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Kelly Barner
Co-Founder, Head of Content and Operations at Art of Procurement
Boston, MA, United States
Kelly Barner is a prolific writer and a highly visible thought leader with extensive experience creating live, pre-recorded, audio, and video content. In 2021, Kelly was selected as a member of the inaugural class of LinkedIn’s Creator Accelerator program, beating out thousands of other creators to earn one of 100 coveted spots.
Beyond being a creator, Kelly is an avid reader - partially for the joy of adding to her knowledge base but also because being informed on a wide range of topics is the best way to have engaging conversations with executive leaders. Natural, authentic conversations are the best source of raw material.
Available For: Authoring, Influencing Travels From: Boston, MA
Kelly Barner
Points
Academic
0
Author
1509
Influencer
341
Speaker
45
Entrepreneur
51
Total
1946
Points based upon Thinkers360 patent-pending algorithm.
The Opportunity and Challenge of Services Procurement
LinkedIn
September 25, 2023
Services procurement isn't easy... but it is fascinating to manage. Participate in our research here: https://lnkd.in/eBZGvwrp In this special edition of the Dial P for Procurement newsletter, I share some of my lessons learned from years in centralized and location-based services procurement and share this week's Art of Procurement podcast that Philip Ideson and I recorded on the topic.
Hershey's Sweet Supply Chain Success
LinkedIn
September 21, 2023
Remember Y2K? How about 2020? In both cases, society responded by self-medicating with chocolate and salty snacks. The Hershey Company has faced their fair share of challenges over the years, but they have demonstrated resilience - and a willingness to learn from their mistakes and invest in their supply chain capabilities. In this week's Dial P for Procurement, I look at the journey this company and their supply chain have been on over the last 25 years and ask the all important question... will there be enough Reese's peanut butter cups this Halloween??
Tags: Business Continuity, Digital Transformation, Supply Chain
Resilience, Circularity, and Positive Work Environments
Buyers Meeting Point
September 18, 2023
Did you know… the Buyers Meeting Point events calendar is color coded by event type? Red events are virtual and purple events are in person. Take a quick look at October’s schedule and it will quickly become clear that the procurement and supply chain conference scene is HOT this fall!
The Cold, Hard Facts About Cold Chain Logistics
Art of Procurement
September 14, 2023
In 2020, everyone and their mother was riveted by what supply chains can do. That only increased when people discovered today’s cold chain capabilities and saw them roll into action to make the COVID vaccine widely available.
The cold chain has largely slipped from the headlines, but we shouldn’t take it for granted.
The race is on to meet demand for refrigerated fleet equipment and warehouse space, to reduce the risk at transition points, and to ensure constant conditions through a seamless chain of custody.
Do you want to build a cold chain?
LinkedIn
September 14, 2023
In this week's Dial P for Procurement newsletter, Kelly Barner explores the modern marvel of cold chain logistics and thinks about the technological, regulatory, and contractual complexities required to deliver perishable food and medicine safely.
U.S. Steel is preparing for what looks like a career-ending fight. The U.S. steel industry is at the point where it is too much to ask four domestic steel producers to co-exist profitably, despite protective tariffs and the Federal government’s “buy American” tax credit provisions. In this week’s Dial P for Procurement, I examine U.S. Steel’s upcoming cage match with fellow steel producer Cleveland-Cliffs and the United Steelworkers (USW) union.
Tags: Mergers and Acquisitions, Procurement, Supply Chain
Dodging the Urban Doom Loop
Art of Procurement
August 31, 2023
In the book “Good to Great,” Jim Collins wrote about the flywheel effect, a prosperous cycle of work and adjustment that eventually picks up speed and builds its own momentum.
Fewer people talk about the flywheel effect’s evil cousin: the doom loop. This cycle of knee-jerk decisions and failed strategies has taken down many otherwise promising businesses. Collins characterizes it as “reaction without understanding.”
If the phrase doom loop sounds familiar, it may be because you’ve heard it used to describe the negative cycle at play in some of America’s largest cities. While the flywheel effect produces growth and profitability, the doom loop creates a downward spiral of societal decay: poverty, crime, lost value, and finally the relocation of people and businesses.
In this week’s episode of Dial P for Procurement, I consider the doom loop concept from both the public and private sector perspective – because the two meet in these large cities.
Who is to blame for Yellow’s demise?
Art of Procurement
August 24, 2023
On July 30th, 2023, Yellow announced that they would cease operations after 99 years and declared Chapter 11 bankruptcy just a week later. As with all things that are real but not simple, more than one problem led to the company’s downfall.
In this week’s episode of Dial P for Procurement, I retrace Yellow’s journey – from a single horse-drawn cab on the streets of Oklahoma City in 1906 to the events and business decisions that prevented them from reaching the 100-year milestone.
No “I” in Teamsters - But No “We” Either
LinkedIn
August 24, 2023
Yellow made their own bankruptcy coffin, but the Teamsters union hammered in the final nail. The question now is whether Teamsters General President Sean O'Brien's choice to play hardball with Yellow will win him the ultimate prize: Amazon In this week's Dial P for Procurement, I look at the four major factors that contributed to Yellow's bankruptcy filing earlier this month and speculate about what may be next in supply chain unionization.
Minds Poised Between Farm and Factory
LinkedIn
August 17, 2023
The seeming disconnect wasn’t theirs, however, it is mine. I think of Ford, Edison, and Firestone as businessmen, inventors, and industrialists. It almost seems silly to me that they would willingly sleep outside for weeks at a time. But to them it made perfect sense. They grew up in rural America and helped create the industrial world I think of them as inhabiting.
Restoring Business Imagination Through Nature
Art of Procurement
August 17, 2023
In 1918, Henry Ford, Thomas Edison, Harvey Firestone, and naturalist John Burroughs took a long road trip in the eastern United States. They slept under the stars, cooked outside, and made their way through the countryside, meeting people, investigating curiosities, and deepening their friendships as they went.
That journey, and the events leading up to and following after it, serves as the inspiration for my main summer read: American Journey: On the Road with Henry Ford, Thomas Edison, and John Burroughs by Wes Davis. In this week’s episode of Dial P for Procurement, I share my thoughts on the story – which is true – and how we can apply the wisdom it offers us 105 years after that road trip took place.
Tags: Health and Wellness, Innovation, Procurement
The Problem with Performative ESG
Art of Procurement
August 10, 2023
There is something troubling going on in the ESG movement. Recent news stories on ESG investing, the status of Chief Diversity Officers, and Pride month raise questions about the corporate commitment to such programs.
While ESG is not a new idea - in fact, the corporate social responsibility programs that preceded it date back to the 1970s - there has always been a tension between what companies say about environmental and social issues and what they are able to do.
In this episode of Dial P, Kelly Barner brings together three stories that touch upon where the ESG movement is right now and raises the question of where it is headed.
Tags: CSR, Diversity and Inclusion, Sustainability
Would ESG by any other name smell as sweet?
LinkedIn
August 10, 2023
What is more important: advancing social and environmental causes or having a fight over what we call them? If we can't talk about the core issues of the-initiative-formerly-known-as-ESG, we can't address them, regardless of how much money we throw at the problem. In this week's Dial P for Procurement, I take a hard look at the ESG movement based on recent news stories: the current plight of Chief Diversity Officers, the difference between successful and performative support for the LGBTQ community, and BlackRock Larry Fink's position on ESG.
Tags: CSR, Diversity and Inclusion, Sustainability
Tesla Takes the Socialist Pledge
Art of Procurement
August 03, 2023
China is one of the most important consumer, industrial, and raw materials markets in the world. They also happen to be a bad actor in terms of environmental practices and human rights. Companies looking to do business in China need to go in with their eyes wide open, prepared to handle a complicated set of decisions and PR maneuvers.
That is the backdrop for a very odd set of circumstances that played out at the 2023 China Automobile Forum in early July. Tesla was one of 16 EV companies - the only non-Chinese manufacturer, in fact - to sign a four point pledge that includes an agreement to adhere to “core socialist values.”
In this episode of Dial P, Kelly Barner explains why Tesla was asked to pledge adherence to “core socialist values” in Shanghai earlier this month and why the new pricing guidelines only stayed in effect for 48 hours.
Public Education as Corporate Social Responsibility
Art of Procurement
July 27, 2023
Skills gaps are a huge and costly problem in the corporate world.
According to Talent Guard, skill gaps currently cost the U.S. economy around $13 billion per month, and Deloitte recently cited an estimated $2.5 trillion total cost over the next decade.
Korn Ferry has projected that by 2030, more than 85 million jobs could go unfilled because there aren’t enough skilled people to take them.
Run those facts against the lagging performance of America’s public schools. Children lost one-third of a school year during the pandemic shutdowns. That figure increases to half a year when you isolate math. The average math score for 13 year olds fell 9 points from 2019 to 2021, the largest drop since the federal government started tracking in 1978.
In this episode of Dial P for Procurement, Kelly Barner makes the case that corporate social responsibility and public education must go hand in hand.
Where have the children gone?
LinkedIn
July 27, 2023
Stanford University and The Associated Press estimate that 230,000 K-12 students disappeared between 2020 and 2022.
Children who are still in school average between 1/2 and 1/3 of a year behind academically. If your company has a CSR program, these children - missing and lagging - will be gaps in your future workforce. The time to act is now.
In this week's Dial P for Procurement, Kelly Barner makes the connection between COVID learning loss and corporate talent challenges.
Tracking Procurement from Industry 1.0 – 5.0
Art of Procurement
July 20, 2023
Mankind has been on an industrial evolutionary journey since 1760. Starting with the steam engine, we have progressed through hundreds of years of innovation, advancement, and reinvention.
Procurement has been there every step of the way, harnessing the power of new technologies and meeting an ever-growing list of challenges and requirements presented to us by company leadership and industry competition.
In this episode of Dial P for Procurement, Kelly Barner takes listeners on a journey through time and the history of procurement.
Tracking the Evolution of Procurement: Industry 1.0 - 5.0
LinkedIn
July 20, 2023
Procurement was present at the laying of the railroads and the expansion of factory automation. We helped win WWI and WWII, and we were there at the dawn of the digital age. You can be sure that whatever comes next, we will find a way to harness it.
In this week’s Dial P for Procurement, we'll take a journey from Industry 1.0 through 260 years of advancements before considering what will be next for business… and procurement.
Russia’s Wagner Group as Rogue Supplier
Art of Procurement
July 13, 2023
On June 23rd, news broke that the Wagner Group, a private militia operating on behalf of Russia in the war with Ukraine, was staging an armed rebellion against Russia.
It didn’t take many news stories before I started to realize that what was unfolding before our eyes was a supplier relationship gone very VERY wrong.
Tags: International Relations, Procurement, Supply Chain
Will the future of supply chain automation be humanoid or dark?
LinkedIn
June 30, 2023
Are we humanizing warehouse robots while dehumanizing the people who work alongside them?
Progress is made in the name of speed and efficiency, but is it won at the cost of safety and satisfaction?
There are two paths available to warehouse operators and supply chain professionals: humanoid robots designed to work in human facilities and less collaborative robots that can work alone in the dark. Which will win out?
Supply Chain Case Files: Illegal Child Labor
LinkedIn
June 23, 2023
Three sets of companies, subcontractors, and service providers were recently exposed for having child labor in their supply chain. The facts are devastating, but the opportunity for procurement to be a force for good is undeniable.
Procurement knows better.
Human rights begin at home. Procurement can either stand idly by or take active steps to ensure that all partners in the supply chain comply with the law.
Dove Real Beauty: Inviting Discussion and Sparking Criticism
LinkedIn
June 16, 2023
Dove has been investing in their 'Real Beauty' campaign for 20 years.
The consumer response has gone from respect to ridicule to rejection. But why? It is Dove's approach or has society changed in response to heavy-handed social messaging from across the brand spectrum.
In this edition of the Dial P for Procurement newsletter, I track the evolution of Dove's #bodypositivity campaign and society's changing response to it.
The Liberating Effect of AI on Artistic Expression
LinkedIn
June 09, 2023
Definitions of art will continue to shift, as will expressions of creativity. Photography encroached on painting in 1900-1950 the same way generative AI is encroaching on creators today.
But that is no excuse.
Andy Warhol painted Campbell's soup cans instead of photographing them to remind us that everyday life is beautiful, extraordinary art.
If businesses create value - in all its forms - for consumers, shareholders, and suppliers - we can be artists, too. We just have to make the decision to create.
Tyson Foods Gets Smacked by the Invisible Hand
LinkedIn
June 02, 2023
Is 'big meat' too big to fail? Apparently not.
