Tag Archives: webinar

Don’t Go Chasing Procurement Unicorns

Trying to build a team of procurement unicorns? You might just want to re-think your strategy…

What makes a procurement unicorn?

They’ve got the grades, the qualifications and years of relevant experience. They tick off every core procurement skill in the book and they’ve worked for some big-name companies.

In short; on paper, they’re perfect.

If you’re self-proclaimed unicorn hunter, you’re probably hoping to fill your entire procurement team with a herd of these mythical creatures. Because you think that’s what’s best for your business…

And that’s where you’d be very wrong. Because in today’s world, Unicorn = Uniform!

With this narrow outlook on your recruitment processes, you run the risk of missing out on extraordinary talents.

It’s impossible to know the unique skills, experience and perspective that a potential hire can bring to your team if you don’t open your mind to their many differences and diversities.

In our upcoming webinar Don’t Go Chasing Unicorns we’ll be celebrating individuality. Join us on 18th July as we explore how organisations can better accommodate people  who are differently abled; whether it’s those with physical disabilities or people who are neuro-diverse.

We’ll be discussing:

  • The importance and benefits of recruiting and retaining differently-abled people to your teams
  • Why it is such terrible idea to set your sights on procurement unicorns!
  • How  procurement pros can help to build truly diverse teams and foster a workplace environment that is inclusive to everyone?
  • How are some of the biggest organisations making the workplace inclusive and accessible for everyone?

Who is speaking on the webinar?

Tania Seary, Founder – Procurious

A true procurement entrepreneur, Tania is the Founding Chairman of Procurious, The Faculty and The Source. Throughout her career, Tania has been wholly committed to raising the profile of the procurement profession and connecting its leaders.

After finishing her MBA at Pennsylvania State University, Tania became one of Alcoa’s first global commodity managers.

In 2016, Tania was recognised by IBM as a #NewWaytoEngage Futurist and named “Influencer of the Year” by Supply Chain Dive. She hosts regular procurement webinars, and presents at high-profile events around the world.

Darren Swift

In 1991 Swifty was injured by a terrorist attack that resulted in him loosing both his legs above the knee. During his extensive rehab he made a decision to not let his injury affect his life or career going forward.

Since then Swifty has gone on to achieve a huge amount including becoming the first ever double above knee amputee solo skydiver and snowboarder. Swifty’s unique and inspiring story demonstrates the need for employers to be open minded when hiring as without this outlook they could miss out on an extraordinary talent!

Timo Worrall, Senior Category Manager, Facilities Management – Johnson & Johnson

Timo is responsible for the procurement of Facility Services across J&J’s global portfolio, including leading recent initiatives in EMEA and APAC. He is a key part of the team that has implemented the ‘Social Impact through Procurement’ initiative through the J&J business in the UK, including driving the introduction of Social Enterprises into the facilities supply base. It is this work with social enterprises that will help J&J reach its target of a £15 million of social value spend by 2020.

Timo’s work includes contracting a 3 per cent social value target into two regional FM contracts, that will deliver £3 Million of social value across Europe and Asia. Timo believes passionately about the impact that big business can have on impacting the lives of those disadvantaged in our society. He lives in Woking, Surrey, with his wife and two children.

Julie Gerdeman, General Manager, SAP Ariba

Julie Gerdeman is GM Payments & Financing at SAP Ariba. In this role, she is responsible for all aspects of the company’s strategy and execution to transform global B2B payments.Prior to this role, Ms. Gerdeman led the SAP Ariba Digital Transformation Organisation. This team of 100+ advisors lead SAP Ariba’s delivery of customer value: from identification, to enablement through realisation.

Before joining SAP Ariba, she held various leadership positions in sales, customer success and marketing at J.P. Morgan Chase and American Express.Ms. Gerdeman holds a B.A. from Dartmouth College and lives with her family in the Lehigh Valley, Pennsylvania. She is a member of the board of directors for Apparent Financing, an SAP.io funded start-up that leverages data from the Ariba Network to facilitate financing to small business suppliers. Ms. Gerdeman is also the global executive sponsor for Diversity & Inclusion at SAP Ariba and speaks and blogs frequently on this topic.

How do I register for the webinar?

Registering for Don’t Go Chasing Unicorns couldn’t be easier (and, of course, it’s FREE!)

Click here to enter your details and confirm your attendance. We’ll send you a email with a link to the webinar platform in the run up to the event.

I’m already a member of Procurious, do I still need to register?

Yes! If you are already a member of Procurious you must still enroll to access the webinar. We’ll send you a email with a link to the webinar platform in the run up to the event.

When is it taking place?

The webinar will take place at 10am EDT/ 3pm BST on 18th July 2018

Help! I can’t make it to the live-stream

No problem! If you can’t make the live-stream you can catch up whenever it suits you. We’ll be making it available on Procurious soon after the event (and will be sure to send you a link) so you can listen at your leisure!

Can I ask a question?

If you’d like to ask one of our speakers a question please submit it via the Discussion Board on Procurious and we’ll do our very best to ensure it gets answered for you.

Our webinar,  Don’t Go Chasing Unicorns, takes place at 10am EDT/ 3pm BST on 18th July 2018. Register your attendance for FREE here. 

