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Inspiring thoughts, research and discussion on the topic of statement of work management, ideas on services procurement & the world of getting things done.
75 Episodes
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A practical look at how clearer processes and better visibility can help reduce resistance and make services procurement easier to manage. The case study highlights the changes made to create greater consistency, control and confidence across the journey.With Nic Everett, Senior Procurement Manager, Telent00:12:49 - Getting started with managing Services Procurement effectively00:27:00 - Business case hurdles and successes00:36:21 - Improving transparency in supplier delivery for business agility00:49:09 - The factors holding others in the market back01:01:47 - What the future holds and what part AI can play
Services procurement often struggles with adoption when processes are unclear or inconsistent. Introducing structure and visibility can create confidence, improve delivery and support sustainable change.With Vinos Samuel, Workforce Transformation Specialist00:08:44 - Why services procurement is the most misunderstood lever in APAC talent strategy00:15:37 - The orchestration of work00:27:56 - The move to skills based architecture00:39:54 - Centralization and supplier capabilities00:55:33 - Bringing it all together and moving forward fast
With Niul Burton, Procurement Advocate and Advisor00:04:46 - The services procurement landscape00:14:39 - The unsolved challenges in services procurement00:29:45 - Criticality of change management in successful implementations00:59:38 - Building a business case01:04:37 - Merits of a ‘best of breed’
Disconnected systems create friction that kills adoption. Without integration and clarity between tools, workflows break, duplication creeps in, adoption becomes stalled, and value gets lost.With Mickey Pelletier, Co Founder of Emberpath and Founder of CWM Strategies.00:07:14 - Curiosity keeps companies competitive00:26:24 - Even the best-designed programs fail when your tools don’t work together00:35:59 - Process friction is killing adoption00:39:08 - Successful implementation starts with change management, not after it01:05:36 - Services problems are only as powerful as your commitment to change them
Why contingent labour models fail when applied to services, how linear sourcing processes block true value, and where operational ownership can make or break your services strategy. 00:01:51- Why contingent labour strategy doesn’t work for services 00:20:50 - Why linear processes are holding your services back 00:39:29 - Identifying the disconnect in responsibility and the impact it has 00:55:26 - The importance of operations on your adoption and lifecycle 01:07:18 - Addressing the problem begins with defining it
How service procurement professionals can leverage people, process, and technology to become business-enablers.
With Pratik Patel, Director of Category Management, Mastercard
00;05;11;13 - Reducing waste in services procurement
00;10;38;20 - Procurement as business enablers
00;16;51;27 - Driving change
00;22;34;19 - Using data and experiences when working towards a common goal
00;28;57;08 - What makes managing services categories challenging?
00;40;13;09 - The components of a truly deliverables based engagement
00;46;26;28 - Managing dependencies and gaps in technology
00;55;21;01 - Why aren't we seeing more examples of mature services spend programs?
Drawing on first hand experiences of starting and scaling successful service procurement programs from within the strategic sourcing function.
With Lawrence Kane, SIG Sourcing Supernova Hall of Fame Member, Head of Procurement and ProcureCon EPIC Award Winner
00:11:37 - The history of disruption within outsourcing
00:20:04 - The growth in outsourcing
00:27:38 - Is Industry progressing with time-based vs outcome-based contracting?
00:33:27 - Focusing on your strengths
00:41:01 - Impact sourcing for innovation
00:50:38 - The evolution of the procurement function
00:58:32 - Procurement maturity
01:03:50 - Cost savings or adding value
What started as a meme became a great conversation about choosing the right contracting mechanism when getting work done.
With Mickey Pelletier – Co Founder of Emberpath and Founder of CWM Strategies
00;02;12;22 - The meme about Staff Aug masquerading as SOW
00;08;53;04 - Are most organisations aware of the problem?
00;14;04;23 - The enlightened ones making a change
00;21;02;13 - To track workers or not in SOW
00;28;33;14 - Ease versus rigour in getting work done
00;34;42;14 - Risk as one of the key drivers of SOW
00;45;37;04 - The responsibility for SOW
00;53;35;04 - The benefits and making a start with your SOW program
How to move from transactional admin to value-add by looking at services procurement in a different way
With Paul Lissenden, Director of Procurement & Supply Chain, Retinue
00;01;14;10 - Moving from goods and materials to services procurement
00;07;09;13 - Measuring the impact of intangible services
00;10;11;08 - The problem solving nature of services procurement
00;13;43;26 - Managing changing requirements
00;16;52;27 - Looking at goods and services through a different lens
00;23;31;28 - Category strategies for services
00;27;26;16 - Making life easier for the buyer
00;32;55;00 - Moving away from time and materials mentality
00;41;52;12 - Leveraging AI
00;47;37;19 - The risk of misclassification
00;57;36;09 - Appetite for digital transformation in services procurement
01;14;41;20 - Where does procurement's responsibility start and stop when buying services?
The importance of contracts in the world where non-lawyers are negotiating complex services contracts
With Jeanette Nyden, Contract Attorney, Nyden on Negotiation
00;05;18;22 - The differences between buying services and buying goods
00;13;02;25 - Services procurement being left behind in digital transformation
00;18;45;28 - Measuring what was delivered against what was contractually agreed
00;33;21;18 - The role of the supplier in defining a scope of work
00;50;00;19 - Flexibility within services contracts
01;03;46;17 - Considerations for performance-based SOW arrangements
01;10;31;24 - Managing risk in services contracts
The role of heroes, villains and storytelling in managing spend on services in large organisations.