The 4 meat processors who dominate between 55-85% of the meat market don't have enough leverage to preserve their own margins. Federally-injected cash may add capacity, but it is unlikely to increase competition or stability.
In this week's edition of the Dial P for Procurement newsletter, Kelly Barner walks through an example of the invisible hand at work as Tyson Foods struggles to ride the waves of supply and demand.
The Long Tail of a Supply Chain Cyber Attack
LinkedIn
May 12, 2023
There is only one thing worse than being the victim of a cyber attack: having a cyber attack occur in your supply chain. In this week's edition of the Dial P for Procurement newsletter, I share the particulars of the 2022 cyber attack against Expeditors, and the long tail of impact - including a lawsuit from former customer iRobot.
Hershey's Sweet Supply Chain Success
LinkedIn
September 21, 2023
The Hershey Company was founded by Milton Hershey in 1894, and it has grown organically as well as through acquisition over the last 130 years, but it hasn’t been all smooth sailing
Tesla in China: Three Strange Days in July
LinkedIn
August 03, 2023
China is a huge consumer market - but doing business there is far from simple. Is Tesla letting their ambition obscure their judgement or are they out-maneuvering Chinese authorities? In this week's Dial P for Procurement, Kelly Barner outlines the odd series of events that took place over just three days in July and considers the complexity awaiting any Western company looking to cash in on a piece of the Chinese market.
R.I.P. Great Resignation (2020-2023)
Art of Procurement
July 06, 2023
Trends are interesting because they sweep up large groups of otherwise dissimilar people in one current. The Great Resignation was no exception. As unique as each of us is, we will often respond to external forces in the same way - in this case by taking a chance and switching jobs for any number of reasons.
The Great Resignation has begun to fade from business conversations worldwide, but its effects still loom large over individual careers and corporate talent programs.
I’ll Gladly Pay You Tuesday for a Hamburger Today
LinkedIn
May 26, 2023
All good things must come to an end, especially when they are not as good as they seem.
Kraft Heinz procurement was raking in the savings, but at the cost of long term expenses and in violation of GAAP. In this week’s edition of the Dial P for Procurement newsletter, I explain what happened, speculate as to why, and share the fallout from this true story of procurement gone wrong.
Tags: Mergers and Acquisitions, Procurement, Supply Chain
Tipping the Scales of Opportunity in the Banking Sector
LinkedIn
May 19, 2023
Was it good for the nation when the FDIC waived a rule that would have prevented JPMorgan Chase & Co. from acquiring First Republic bank? It is hard to say.
One thing is for sure... it was good for JP Morgan Chase.
In this week's edition of the Dial P for Procurement newsletter, I'll explain the regulations that had to be waived, the questionable details of the First Republic auction, and another banking sector deal that was blocked on the same timeline.
Tags: Mergers and Acquisitions, Procurement, Risk Management
3 Books
Finance Unleashed
Palgrave Macmillan
October 27, 2017
Finance Unleashed is based on a series of interactive interviews with a diverse group of global influencers and executives, all of which will challenge readers to think laterally and find inspiration in the new role of finance. Cases and interviewees represent organizations such as UPS and DHL, and the London School of Economics, and approaches such as Lean Six Sigma, innovation, customer-centricity, the financial supply chain, and behavioral procurement. The authors’ goal is to serve as a catalyst for leaders who are positioned to make meaningful changes today.
Tags: Digital Transformation, FinTech, Supply Chain
Procurement at a Crossroads
J. Ross
January 01, 2016
This book examines the 10 major questions regarding procurement’s role in the enterprise and how procurement is at a crossroads that will shape the future of the profession. The goal of this book is not to provide step-by-step directions on a hypothetical ‘correct’ path, but to illuminate the relative benefits of each choice available to procurement professionals. These thought leaders and subject matter experts also consider what the next phase of procurement’s evolution will be like by sharing the observations of others and taking some creative (but enthusiastic) license of their own.
Tags: Digital Transformation, Supply Chain, Procurement
Supply Market Intelligence for Procurement Professionals
J. Ross
November 02, 2015
This book provides procurement professionals with the process, skills, and resources to develop a supply market intelligence program that will deliver value to the organization as a whole. The authors clearly explain each of the concepts introduced and then provide the background and steps required to make execution possible.
Your Leadership Legacy: Becoming the Leader You Were Meant to Be
Buyers Meeting Point
May 17, 2023
Leadership is not easy – and it is not about you. This book does an excellent job balancing big picture principles with detailed examples that prove them out. Vision and execution are equally important, and everyone has a role to play in solving a problem or making a solution work.
Making the Case for Sourcing Optimization
Keelvar
April 30, 2021
For all the buzz around AI, ML, RPA, blockchain, etc., procurement seems to have forgotten about the huge potential of another high impact technology - sourcing optimization. Read Kelly Barner's foreword in this new ebook from the team at Keelvar.
Dive deeper into Procurement Data Ecosystems
Sievo
March 15, 2021
Procurement can be faster, more agile and more strategic through data ecosystems. Are you ready to dive deeper into your valuable assets?
Join top Procurement author Kelly Barner as she explores how procurement leaders can take advantage of procurement data ecosystems in interviews with top experts from Basware, EcoVadis, riskmethods, Supplier.io and Sievo.
Tags: Analytics, Digital Transformation, Procurement
1 Executive
General Manager
Art of Procurement
March 01, 2017
The Art of Procurement team helps procurement professionals of all levels deliver change with confidence. We do this by applying our community supported delivery model to a number of offerings that support clients wherever they are on their procurement maturity journey.
Primary focus: Apply my knowledge of the procurement space and community to the development, execution and promotion of Art of Procurement offerings... including the #1 weekly procurement podcast with over 270,000 downloads across 132 countries since its inception.
Drive marketing and content development efforts through community engagement, social media, and direct communication.
Support product development across Art of Procurement services, learning and development solutions and podcast/events
Enable the business to grow while also investing in the procurement community as a whole
Buyers Meeting Point
Buyers Meeting Point
July 01, 2009
Buyers Meeting Point is an online knowledge and professional development resource for procurement and supply management professionals owned and managed by career procurement professional Kelly Barner. Buyers Meeting Point was founded in 2009 to provide the procurement industry with an events calendar, blog, content, and active social media network, all of which have remained trusted sources of information for practitioners and solution providers alike. In 2020, Buyers Meeting Point acquired MyPurchasingCenter, a website designed to provide procurement professionals with the information required to keep their companies competitive in a dynamic global marketplace, to expand their audience, social media reach, and content base.
LinkedIn Podcast Network
Art of Procurement
March 14, 2023
And today, we’re excited to be expanding our commitment to audio with a new program - the LinkedIn Podcast Academy. This 6-month incubator pilot will connect emerging business podcasts with exclusive programming, coaching, tools and LinkedIn co-branding to expand and better reach their audience. This inaugural group of professional voices cover a wide range of topics in the professional arena: From leadership and entrepreneurship to human resources and technology.
Ready to listen? Find all LinkedIn Podcast Academy shows wherever you listen to podcasts then find the conversations exclusively on LinkedIn. The beauty of the LinkedIn Podcast Academy is that listeners across LinkedIn’s global community of more than 900 million get a chance to engage with hosts directly through their LinkedIn Profiles.
Top 7 Inspiring Women B2B Influencers to Follow in 2021
Tom Augenthaler
March 08, 2021
If building influence online was easy, everyone would do it.
But, we know it's not.
Creating value in the form of content is challenging. There's the research, planning, writing, editing, and more. I give big high-fives to these women for growing their influence by consistently adding value and engaging with their audiences each and every day.
Top 5 Procurement Influencers
CPOstrategy Magazine
July 29, 2019
CPOstrategy Magazine has ranked Buyers Meeting Point Owner and Managing Director Kelly Barner the top influencer in procurement based on a listing published by ProcurementIQ.
The opening of the article, available in the July 2019 issue, reads as follows:
"With direct access to audiences across a global stage, social media has redefined the idea of influencers. Looking to tap into and explore this ever expanding resource, industry giants have their very own influencers steering and engaging the conversation. CPOstrategy looks at 5 leading procurement influencers as ranked by ProcurementIQ." - Dale Benton
The other influencers included in the ranking are Lora Cecere, Founder of Supply Chain Insights; Tom Derry, CEO of the Institute for Supply Management; Omid Ghamami, CEO and Chairman of the Board at the Center for Purchasing and Supply Chain Management Excellence; and Dawn Tiura, CEO and President of the Sourcing Industry Group (SIG).
Dream Big Global 2020
procurious
November 18, 2020
The Big Ideas Summit brings together the best and brightest thought leaders from across the globe, to share their insights on how you can plan for next year and beyond.
Strategic Insight
Kelly Barner - Owner & Managing Director - Buyers Meeting Point
Be prepared for surprises - And don’t be afraid to say you don’t know. People appreciate a qualified, honest –‘I think…I suspect….However I respect your question enough to want to give you the right answer, so I’m going to do a bit of research and then I’ll come back to you.’
Learning from Leading Experts: Kelly Barner
Positive Purchasing
June 14, 2023
In this interview, Kelly Barner speaks with Positive Purchasing CEO Jonathan O'Brien about supplier diversity - what progress has been made and what challenges remain.
Tags: Diversity and Inclusion, Procurement, Supply Chain
Opportunities for procurement in uncertain times
Economist
May 24, 2023
How is the role of #procurement changing as a function to redefine, refine and progress? Listen to our latest podcast from “The Procurement Imperative”.
The Procurement Show Meets Kelly Barner
The Procurement Show
February 07, 2023
Jonathan and Paul are joined by are joined by Kelly Barner, Co-Founder and Managing Director of Buyers Meeting Point, a Partner and Head of Content with Art of Procurement and host of Dial P for Procurement and Sourcing Hero. They take a general look at what's going on in the world of procurement and give us plenty to think about in 2023.
The ProcureTech Podcast: The View on Tech from Both Sides
ProcureTech Podcast
October 17, 2022
We’re continuing our mini series where we ask influencers and industry experts for their thoughts on everything that’s happening in the digital procurement world.
Our guest today is a real stalwart in this space, and has had her own website and blog since 2009.
She’s seen many changes in her career, both as a Procurement Consultant with a procurement tech company back in the day, and now as an independent blogger, podcaster, and CIO.
Kelly Barner, founder of Buyers Meeting Point and partner at Art of Procurement, a very warm welcome to the show!
Boeing Australia Uses Relational Contracting With Indigenous Businesses
Forbes
October 04, 2022
Boeing Australia’s partnership with the Indigenous Defence and Infrastructure Consortium (iDiC) was recognized by Australia’s Supply Nation as the 2022 Supplier Diversity Partnership of the Year.
What may be surprising is how they got there. The answer? Formal relational contracting.
Tags: Diversity and Inclusion, Procurement, Supply Chain
eCommerce Master Plan Episode 400: Supply Chain Crisis – Solved
eCommerce Masterplan
August 22, 2022
Summary of our Guests 7 Supply Chain Crisis Action Points
Understand how the supply chain crisis is affecting your business. Ignore the hype, look at the data.
If you don’t have systems that make it easy for you to understand the data, then you need to put them in place.
The great thing about that software is that it’s going to save you time and money – lots of time and money through how it can automate activities, AND bring you data for better decision making.
Make sure you’ve got the right suppliers in place to give you the flexibility to adapt. AND make friends with your suppliers!
Get proactive with customer service – including returns process. Marketing can help here, but so can those software systems to put the right data in front of your customer service teams.
Be clear on what inventory you are selling and where. Failing to be proactive with this can cost you a lot.
Keep Optimising!
Learning to Hang in There: Walking an Unexpected Professional Path with Kelly Barner
Supply Chain Now
May 11, 2022
Despite its popularity as a profession now, no one grows up intending to work in procurement (no one!) And yet, many people that follow windy roads into the field fall in love once they are there. With supply chains in the spotlight over the last couple of years, procurement professionals have had the opportunity to drive a new range of value through initiatives like supplier diversity and sustainability. Enrique and Maureen chat with Kelly Barner, Owner of Buyers Meeting Point and the host of Dial P for Procurement on Supply Chain Now.
Tags: Diversity and Inclusion, Procurement, Supply Chain
Accelerating the Conversation About #SupplierDiversity w/ Kelly Barner
Art of Procurement
April 25, 2022
In late 2021, LinkedIn selected Art of Procurement Head of Content and Brand Partnerships Kelly Barner to be one of 100 creators – and the only procurement professional – to go through their first ever Creator Accelerator Program. For ten weeks starting in January 2022, Kelly had to post four pieces of new content per week related to her project, which was focused on supplier diversity.
Although the program wasn’t easy to complete, it was a great opportunity for Kelly to learn more about a critical topic, to receive personalized coaching about how to make the most of LinkedIn, and to show a broad audience how valuable and interesting procurement is.