How to Prepare Your Organisation for the Cognitive Revolution

Everyone procurement team is talking about AI, cognitive technology and machine learning. But for these technologies to work at their best, your business needs to be prepared… 

There is a lot of talk these days about Artificial Intelligence, Cognitive Sourcing, Machine Learning, and data-driven procurement.

Almost every major procurement organisation in the world talks about how their organisation uses these tools to make decisions.

The direction of procurement is almost certainly towards data-driven decision-making.  This is a reality we all need to embrace.

I certainly subscribe to the notion that the best procurement decisions come from fact-based data-driven strategies and I firmly believe that over time, cognitive tools and technologies will become better and more effective than they are Today.

The truth is that we are not there yet.

As someone who’s industry is in the cross-hairs of cognitive technologies, I have been exposed to more than a few examples of how this technology works.

The category knowledge that these tools will draw from to generate their insights currently resides with guys and gals like me.  As such, we (the subject matter experts and category leaders) of the procurement space hold a special and specific set of keys that unlock these technologies.  It is with that focus that I would like to proceed.

In order for these technologies to work best there are certain fundamental elements that must be right in order for the tool to generate the best insights.

Good Data

Well organised and structured data is an essential foundation for cognitive technologies.

When it comes to any form of data analytics, the old adage “garbage in, garbage out” still holds .  Unfortunately, the vast majority of organisations simply have poor data.

Before you can point any cognitive tools at your data set, the data needs to be scrubbed and normalised.  This is still done manually by a team of people.  I’m sure one day this will be 100 per cent automated and perhaps technology will find a way to avoid these errors in the first place.  The fact is that whenever we receive data Today, it is highly flawed and requires weeks of work to make it usable.

Here is a good primer on data collections.

Be sure you allow sufficient time for your data to be cleansed before you deploy your cognitive tools.

Define your Benchmarks

The greatest value that AI and cognitive will bring is being able to benchmark your organisation in ways never before possible.

In a recent article I wrote on how to use bench-marking to develop cost estimates, but cost estimating is not the extent of how you can use bench-marking with AI.

Consider the value of bench-marking your organization against a competitor’s current performance.  Cognitive tools allow you to bring in publicly available information in real time.

Imagine that you are an electronics manufacturer and your closest rival releases their financial report.  Cognitive tools can seek out these reports and extract data from them to benchmark against your performance.  You can also combine cognitive tools with web crawlers that seek out competitor’s pricing information.  Without cognitive tools, this kind of information would require weeks or months of manually collecting data.  Cognitive tools allow this kind of analysis to be done instantly.

To take advantage of AI, take time to consider all the different ways you can measure your performance and see if you can come up with a few you never thought possible before.

Market Indices

All goods and services are affected by market forces. Staying on top of market indices is important for making strategy decisions.

An effective cognitive data strategy uses data from market indices.  Market Indices will enrich your own data and allow you to forecast into the future.  Adding this level of depth to your cognitive platform will reveal the actionable insights that cognitive data promises.

The Bureau of Labor Statistics is great resource for all kinds of indices.  If you are in construction, there are a number of private organizations that publish various indices to help forecast the future.  Look at the AIA, Dodge, and AGCjust to name a few.

Add market indices to your data set to enrich your analytics and strategise with forecasting.

Category Expertise

Cognitive technologies offer beautiful data outputs rich in data and content, on their own these outputs are just eye-candy.  The interpretation of that data and content must be made by skilled experienced subject matter experts.

Eventually we may get to the point where computers can read the data and a clear strategy will be automatically spit-out for anyone to act on.  Even then, how you act on the data will require some expertise.  Until such time, you must have your cognitive data interpreted by a human with category expertise.

It’s too easy for data to be misinterpreted and for an organisation to run-off in the wrong direction.  Even the most advanced Artificial Intelligence we have Today is unable to interpret the various human factors that go into strategy making and for that reason, Subject Matter Experts (SME’s) are still required.

Be sure you know that the person who will receive and interpret your data has the skills needed to execute a sound strategy.  After all the time and energy you invest in cognitive tools, you need to be sure your direction is sound.

Closing

The future of AI and cognitive is bright.  We are heading in a great new direction where information will rule.  Today there are a few trail-blazers paving the way for us all.  Those using these new technologies Today are sure to be better prepared Tomorrow as they find new and creative ways of using data to guide their business decisions.


This article was originally published on Luis Gile’s website. Check out more of his content here. 

Sign up for next week’s webinar: Clean Up Your Act! Category Management AI-Style. 

Can Category Management Clean Up Its Act, AI- Style?!

In a post-AI world, the cards are up in the air and everything is up for grabs. Can category management help the procurement profession to scrub-up and embrace these changes?

Our webinar,  Clean Up Your Act! Category Management AI-Style is available on Procurious now. Listen here

How are large corporations managing and recruiting their workforce in the age of the gig economy?

Can cognitive tech help marketers connect the dots and better understand their customers?

Will we require architects in the future to design our buildings, or can we ask bots do that for us instead?

AI and cognitive technology will impact all corners of the business whether it’s construction, labour or marketing. For procurement’s category managers, technological advancement provides the chance to reinvigorate the profession and develop innovative ways of working.

