Conversations.: Recent Episodes
Zivio
Inspiring thoughts, research and discussion on the topic of statement of work management, ideas on services procurement & the world of getting things done.
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
How you can use consistent, detailed analytics to understand the value of outcome-based services.
With Chris Radvansky, Principal, Rad Consultants
00:05:30 - Using transactional data in understanding the extended workforce
00:08:45 - The problems with SOW data
00:15:00 - SOW data is complex but there are common threads
00:20:00 - Can SOW data be compared to broader staff-augmentation data?
00:26:30 - Regulatory confusion between staff-aug and SOW
00:32:00 - The drivers towards outcome-based SOW
00:37:00 - Adoption of procurement tech designed for SOW
00:42:00 - Hyperspecialisation and AI
00:48:00 - Using GPTs for SOW analytics
00:52:30 - How to get granular with outcome-based data
00:56:45 - The cross-over from SOW into contingent workforce
01:02:50 - Tighening up how SOW is managed
Exploring the trends in technology, user experience and leadership and their impact on procurement's digital transformation.
With Amanda Prochaska, Founder, Wonder Services
00:00:00 - Procurement's role in change and tech deployments and user adoption
00:09:00 - The current patterns and trends in digital transformation
00:17:20 - How are procurement going to get closer to stakeholders
00:28:15 - Where does the data stored across systems converge?
00:35:00 - Measuring performance and contract lifecycle management
00:38:30 - The process vs technology balance
00:45:20 - The challenges business face when tackling transformation
00:56:45 - Measuring procurement's impact
Adoption of services Procurement or statement of work as part of broader contingent workforce programs and the approaches taken by MSPs in delivering these services.
With With Mickey Pelletier, founder, CWM Strategies
00:00:00 - The changing, expanding scope of contingent workforce programs
00:11:00 - The various approaches to SoW as part of CWS
00:16:40 - Identifying, defining and classifying outcome based work
00:26:00 - MSPs' value in solving the messy areas of SoW
00:35:30 - The complexity of the statement of work life cycle
00:39:40 - Getting stuck in a worker tracking mentality
00:51:00 - Prioritising solving the outcome-based work problem with a long-term view
00:59:25 - Convincing the C-Suite to prioritise SoW and CWS
01:05:00 - Simplifying the change-management process when adopting outcome-based work
01:12:05 - Outsourcing SoW management to an MSP
01:17:30 - What are the changes needed in the wider procurement tech ecosystem
01:22:15 - Challenging the charging models of MSPs and technologies
01:32:40 - MSP selling SoW solutions to clients
01:36:00 - Thoughts on the industry
Exploring the practical lessons from the journey from an integrated suite to best of breed technology.
With Pedro Berrocoso, Senior Advisor, AccelerIQ
00:00:00 - The evolution of supply chain and procurement technology
00:11:00 - Tech at the emergence of the procurement function
00:17:20 - Is generative AI the next step-change in procurement technology?
00:22:55 - Addressing the needs of complex services in e-procurement
00:31:30 - Owning the complex services problem
00:37:00 - Pricing intangibles
00:42:10 - Understanding if you're getting the value you paid for
00:46:30 - The role of procurement excellence
00:51:50 - Do integrated suites make sense for all organisations?
00:59:00 - The temptation for best-of-breed solutions to becoming too broad
01:10:40 - Where can procurement best leverage generative AI and large language models
Learnings from outsourcing the management of services procurement to managed service providers.
With Mick Field, Global VP Services Procurement, Outsourced MSP Provision
00:00:00 - Expertise in expanding a global MSP service procurement provision
00:06:00 - The magic of procurement strategy against capability and capacity
00:11:45 - Why do organisations outsource services procurement to MSPs?
00:22:00 - Understanding services procurement beyond the PO
00:33:30 - Aggregating value through the procurement process
00:42:00 - How are organisations approaching MSPs to deliver service procurement programs?