Tags: Diversity and Inclusion, Procurement, Supply Chain
The Strategic Importance of SLM – From Tadpole to Frog
Trust Your Supplier
August 11, 2021
In this, our inaugural episode, Kelly Barner and I discuss supplier life cycle management and how our high school biology lesson of the lifecycle of a frog can be helpful. Listen in as we talk about important phases of supplier life cycle management, what are the key attributes to make a successful SLM, and how to address key challenges.
An Interview on Learnings From Podcasting on Supply Chain and Procurement with Kelly Barner
HICX
July 12, 2021
For this episode of Supplier Experience Live from HICX we are joined by Kelly Barner, Owner and Managing Director of Buyers Meeting Point, to discuss her experience of working in the supply chain podcast and procurement podcast space over the years, the changes and advancements in the industry in the last few decades and what we can expect to see in the future.
SAP #SAPPHIRENOW Procurement and Supply Chain After Party
LinkedIn
June 08, 2021
Join our LIVE "After Party" for the SAP SAPPHIRE NOW Procurement and Supply Chain Tracks to hear key takeaways from industry experts and thought leaders Ian Moyse, Kelly Barner, Dr. Marcell Vollmer, Scott Luton, and Rachael White.
Tags: Business Strategy, Procurement, Supply Chain
TEKTOK Digital Supply Chain Podcast: The Bounce Back Begins
Supply Chain Now
May 18, 2021
The pandemic uncovered some critical supply chain vulnerabilities around the world. As the vaccine gains traction and life begins to look a little more “normal” there is a sense of anticipation. However, it seems we are in short supply in a number of areas. The Bounce Back Begins is a great way to think this stage of the recovery as there will surely be ups and downs. Right now, shortages are popping up in a number of areas – some expected, some not. Here’s a list of a few items: Microchips, chicken, lumber, gas, steel, metals, plastic, chlorine, ketchup packets, etc.
Karin and team talk about how far we come on a few important themes around Digital Supply Chain and Procurement transformations:
o Can we recalibrate to reduce risk exposure?
o Are we seeing proof that leveraging advances in technology is accelerating response times?
o Are we gaining agility, resilience and better business continuity planning?
o Will we emerge from the pandemic stronger and with more resilient supply chains?
Tags: Digital Transformation, Procurement, Supply Chain
Communicating procurement's value for better relationships, results and business impact
Zivio
May 10, 2021
With Kelly Barner, Owner & Managing Director, Buyers Meeting Point
00:00:00 - Starting out in services procurement
00:15:50 - The relationship with information and the power of a good question
00:26:00 - Lessons from scaling diversity in the supply chain
00:39:15 - Honesty and pragmatism - the outside-in perspective
00:45:00 - Procurement's involvement in the C-suite - building a new legacy
00:57:40 - Evidence-based decision making in self-service buying models
01:07:20 - Data, automation and reporting as an enabler
01:16:15 - Predictions for the future of services procurement
Tags: Digital Transformation, Procurement, Risk Management
Unmuted: 600 Down with Supply Chain Now
Supply Chain Now
March 24, 2021
Scott W. Luton and Greg White with Supply Chain host a special livestream on 3/24 at 12 noon ET as we celebrate 600 Supply Chain Now episodes! Join Scott, Greg, and many other Supply Chain Now hosts and team members as they recall and share their favorite moments, quotes, and people from the last 100 episodes. Will they name your favorites? Join Us!
Tags: Supply Chain, Procurement, Business Strategy
A Celebration of International Women's Day 2021
DLA Ignite
March 08, 2021
Once again, we have had some breathtaking responses from contributors from around the world. This year’s theme is #ChooseToChallenge A challenged world is an alert world and from challenge comes change. So let's all choose to challenge. How will you help forge a gender equal world? Celebrate women's achievement. Raise awareness against bias. Take action for equality.
Tags: Diversity and Inclusion, Entrepreneurship, Leadership
Supply Chain Trends and the Future of SCM in 2021
SelectHub
February 03, 2021
We looked to the experts for their thoughts on the future of supply chain trends that we may see in the next few years. Between robots, the ever-growing cloud, a post-COVID-19 environment, security and more, we’ve gathered a lot of interesting topics to discuss. Here are the trends set to influence supply chains and their SCM software counterparts in the near future...
The Sourcing Hero podcast episode 14: Embracing a Big Picture Mindset featuring Kelly Barner
Una: The Sourcing Hero Podcast
January 25, 2021
People outside of procurement don’t always understand or even know what procurement does. Why? Kelly Barner believes it’s because procurement has lost the ability to connect with the rest of the business. How do you break away from that? How do you embrace creativity in your role? How do you widen your lens to see the big picture? Listen to this episode of The Sourcing Hero to hear Kelly’s enthusiastic viewpoint.
Don’t know who Kelly is? Kelly Barner is a Procurement & Supply Chain Writer and Influencer, and the Owner and Managing Director of Buyers Meeting Point. But her bio doesn’t stop there. She’s also the General Manager at the Art of Procurement and the Show Host for an upcoming Supply Chain Now monthly livestream, “Dial P for Procurement.”
Tags: Digital Transformation, Procurement, Supply Chain
The Brave New World of Procurement: Kelly Barner Shares Insights From 2020 & What's New in '21
Supply Chain Now
January 05, 2021
Scott Luton sits down with the new host of Supply Chain Now's Dial P for Procurement, and Buyers Meeting Point's very own, Kelly Barner! Listen as they discuss lessons learned in 2020 and what's to come for procurement in 2021.
Tags: Business Strategy, Procurement, Supply Chain
Procurement Priorities & Challenges: Kelly Barner with Buyers Meeting Point
Supply Chain Now Radio
October 25, 2020
If the lines between procurement and supply chain were 'fuzzy' before the pandemic, they have now been reduced to a mess of scribbles. Kelly Barner recently joined Scott Luton and Greg White for a Supply Chain Now podcast to provide the procurement POV on GPOs, reshoring, and what on earth we're all supposed to do about 2021 planning...
SCN LIVE: Procurement Priorities & Challenges: Kelly Barner with Buyers Meeting Point
Supply Chain Now
October 15, 2020
Scott W. Luton and Greg White sit down with Kelly Barner, Owner & Managing Director of Buyers Meeting Point, to gain her thoughts & insights on the wide-world of Procurement.
Tags: Business Continuity, Procurement, Supply Chain
Supernormal Influencer Series: Don’t be afraid to say you don’t know
Procurious
October 13, 2020
In the Supernormal Influencer Series, I’ll guide you through the unexpected, confronting surprises head-on and dealing authoritatively with sudden changes in circumstances. Catch my exclusive chat with Procurious founder Tania Series in the Supernormal Influencer Series, available now: https://bit.ly/3iFKeXt
DO YOU AGREE? 4 SUPPLY CHAIN INFLUENCERS ON WHAT’S CHANGED SINCE COVID-19
Procurious
July 16, 2020
In every industry, there’s a few powerful individuals who drive the conversation. These fortunate few are the ones that propel industries forward; they are the ones who decide what’s trending, what’s next and what our future might look like. They’re influencers, and within the procurement professional, we’re blessed with many whom we all aspire to.
And this year, with COVID ravaging our supply chains (and not to mention lives) as we know them, we’ve needed industry leaders and influencers more than ever to help guide us through and tell us what’s next. So that’s why, recently, we sought out the opinions of 30 of procurement’s top influencers. They shared some of their most profound and intriguing insights into what the COVID experience has been like for them, what they’ve learnt and what they expect to see in the future.
How Kelly Barner Became The World’s No 1 Procurement Influencer
Procurious
June 29, 2020
Reaching influencer status on social media in any industry comes down to two things. Procurement and Supply Chain Influencer, Kelly Barner reveals what what they are and why it is important…
Bridging the Gap: Overcoming Procurement’s History
Sourcing Solved podcast
May 13, 2020
In asking procurement professionals through a series of surveys, if they had to do it all over again, would they choose procurement as a career more than 50 per cent said no. What was even more telling was the fact that a good percentage of those who responded to the surveys were in the profession for less than three years.
Organisations today must demonstrate in principle and practice how procurement is no longer an adjunct function of finance with the sole mandate of acquiring goods and services at the best cost.
In this lecture, Kelly Barner talks about the steps your organisation must take to update its internal dialogue regarding procurement’s strategic importance to the enterprise to attract the best and the brightest candidates.
The 5 Most Expensive Mistakes AP Can Make – And How To Avoid Them
Tradeshift
August 16, 2018
The number one goal of any AP team – ensure that the company gets the most out of every dollar spent. The number one goal for strategic AP teams – become a driving force for positive cash flow. So what happens when the AP team makes a really expensive mistake? How long would it take for you to realize you had made one, and how much would it cost the business?
Automation Deployment And Change Management Best Practices
Zycus
June 19, 2018
In the past, eInvoicing and eProcurement solutions were an adjunct component of large back-end ERP platforms. As a result, the functionality regarding their practical use in the real world was limited and even restricted. In other words, technological limitations created a misalignment between the way that the ERP systems worked and the way global buying decisions were made. To address this disconnect, change management strategies were introduced to force compliance with these technologies. These strategies included a concerted effort to eliminate maverick spend and rationalize supply bases.
Fast forward to today, and what Gartner has called the Postmodern ERP Era. With the emergence of on-demand or “by the drink” solutions that can be implemented within weeks if not days as opposed to months and years, compliance with these “user intuitive” systems is no longer an issue. This transformation raises the question; is change management as we know it from Finance and Procure-To-Pay standpoints still relevant in the digital era?
Procurement 6 podcast for September 29, 2023
Art of Procurement
September 29, 2023
In this week's Procurement 6 podcast, Kelly Barner covers:
- How companies and stakeholders make the decision which services categories are strategic, and which are not - in support of ongoing research into services procurement
- Why it is critical for procurement and supply chain professionals to pay close attention to the Google antitrust trial going on in Washington D.C. right now
- The TikTok trend that has women asking the men in their life how often they think about the Roman Empire - and why women might be thinking about it too
- And more!
The Competitive Expectations Behind the Google Antitrust Trial
Art of Procurement
September 28, 2023
In this week’s episode of Dial P for Procurement, I look at the details and competitive expectations playing out live in a Washington D.C. courtroom, the bar set by the Sherman Antitrust Act, and how Michael Porter’s Five Forces can help us understand it all.
The Sourcing Hero podcast episode 134: The Complexity of Navigating the #PanamaCanal with Kris Lance
Una GPO
September 27, 2023
40 percent of all U.S. shipping containers travel through the Panama Canal each year, representing an annual cargo value of $270 Billion. It is the shortest operational ocean route between the Atlantic and Pacific oceans, and plays a critical role in U.S. supply chains and those of global trading partners as well.
In this conversation, Kris and Kelly talk about recent news stories associated with the Panama canal, some of which are getting a lot of attention and others almost none at all.
Benchmarking Services Procurement
Art of Procurement
September 25, 2023
This week’s episode of the podcast provides a behind the scenes look at Art of Procurement’s ongoing research into services procurement – research that everyone in our listening audience and social following is encouraged to participate in.
Management of services categories has changed substantially in recent years, driven by the rise of contract work, freelancing, and contingent labor. With an increasing number of professionals working remotely, the barriers to accessing external talent are undergoing yet another adjustment.
In this conversation, Philip Ideson and Kelly Barner talk through some of the data points that form the core of the survey, sharing their perspective on the business outcomes and procurement processes in question.
The Sourcing Hero podcast episode 133: Fostering a Sense of Belonging with Michaela Payton
Una GPO
September 20, 2023
It is always hard to be the ‘new kid’ whether in a neighborhood, at the office, or across the world. Learning to fit in, and finding a place to belong is as much a journey of self-discovery as it is a pursuit of acceptance. Going on this journey, and connecting with others in the process, can enhance personal happiness as well as professional performance.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Michaela Payton. Michaela is an Indirect Senior Procurement Manager at Lidl’s U.S. National Contracts Service Center. She grew up in Germany and has spent time living in California, Las Vegas, Nevada, and Virginia (with a brief time back in Germany in between).
The Innovative Power of Raw Curiosity with Wes Davis
Una GPO
September 13, 2023
In 1918, Henry Ford, Thomas Edison, Harvey Firestone, and naturalist writer John Burroughs took one of many long distance road trips together. The combination of their unique forms of genius, especially when viewed against the backdrop of WWI and the Influenza pandemic, makes it possible to see just how critical their curiosity was to every form of success they achieved.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Wes Davis. Wes has a Ph.D. in English Literature from Princeton University and taught at Yale for nearly a decade. His writing has appeared in the New York Times, the Wall Street Journal, and The Nation.
