiatives for technologies, and how they will be implemented. That way you won’t be caught short.

  1. Educate Yourself

If you want to be prepared, you need to be in the know. Don’t be scared of new technology and bury your head in the sand – be aware of what’s out there. Have a list of the most relevant and best technology and know what it can do for you.

Part of that awareness is also preparing for new technology. Procurement teams need to know what’s happening in the market place, and how it impacts them. You don’t need to know everything, but you at least need to be cognizant of it.

That way, procurement can look at the big issues in organisations through the lens of how technology can help. Is there a technology out there that could help with this issue?

If global collaboration is a major issue, there are social platforms that could help connect all your teams to each other, and even their suppliers.

Maybe there’s a technology that could augment (not just automate) a procurement activity that you are performing today. You might finally have access to all kinds of data, but it’s about knowing what you can do with it to extract competitively differentiating insights.

  1. Create Agile Teams

If you aren’t agile then you can’t prepare for any of this. In fact, it’s unlikely you’re even in a position to be ready to start preparing.

To create agile teams you need to have the basics in place, get ahead of these issues, and aim to be predictive. If you knew what was going to happen (sadly crystal balls are in short supply), you would have the ultimate level of agility, and be able to get ahead of any issues.

However, it’s critical that procurement retains the ability to deliver against organisational objectives at the same time. There’s no use being agile if it means that procurement fails to deliver on the basic requirements.

If you can’t get the basics done, then there’s no point in even trying the ‘fancy’ stuff.

Reimagining What We’re Trying to Achieve 

The main problem at the moment is that we can’t even imagine what is going to be possible in the future. The pace of change is so fast that technologies are adapting and evolving in a matter of months, rather than taking years as it did in the past.

It is critical that procurement becomes more adaptable, and ensures that professionals are as informed as possible. Until you have this understanding of technology, you’re losing out. It’s not about the problems you want to solve, it’s also about the problems you’ve not even thought about yet.

The future is an ‘Unknown Unknown’, but with a match fit, agile procurement team, at least you’ll be prepared for what comes next.

Who to follow on Twitter at #ISM2017

Heading to ISM2017? Digital-savvy delegates know that alongside the audible buzz of conversation heard at the event, there’s another rich dialogue taking place – on social media.

With an estimated 2,500 supply chain and procurement professionals en-route to ISM2017, there’s a lot to look forward to. From 21st to 24th May, delegates will share knowledge, learn and network with peers and industry leaders at the stunning  Disney Coronado Springs Resort in Orlando, Florida.

A stellar line up of speakers includes keynotes from former UK Prime Minster, David Cameron, Former Chairman of the Joint Chiefs of Staff, General Colin L. Powell and owner of Difference Makers Consulting, Annette Gregg.

But, before you print your tickets and hop on that plane, take a few moments to ensure you’re social-media ready. If you’re not keeping up with what’s happening online, you could be missing out on key information or opportunities!

First up, Procurious has an ISM group, which will keep you updated on all things ISM, including related articles and updates from the event itself.

Twitter has already seen a buzz of activity around the official event hashtag, #ISM2017. If you’d like to keep up to date with all of the online chatter but are struggling to know where to begin, this handy guide will get you off to a flying start.

And remember, even if you’re unable to attend the event in person, these social media channels are a fantastically convenient way for you to engage with and learn from some of the event’s key discussions.

Here are our top recommendations of people to follow on Twitter for ISM2017:

  1. Institute of Supply Management

    Let’s start with the obvious. There’s a number of key ISM Twitter accounts to follow via:

ISM’s official account: @ISM 

ISM’S official magazine account: @ISM_Magazine  (And a small heads up – The May issue of the magazine will be in your conference tote bag) 

ISM’s Chief Content and Engagement Officer, M.L. Peck: @MaryLuePeck She’s the brains behind a lot of the ISM initiatives you’ll see launched during the conference. She’s also a very strong advocate for women in procurement. 

2. Procurious

You can bet that our representatives from team Procurious will be out in full force throughout the conference.

Procurious Founder and CEO Tania Seary will be delivering her top tips on how to Network Your Way To The Top on Tuesday May 23rd, 3.45pm. And Hugo Britt, Procurious’ Content Director will be blogging and tweeting from some of the top sessions so both those in attendance and the wider procurement community can stay  informed.

When we’re not blogging, you’ll be able to find us in the exhibit hall at booth 439; we’d love for you to come and meet us!

Follow us on Twitter via: 

Procurious’ official account: @Procurious_

Tania Seary: @TaniaSeary

Hugo Britt: @HugoBritt81

3. Spend Matters

Spend Matters will be releasing the ‘50 Providers to Watch’ and ‘50 Providers to Know’ lists for 2017 at ISM2017. Besides highlighting some of the best in class procurement providers, they will also place a spotlight on relative (and promising) newcomers in the space.

Follow Spend Matters via @spendmatters 

4.  MFG Talk Radio

Instantly recognisable in their bright yellow jackets, the team at Manufacturing Talk Radio are the voice of manufacturing globally. Their live radio show broadcasts online to listeners all over the world in all manufacturing industries.

They’ll be conducting interviews with some of the best and brightest minds in procurement and supply chain to hear their thoughts on the current state of affairs and where the industry is going to go from here.

Follow MFG Talk Radio via @MFGTalkRadio

5. Lara Nichols,  SVP Head of Procurement NFP

Lara is Chair of the ISM2017 Conference Leadership Committee and co-leads the Bottom Line Learning Track.

Lara will be presenting a session at ISM2017 entitled Are Your Contracts Doing Their Job? where she  will be joined by Tim Robb, EVP General Counsel, NFP.

Last week Procurious caught up with Lara who gave some excellent advice on how to get the most out of ISM2017, revealed what she’s most looking forward to and explained how to not Bore the Board!

Follow her via: @LaraNichols 

6. Brendan O’Connell, Director Design, SEO & Social, ThomasNet

Brendan will be at Booth 526 with the ThomasNet team supplying Supplier Risk and Evaluation Reports. He’s very active on Twitter and sure to keep you up to date on everything that’s happening in the exhibit hall!

Follow Brendan via: @BrendanOConnel

 7. Daniel Perry, Senior Account Executive, EcoVadis

Daniel will be representing Ecovadis in a panel discussion on Sunday 21st May, titled Do you Have a 360 Degree View of your Suppliers?  In his own words, Daniel wants to “save the world by improving the sustainability of global supply-chains”.

Follow Daniel via @DanielRossPerry