But there is also a legitimate fear of the major disruption AI brings. Which services and industries will we lose entirely? How many roles will be made redundant?

The cards are up in the air and procurement prosperity is there for the taking. Can category managers help the profession to scrub up and seize this opportunity?

This month, we’ve enlisted the help of three category management experts to advise you on how to clean up your act and get the most out of AI!

Last month we hosted a webinar – Clean Up Your Act! Category Management AI-Style – in partnership with IBM.

With a focus on construction, labour and marketing, we discussed:

  • What common problems have category managers faced in old-world procurement, pre-AI?
  • How is AI impacting these categories; what sort of disruption can procurement professionals expect?
  • How can AI help procurement professionals in construction design, build and maintain their projects?
  • How can AI assist procurement professionals working in labour to attract, recruit and retain talent?
  • How can AI help procurement professionals working in marketing to strategise, create and manage optimal marketing campaigns?

Who is speaking on the webinar?

  • Tania Seary, Founder – Procurious
  • Luis Dario Gile, Global Category Leader (Design Construction and Real Estate) – IBM

Help! I can’t make it to the live-stream

No problem! If you can’t make the live-stream you can catch up whenever it suits you. We’ll be making it available on Procurious soon after the event (and will be sure to send you a link) so you can listen at your leisure!

Can I ask a question?

If you’d like to ask one of our speakers a question please submit it via the Discussion Board on Procurious and we’ll do our very best to ensure it gets answered for you.

Our webinar,  Clean Up Your Act! Category Management AI-Style is available on Procurious now. Listen here

Let’s Get Internet of Things (IoT) Ready for Procurement!

What can the the Internet of Things (IoT) do for you and your procurement team? 

IoT is a big buzzword these days. From industry experts to academia to specialised thought leaders, everyone is talking about how IoT as a technology has the potential to disrupt not only the day-to-day workings of our companies, but also the lives of the individual.

Panchenko Vladimir/Shutterstock.com

The Internet of Things: A History

Let’s go back a bit and see how it all began. In 1999, Kevin Ashton, a British technology pioneer and cofounder of the Auto-ID Center at MIT, proposed the Internet of Things (IoT). It refers to gadgets and applications with built-in wireless connectivity that can harness great amounts of data from their surroundings and help monitor, control and organise things better. From home appliances to fitness gadgets to technology helping industries automate their processes, IoT can do it all!

And two decades later, IoT is the live wire. Smart homes, smart gadgets and smart cars- IoT has already given us a glimpse how is future going to be. But what does it hold for procurement?

Procurement and the Internet of Things

For Procurement particularly, IoT works as an enabler, empowering companies to gain visibility into their spend analysis and keep a vigilant eye on their consumers consumption pattern. The supply chain data generated is monitored continuously and analysed for behavioral sets to make better-informed decisions. Having a proactive overview helps companies to estimate the demand and supply statistics, as they are aware of the needs and usage pattern of their consumers. This empowers them to negotiate with supplier side in a more streamlined manner as they know in advance what material and what quality and quantity is required. All these factors combined contributes to cost savings and brings value for the procurement function.

Another area where Procurement can benefit significantly is in the tracking and monitoring of the movement of goods within supply chains. Deploying the right set of sensors, which are tracked remotely with an IoT-enabled device can identify equipment faults, stoppages and leakages in real time allowing service and maintenance teams to respond to issues more promptly and accurately. This also ensures diagnostic data is obtained in order to d

eploy the right set of technicians.

These factors directly impact the maintenance costs incurred by a company, contributing positively to the overall cost savings.

There is more that IoT can bring to the table for Procurement function. But to realise the utmost advantages, companies must ensure that they are investing in the right kind of technology, processes and people. They need to invest in setting up the infrastructure that will unleash the possibilities IoT has to offer. In short they need to be ‘IoT ready’.

If you are curious to learn more about how IoT will impact procurement, do join our upcoming webinar where our expert group of panelists will examine the practical impact of IoT on how our supply chains will work and what you will need to do to become IoT ready.

Webinar Speakers

  • Jon Hansen – Editor and Lead writer at Procurement Insights
  • Robert Handfield – Executive Director of the Supply Chain Resource Cooperative
  • Mark Hubbard – Managing Director at Smart Brown Dog Ltd

Webinar on ‘Getting Internet of Things (IoT) Ready for Procurement’ is on January 18, 2018 | Thursday. Register here for free to reserve your seat.

Could You Do A TED Talk On Your Category?

Great category management is like a killer TED Talk – it’s strategic, it’s well researched and it’s delivered with true passion.  Have you got what it takes?

Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset takes, takes place at 1pm GMT on 29th November 2017. Register your attendance for FREE here.   

There are over 2,500  TED talks available online, each dubbed with the organisation’s tagline “ideas worth spreading” or “talks to stir your curiosity”.

But, what makes these bitesize videos so universally appealing? What common traits do the talks share that piques the curiosity of the general public and guarantees thousands upon thousands of views?

We’ve delved in to the intricacies of a winning TED talk and, it turns out, some of the key qualities of a killer TED talk can also be applied to category management.