Wes is also the author of multiple books, one of which is the recently released ‘American Journey: On the Road with Henry Ford, Thomas Edison, and John Burroughs’ – and that book will be the focus of our conversation today.
A Deliberate Path to Success through Comprehensive Talent Procurement
Art of Procurement
September 11, 2023
Setting up an external talent management program is a complex undertaking for procurement, and there are usually multiple stakeholders – all with their own distinct sets of expectations and goals – that need to be considered along the way.
To give our audience a better understanding of how to handle this complexity and successfully launch and manage a services procurement program, Kelly Barner and I interviewed Guidant Global’s Chief Operating Officer Brian Salkowski and Marie France, their SVP of Client Relationships and a Procurement Operations Specialist.
Procurement 6 podcast for September 8th 2023
Art of Procurement
September 08, 2023
In this week’s Procurement 6, Kelly Barner discusses:
How procurement and suppliers might read the same RFP language but interpret it in different ways
How U.S. Steel is navigating challenges from global competition, takeover bids, and an outspoken labor union
Changes being made by Target and Crate and Barrel to streamline their supply chains
And more!
Tags: Mergers and Acquisitions, Procurement, Supply Chain
Nerves of U.S. Steel
Art of Procurement
September 07, 2023
U.S. Steel was formed in 1901 when J.P. Morgan financed the merger of Andrew Carnegie’s Federal Steel and National Steel. The resulting company is now the second largest steel company in the United States and the eighth largest in the world.
The company has survived industrialization, two world wars, and the modern era of global supply chains. Now however, their future is anything but certain, and there are multiple factors converging to bring them to their knees.
In this week’s Dial P for Procurement, Kelly Barner looks at the complicated set of pressures bearing down on U.S. Steel.
Tags: Mergers and Acquisitions, Risk Management, Supply Chain
The Sourcing Hero podcast episode 131: Walking the Walk to Embrace Generative AI with Kevin Frechette
Una GPO
September 06, 2023
Generative AI like ChatGPT has taken the world by storm. Imaginations have been seized, and people have responded with every emotion from excitement to fear to confusion. But procurement has seen the world respond to new technology like this before – remember Blockchain? Will this time be different?
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Kevin Frechette. Kevin is the Co-Founder and CEO of Fairmarkit. One of the things he focuses on in his conversations with procurement professionals and teams is understanding how procurement can be transformed using data, automation, analytics, AI, and machine learning.
Reaction Without Understanding: the Doom Loop
LinkedIn
August 31, 2023
San Francisco is a beautiful city suffering from a problem that afflicts businesses as well: they are trying to escape the "doom loop."
Unlike the flywheel effect explained by Jim Collins in the book Good to Great, the doom loop is a negative cycle of decline that feeds upon itself.
In this week's Dial P for Procurement, I look at the doom loop facing the businesses and residents of San Francisco, holding out hope that they will do what is needed to return to community prosperity.
The Sourcing Hero podcast episode 130: Building and Understanding Trust with Kris Lance
Una GPO
August 30, 2023
New research from MIT shows that trusting employees are 260% more motivated to work, have 41% lower rates of absenteeism, and are 50% less likely to look for another job. But… one in four workers do not trust their employer. Trust is the easiest thing in the world to lose and the hardest to get back – and it plays an important role in every type of relationship.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes back Kris Lance, Senior Director at Una, for a recurring monthly conversation about current news stories. Kris has experience in multiple industries and has his finger on the pulse of the trends and topics that procurement, sourcing, and supply chain professionals need to be aware of.
The Sourcing Hero podcast EPISODE 129 Transforming the Digital Customer Experience with Jay Dettling
Una GPO
August 23, 2023
All companies (and procurement organizations for that matter) have a customer experience. Investing in frictionless processes, digital technologies, and value delivery is critical – but before any of that happens, it is essential to get to know the customer better, to understand what they want and what they need.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Jay Dettling. Jay is the CEO of Hero Digital, a customer experience company. His background is in building and growing companies by bringing transformation and partnerships to the forefront.
Procurement 6 podcast for Aug 18, 2023
Art of Procurement
August 18, 2023
In this week’s Procurement 6, Kelly Barner discusses:
- Why the number of CPOs in the Fortune 500 may be hampering the growth of the procurement startup ecosystem
- The importance of connecting with nature to spark innovation and creativity a la Henry Ford, Thomas Edison, and Harvey Firestone
- What recent talks about a U.S. Steel takeover may mean for procurement, suppliers, and manufacturing in general
Tags: Digital Transformation, Procurement, Supply Chain
The Sourcing Hero podcast episode 128: Large Sports & Entertainment Venue Services Procurement with Matt Mehler
Una GPO
August 16, 2023
Most of us have attended a concert or sporting event at a large venue at some point in our lives. Maybe you saw a hockey game, or a Billy Joel Concert, or a comedian. Regardless, you probably didn’t stop to think about the procurement effort required to bring that event to life and create an exceptional audience experience.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Matt Mehler. Matt is a procurement professional with 20 years of experience in some pretty unique categories of spend and service locations. He specializes in managing services at large venues such as Madison Square Garden in New York City.
Be a Business Silo Solver with Danelle M. Brown
Una GPO
August 09, 2023
It takes a wide range of skills, experiences, and backgrounds to put a company in a leadership position, and yet most professionals feel most comfortable talking to their peers – people from the same function who share their perspectives, motivations and language. If we can keep our minds open to new ideas and possibilities, however, there is no limit to what we can achieve.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Danelle M. Brown. Danelle has over two decades worth of experience in design and sustainability, a combination that is highly effective in today’s business climate. Perhaps more interestingly, her graduate degree is in the history of STEM, a specialized program that combined science and technology with liberal arts and the humanities.
Strengthening Your Corporate Culture to Survive Challenging Economic Times
Art of Procurement
August 07, 2023
As companies face the weight of inflation and the potential for recession, executives are reevaluating their decentralized approaches to procurement management and decision making. Instead, many organizations are making the move back toward centralized procurement models to keep a sharp eye on the bottom line. The focus has shifted from viewing cost savings as a 'nice-to-have' to a necessity for operational continuity.
In this episode, based on a recent AOP Live session, Mu Wagh, Chief Operating Officer at Procure Analytics, and Matt Reddington, their Vice President of Operations, discuss how a strong corporate culture can help companies navigate challenging economic times as they transition to centralized control in procurement.
The Sourcing Hero podcast EPISODE 126 Making Procurement Research Actionable with Denis Wolowiecki
Una GPO
August 02, 2023
According to CAPS Research, two thirds of Chief Procurement Officers and Chief Supply Chain Officers – the top spend management executive in a company – sit two levels below the CEO. This limits procurement’s potential impact, but it also prevents companies from realizing a key source of competitive advantage.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Denis Wolowiecki. Denis is the Executive Managing Director at CAPS Research. CAPS stands for Center for Advanced Procurement Strategy and is a B2B nonprofit research center affiliated with both Arizona State University and ISM – the Institute for Supply Management.
Tags: Diversity and Inclusion, Procurement, Supply Chain
Halfway to 2024: An Art of Procurement Mid-Year Check In w/ Kelly Barner and Philip Ideson
Art of Procurement
July 31, 2023
Believe it or not, 2023 if officially halfway over. It seems like just yesterday (or 10 years ago) that we were sharing our first podcast episode of the new year.
In this week’s episode, Philip Ideson and Kelly Barner sit down to talk about the half of the year gone by as well as what they think the second half of 2023 has in store.
They talk about:
• The three key messages Philip laid out in his annual message and whether they have stood the test of time
• Major trends that have dominated news headlines this year and how they have (or have not) affected procurement
• New developments from AOP’s team, online presence, and content programs
Tags: Digital Transformation, Supply Chain, Procurement
Procurement 6 - July 28, 2023
Art of Procurement
July 28, 2023
In this week's episode of Procurement 6, Kelly Barner shares:
How healthcare procurement organizations have continued evolving post-pandemic
Why all companies should include public education in their CSR programs
What we still need to be on the lookout for with the reported UPS-Teamsters labor contract negotiation
And more!
The Sourcing Hero podcast EP 125: When Implanted Neuro Chips Are Top of Mind with Kris Lance
Una GPO
July 26, 2023
Elon Musk is the founder of Tesla and SpaceX and the owner of Twitter. He is as eccentric as he is wealthy. He also happens to be one of the founders of Neuralink, a neurotechnology company that recently received FDA approval to implant chips into human brains. The stated use case is restoring autonomy to people with physical impairments, but the potential applications are as broad as the ethical questions raised by this new capability.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes back Kris Lance, Senior Director at Una, for a recurring monthly conversation about current news stories. Kris has experience in multiple industries and has his finger on the pulse of the trends and topics that procurement, sourcing, and supply chain professionals need to be aware of.
The Sourcing Hero podcast episode 124: The Latest Trends in Contingent Workforce Management with Julia Braun
Una GPO
July 19, 2023
Contingent workforce is certainly not a new category of spend for procurement to manage, but it is a category that has gone through substantial changes over the last few years. Every major trend in talent, from The Great Resignation to layoffs and hiring freezes to quiet quitting, affects how companies balance and blend their sources of talent.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Julia Braun. Julia has over 25 years of experience across all indirect spend categories, managed and outsourced services, with a focus on negotiations for software, cloud services, and professional services. Today she is the Director of Enterprise Procurement for Highspot.
Healing Healthcare Supply Chains with Luká Yancopoulos
Una GPO
July 12, 2023
Many supply chains deal with pain points. Unlike other industries, however, healthcare deals with sourcing and procurement pain points that bring actual pain. In an industry where securing lower costs does not offer the same incentive as it does for others, it takes a different approach to help decision makers see the risks and rewards before them.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Luká Yancopoulos. During the pandemic, Luká and William Danon started Pandemic Relief Supply, a venture that delivered $20 million worth of health care supplies to frontline workers.
They received the 2022 UPenn President’s Engagement, Innovation, and Sustainability award for their efforts. That venture is now Grapevine, a system that addresses miscommunications between suppliers and buyers in the healthcare industry.
The Procurement 6 for July 7 2023
Art of Procurement
July 07, 2023
In this week's episode of the Procurement 6, Kelly Barner discusses:
- The lasting impact of The Great Resignation
- How we can be sure everyone in the workplace is using their unique voice to build stronger partnerships and communities
- Advice about how to ensure your supplier diversity program doesn’t include any ‘washing’
- And more!
Tags: Diversity and Inclusion, Procurement, Supply Chain
The Sourcing Hero podcast episode 122: Helping Women in Supply Chain Set Audacious Goals with Nicole Glenn
Una GPO
July 05, 2023
Despite the broad, supportive corporate messaging around diversity and inclusion, the real work takes place on an individual level – one person at a time. As every person becomes comfortable enough to find their voice and use it, our workplaces and professional communities will continue to grow in diversity, with representation among people from every walk of life.
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Nicole Glenn. Nicole is the Founder and CEO of Candor Expedite and a passionate supporter of women working in supply chain and logistics. She is part of the Ladies Leadership Coalition, a podcast for women in business by women business owners.
LinkedIn Creator Accelerator Program
LinkedIn
November 30, 2021
LinkedIn recently announced a $25 million investment in creators, and on November 30th they announced the first U.S. class of our Creator Accelerator Program. These creators are subject-matter experts on topics that span the world of work: from diversity, equity and inclusion to cryptocurrency, from sustainability to entrepreneurship, and more. They have a story to tell and the passion to build meaningful communities.
Tags: Diversity and Inclusion, Procurement, Supply Chain
3 Speaking Engagements
Aligning Intent And Investment To Build (The Right) Procurement Capabilities
Art of Procurement
February 25, 2019
In this episode, AOP Host Philip Ideson and Kelly Barner (AOP Content Director and Owner of Buyers Meeting Point) discuss their major take-aways from February’s news, industry topics and podcast interviews.
In February, Andrew Daley (Edbury Daley) described the importance of conquering risk aversion when we scope out and fill open positions. Jens Hentschel (FIVIS Partnership) reminded us of the danger of “toiling away” at a tactical level while missing the big picture. Finally, Matt Clark (Corcentric) described the positioning challenges being faced by accounts payable organizations as well as the company’s recent acquisitions: Source One Management Services and Determine.
Don’t miss out on upcoming opportunities to connect with us in person at ProcureCon and Ariba Live, or the latest on the AOP Live schedule – including the free download on Building a Procurement AI Game Plan based on February’s session with Sievo.