00:48:10 - Aligning the recruitment and procurement relationship between the MSP and the organisation
00:58:00 - Pre and post contract processes challenges and solutions
01:01:15 - The importance of work tracking when buying outcomes
01:09:30 - How has the MSP service procurement provision changed over time
How to approach procuretech in the digital transformation in procurement
With Vincent Teyssier, Partner for the Digital Transformation and ProcureTech practices, Devolut
00:00:00 - The core skills of building trust and relationships in procurement
00:07:05 - Procurement's access to internal and external data
00:13:35 - Communication skills and personality types in procurement teams
00:16:45 - Comparing the maturity of the procuretech with other disciplines
00:26:15 - When choosing a solution, start with the process
00:29:20 - User centric design in procurement technology
00:37:30 - Hard vs soft savings in spend management and delivering ROI
00:46:20 - Comparing in-house procurement and consultancy experiences
00:53:10 - Addressing what works as well as what doesn't in driving change
00:55:00 - Collaboration with different functions in value creation
00:58:00 - AI in procurement
Navigating the journey and extracting the value from procurement transformation
With Nick Jenkinson, Managing Director, Verto Solutions
00:05:30 - Aligning tactical and strategic activities in transformation
00:11:40 - Influences and experiences from transformation in multiple industries
00:26:20 - Balancing the people and technology elements in transformation
00:34:00 - Procurement's influence on an organisation
00:37:00 - Perceptions on risk, complexity and delivering value
00:45:10 - Driving tech adoption in a complicated technology landscape
00:57:50 - Discovering new technology solutions
01:07:20 - Observations on procurement excellence
01:10:30 - How is data going to change procurement
Watch the full conversation - https://www.zivio.com/resources/digital-procurement-transformation-navigating-the-journey-for-maximum-value-creation
Communication and how procurement can benefit from the art of telling stories
With With Simon Geale, EVP Procurement, Proxima
00:00:00 - Best of breed technology's lesson from putting monkeys in space
00:07:45 - Diversity of talent in procurement
00:17:30 - Why do most procurement transformations fail
00:28:00 - Story telling in tech adoption
00:37:50 - Aligning procurement to the business' strategy
00:44:40 - Building trust in supplier & stakeholder relationships
00:48:00 - Having something to say at the top table
01:01:00 - Preparing the story before you tell it
01:07:10 - Visualising a successful outcome
01:13:00 - Exciting trends in procurement
How and why does innovation happen – how can it be encouraged?
With Tom Eveleigh, Strategic Category Manager, Mitie
00:00:00 - Innovation and different contracting models
00:14:20 - Definitions of services
00:22:00 - How does innovation happen between buyer and supplier?
00:28:15 - Exploring the pros and cons of time & materials contracting
00:37:30 - The halfway house been T&M and outcome-based
00:48:20 - Aligning motivational factors during the contracting process
00:51:00 - Contract economics
01:05:00 - Measuring inputs, outputs and outcomes
01:16:30 - Innovation lives in S.P.A.C.E
Assessing performance, capacity and capability to take a true extended organisation approach
With Harold Hendrickx, TransExecutive, Author of "How to purchase procurement"
Purchase Harold's book on Amazon
https://www.amazon.co.uk/How-Purchase-Procurement-professional-procurement-ebook/dp/B0BWXZD2TL
00:00:00 - Strategic learnings from a military background
00:16:15 - Differences in managing the supply chain
00:21:30 - How to measure impact when buying intangibles
00:29:40 - Tailoring a technology solution for people and process
00:33:20 - Starting with the outcome
00:45:30 - Stakeholder management and communication's role in alignment
01:01:15 - Building extended capacity and capability
How procurement can leverage new skills and talent outside their normal framework
With Tony Moura, Deployment Manager, BAT
00:00:00 - From the F1 to manufacturing to procurement
00:05:40 - The key to effective procurement transformation
00:10:20 - Procurement's involvement in orchestrating transformation
00:15:05 - Adopting versus mandating technology
00:24:20 - Using engineering problem solving skills in procurement
00:31:00 - Relationship skills in building trust with suppliers
00:44:00 - True strategic supplier relationships
00:54:15 - Procurement's role in commercial strategy
Buying and contracting services is messy – why and what behaviours are at play?
With Paras Sood, Partner, FP Consulting
00:00:00 - From procurement to procurement consultancy
00:11:45 - The evolution and maturity of procurement
00:21:50 - Is the buying and contracting of services messy?
00:28:30 - Buying services with outcome-based thinking
00:37:55 - Flow down and connecting contracts with strategy
00:44:00 - Buying behaviours
00:51:30 - Procurement's identity crisis
00:59:45 - Applying capability and capacity to category strategy
01:06:15 - Shaping operating models for strategic objectives
How can services-based organisations leverage procurement to drive more value for money?