Christopher Eyerman, Senior Director, Denali – A WNS Company explains, “Category management is not just a process, it’s not just a set of tools. It takes on-going focus and the development of key skill-sets, just like any function or discipline within an organisation, in order to be the best that you can be.”

So, what are the things category managers need to do well as per the TED talk rulebook?

Keep It Snappy And Strategic

TED talks never, ever exceed 18 minutes of content, no matter what the subject matter, level of complexity, importance or fame of the person delivering the talk. By insisting speakers cut content from a talk they might normally deliver, TED guarantees audiences a level of discipline, focus and a clear thought process behind the key point delivered. The process encourages presenters to take a strategic approach.

Christophe Ysebaert, Partner, Transitive Management, explains, “Procurement organisations need to switch from being 20 per cent strategic to 80 per cent strategic. A key skill set for your team of category managers is to have a strategic mindset.”

Much like producing a TED talk on a complex subject, “To build strategy, you have to work from a huge amount of data,” Christophe continues. “You’re going to gather data from the market, your internal stakeholders, spend data etc. At some point, you need to analyse that data and come up with something that makes sense in terms of strategy.”

Tell Your Story

It goes without saying that communication and story-telling are key elements of any TED talk. Presenting key messages, an argument or a lecture in an accessible and insightful way to a diverse audience widens the appeal of topics that might have previously been alienating.

Christophe explains,  “When you do category management, you talk to internal customers, business people etc. and you have to be able to sell your case and your strategy.

“At my company, we’ve put together a package of information about how to tell a good story because that’s something you need to do all the time in this profession. ”

Category managers must be able to present their case to a wide range of stakeholders.

Find Your Passion

It’s rare to watch a TED talk and not get a sense of the speaker’s passion for their subject. They are the experts in their chosen topic, its greatest advocates and their extensive knowledge on the subject reflects this.

Chris explains why passion and curiosity are at the heart of category management, “Getting very deep with your category, getting deep with the data, deeply understanding the external market place, and having that sense of true curiosity [is important]. The best category managers never seem satisfied, they never think they know everything they need to know, they’re always pushing and trying to find additional information and additional ways to better understand their categories.”

Ask yourself, Chris says,  “Could you as a category manager give the TED talk on your category?”

Know Your Audience

When dealing with internal or external stakeholders in category management, you need to know what makes them tick or how to engage them, what you want to achieve from talking to them and what are you selling them!

“This doesn’t mean – ‘I know Joe we play basketball together!’ ” says Chris. “It’s about really understanding them. From their business, their needs, co-aligning with them in terms of their objectives and yours, developing a strategy, and sharing your vision with them.”

Just like in a TED talk, category managers need to leverage their sales skills.

Chris concludes “Selling your vision, building a strong business case and being able to influence stakeholders and align stakeholders to a strategy” are crucial to make it as a great category manager.

Want to hear more on this topic from Christopher Eyerman and Christophe Ysebaert? Tune in to today’s webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset at 1pm GMT. Register your attendance for FREE here. 

Three Imperatives Of Every Successful Category Manager

Every leadership role in every business comes with its own set of imperatives, a set of tasks that must be focussed on to guarantee success. But what imperative should a great category manager follow?

This article was written by  Lynn Rideout – Director Procurement Services, Denali – A WNS Company.

Entrepreneur and venture capitalist Fred Wilson once described the three tasks that every CEO should focus on, whilst all other tasks should be delegated to their team.

These three things, the CEO imperatives, must include:

  • Setting the overall vision and strategy of the company and communicating it to all stakeholders
  • Recruiting, hiring and retaining the very best talent for the company
  • Ensuring there is always enough cash in the bank

If your CEO can’t excel at all three, the chances are you’ve got some fairly big problems within your organisation.

What if we were to take the concept of the three imperatives, and apply it to category management?

What should you do well to be successful?

What are your imperatives?

And, furthermore, how do you take the basic understanding of category management and enable it across your organisation?

At Denali, we believe the greatest category managers follow these three imperatives.

1. Know Your Stakeholders

First and foremost, successful category managers understand the importance of stakeholder alignment and building positive relationships. Follow these tips to enhance your stakeholder relationships through your category plan:

  • Be with your stakeholders – Spend time (both real and mental) with them every day
  • Intimately know their business objectives – use a consistent framework to correctly identify true requirements, the key enablers, and barriers to those objectives; where value is created?
  • Establish true alignment – establish shared goals and earn trusted advisor relationship
  • Sell YOUR vision – “if not now, then when?”, be aligned and integrated with stakeholders
  • Bring new opportunities to the table vs. react to requests or issues
  • Plant seeds with stakeholders – start one project at a time; build reputation and trust

Remember, to effectively persuade and engage your stakeholders, you must tailor the content for each discussion. Tell your story and help build the business case. Building successful relationships is an evolution. Your stakeholder relationships will grow with time – and so will your credibility with stakeholders!