This month’s discussion topic was driven by the findings of The Hackett Group’s 2019 CPO Agenda Report: Building Next-Generation Capabilities. The existing gaps between what procurement believes is important from a skills development perspective and what the enterprise values (and why) may be a quick read, but it deserves a lot of thought.
Tags: Digital Transformation, Leadership, Procurement
SIL Podcast: High-Stakes Procurement w/ Kelly Barner
Art of Procurement: SIL Podcast
July 19, 2018
Kelly’s advice to procurement professionals is to stop asking for permission and do whatever it takes to meet business objectives by looking at the long-term, larger picture. When procurement is involved in creating those strategic relationships across the organization, it can drive innovation that leads to cost savings and long-term value.
Key Takeaways:
- Procurement professionals should look at challenges and stumbling blocks as opportunities to save money and increase value.
- To get results and show procurement’s value to the organization, procurement needs to stop asking for permission. If it ruffles some feathers, that’s okay.
- The best kind of procurement talent are those individuals who can handle friction, challenge the status quo and readjust their strategies with agility.
Tags: Digital Transformation, Procurement, Supply Chain
Negotiating for the Unknown: Buying Emerging Technologies
Art of Procurement Podcast Network
June 21, 2018
For enterprises and procurement organizations piloting or evaluating emerging technologies such as AI, machine learning, and RPA, there is very little to go on when preparing for a meeting with an AI vendor.
Supply Chain Today and Tomorrow with Mike Griswold: Musical Tour of Modern Supply Chain
Supply Chain Now
February 22, 2023
Mike Griswold is the Vice President of Research at Gartner, specializing in retail with a particular focus on forecasting and replenishment. He is responsible for Gartner’s annual Top 25 Supply Chain ranking and joins Supply Chain Now on a monthly basis to discuss the latest in retail supply chains from an analyst’s perspective.
The inspiration for this session is music – the best bands, album titles, song lyrics – even the best concert-going experience. But with Mike Griswold in attendance, every musical favorite also has a tie in to the supply chain… and Mike is always right on key.
In this episode, Mike draws on his broad musical tastes to put 2023 into context for co-hosts Scott Luton and Kelly Barner:
• Crystal Ball by Styx: What if companies had been able to see the last three years in advance? How would it have changed their preparation and approach?
• Roll With the Changes from REO Speedwagon: Operating environments, customers, and how we go to market are all different – so our supply chains need to change as well
• Always Look on the Bright Side of Life, Monty Python: We may be consumed with short term challenges, but there is always a tomorrow and another chance to get things right
Supplier Diversity Responsibility, Accountability & Advocacy featuring Ayesha Simons with Colgate-Palmolive
Supply Chain Now
February 01, 2023
There has been an explosion of new supplier diversity programs created over the last few years. While this is an exciting trend that brings new minds and energy to the movement, in some cases it may overshadow programs that have been in place for decades. These companies were committed to connecting with traditionally underrepresented communities long before it was a common practice.
Colgate-Palmolive is home to one of these longstanding supplier diversity programs. Now led by Director of Supplier Diversity Ayesha Simons, the program has been in place for over two decades. It is tasked with creating diverse community representation among the suppliers that the company does business with.
In this interview, Ayesha joins co-hosts Scott Luton and Kelly Barner to talk about the vision, business drivers, and continued evolution of Colgate-Palmolive’s supplier diversity program:
• How consumer sentiment and expectations provide supplier diversity programs with the incentive to continue challenging themselves
• The relationships that Ayesha and the rest of the Colgate-Palmolive team have to build inside and outside of the company for their supplier diversity vision to become reality
• Some of the challenges that remain for supplier diversity to continue growing – and expanding globally in some cases – despite other pressing corporate initiatives
Tags: Diversity and Inclusion, Procurement, Supply Chain
The Supply Chain Buzz for December 5, 2022
Supply Chain Now
December 09, 2022
The Supply Chain Buzz is Supply Chain Now’s regular Monday livestream, held at 12n ET each week. This show focuses on some of the leading stories from global supply chain and global business, always with special guests – the most important of which is the live audience!
This week’s edition of The Buzz featured Kelly Barner, host of Dial P for Procurement, Greg White and Scott Luton, and was made possible by the team at 6 River Systems.
In this session, created in collaboration with a live Supply Chain Now audience, Kelly, Greg, and Scott discussed:
• The challenges associated with placing too much reliance on regulation in the fight against bad actors on the world stage
• Truck driver strikes that are once again causing disruption in South Korea, and how that government’s handling of them compares to the U.S. federal government’s response to the railway strike
• Disruptions in the lettuce supply chain that are interfering with (GASP!) the menu at Chick-fil-A
• The current trend of the U.S. manufacturing industry according to the Institute for Supply Management’s November 2022 Report on Business
Delivering on the Promise of Procurement with Industry Veteran Len DeCandia
Supply Chain Now
October 31, 2022
Len DeCandia has enjoyed an illustrious career as a supply chain executive and chief procurement officer at some of the world’s largest CPG enterprises, including Johnson & Johnson. So who better to reflect on the changing role of procurement with Scott and Kelly than Len? In this episode, tune in to hear Len share his thoughts on how the role of procurement has evolved, the supreme importance of managing risk, delivering on the promise of ESG, challenges moving forward and more.
Managing Pfizer’s Final Mile: Patients, featuring Jim Cafone from Pfizer
Supply Chain Now
August 29, 2022
Over the last two years, supply chain professionals have been thrown into the spotlight like never before. While all of that attention brings opportunity, it is also exhausting – and the challenges seem to be never ending, especially for leaders in the pharmaceutical industry.
Jim Cafone is the Vice President of Pfizer Global Supply Chain. He has responsibility for planning and delivery worldwide, including the company’s sales order management functions. Because Pfizer makes vaccines, solid dose tablets, and gene therapy treatments for rare diseases, they employ a broad range of technology platforms to support the people they think of as their last mile: patients.
In this interview, Jim talks openly about what it was like to manage Pfizer’s supply chain through the COVID-19 pandemic with co-hosts Kelly Barner and Scott Luton:
· How his team put a plan together to roll out the COVID-19 vaccine
· Some of the operational hurdles they faced and how they overcame them
· Examples of ongoing Pfizer innovation and his advice for new graduates entering the field of global supply chain
The Supply Chain Buzz for August 1st: Dial P for Procurement Edition
Supply Chain Now
August 05, 2022
By now, most supply chain professionals have adjusted to having our profession top the news headlines nearly every day. If only that were the only change taking place… With supply chain performance becoming a higher profile part of national security, it would seem that our work is becoming more intertwined with government policy and politics as well.
The Supply Chain Buzz is Supply Chain Now’s regular Monday livestream, held at 12n ET each week. This show focuses on some of the leading stories from global supply chain and global business, always with special guests – the most important of which is the live audience!
This week, Scott Luton, Greg White, and Kelly Barner spent a fast-paced hour covering some of the most compelling news stories of the week:
• The complexities in the oil supply chain that might be making it possible for countries like Russia and Iran to export crude oil in defiance of global sanctions
• The real-world implications of the recently passed $280 Billion CHIPS Act for the U.S> semiconductor industry
• Whether 3D printing has finally gotten to the point where it is a practical solution for meeting parts needs
• Is it time to panic about the availability of Hershey’s product this Halloween???
The Supply Chain Buzz for June 6th Featuring Mike Griswold with Gartner
Supply Chain Now
June 10, 2022
The Supply Chain Buzz is Supply Chain Now’s regular Monday livestream, held at 12n ET each week. This show focuses on some of the leading stories from global supply chain and global business, always with special guests – the most important of which is the live audience!
This week, Kelly Barner Host of Dial P for Procurement, and Greg White welcomed special guest Mike Griswold, Vice President of Research at Gartner. He spoke about the unique characteristics that emerged among this year’s Top 25 and ‘Masters’ Supply Chains.
Mike, Greg, and Kelly talked about:
• The incredibly tough competition among companies aspiring to the Top 25 and why investments in sustainability played an outsized role
• Why clothing retailers are struggling with a mismatch between the inventory they have on hand and the merchandise their customers are clamoring for
• The slow (but dramatic) march forward in Elon Musk’s efforts to take Twitter private
The Supply Chain Buzz for May 9th with Greg White and Kelly Barner
Supply Chain Now
May 13, 2022
The Supply Chain Buzz is Supply Chain Now’s regular Monday livestream, held at 12n ET each week. This show focuses on some of the leading stories from global supply chain and global business, always with special guests – the most important of which is the live audience!
With regular host Scott Luton on the road, Kelly Barner, host of Dial P for Procurement, stepped in to kick the week off right with Greg White. After trying to logic their way through the fan appeal of the USFL, they took four top news stories and discussed them individually before looking for connections between them.
In this session, created in collaboration with a live Supply Chain Now audience, Kelly and Greg covered:
- Why the anticipated sudden reopening of the port in Shanghai may be too much of a good thing for other port cities around the world
- How successful Tempur Sealy is likely to be in their quest to diversify sourcing so they can mitigate the risk of future China lockdowns
- Whether working in the metaverse will help Kraft Heinz solve its supply chain problems
- Does our amusement at the Ukrainian “hacktivist” DDoS attack on Russia’s vodka supply chain outweigh the concern about cybersecurity in general?
Preparing for the Uyghur Forced Labor Prevention Act and Regulations Featuring Constantine Limberakis with riskmethods
Supply Chain Now
May 12, 2022
Governments and regulators across the globe are stepping up their oversight of corporate operations so they can drive more ethical and environmentally sustainable business practices. Each effort to uncover harmful and unethical business practices – such as environmental degradation, unfair or unsafe working conditions, and modern slavery – increases the challenge for procurement and supply chain professionals increases.
One such example, the Uyghur Forced Labor Prevention Act, takes effect on June 21, 2022. It states that all goods made in Xinjiang, China will be presumed to involve slave labor unless the company can prove otherwise. Like other ESG laws, the Uyghur FLPA will require companies to increase visibility into first-tier suppliers as well as sub-tier suppliers. What do we need to do to prepare for this act and other ESG laws and regulations?
In this livestream-based episode of Dial P for Procurement, Kelly Barner and Scott Luton welcome Constantine Limberakis, Senior Director of Global Product & Solutions Marketing at riskmethods, to discuss:
- Who the Uyghurs are and why they and the autonomous region of Xinjiang are they being singled out for international oversight
- What products and commodities are exported from this region, and how many industries and/or supply chains will be affected by the new law
- The questions that remain open about how this law will be enforced and what the penalties will be for those who do not comply
Looking at Risk Up Close, an Interview with Ukrainian Procurement Professional Maryna Trepova
Supply Chain Now
May 03, 2022
The whole world has experienced unprecedented disruption over the last couple of years, but none of it – not the supply shocks, not the port congestion, not the health concerns – comes close to the conditions experienced by the citizens of Ukraine. Some have left the country while family members remain to fight or attempt to carry on. Entrepreneurs find themselves in a precarious position, trying to preserve their businesses against an extraordinary backdrop.
Maryna Trepova is a career procurement professional, the CEO and Founder of IPSM. Earlier this year she left Kyiv with her son to escape the conflict. She is now running her procurement consulting business from Portugal, all the while working to stay in contact with family and friends still in Ukraine.
In this episode of Supply Chain Now, Maryna joins Scott Luton and Kelly Barner to share her perspective on:
• The war in Ukraine, how it has affected her life, family, and work
• How she has learned to build trust with various stakeholder groups and use it as a foundation for creating procurement value
• The importance of having actual relationships with suppliers, not just performance metrics positioned as relationships buy the buy-side organization
Boots on the Ground in Shanghai, China feat. Jeffrey Goldstein, President of ONWARD Global
Supply Chain Now
April 14, 2022
The distance between the United States is far, and that statement remains true whether you are describing geography, culture, or business practices. But how much of what we have been led to believe about the country with the world’s second largest economy is true and how much is hype?
We decided to ask someone who is there, making a living bridging the gaps in supply chains and understanding between Chinese companies and their Western customers.
In this week’s Dial P for Procurement interview, Kelly Barner is joined by Jeffrey Goldstein, Founder & President of ONWARD Global. More important than his title though, is his location. Jeffrey has been based in Shanghai, China for the last 12 years. He works with international startups, brands, and retailers, serving as their on-the-ground representation in China, managing their sourcing, manufacturing, and ethical compliance.
In this interview, Kelly asks Jeffrey frank questions about:
How companies have partnered with firms based in China over the last couple of years despite the strict travel restrictions imposed as part of China’s ‘Zero COVID’ policy
Whether commonly held notions of what a ‘business relationship’ means in the West versus China are compatible
Procurement investments in digital transformation – have they improved interactions with Chinese suppliers?