With Navid Amin, Head of Procurement, WSP
Watch the conversation - https://www.zivio.com/resources/optimising-procurement-value-add-in-services-based-organisations
Learning from experiences in procurement transformation across industries, companies and categories.
Watch the conversation - https://www.zivio.com/resources/making-digital-procurement-transformation-work
The challenges of digitalising complex service categories
With Erik Hoek, Supply Chain & Procurement Consultant
Watch the conversation - https://www.zivio.com/resources/centralising-procurement-transformation
When and for whom do best of breed tools make sense? And how can they add value within a wider tech stack?
With Joël Collin-Demers, Consulting Principal, Pure Procurement
Watch the full conversation - https://www.zivio.com/resources/best-of-breed-technology-in-complex-services-categories
What is procurement excellence and how can it impact the digital transformation of services procurement?
With Gaurav Sharma, Procurement Excellence, MTN
Watch the conversation - https://www.zivio.com/resources/procurement-excellence-and-digital-transformation-in-services-procurement
Where is the procurement function in its transformation journey? And what does its future look like?
With Jason Pereira, Partner & Procurement Lead, John Lewis
Watch the conversation - https://www.zivio.com/resources/the-impact-of-digital-transformation-and-creativity-on-the-future-role-of-procurement
Adapting to unexpected external forces and the considerations for selecting the right resourcing solution. With Jo Lindsay,Managing Director, Consulting & Client Engagement and Lee Gudgeon, Managing Director, Consultancy Services & Workforce Solutions from Reed
Watch the full conversation - https://www.zivio.com/resources/responding-to-the-changing-landscape-finding-the-optimal-workforce-mix
With Georgina Jones from The Coop & Dugald McIntosh from GRAYCE
Reality versus theory on workforce strategy – what works in practice and what do organisations need to commit to?
Watch the conversation - https://www.zivio.com/resources/using-effective-workforce-categorisation-to-optimise-resource-decisions-and-business-outcomes
Statement of work is not new so why in the current market does it sometimes feel like it is? With Sue Waller, Partnership Director for outcome-based services at Page Outsourcing
Watch the episode - https://www.zivio.com/resources/statement-of-work-dealing-with-uncertainties-vs-absolutes
The importance of bringing people & procurement views together. How do we merge workforce and services procurement decisions in the most effective way?
Watch the episode - https://www.zivio.com/resources/optimising-for-business-outcomes-across-all-workforce-channels
What is performance, who are the key buyers and what are the benefits of measuring it? With Thomas Eveleigh, Global Category Manager, Sodexo
How organisations can leverage triage to make the right resourcing decisions. With Ben Weston, Global Category Manager, Talent Acquisition & Consulting at BP
Watch the conversation - https://www.zivio.com/resources/triage-s-importance-in-aligning-services-procurement-with-strategy
How to avoid short-termism to address critical shortages with holistic resourcing strategies.
Watch the episode - https://www.zivio.com/resources/the-ketchup-conundrum-critical-skills-shortages
Exploring how and where technology in enabling the adoption of different resource models. With Andrew Karpie, Contingent Workforce Industry Analyst & Consultant.
Watch the conversation here - https://www.zivio.com/resources/the-role-of-technology-in-the-evolution-of-services-procurement
The important differences between statement of work, milestone delivery and employee consultancy from a legal and insurance perspective. With Nicola Hayman, Legal Manager, Kingsbridge
Watch the video here - https://www.zivio.com/resources/insurance-implications-for-the-move-to-sow-based-work
Observations on the market and resourcing models and how workforce solution providers can adapt. With Jessica Holt, Global Head of Workforce Consultancy, Resource Solutions
Watch the conversation here - https://www.zivio.com/resources/workforce-consultancy-within-the-wider-resourcing-landscape
A wide ranging discussion on the importance of diversity and ESG in services procurement. With Andrea Fimina, CEO, fips consulting
Watch the video - https://www.zivio.com/resources/diversity-and-esg-in-the-services-procurement-supply-chain
Exploring the evolution of services procurement, shifting to value, new mindsets, cultures and different strategies.
Watch the video here > https://www.zivio.com/resources/obstacles-evolution-and-opportunities-in-services-procurement-msp
Understanding the factors affecting where we are on the market maturity curve of services procurement spend management.