2. Understand Your Categories

Understanding the internal and external dynamics of your categories drives idea generation and stakeholder engagement. Follow these tips to better understand your categories:

  • Get dirty with the data – become intimate with your category details, but get to true insights – the “so what’s”
  • Be curious – ask why, seek innovation, and develop new strategies
  • Be intentional regardless of the depth and category maturity
  • Be “in the market” – study market drivers/trends, talk to suppliers, participate in market events, read broadly
  • Network with category peers in other industries/organisations
  • Understand your suppliers – capabilities, performance, why you use them, and leverage them

Establish a plan to refresh and maintain category knowledge as part of building your story. Knowledge will grow with time, but it should not delay execution.

3. Deliver Results

Now that you know your stakeholders and understand your categories – it’s time to execute. Use this newfound alignment and knowledge to drive deliberate consideration of a prioritised portfolio rather than executing on strategic sourcing project at a time. After all, category management is MUCH more than simply executing sourcing projects.

  • Take a portfolio approach – Know your targets and have a plan to get there, get many projects teed up, and leverage available resources
  • Eliminate extraneous work – Get comfortable with not doing it all
  •  Press sourcing strategies for greater value (go to auction, demand management, standardisation, supplier innovation, etc.)
  • But don’t let the perfect be the enemy of the good – you must start somewhere
  • Leverage all available resources to reach your objectives
  • Sustain the value by managing supplier relationships and performance

The best way to deliver results is to have a sense of urgency with a bias toward execution.

To learn more about how to a successful category manager and enable a true category management plan, register for our upcoming webinar.

Our webinar, Breaking the Groundhog Day Mentality: Enabling a TRUE Category Management Mind, takes place at 1pm GMT / 8 am EST on 29th November 2017. Register your attendance for FREE here.

Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset

Does your category management journey ever remind you of the movie Groundhog Day?  Our latest webinar will advise you on how to break that repetitive cycle!Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset takes, takes place at 1pm GMT on 29th November 2017. Register your attendence for FREE here. 

The life of a procurement professional can easily descend into a vicious cycle. You’re asked to do more and more, in order to drive bottom line results for the business, but you’re without the time to approach these challenges innovatively.

It’s often something straight out of the movie “Groundhog Day,” where procurement is given bigger and bigger targets, and has to scramble to execute on more projects, touch more spend, react to more stakeholders and more issues, and then simply do it all over again….and again!

The problem is, if our category managers can’t find a way to break the reactive cycle and start taking different approaches, they can’t add value and deliver the best results.

Successful organisations have embraced the request to do more, and have turned it into an opportunity for the function; to increase the strategic role of procurement and make it a destination role within the business.

How do successful organisations navigate this journey? What are the keys to success? And what is imperative for individuals and organisations to do when on this journey to ensure they become closer than ever before to the business?

What content can I expect from the webinar?

We’ll be discussing:

  • What does it mean to have a category management mindset?
  • What key competencies or skills should category managers be developing?
  • How will category management needs continue to evolve over time?
  • How can procurement leaders change the game for category management?
  • What mistakes are category managers repeatedly making?

Who are the guest speakers?

Tania Seary – Founder, Procurious

A true procurement entrepreneur, Tania is the Founding Chairman of Procurious, The Faculty and The Source. Throughout her career, Tania has been wholly committed to raising the profile of the procurement profession and connecting its leaders.

After finishing her MBA at Pennsylvania State University, Tania became one of Alcoa’s first global commodity managers.

In 2016, Tania was recognised by IBM as a #NewWaytoEngage Futurist and named “Influencer of the Year” by Supply Chain Dive. She hosts regular procurement webinars, and presents at high-profile events around the world.

Christophe Ysebaert – Partner, Transitive Management

Christophe Ysebaert is a Partner with Transitive Management with expertise in purchasing strategies, strategic sourcing and project management. He is also a Part Time Teacher at Skema Business School in Lille (France) teaching category management and strategic sourcing.

Prior to joining Transitive Management, Christophe worked during close to 30 years for Dow Corning as a global manager in Supply Chain and Purchasing jobs. He served roles in Global Planning and more recently in Purchasing as part of the Procurement Leadership Team responsible for strategic sourcing and for a global augmentation program with a third party provider. He has also managed a global portfolio of commodities as well as led the European Direct Procurement Group.

Christophe holds a Master of Science in Business Engineering from Mons University and a Post-Baccalaureate Certificate in Logistics and Supply Chain Management from Penn State University.

Alpar Kamber,  Executive Vice President, Denali – A WNS Company 

Alpar Kamber is Executive Vice President at WNS and the BU Leader for Procurement Services. He was the Founder and CEO of Denali Sourcing Services, a next-generation procurement services provider that enables procurement organizations to influence more spend and execute more effectively and efficiently.

In January 2017, WNS, a global business process management leader, acquired Denali Sourcing Services. Prior to joining Denali, Alpar held management positions at Ariba, FreeMarkets, Diamond Technology Partners and E&Y. Alpar leads WNS clients in building scalable sourcing programs and operationalizing their procurement function that drive consistency, repeatable outcomes, and bottom-line value across the organization.

Alpar’s expertise is in procurement value chain, organizational design, change management and global program execution. Alpar holds an MBA degree from Tepper Business School of Carnegie Mellon University. Alpar Kamber was named a 2011 Pros to Know by Supply & Demand Chain Executive. Read more about Alpar Kamber in the HfS Research interview, Meet the sultan of strategic sourcing.