The risks Western companies may be creating for themselves if they push Chinese suppliers too hard on price
The Prepared will Prevail: Investing in Collaborative Supply Chain Resilience
Supply Chain Now
December 06, 2021
Supply chain risk management is at the top of every corporate priority list right now. And while businesses have never had a time free from risk, the stakes are so high right now that the issue has become all-consuming. Since it is not an option to wait the risk out, wise organizations are investing in their own resilience and partnering with suppliers to strengthen their options.
Today’s business challenges are creating demand for a “new risk management,” one that turns visibility into actionability and connects enterprise responsibility with individual incentives for improved outcomes that stand the test of time.
In this episode, based on a Dial P for Procurement livestream, riskmethods’ Chief Product Officer & Managing Director of the Americas, Bill DeMartino, and Senior Director of Product & Solutions Marketing, Constantine Limberakis, discuss rebuilding confidence in the face of risk by establishing a single source of truth that people can trust and act upon:
– How companies can bolster the capabilities and confidence of their decision makers in the face of never-ending disruption
– Whether the uncertainty of the supply chain has taught procurement to truly partner with suppliers
– The difference between having visibility into the nth tier of the supply chain and achieving actionable transparency
Supplier Diversity Comes to the Forefront: The 2021 State of Supplier Diversity Report w Neeraj Shah
Supply Chain Now
November 01, 2021
Of all the initiatives to grab the headlines over the last two years, none has united the global business community like the call for Diversity, Equity, and Inclusion (DEI). For procurement and supply chain teams, supplier diversity presents an opportunity to make an immediate difference in traditionally underrepresented communities and to ensure that their commitment stands the test of time.
supplier.io recently completed their comprehensive annual study of supplier diversity programs across industries and from newly launched programs to those that have been in place for over a decade. Their 2021 State of Supplier Diversity Report not only captures the passion of the moment, but it also reflects trends dating back to 2017.
One of the most compelling findings of the 2021 report is that the number of new supplier diversity programs has skyrocketed. In fact, there was a 60% increase in representation from programs less than three years old. These new programs bring with them fresh enthusiasm and a previously unseen level of executive support.
In this episode of Dial P for Procurement, Neeraj Shah, CEO of supplier.io, answers live questions about the current state of supplier diversity and what will be needed to drive towards a results-oriented future:
– How companies can turn intent into action in a way that promotes competitive advantages and collaborative partnerships with a diverse array of suppliers.
– Why measurement and reporting are so critical to supplier diversity programs’ ability to deliver results and grow meaningfully year over year
– What the most mature programs are doing to continue expanding their impact, including going global, pushing into tier 2 of the supply chain, and investing in supplier development
Tags: Diversity and Inclusion, Procurement, Supply Chain
Key Takeaways from the Gartner Supply Chain Symposium/Xpo 2021 - EMEA
Supply Chain Now
October 11, 2021
Mike Griswold is the Vice President of Research at Gartner, specializing in retail with a particular focus on forecasting and replenishment. He is responsible for Gartner’s annual Top 25 Supply Chain ranking and joins Supply Chain Now on a monthly basis to discuss the latest in retail supply chains from an analyst’s perspective. Gartner held the 2021 Supply Chain Symposium/XPO focused on the EMEA region a few weeks ago, and many of the topics affect businesses and supply chains in every part of the globe. All of the macro trends that were discussed have a dual focus – doing well while doing good and making sure that the priorities of the customer (whether B2B or B2C) are understood and embraced by decision-makers. In this episode, Mike shares his key takeaways from the 2021 EMEA Supply Chain Symposium/XPO with co-hosts Scott Luton and Kelly Barner, host of Dial P for Procurement:
Sustainable profit and sustainable profitability
The importance of having a shared purpose
Creating and strengthening value-aligned ecosystems
P is Also for Payments and (Credit Card) Processing with Jim Luff and Kris Lance
Supply Chain Now
October 04, 2021
Dial P regulars know that when you ‘dial p’ you get procurement – usually. But sometimes, p is for payments and credit card processing. Keeping in mind that one company’s payments become another company’s cash flow is absolutely critical in today’s hyperconnected supply ecosystems. All procurement professionals need to know how multiple forms of invoicing and payment work – and how they can support all suppliers’ desire to get paid sooner.
In this month’s episode of Dial P for Procurement, Kelly Barner and Scott Luton are joined by Jim Luff, Marketing Manager at Chosen Payments, and Kris Lance, Senior Director at Una. They answered all of our questions about how payment processing works, including credit card payments, chargebacks, and contactless payments.
During a conversation recorded live with the full participation of the Supply Chain Now ‘skybox’ audience, Jim and Kris answer questions such as:
The basics of payment processing in the context of corporate procurement and supply chain.
What happens in practice when a company’s customers take too long to pay them for products and services that have not only already been invoiced, in some cases they have already been delivered
What chargebacks are, how they work, and what enterprise procurement professionals need to know about them
Thursday Futures – The Future of Digital Business with Kelly and Kevin, Featuring Joshua Miller with Fund Black Tech
Supply Chain Now
September 30, 2021
Study after study indicates that diversity plays a critical role in improving revenue while making companies more agile and innovative in the face of constant change. And yet the tech industry continues to lag behind when it comes to investing in Black and Brown tech entrepreneurs. So C&I Studios Founder and CEO Joshua Miller set out to answer a simple question: why aren’t we funding Black tech? He sat down with us to discuss the core issues driving his forthcoming documentary, “Fund Black Tech,” and to share his insights from interviewing emerging entrepreneurs, venture capitalists and execs around the world. Learn more about C&I Studios, the documentary film making process, how companies can move beyond lip service when it comes to diversity – and much more.
Tags: Diversity and Inclusion, Procurement, Supply Chain
Delivering an Experience that Builds Strong Relationships
Supply Chain Now
August 30, 2021
Everyone wants their customers to have a good experience but being able to live up to that standard consistently and at scale is not easy. Ideally, someone will take responsibility for creating positive experiences no matter the exact requirements. In this Dial P for Procurement livestream, Kelly Barner and Scott Luton are joined by Crystal Villareal, Member Services Manager at Una, and Philip Ideson, Founder and Managing Director at Art of Procurement.
In addition to hearing directly from Crystal and Phil, we also got solid advice from the best experience managers in the business: our canine colleagues. We got professional advice from Louie, Una’s VP of Snuggles, Rosalie, AOP’s Director of Canine Experience, Jasper, AOP’s SVP of Barkalytics, and Ruby and Dexter, “The Muscle” at Supply Chain Now.
During a conversation recorded as a livestream with the Supply Chain Now audience, Crystal and Phil shared their best practices for:
How to convert your vision for customer experiences into a set of tasks and priorities that guide your daily work
How to build on individual positive experiences over time, gradually nurturing them into a bigger relationship
Spotting the signs that you have successfully forged a value-oriented relationship with a customer or community member
Move Faster, Save More, and Look Better Doing It! With Anthony Clervi and Kris Lance from Una
Supply Chain Now
July 30, 2021
“In bank accounts and relationships, you make deposits and withdrawals. When you have to deliver a tough message, you’re essentially making a withdrawal. Hopefully you’ve made enough deposits – by earning trust and through your performance – to cover that withdrawal. That is the goal.”
– Anthony Clervi, Principal at Una
“If you get a rebuttal, stay curious – don’t shut it down. Understand why there is pushback. Staying curious enough to understand the impact to others is going to go a really, really long way.”
– Kris Lance, Senior Director at Una
With more spend and suppliers to manage than ever, many procurement teams are re-evaluating the category expertise they maintain in house and which buying decisions are managed by procurement v. being turned over to the business. In this conversation, Anthony Clervi and Kris Lance from Una, a Group Purchasing Organization, bring their sales and marketing experience along with a perspective refined through years of entrepreneurship to tackle this challenge and others.
Among their best advice is how to overcome objections – something procurement’s colleagues in sales do all the time. While procurement often hears a “no” and considers a conversation over, Kris suggests looking at that as the start of the discussion and taking it as an opportunity to learn as much as possible. Doing so may even win over procurement’s toughest critics and turn that no into a maybe or a yes.
Where Supply Chain, Logistics, and the Fine Art World Collide
Supply Chain Now
July 20, 2021
Everyone is so busy pushing the envelope on #supplychain speed and efficiency that it may go unnoticed when well-meaning innovations are used for questionable or nefarious purposes.
Case in point: global art markets. Some works of art are so valuable that they are thought of as investments rather than cultural treasures. This has led to the desire to obscure information about private trades, questions about forgeries, and even debates about the true definition of ‘art.’ Join Kelly Barner, Scott Luton, and Gugulethu Hughes as they consider where supply chain, #logistics, and the fine art world collide in this new Supply Chain Now episode.
The North Face Dilemma – What is your supply chain made of?
Supply Chain Now
June 30, 2021
Truth is often stranger than fiction. Sometimes a true story comes along that is not only strange, it is also instructional – if we give it the opportunity.
Case in point: the friction between North Face and the oil and gas industry, who – much to North Face’s chagrin – provide the substances and materials that make up a significant portion of the products they sell. In this episode of Supply Chain Now, Scott Luton and Kelly Barner take on this true story and do their best to provide fair representation of all perspectives.
Dial P for Procurement: The Intersection of International Culture and Talent in Procurement
Supply Chain Now
June 18, 2021
“You’re more likely to get a better outcome if you learn and understand the ways that different cultures communicate and how they interact with each other – including the values that drive the culture.”
– Jacinta Taliauli, Senior Procurement Advisor at Ministry for Pacific Peoples
“I love procurement people because they control the cash.”
– Kim Winter, Founder & CEO, Logistics Executive Group
Although industries and supply chains are increasingly global, the cultural norms that prevail in each region vary. As we begin to work within those regions, it often becomes apparent that there are cultural differences at the country and even city or regional level. Each person has to be aware of their own cultural background as well as how those tendences align with the people they work with.
Jacinta Taliauli is a Senior Procurement Advisor at the Ministry for Pacific Peoples. Her parents moved from Tonga, a small island nation in the Pacific Ocean with a population of around 100,000 people, to New Zealand before she was born. Although they moved so she they could raise her in a country with more opportunities, they still raised her in “the Tongan way,” a set of cultural values that combine flawless politeness, deference to authority, and a commitment to hard work.
In this episode of Dial P for Procurement, Jacinta tells special guest Kim Winter and co-hosts Kelly Barner and Scott Luton about:
• The importance of culture, understanding what we share and the nuances of difference between and within each geographical region
• How public procurement differs from private sector or commercial procurement
• Ways to attract talented young professionals to the field of procurement, and the benefits to be realized by having a culturally diverse workforce
Tags: Business Continuity, Procurement, Supply Chain
Approaching Procurement with a Growth Mindset - A Dial P for Procurement Interview
Supply Chain Now
May 24, 2021
There are many paths people follow to start a career in procurement, but not a single one of them is a straight line. Although this can present challenges from a skills consistency perspective, more often than not, it actually serves to expand what procurement is capable of by ensuring that the team has a broad range of perspectives and experiences.
Over the last decade or so, procurement has ceased to be the place that people are sent so that they can’t do too much damage to the company. Procurement leaders are actively recruiting the best and brightest people from other functions and roles to join their ranks. Sam Achampong, the Regional Head and General Manager of the MENA Region for CIPS, is a perfect example. After playing a project management role in a cross-functional personnel rationalization effort, he was invited to join procurement. He accepted, and the rest is history.
In this episode of Dial P for Procurement, Sam tells special guest Kim Winter and co-hosts Kelly Barner and Scott Luton:
- Why he found Dubai to be uniquely refreshing when he first arrived there, and how he tries to apply that same perspective to procurement
- The valuable position and influence that come with being an official ‘Chartered institute’ and the additional expectations it creates, especially in a region with so many participating countries
- Why it is absolutely critical for procurement to be aligned with the overall business strategy and the various types of value that allows them to create for the organization
Telling a Human Story About Digital Procurement Transformation
Supply Chain Now
May 19, 2021
When we talk about digital transformation, we are usually focused on the digital component. And why not? The most recent advances in technology are powerful and exciting. But we often overlook the human element in transformation. In this episode of Dial P for Procurement, we are going to focus on the human ability to change, how to build human resilience, and the role of leadership in today's uncharted waters. Joins hosts Kelly Barner and Scott Luton as they welcome guests Marcell Vollmer with the Boston Consulting Group and Jacob Gorm Larsen with the Maersk Group to the livestream on 5/18 at 12 noon ET.