With Nick Williams, Chief Services Procurement Officer, Hays
00;05;13;00 - The core simplicity of services procurement
00;18;01;24 - Who should be worrying bout services procurement?
00;23;41;00 - How are organisations managing services spend?
00;30;36;17 - What sets apart organisations that have a handle on their spend on services
00;37;49;29 - Where does executive support come from?
00;41;39;06 - The benefits for effectively managing spend on services
00;46;24;07 - When there are heroes, there are also villains
00;56;38;03 - Storytelling
01;08;22;13 - The living statement of work document and supplier adoption
01;19;26;09 - Summarising the opportunity for procurement
How do we guide people on the best way to liberate the opportunity rather than leaving them to be the architects of their own problem?
With Paul Vincent, Global Leader, Service Design, Randstad
00;03;24;00 - Terminology in services procurement
00;19;58;17 - The drive for MSPs to try and solve services procurement problems
00;23;51;04 - Is missclassification a SOW problem?
00;37;10;13 - Whose problem is services spend?
00;51;06;09 - Getting started with service procurement spend programs
01;15;39;00 - Avoiding excuses
01;27;39;03 - Areas for positivity
Learnings from implementing an SOW spend management program, told from the perspective of both procurement and MSP partner.
With Alan Withers, Senior Procurement Manager, Telent and Chris Burke, Managing Director, Morton Engineering.
00;02;10;06 - Project background
00;11;35;15 - The drivers behind SOW spend management programs
00;22;05;06 - Pressure testing the business case
00;30;02;22 - CWS and SOW working alongside each other
00;43;53;09 - End to end management of SOW
00;50;36;06 - Ownership of the SOW issue
01;01;47;25 - Proactive engagement with suppliers
How can the market get a better understanding of the huge savings that can be made?
With Eric Osterhout
00;16;30;20 - How has this market evolved and is it still immature?
00;25;26;14 - Missclassification
00;33;03;05 - What are the barriers?
00;42;27;22 - Who owns the problem?
00;49;41;19 - Understanding the huge savings that can be made
01;00;18;00 - What factors would accelerate adoption?
01;08;02;14 - The potential of the SOW management market?
Practical advice on combining curiosity, technology, the right stakeholders and a good MSP in driving successful SOW management programs.
With Michael Matherly, Global Head of SOW Strategy, eTeam
00;00;55;07 - Experiences bringing visibility and control to $1billion of SOW spend
00;09;40;23 - Contractors and vendors converging in SOW
00;19;51;18 - Staffing businesses talking about SOW
00;25;14;15 - Understanding SOW management services vs staffing
00;35;00;26 - Best of breed vs suites for internal procurement
00;46;01;23 - Addressing the issues in adopting SOW
01;06;20;23 - Pushing on the case for change
When it comes to SoW, who should be involved and how does procurement ensure everyone is adding value?
With Alan Withers, Senior Procurement Manager, Telent
00;08;56;18 - Overcoming legacy attitudes and pushing for transformation
00;17;55;22 - Procurement's broader understanding of the business
00;21;55;19 - Driving value from inside and outside the business
00;25;34;25 - Measuring savings versus value
00;30;25;02 - Driving improvements in areas of comfort
00;37;44;23 - Applying procurement's expertise to services
00;45;15;02 - Managing services with traditional procurement technology
Using the right mix of technology to deliver an effective extended workforce strategy
With Alex Farr, EW Scope
00;00;00;00 - The evolution of extended workforce software over the last 20 years
00;10;10;02 - Defining the extended workforce
00;14;20;17 - Current approach to extended workforce management within most organisations
00;20;30;23 - The entry point to accessing workforce specific software solutions
00;37;51;10 - How can organisations build a tech stack to include all channels effectively?
00;45;36;18 - Management and measurement across difference workforce channels
00;57;20;08 - Miscategorisation in workforce tech
01;03;21;07 - Reality versus expectations in extended workforce solutions
When it comes to SoW, who should be involved and how does procurement ensure everyone is adding value?
With Christine Stolz, ABC Supply Co. Inc.
00;18;05;20 - Who is involved in the initiation of an SOW
00;27;22;24 - The importance of good supplier relationships
00;39;17;07 - How to manage accountability for scoping and change requests
00;48;38;14 - Ensuring delivery matches the requirement
00;56;36;04 - Should legal terms sit in the MSA or the SOW?
How organisations can improve their SOW management maturity by leaning on the expertise of an MSP.
With Sana Ali, Services Procurement SME, TAPFIN
00;11;16;07 - The different service levels in managing SOW spend
00;23;28;13 - The second level of maturity in SOW management
00;28;39;03 - The third level of service maturity
00;36;11;06 - First-generation vs second-generation maturity
00;48;57;02 - How does an MSP SOW service affect in-house procurement roles?
The beauty of procurement’s exposure to the wider business and tying this understanding in to systems, process and policy
With Matt Mehler, Owner, PROcurement Solutions
00:03:00 - Taking learnings from the sports world into procurement
00:10:20 - Procurement taking the lead from clear company strategy
00:16:34 - Did the experience of Covid-19 change the perception of procurement
00:18:45 - The emphasis on supplier relationships
00:23:15 - Observations on the maturity and investment in procurement functions
00:31:00 - Moving to outcome based services and doing more with less
00:37:00 - Procurement's relationship with generative AI
00:40:20 - Technology's importance in attracting new talent to procurement
00:44:30 - Addressing the complexity of complex services with technology
00:48:40 - Where is the balance between sourcing and the downstream project?
00:51:10 - Procurement's responsibility for project delive
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