Christopher Eyerman, Senior Director,  Denali – A WNS Company 

Chris Eyerman is the Senior Director for WNS-Denali. Chris leads WNS-Denali’s Solutions and Capabilities group to design, deliver and continuously improve procurement programs that provide real, lasting value and creates permanent change in how our customers conduct procurement business.

He is a senior supply chain and program management executive with more than 30 years of technical and business experience, including 18 years of leading category management, source-to-contract, procure-to-pay and supply chain transformation programs. Prior to joining WNS-Denali, he served roles in program management, business development, product management and operations at FreeMarkets, Ariba and Exostar.

Chris holds a BS degree in Mechanical Engineering from Penn State, an MS degree in Aeronautics and Astronautics from MIT, and an MBA degree from Carnegie Mellon University.

How do I register for the webinar?

Registering for our webinar couldn’t be easier (and, of course, it’s FREE!)

Click here to enter your details and confirm your attendance. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

I’m already a member of Procurious, do I still need to register?

Yes! If you are already a member of Procurious you must still register to access the webinar via this platform. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

When is it taking place?

The webinar will take place at 1pm GMT on 29th November 2017.

Help! I can’t make it to the live-stream

No problem! If you can’t make the live-stream you can catch up whenever it suits you. We’ll be making it available on Procurious soon after the event (and will be sure to send you a link) so you can listen at your leisure!

Can I ask a question?

If you’re listening live, our speakers would love to hear your questions and we’d love for you to pick their brains . Questions can be submitted throughout the live stream via the webinar platform, or via @Procurious_ on Twitter.

If you think of a brilliant question after the event, feel free to submit your question via the Discussion Board on Procurious and we’ll do our very best to ensure it gets answered for you.

Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset, takes place at 1pm GMT on 29th November 2017. Register your attendence for FREE here. 

Why Procurement Should Give Cognitive Tech A Warm Embrace

When you pushback on the advances of cognitive technology, you’re buying yourself, and procurement, minimial time. Working side by side in a warm embrace is the way to do it! 

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place TODAY at 1pm BST on 24th October 2017. Register your attendence for FREE here.  

There’s no question that procurement teams needs to prepare for their own cognitive journeys, to consider what their company’s digital transformation will look like, and then think about how to prepare, or even influence it.

But in doing so, are they also mapping out a talent journey?

The 2017 Deloitte CPO survey interestingly revealed that whilst the vast majority of procurement leaders see the need to train and develop their people, only 31 per cent were planning to focus on training in digital skills in the coming year.

John Viner Smith, Principal, Mercer and speaker on today’s webinar has some thoughts on why this is the case, “I think part of the reason is that there’s no consensus at present as to what the skills people need to acquire are to be ready for this [cogntive] world.  It’s just not clear for the leaders concerned yet.”

Last week we outlined the key soft skills procurement professionals should be developing to prepare for the cognitive age.  But what about the attitude on the ground? Procurement professionals are still wary of the impact cognitive technology will have on the function, which results in a level of pushback and reluctance to accept the changes that are coming.

The warm embrace of cognitive technology

“It may be reasonable to look at the state of technologies today and think ‘No worries, I can’t see anything out there that could do my job’, but that’s not the risk.” John explains. ” The risk is that these technologies, coupled with other disruptors, could make your job obsolete and truly redundant. Imagine being a farrier at the very beginning of the 20th century; if you were thinking ‘Thank goodness they haven’t invented a machine that can shoe horses better than me’, you were kind of missing the point.”

So what is Justin McBryan, Learning & Development, Strategy, Communications Manager- IBM ,seeing in terms of pushback within his organisation?

“I don’t know if I would characterise it as a pushback so to speak.

“We see it as a warm embrace across the organisation but a wary embrace as well. As we digitise the organisation and continue to march forward into the cognitive era, certainly the technologies on the horizon are noticed and seen [by our employees.]

“But I say a warm embrace because a lot of the technologies we are building, have built and continue to build need the procurement skills and institutional knowledge that we’ve built over the years including all of our great people. In terms of where we are today and as we’ve been rolling out Watson Supply Chain etc. we see it as more of an embrace.”

Cognitive tech is “not necessarily a replacement of the person, it’s someone sitting next to you and helping you.”

The environment that Justin describes is one of collobaration, with seasoned procurement pros looking to help machines learn and work alongside them. But that doesn’t mean they aren’t doing so with the wary eye of “what’s next?”

But as Justin points out, as procurement teams embrace and integrate these cognitive technologies, they can also be asking themselves “What can I do to begin to point my skill development in the right direction?”

Exploiting the advantages of cognitive technology

There’s a lot of scare mongering out in the field that says that if you’re not a data scientist, you don’t have a future in Procurement.

But we’re reassured by the fact that IBM is working hard on developing its employees’ soft skills and is a strong advocate for how cognitive tech will allow professionals to better perform their roles not seek to replace them.

When it comes down to data scientists versus soft skills experts, Justin believes they’re sequential from each other and likens it to climbing up two different kinds of hills, “We want the majority of our organisation to build up on their soft skills. We’re happy if everyone builds up their analytics skills. We certainly need a solid group up at the top who can drive the innovation and integration of the cognitive tools.