Tags: Digital Transformation, Procurement, Supply Chain
Dial P for Procurement: April 2021 Livestream
Supply Chain Now
April 20, 2021
These days, it seems like everyone is in the risk business. From high consumer expectations to the challenging final mile, and from ships stuck sideways in far away canals to an uncertain global economy, all business decisions come with elevated risk. The riskiest move of all is giving in to the fear. Join hosts Kelly Barner and Scott Luton as they welcome guests Koray Kose and Philip Ideson for a risk-aware but unafraid discussion of supply chain risk and procurement's role in addressing it.
Recommended Procurement Webinars Nov 9-13: Valuable Supplier Relationships, Seismic Change, S2P Digital Transformation
Buyers Meeting Point
November 09, 2020
The shift from COVID response to recovery is clear to me in the events recommended below as well as the other events I’ve just added to the events calendar. Here’s an example, rather than supply chain disruption, companies seem to be focused on cash flow. It doesn’t mean that things are getting any easier, just changing to a more structural focus.
Recommended Procurement Webinars Nov 2-6: Mid-market Digital Transformation, Industries in 2021, and Supply
Buyers Meeting Point
November 02, 2020
If you are planning your procurement webinar schedule beyond this week, I recommend checking out Procurious Big Ideas 2020 on November 18th. The pandemic has ‘leveled the playing field’ in a manner of speaking, turning all participants into digital delegates this year. I’ve provided some insight for the event, which also features #1 New York Times Selling Author Dr. Jonnie Penn ("What Do You Want To Do Before You Die?") and Nik Gowing, Co-author of “Thinking the Unthinkable.”
Tags: Digital Transformation, Supply Chain, Procurement
Recommended Procurement Webinars Oct 19-23: Third Party Risk, Lasting Supplier Diversity, Resilience v. Immunity
Buyers Meeting Point
October 19, 2020
This is the time of year when it becomes all too easy to count down the days and weeks left on the calendar. By my count, we have about 8 solid weeks remaining – when you allow for Thanksgiving and the natural phase out towards Christmas. 8 weeks… that’s either good news or bad news depending on your perspective.
If you are planning your procurement webinar schedule beyond this week, I recommend “Digitally-enabled people for insight, resilience, and innovation” from Tradeshift and Spendency on November 10th.
Recommended Webinars September 14-18: Post-Crisis Procurement, Customer-Driven Digitalization, Food Supply
Buyers Meeting Point
September 14, 2020
I’m continuing to add new events to the calendar, both webinars and virtual conferences. While a virtual conference might not typically be your ‘thing,’ keep in mind that most of them are free to attend – meaning that 2020 is actually presenting us with opportunities to ‘attend’ events and hear from speakers that we wouldn’t have access to in a ‘normal’ year!
Recommended Webinars September 7-11: AI for Contract Analytics and Chasing Tail Spend
Buyers Meeting Point
September 07, 2020
Now that it is September, the fall conference season is upon us. Even though few will have the opportunity to gather in person, we can still make the most of these virtual chances to connect and learn. There are two upcoming virtual conferences I want to call particular attention to:
Mastermind LIVE: Art of Procurement’s Digital Procurement Event with a Difference
NESCON: The New England Supply Chain Conference & Exhibition
If you are planning your webinar schedule beyond this week, I recommend “International trade and compliance – what’s new in 2020?” From basware and EBG Network on September 16th at 2pm ET.
Recommended Procurement Webinars June 15-19: Best Practices for Uncertain Times, Increased Resilience, Flattening the Cost Curve
Buyers Meeting Point
June 15, 2020
Another week, another 10 events added to the calendar – all of which are taking place between now and the first week of July. There are 8 webinars this week and 11 next, and several events already listed for the week of July 4th. That may indicate that the pause in business that typically surrounds the July 4th holiday in the U.S. will be shorter than in more typical years.
Recommended Webinars June 8-12: Outlook 2000, Resilient Companies, and Aligned Procurement
Buyers Meeting Point
June 08, 2020
Last Tuesday I announced that Buyers Meeting Point has acquired MyPurchasingCenter, a website and online community much like BMP. This step increases our reach, audience, and – most importantly – our content base. Some of the best known writers in procurement and supply chain were authors for MPC, including Jon Hansen, Bill Michels, Dr. Tom DePaoli, Rich Weissman, and Elaine Porteous. Look for more on that front starting this week!
Recommended Webinars June 1-5: Managing Supplier Risk and Embracing Automation
Buyers Meeting Point
June 01, 2020
As we turn the corner into June, the pace of even virtual events has slowed back to what I would expect to see in the summer months of a ‘normal’ year, which this decidedly is not. One sign of light at the end of the tunnel is this: I added a live event (yes, live – in person and with people in attendance) for November of 2020. Time will tell if that is going to hold and what it will look like, but it feels like a glimmer of hope all the same.
Recommended Webinars May 25-29: Collaborate to Win, Manufacturing Resilience, and Virtual Procurement
Buyers Meeting Point
May 24, 2020
If you are outside of the U.S., just a quick reminder that Monday is Memorial Day, a Federal holiday and the unofficial start to summer. Most people are still marking the day in some fashion, but I suspect that very few will be taking to the roads, so the week should be relatively business-as-usual starting on Tuesday.
Recommended Procurement Webinars May 18-22: Risk, Resiliency, and Agility
Buyers Meeting Point
May 18, 2020
Holy webinars Batman! I added 14 new virtual events to the calendar last week. Clearly companies are embracing this method of reaching their desired audience (in the absence of an alternative). I just hope they aren’t all sad COVID-19 fallout events. If anyone hears about a webinar focused on how the ‘murder hornets’ are expected to affect the supply chain, please let me know?
Recommended Procurement Webinars April 27-May 1: A Crucial Coalition, Unlocking Strategic Value, CPO Rising 2020
Buyers Meeting Point
April 27, 2020
In addition to the events listed below, we also get one other fantastic gift this week – we FINALLY get to turn the calendar from April to May. I can’t think that I’m the only person that is past ready to bid farewell to April 2020 forever.
LinkedIn LIVE Audio Event: Understanding the Why of #SupplierDiversity
YouTube
January 28, 2022
In this #SupplierDiversityDiscussions LinkedIn LIVE Audio Event, we'll come together to discuss the results of this week's poll - all focused on better understanding the 'Why' of supplier diversity. Featuring Philip Ideson, Helen Mackenzie, and Canda Rozier. Recorded LIVE on January 28, 2022.
Sourcing in 2022: Juggling Disruptions, Sustainability & Modernization
Keelvar
January 06, 2022
Procurement executives should take notice: A recent survey of sourcing professionals presents some hot topics for contemplation as we move into 2022. We’ll share data from sourcing experts on their top challenges, future plans, technology usage, and greatest worries. This panel discussion will react to key reveals from the recent Keelvar survey and put the data in context with real-world experiences.
Topics covered during this 45-minute presentation and roundtable:
• What are the top challenges keeping sourcing experts “up at night”? (Spoiler alert: disruptions rank high)
• What resourcing pressures do teams feel?
• Where are we with sustainability in the sourcing function?
• What’s the state and opportunity for e-sourcing technology adoption?
• What are key predictions for sourcing in 2022?
All attendees will receive a copy of the accompanying Voices of Sourcing ebook detailing the survey findings.
Introducing Dial P for Procurement
Supply Chain Now
January 19, 2021
Scott W. Luton and Kelly Barner host the “Dial P for Procurement” livestream series at 12pm ET on every 3rd Tuesday of the month in 2021. Scott, Kelly & featured guests will discuss procurement leadership best practices & some of the biggest issues facing procurement practitioners across the world of global supply chain. The series is jointly presented by Buyers Meeting Point & Supply Chain Now. Today’s episode features Anna McGovern, Chief Supply Chain Officer for Food Bank for New York City and Kathy Fulton, Executive Director for American Logistics Aid Network.
Post COVID-19 Supply Chains: What is Needed to Adapt
Supply Chain Now
August 21, 2020
After COVID-19, most companies will be cash poor, margin hungry, and riveted on boosting supply chain resilience.
They say, “forewarned is forearmed,” but what specific actions should we take? Join Rod Sherkin, President of ProPurchaser, and Kelly Barner, Owner of Buyers Meeting Point, as they team up to share their insights on the challenges our profession will face and the solutions we can implement to thrive in a post COVID-19 world.
Kelly kicks off this discussion by explaining how some of today’s “best practices” may no longer be best, e.g.: building just-in-time supply chains, supplier rationalization, and pursuing low prices.
Rod continues the presentation with practical advice to prepare you for what's coming - how to keep the focus on cost containment while building resilience into your supply chain.
2020 CIPS/HAYS North America Procurement Salary Guide and Insights Webinar
CIPS/Hays
August 04, 2020
The CIPS/Hays Procurement Salary Guide and Insights 2020 is currently available for North America. On July 8, 2020 we will be hosting a live webinar providing an in depth understanding of the North America survey findings, including skills in demand for the future.
This years' report provides a fascinating insight into the challenging social, political and economic environment in which organizations are operating in; combined with the digital revolution resulting in the increasingly complex demands being placed on procurement and supply chain management. As a result, business leaders are turning to procurement for solutions to reduce risk and find new opportunities. It has never been more important to have fully qualified professionals in the team with the right skills to deliver.
The Road to a Successful Compliance Technology Purchase
MyComplianceOffice
July 16, 2020
Purchasing software or choosing a vendor can be a multi-faceted effort. Firms are expected to maximise profits and reduce costs and the fast-paced regulatory environment is preventing them from achieving this.
Consequently, the role of Compliance and Procurement within financial services is set to be more tactical than ever as organizations look to gain value through their choice of compliance technology.
Firms are facing higher levels of regulatory scrutiny and are counting on vendors to help them mitigate risks. At large firms, procurement teams are an essential player in helping to manage risk factors and ensure support to the compliance team when choosing a compliance solution.
In this webinar, Kelly Barner, Owner and Managing Director of Buyers Meeting Point looks at what compliance officers need to know about working with procurement when implementing new software and the importance of each player in the buying cycle.
Procurement and supply chain: Today's most crucial coalition
Fairmarkit
April 30, 2020
The interconnectedness between supply chain and procurement is critical, especially during these unprecedented times. Listen to procurement experts, Jill Robbins Senior Director, Global Indirect Procurement at Elanco, Kelly Barner, Owner & Managing Director at Buyers Meeting Point, and Erin McFarlane, Head of Strategy at Fairmarkit, as they discuss how to creatively work with suppliers to bring innovation across your supply chain.
Category Management: Overcoming Barriers to Sources of Value and Innovation in Your Supply Base
Buyers Meeting Point
December 01, 2020
Category management is one of the many processes – like spend analysis, supplier performance management, and strategic sourcing – that form the center of procurement’s domain.
One thing that all of these processes have in common is a reliance on technology for consistency, scalability, and success. What is not the same, however, is the precise connection between the process and supporting technology. Process-driven practices like spend analysis and strategic sourcing have an almost 1:1 relationship with technology, while the exact role that technology plays in executing a category management program is not as clear.
I recently authored a whitepaper in cooperation with the JAGGAER team, titled Category Management: Overcoming Barriers to Sources of Value and Innovation in Your Supply Base. In this paper, we make the argument that category management is often both misunderstood and under automated. While these obstacles have led to a great deal of frustration, and even an inability of category management to gain traction and deliver ROI in some organizations, technology can play a key role in increasing adherence to the key principles of category management and generating tangible results.
Tags: Digital Transformation, Procurement, Supply Chain
The Procurement AI Gameplan Workbook
Art of Procurement
March 11, 2019
There are an increasing number of examples of how AI and machine learning add value in procurement. They include spend classification, capturing supplier information from public sources, and parsing the key terms from lengthy, complex contract documents. Automation can be implemented as a pilot project or an enterprise-wide effort, and it can improve legacy processes as well as parts of the business that have been deliberately re-worked to leverage the unique advantages of AI.
Boosting Supplier Performance with 360° Information
SynreTrade
July 16, 2018
What a company wants from each supplier varies widely by industry and spend category, with one exception: transparency. Procurement (and the internal stakeholders they support) are always on the lookout for opportunities to increase supply chain visibility.
In this paper we will consider the impact that building an actionable 360° picture of supplier performance has on the long term success of third party relationships by combining:
- Supplier onboarding
- Profile enrichment
- Performance scorecarding
Tags: Big Data, Digital Transformation, Procurement
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2022 Predictions for Supply Chain
Date : October 18, 2021
I predict that companies – and maybe even consumers – will finally differentiate between problems WITH the supply chain and problems IN the supply chain. Is a challenge happening because of a tier 3, tier 4, or tier X supplier’s performance or is a disruption being caused by an inability to move products and materials from point A to point B? If we can’t be precise in our discussions about the supply chain, how can we hope to be strategic about increasing its resilience?