Watch the video here > https://www.zivio.com/resources/exploring-the-market-maturity-of-services-procurement-spend-management
Discussing the nuances and intricacies of statement of work and services procurement.
Watch the video here > https://www.zivio.com/resources/sow-vs-the-supply-of-labour
The trends, technology, role and future of services procurement in large corporate organisations.
Watch the video here > https://www.zivio.com/resources/services-procurement-the-corporate-state-of-mind
The perfect storm created by advancements in technology and changing consumer habits.
Watch the video here > https://www.zivio.com/resources/sow-from-the-perspective-a-project-services-company
Obvious vs hidden IR35. The grey areas between buying a service and hiring labour.
Watch the video here > https://www.zivio.com/resources/ir35-risks-in-the-services-procurement-tailspend
Looking at the shift towards outcome-based work from the perspective of the marketing industry
Watch the video here > https://www.zivio.com/resources/exploring-marketings-opportunities-in-outcome-based-work
Exploring the value procurement can bring beyond savings by utilising technology and collaboration to build sustainable change
Watch the video here > https://www.zivio.com/resources/realising-procurements-value-beyond-savings
How procurement can use data to deliver value through better strategic sourcing decisions.
Watch the full video here > https://www.zivio.com/resources/strategy-versus-tactics-in-services-procurement
Exploring how Statement of Work and outcome-based delivery can provide organisations a competitive advantage in talent acquisition.
Watch the video here > https://www.zivio.com/resources/statement-of-work-as-a-competitive-advantage-in-the-war-for-talent
Exploring supplier relationships with procurement and the importance of 360 degree feedback.
Watch the video here > https://www.zivio.com/resources/bridging-the-gap-between-buyers-and-suppliers-in-services-procurement
The evolving world of services procurement and the strategic role of the CPO.
Watch the video here > https://www.zivio.com/resources/the-cpos-strategic-role-in-delivering-value
Exploring the 6 steps to delivering workforce engagement and the impact of SoW.
Watch the video here > https://www.zivio.com/resources/services-procurement-and-statement-of-work-in-the-context-of-workforce-engagement
A journey around the world of services procurement looking at communication, decision making and important relationships
Watch the video here > https://www.zivio.com/resources/communicating-procurements-value-for-better-results
Structuring, preparing and delivering successful services procurement programmes.
Watch the video here > https://www.zivio.com/resources/a-negotiators-perspective-on-services-procurement
How MSP can add value in services procurement, triaging requirements and managing SoW
Watch the video here > https://www.zivio.com/resources/the-role-of-the-msp-in-services-procurement
Highlighting the importance of addressing dirty data in services procurement
Watch the video here > https://www.zivio.com/resources/the-power-of-good-clean-data-in-services-procurement
Discussing the need to balance People vs Task in strategic workforce planning.
Watch the video here > https://www.zivio.com/resources/strategic-workforce-planning
The unique challenges in services procurement and how best to create an opportunity for services procurement to add strategic value.
Watch the video here > https://www.zivio.com/resources/what-makes-services-procurement-different
How APSCo OutSource are looking to foster collaboration, discussion and best-practice in outsourcing to benefit both buyer and supplier.
Watch the video here > https://www.zivio.com/resources/collaboration-and-best-practice-in-outsourcing
Getting the balance right between cost control, managing risk and delivering innovative solutions.
Watch the video here > https://www.zivio.com/resources/innovation-and-transformation-in-services-procurement
Discussing the need to balance People vs Task in strategic workforce planning.
Watch the video here > https://www.zivio.com/resources/strategic-workforce-planning
Exploring the factors influencing who is responsible for the management of outcome-based work.
Watch the video here > https://www.zivio.com/resources/how-do-hr-procurement-and-operations-align-in-outcome-based-workforce-models
Dispelling the myths around SoW delivery and pivoting from transactional recruitment to outcome-based services
Watch the video > https://www.zivio.com/resources/building-a-robust-outcome-based-services-model-for-sme-recruiters
How the convergence of Covid-19, Brexit and IR35 impacts the world of work.
Watch the video here > https://www.zivio.com/resources/how-will-covid-19-brexit-and-ir35-impact-the-world-of-work
A fascinating chat with James, reflecting on 17 years in the recruitment industry.
Watch the video here > https://www.zivio.com/resources/ir35-sow-outcome-based-projects-transforming-your-business-processes