“We need our best and brightest from a data scientist perspective but not all of us need to be there.”

“If we continue down the cognitive path we’re going to have a lot of tools to add to the procurement portfolio. The digitisation of our organisations  free up time for our employees to focus on two big things that are important for procurement:

  1. Getting closer to clients
  2. Creating time and space to innovate on our processes and innovate on the solutions that we’re delivering to our client

“The more we add to the digital cognitive portfolio of tools that procurement pros can use, the more time that is freed up on the innovation and client engagement space, [which is an opportunity for procurement] to exploit the advatages of the cognitive era.”

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place TODAY at 1pm BST on 24th October 2017. Register your attendence for FREE here. 

5 Soft Skills Procurement Pros Should Be Developing…NOW!

If you want to hold on to your procurement career  in the long term, you ought to be worrying about mastering your soft skills!

Africa Studio/Shutterstock.com

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place at 1pm BST on 24th October 2017. Register your attendence for FREE here.

We got wind of the fact that IBM, arguably the world’s most robotically advanced procurement team,  is focussing on its employees’ soft skills.

As Justin Mcbryan, Learning & Development, Strategy, Communications Manager- IBM, explained,  why would IBM need a high volume of data scientists in their midst when they have Watson!?

Technological advancements will soon permit the automation of our processes; handling the sourcing and the market intelligence. In this environment, it’s the softer skills procurement professionals must master to ensure a long-term career.  That’s the real skills gap procurement should be worried about!

Ahead of next week’s webinar Beat The Bots – How Being Human Will Win The Day,  we outline the specific skills procurement pros should be mastering to prepare for the post-cognitive age, with the help of Justin and our second webinar speaker John Viner Smith, Principal-Mercer.

1. Design Thinking

There are some “incredible and transformative technologies that offer solutions to problems that were unimaginable just a few years ago ,but they’re just half of the puzzle.” begins John.

“Subject matter experts will have a role to play in framing  [these problems] in the most efficient way.”  It’s important that the solutions aren’t simply “sticking plasters but fundamental root cause fixes”.

This is a role for procurement’s best and brightest, and the skill needed to fulfil this role is Design Thinking; “the process of being at the forefront of bringing new technologies to bear on business problems.”

2. Thinking at the speed of digital!

Joh asserted that procurement must recognise that “thinking of digital solutions requires some understanding of new processes and ways of thinking.”

“Procurement people should be learning about methodologies like Google’s Design Sprint or Eric Ries’ concept of Intrapreneurship as defined in the Lean Startup that are used in other types of digital business.

“Too often procurement thinking is slow, bound in process and incredibly risk averse. Technology problem solving is experimental, iterative and views failures as key to learning. The idea of developing hypotheses, testing them, failing fast and iterating or pivoting in the course of a week, as per Google’s Sprint methods, would be alien to many Procurement people.”

Procurement has worked at a certain pace,  thus far. And it’s going to  have to get faster!

3. Active questioning and listening

This wouldn’t be a piece about soft skills without a mention of communication! We already know how important this skill is for procurement people but it’s going to be all the more valuable in a post-cognivite age.

Justin reminded us that communication is vital for everything “from presentation skills to phone etiquette and how to ask probing questions to your suppliers.”

In a post cognitive world you’re “going to become more of an owner and less of a process facilitator” asserts Justin, which is where active listening comes in.

When it comes to managing negotiations with suppliers, clients and colleagues, “We all have scripts e.g. How many widgets do you need, when do you need them by etc.”

“Every now  and then, you’ll have  been in a situation where a client has given a little bit more than you asked for. This is where the active [and critical] listening comes in.” How do you use that information to do the best job possible?

4. Negotiation

“We rely on the threat of competitive pressure to do our negotiating for us” says John.

“We source the spec and don’t always listen to challenges from Suppliers. When we’re engaging them to help solve complex problems, we will need to be more commercially empowered and highly skilled negotiators; able to get the best from our suppliers by offering the best of ourselves while optimising value.”

5. Imagination

“The future role of procurement can be solved in one phrase: problem solving” says John.

But procurement’s problem solving needs to take on a more innovative and imaginative approach.

“Not every situation is going to call for an RFX” explains Justin. “That speaks directly to the change we’re looking for [at IBM].” Too often “we see a need and our reaction from a process point is let’s go and do the RFX.”  Instead professionals “should take a deep breath and start understanding the client and exactly what they need,” and approach the problem in alternate ways.

John concedes, arguing that “running tender might be the solution (increasingly rarely!) but collaborative innovation with the suppliers we have is important.”

Procurement peoples’ jobs will largely focus on bringing innovation to the supply chain in the first place and really helping the business to understand their demand.

In short, Procurement needs to have a relationship with the organisation that is much more strategic and puts the function in a partnering and consultative role.  As Justin sums up, ‘ [at IBM] We’re still looking for the procurement experts, we’re still looking for people who can do the job. But we’re adding to the soft skills portfolio.”

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place at 1pm BST on 24th October 2017. Register your attendence for FREE here. 

Does Your Procurement Team Have The Human Touch?