I predict that in 2021, the two 'hemispheres' of procurement - cost savings and value creation - will finally coexist in harmony. Rather than being the result of procurement's internal elevation or expansion, it will be as a result of the extreme pressure being put on companies to remain profitable while staying competitive in the shadow of the pandemic. Procurement is entering into this time of pressure as carbon, and will emerge as diamonds.
I predict that in the aftermath of the COVID-19 pandemic, procurement will not only (finally) embrace the value of strategic supplier relationships, we will improve our methodology for selecting which companies to partner with. Companies that actively invested in supplier partnerships before the pandemic have been able to weather the storm and even benefit from their suppliers’ understanding of disrupted markets. It is not always the largest spend suppliers that are the most important partners, but rather the ones that hold the most value for the operation. The methodology for selecting these suppliers may be more difficult, but the ROI will be far higher.
The phrase “digital transformation” will be replaced by multiple, more specific initiatives as the failure to deliver concrete results eats away at corporate interest and willingness to invest.
Rationale: The promise of digital transformation has been accepted without proper scrutiny. This has made it difficult to set objectives and measure ROI. Rather than being everything to everyone, digital transformation now means nothing at all.
Action: Executives in the middle of a transformational effort should focus on specifics: what technology, what results, what timeline? Companies just starting a digital journey should learn from others and demand clarity and specificity before moving forward.
Dial P for Procurement Features Leaders from the Humanitarian Supply Chain
Thinkers360
January 27, 2021
“…a donkey with a stick behind him and a carrot in front always goes forwards and not backwards.”
- Tony Wendice, Dial M for Murder (Alfred Hitchcock)
Procurement, supply chain, and mystery may not be the most natural combination, but they come together seamlessly in my new Supply Chain Now livestream: Dial P for Procurement. Broadcast on LinkedIn, Twitter, Twitch and more on the third Tuesday of each month, Dial P brings together a constantly changing cast of procurement executives, providers, and thought leaders. We’ll use the time to investigate the nuanced – and constantly evolving – boundary of the procurement/supply chain divide.
In the first episode, broadcast on January 19th, Scott Luton and I welcomed Anna McGovern, Chief Supply Chain Officer at the Food Bank for New York City, and Kathy Fulton, Executive Director of the American Logistics Aid Network. I’ll admit that I wasn’t sure how to approach these amazing ladies, both of whom are putting their professional skills to use for the betterment of others. They provided me and the audience with a welcome education on nonprofit supply chain management – a discipline that has an awful lot in common with corporate procurement and supply chain.
For instance:
Your customer is what matters most
Most corporate procurement teams are pretty separated from their company’s consumers and target market. For that reason, we often refer to internal stakeholders as customers, a practice that has incentivized better technology, less friction in the buying process, and improved soft skills. What it hasn’t done is keep procurement’s focus in alignment with what the company as a whole is working to achieve. For that, we really need to keep our eye on the ball, focusing on enterprise-wide branding and market share initiatives and contributing to them in any way possible. Anna pointed out that if her team falls short, someone goes to bed without dinner: a humbling and inspiring reminder of how and why the customer must remain king.
Slow is smooth and smooth is fast
Since Kathy is almost entirely focused on responding to crises and disruptions, she has learned to remain calm in the midst of chaos. She advocates an important practice that all of us can learn from: slowing down to focus on building trusted relationships and partnerships long before they are needed. Then, when you need to call in a favor or ask a partner to step above the usual expectations, you know they will be ready and willing. Of course, that doesn’t mean that there aren’t tough conversations in those relationships. As long as there are common or aligned interests, everyone can keep pulling in the right direction.
If you have to do it, do it with heart
One of the most memorable moments in the livestream was when we were talking about what drives people to dedicate themselves to nonprofit organizations. Anna and Kathy agreed that commitment to a cause is one of the most motivating factors they have seen. Working with both passion and purpose can make even the most difficult work light. Before 2020, I might have felt obliged to point out that, being more familiar with corporate procurement and supply chain, I couldn’t possibly understand. Now that we’ve weathered almost a year of pandemic fallout, I’ve had the opportunity to see all kinds of procurement professionals step up and do amazing things: selfless dedication that we can all be proud of.
The on-demand video of January’s Dial P for Procurement can be seen here, and the audio is also available as a podcast here. Mark your calendar for 12n ET on February 16th as we once again go live with Dial P.
Dear Procurement… I need to make a profit!
Thinkers360
July 23, 2020
I often receive questions about procurement from all directions and perspectives. I recently received one from an entrepreneur that I thought everyone might benefit from reading my answer to. The question related to the onerous requirements and processes that procurement teams put up which are expensive, time-consuming, and often push for early pay discounts regardless of the size of the vendor or the size or duration of the contract. In this case, procurement was hindering business between the parties, rather than facilitating it, and the entrepreneur was questioning whether to walk away.
If you’re a small business owner, you’re certainly not alone in being fed up with “us” – meaning corporate procurement. That seems like a funny thing to say these days, as I’m not really in procurement anymore. I am on the small vendor side and I completely sympathize with your procurement overhead struggles.
That said, I think I can connect the two sides of my experience – being in corporate procurement and running my own B2B business – to provide some actionable advice that you and others may be able to use to protect your bottom line while aggressively growing the top line.
1. When a customer’s processes or requirements drive up your costs, you have to increase your prices to cover them. Whenever possible, make sure they know what they are doing to make themselves expensive to serve. If they have a procurement team with any sense at all, that will raise red flags all over the place. If they don’t care, don’t walk away - RUN!
2. Only raise prices on the companies that drive up your costs; don’t try to distribute the increased overhead across clients or packages. That indirectly forces easy to serve companies to ‘subsidize’ the difficult ones and punishes the wrong companies for the wrong reasons.
3. Take the proposed length of the agreement into consideration, especially if you suspect the customer will be high maintenance. The harder they push for things like early pay discounts, etc., the longer you should push the agreement. It should make sense to them that if you are going to take on risk for them, you need some certainty (and liquidity!) to protect yourself in return.
4. Don’t agree to ‘volume discounts’ if they aren’t associated with efficiencies on your part. People often ask me, “How much will you lower your prices if I promise to hire you to do more writing for me?” I tell them that more work is just more work. It isn’t like building components where I realize an economy of scale by doing more writing. If the time/cost savings aren’t there, you can’t be expected to pass them along.
5. BUT… Be prepared to tell people how they can make themselves less expensive to serve. I have a whole list of ways I can save myself time, therefore lowering my customers’ costs. Sometimes that means the customer point of contact takes on a bit more work, but if it saves me time and lowers my costs, then they get lower prices.
I have also ‘fired’ a few clients over the years, either because I couldn’t make any money serving them or because they were horrible and disrespectful to deal with. Small business owners have to protect our bottom line, and if that means losing a client, so be it. There is no reason to have a client that you lose money to service.
On the flip side, if you find a good client, do anything you can (within reason) to keep them – and keep them happy! If your relationship works because of your point of contact rather than the company, protect yourself via a statement of work and offer up additional help or insight ‘under the table.’ That way, if they leave the company, you aren’t stuck finishing a ‘friends and family’ deal with someone you don’t like, and the point of contact may even bring you in to their new company.
Good procurement teams want their suppliers to make money. Not too much money, but enough to make a profit, take care of their team, and reinvest for the future. If you’re feeling heartache before the contract is signed, there is no reason to think things will improve after the ink is dry.
Good luck!
Procurement Must Manage Spend, Not “Spends”
Thinkers360
September 07, 2019
For procurement organizations that are driven by a clear cost efficiency mandate, spend is spend. No spend should be considered ‘other’, ‘different’, or ‘theirs’, whether the issue is oversight, technology, or value. At the same time, procurement’s strategies and management approaches have to reflect the overall direction and priorities of the enterprise. Declaring that ‘spend is spend’ doesn’t mean that we should treat it all the same.
Procurement must work to unite all spend, regardless of how and where it has been addressed in the past. We must also use the full potential of our technology, using it to consolidate and analyze spend rather than just showing us where the cracks are and hoping we make the right choice in response to that information.
Our technology platforms have no need for fragmentation, even in the face of so much data. They are designed to manage and analyze huge pools of spend and large numbers of transactions in a fraction of a second. Much of the fragmentation we’ve dealt with to date has been put in place by procurement (sometimes through technology) because we were more comfortable dealing with one cut or slice at a time. As a result, we sometimes made progress in confined areas of the business at the cost of larger, more impactful opportunities.
Rather than relying upon technology to show us where fragmentation exists (such as in tail spend), and then ‘fixing’ one fragment at a time, we must look to technology as the solution to fragmentation itself. If we can use technology to consolidate and contextualize all of our data together rather than artificially segmenting it for own comfort, we can power intelligent decisions in real time, seizing greater opportunities and avoiding previously unforeseeable risks.
Enterprise-level spend management is a big task; there is so much data created as a result of so many types of business activity. Companies gather data from sales and production, facilities and finance, customers and suppliers. Add to that the information footprint from social media, text messages and audio/video content, and the scale of what’s available quickly becomes more blinding than illuminating.
Click here for information on how this strategy applies to different categories of spend: Procurement must manage spend, not spends
ATMs Provide a Cautionary Counterweight to Digital Transformation Optimism
Thinkers360
April 27, 2019
In the March/April Harvard Business Review there is a fantastic article on Operational Transparency by Ryan W. Buell. His research shows that when customers don’t have a clear understanding of the effort and expertise required to complete a task, they assign less value to it and customer satisfaction suffers.
Buell illustrates his point with the adoption of ATMs. When first introduced in the late 1960s, ATMs were successful beyond banks’ wildest expectations. Customers loved the 24/7 access to funds and banks loved the decrease in staffing costs. But the news wasn’t all good. As Buell writes:
“When customers use ATMs more and tellers less, their overall level of satisfaction with their bank goes down. It turns out that when consumers can’t see the work that’s being done to serve them, their perception is that less effort went into delivering the service, so they don’t appreciate or value it as much.”
I believe this offers a critical consideration for procurement organizations pushing full steam ahead with digital transformation. Transformation almost always implies automation, with overall accuracy and improved buyer empowerment being the goals. But perceptions can be hard to control, regardless of the intent. Buell’s research serves as a counterweight to digital optimism, and reminds us that as automation lifts the weight of any given effort, we have to ensure the user understanding required to ensure the same level of value assignment and satisfaction.
So how will procurement ensure that our value assignment (something that we might already say is in question) survives digital transformation?
Option #1: Increase visibility and understanding through face to face effort and proactive involvement in stakeholder projects. Like the tellers that remain in banks, procurement has the opportunity to engage on a strategic basis to address complex needs and high risk supply chains.
Option #2: Emphasize the collection, validation and COMMUNICATION of performance metrics. If procurement is able to increase measured performance, then we can show value. The catch is that if colleagues don’t trust the numbers, or even worse, don’t know about the metrics, they won’t do us any good.
Digital transformation presents a huge opportunity for procurement to increase value, efficiency and performance, but we must be aware of perceived value loss. Any transformation planning effort must address this risk and outline steps to mitigate it.
Tags: Customer Experience, Digital Transformation, Procurement
To Maximize Employee Engagement, We Must First Define It
Thinkers360
March 25, 2019
In the March 23rd Wall Street Journal, Sam Walker had a fascinating piece about the connections between effective middle managers and the performance of the company as a whole: “One Fix for All That’s Wrong: Better Managers”. Walker cites Gallup research which found that good middle-level managers account for 70% of the difference between high and low productivity companies. “In other words,” Walker writes, “if it’s a superior team you’re after, hiring the right manager is 70% of the battle.”
One reason for this difference is what Gallup defines as ‘employee engagement’, or how employees feel about their jobs and the work they do. Engagement is characterized as an emotional measure rather than as a set of actions. It has to do with fulfillment, and a sense that the company values each person and what they are capable of.
While many companies track audience/customer/prospect engagement as measured by clicks, views, reads, listens, downloads, likes, shares, etc., Gallup takes a much softer point of view – but it may be far more meaningful. Engagement isn’t an action at all. It is a feeling. If there is one thing we know about social media, it is that what people do often has very little to do with how the content makes them feel. Too often they haven’t even read it.
Anyone driven by metrics can easily fall into the trap of prioritizing activities that can be measured, whether they have any meaning or not.
If Gallup’s study is right, and employees engage in response to (a.) good middle managers and (b.) corporate investment in professional development, then procurement organizations have a lot of ground to make up. We have to invest in our teams and feelings of satisfaction. This will require real leadership. If we don’t care about our work, we can’t generate good results.
People are a competitive differentiator. When we view engagement as an intangible upside that companies desperately need to create customer and shareholder value, we have to position it as equally important to procurement as savings.
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