We’ve had quite enough of the scare-mongering out there that says the robots are coming to steal our jobs! We’ve got some inside info that suggests having a human touch in your procurement team is by far the most important thing!

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place at 1pm BST on 24th October 2017. Register your attendence for FREE here. 

We’ve heard it all before, right? Cognitive technology is coming and, in case you hadn’t gathered, it’s a pretty big deal.

By 2020 all of our important procurement decisions will be made with the assistance of artificial intelligence. We know that our teams must “transform or die” if we don’t want the function reduced to the back office,  facing extinction.

Given the scare mongering and hype around AI, most procurement professionals have accepted that they must map out their cognitive journeys, hone their skills and prepare for a very different future.

But what does that future look like?  Are procurement teams of the future made up entirely of savvy data scientists? Can you even have a future in procurement if you’re not a data whizz?

Can you beat the bots with the human touch?

Our latest webinar, in partnership with IBM, takes the more optimistic, and realistic, approach that humans can, and will, win the day!

The idea that everyone needs to be a data scientist is a total  fallacy. In reality, only a very small percentage of the workplace actually needs these skills. The rest of the procurement workforce will need to be managing relationships with the supply chain ecosystem.

If cognitive technology like IBM’s Watson can handle the sourcing, the market intelligence and the data, the biggest gap for procurement to worry about is soft skills.

Beat The Bots: How Being Human Will Win The Day examines how procurement’s role is transforming. We explore why the function needs to develop arelationship with the organisation that is much more strategic, placing it in a partnering and consultative role.

Think you could do with learning more about the importance of soft skills in the cognitive age, and which ones you should be concentrating on within your teams?  Sign up for our webinar on 24th October and check out our FAQs below for all the information you require:

What content can I expect from the webinar?

We’ll be discussing:

  • What cognitive tools are on the horizon?
  • How will the advancement of cognitive technology be an enabler, and not the disabler, of your procurement career?
  • Why  is the most robotically advanced procurement team in the world, focusing on their employees soft skills?
  • How can procurement teams map out their cognitive and talent journeys alongside each other?
  • If soft skills are king, which ones should you be developing?

Who are the guest speakers?

Tania Seary – Founder, Procurious

A true procurement entrepreneur, Tania is the Founding Chairman of Procurious, The Faculty and The Source. Throughout her career, Tania has been wholly committed to raising the profile of the procurement profession and connecting its leaders.

After finishing her MBA at Pennsylvania State University, Tania became one of Alcoa’s first global commodity managers.

In 2016, Tania was recognised by IBM as a #NewWaytoEngage Futurist and named “Influencer of the Year” by Supply Chain Dive. She hosts regular procurement webinars, and presents at high-profile events around the world.

John Viner-Smith – Principal, Mercer 

John earned his masters in international procurement from Kedge Business School in Bordeaux in 2003 and went to work at JPMorgan Chase as HR Sourcing Manager for EMEA.

After a couple of years at JPM he moved into consulting with ATKearney, specialising in Procurement work and stayed in Consulting until 2009 (he moved to Deloitte) until moving back into industry with Dixons Stores Group, where he was Senior Category Manager for Marketing and IT.

After that he spent two years as a Principal at KPMG in Shared Services and Outsourcing Advisory, where he became involved in work around Robotic Process Automation and Cognitive Computing in Shared Services environments before moving to Mercer to focus on a commercial excellence again.

He writes and lectures in leading business schools on the topic of Commercial Negotiation. John  currently live in Oxfordshire with his wife and two children.

Justin McBryan-  Learning & Development, Strategy, Communications Manager, IBM

Justin has 20 years of Supply Chain experience and currently serves as IBM Procurements Learning & Development and Strategy Leader at IBM.
He has most recently been a Supply Chain Consultant for IBM specialising in logistics and procurement across numerous Industry verticals around the globe, including extended work in China, Mexico, Canada and Europe.
Justin’s passion for learning and development stems from his desire to collaborate and scale expertise through large organizations. Justin is a proud graduate of Loyola University-New Orleans and currently resides in New York City with his wife.

How do I register for the webinar?

Registering for our webinar couldn’t be easier (and, of course, it’s FREE!)

Click here to enter your details and confirm your attendance. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

I’m already a member of Procurious, do I still need to register?

Yes! If you are already a member of Procurious you must still register to access the webinar via this platform. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

When is it taking place?

The webinar will take place at 1pm BST on 24th October 2017

Help! I can’t make it to the live-stream

No problem! If you can’t make the live-stream you can catch up whenever it suits you. We’ll be making it available on Procurious soon after the event (and will be sure to send you a link) so you can listen at your leisure!

Can I ask a question?

If you’re listening live, our speakers would love to hear your questions and we’d love for you to pick their brains . Questions can be submitted throughout the live stream via the webinar platform, or via Twitter when you tag #Beatthebots @procurious_

If you think of a brilliant question after the event, feel free to submit your question via the Discussion Board on Procurious and we’ll do our very best to ensure it gets answered for you.

Our webinar, Beat The Bots: How Being Human Will Win The Day, takes place at 1pm BST on 24th October 2017. Register your attendence for FREE here.