The Sourcing Hero

Ep 92: Social Selling for Procurement Professionals feat. Tim Hughes

Social media has changed the way we do nearly everything: stay in touch with friends, gather information, stay informed about the news, and make decisions. But should it also alter the way we buy and sell? Executive and author Tim Hughes says yes - and not only that, our time on social media should be driven by strategy and purpose.   In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Tim Hughes. Tim is the CEO and Co-Founder of DLA Ignite as well as the Author of Social Selling: Techniques to Influence Buyers and Changemakers. That book, which was published in 2016, was so well received that it is now out in a second edition.     In this conversation, Tim explains how social selling should work and the benefits it offers to both procurement and sales professionals: What procurement and sales need to know about each other in order to partner more constructively How each of us can become better at leveraging our time on social media What content means and why it is absolutely critical to our ability to build relationships and influence others

Ep 91: Centralizing the Process for Buying Technology feat. David Campbell

Procurement teams may talk about technology spend as an isolated category, but it actually encompasses a very broad range of products and platforms. When procurement is thinking big picture about technology - and cloud software in particular - the value generated can go way beyond just savings, including the mitigation of external risk.   In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes David Campbell, the Co-Founder and CEO of Tropic. Just like so many professionals who never intended to end up working in procurement, David never expected to become a CEO. And yet, his unique professional journey gave him just the tools he needed to thrive as a tech CEO.    In this conversation, David talks about the impact procurement can have when managing cloud software with company goals in mind: What he has observed about where the high growth tech sector is investing their talent money The trends leading cloud software to become one of the top categories by spend How factors like utilization and risk management provide procurement with an opportunity to create value beyond savings in cloud software spend management

Ep 90: Communicating Effectively With a Remote Workforce feat. Jane Friddell

There have been many changes over the last few years, not the least of which are the channels we use for communication. And while there has been a proliferation of digital options, hard copy will never completely go away. In fact, as it becomes a subset of all communications, hard copy shipments become more important - and carry more weight - than ever before.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Jane Friddell. Jane is a Vertical Market Manager at Pitney Bowes, a tech company best known for its postage meters and other mailing equipment and services.    In this conversation, Jane talks about some of the changes she has observed - some of which are likely to last while others fade: The biggest communications challenges companies needed to overcome as their workforces went - and in some cases stayed - remote Which new communications practices/habits will fade away and which are here to stay The challenges that exist for workers that have to communicate in hard copy with companies, customers, and suppliers The importance of hard copy tracking and audit capabilities in a data-driven world

Ep 89: Smoothing and Accelerating B2B Cash Flows feat. Chris Tsai

Cash flow is top of mind for all corporate leaders today, even with all of the other challenges they are facing. Delays in the cash supply chain can be just as problematic as delays in the physical supply chain, and while procurement is typically focused on negotiating value and savings from suppliers, being more informed about the opportunity that exists in managing cash flows is substantial - and can bring them into closer collaboration with the rest of the business.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Chris Tsai. Chris is the Co-Founder and CEO of Resolve Pay, a company that helps B2B businesses grow by streamlining net terms invoicing. credit, and payments. Especially in today’s economy, all companies want greater financial velocity, and so Chris and his team have focused on making that possible through automation.   In this conversation, Chris illustrates the importance of smart, efficient cash flow management through payment terms and transparency: How cash flow management works for inventory-based businesses The challenges that exist for retailers who have high customer-facing demand but are reliant upon distributors that are concerned about their credit limits What happens to supplier relationships when companies are stuck waiting for their customers to pay them so they can pay their suppliers  How more efficient cash flows can lead to hard dollar savings

Ep 88: Global Energy Supply and Demand feat. Kris Lance

Although Europe’s energy challenges may be different than the ones faced in the United States, there isn’t any location or industry that isn’t being affected by the high prices or short supply of gas, oil, and electricity.   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.    In this interview, Kris and Kelly talk about global challenges specifically related to energy supply and demand: The fallout from the “leaks’ plaguing the Nord Stream pipeline in Europe, and how countries are working together to meet collective demand OPEC’s recent decision to cut oil production The complex decisions that have to be made when finding new sources of energy How to balance the desire to become more sustainable with the realities of fuel consumption and supply

Ep 87: Leveraging the Power of the Total Commercial Value Chain feat. Sachin Kasture

Procurement has long struggled to rebrand as a team that cares about more than just costs and savings. But simply adding “value” to a list of project objectives does little to win over skeptical internal stakeholder groups. What we really need is a more comprehensive way of thinking about what the company does and how we fit into that: Total Commercial Value.   In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Sachin Kasture. Sachin is the Regional Procurement Lead in Asia for WPP. He has extensive experience as a procurement change agent, combining his knowledge of procurement, consulting, and corporate growth to maximize commercial value.   In this conversation, Sachin explains the concept behind Total Commercial Value and how procurement can leverage its power: The business challenges procurement can solve by taking a broader approach How to rank or prioritize competing business needs when individual stakeholders and stakeholder groups don’t align. Why managing a global supply chain, which has its own nuances and challenges, can make use of the total commercial value chain concept

Ep 86: When Politics Snares Supply Chains feat. Juliette Rowsell

If you feel like working in supply chain and procurement has become a political minefield, you’re not alone. Between increased regulations, high stakes geopolitics, and administrative differences, complexity is up and the pace of change is accelerating.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Juliette Rowsell. Juliette is a reporter at Supply Management magazine, the hard copy publication from CIPS. In the April-June 2022 edition, she wrote an article titled, What happens when politics snares supply? that opens with the following quote, “Amid Russia’s war on Ukraine, already stretched global supply chains went into meltdown over access to commodities and how suppliers reflect political alliances.”  In this conversation, Juliette shares her media-based perspective on the current state of supply chain management as related to geopolitics and global disruption: What it has been like covering supply chains as a journalist over the 18 months How political supply chain management has gotten and why professionals can’t afford to avoid it The challenge faced by professionals who want to stay informed without being polarized by sensationalized media coverage  How the rise of national trade protectionism continues to challenge global supply chains

Ep 85: Revolutionizing the Acquisition Experience feat. Jaime Gracia

When you think about frictionless procurement and leading customer experiences, the federal government is probably not the first entity that comes to mind. And yet, the work that they are doing internally and in collaboration with their supply partners is truly transformational.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Jaime Gracia. Jaime is the Director of Strategic Enterprise Programs for the U.S. Department of State and he has over 20 years’ worth of experience in procurement. One of the efforts he is currently leading is the Acquisition Experience (Acq-X) program, a transformation program that he joins the podcast to discuss. In this conversation, Jaime described many of the ways that his team at the U.S. Department of State is working on reduce friction for ‘customers’ while remaining compliant with federal regulations: The operational paradigm shift Jaime and his team are leading through the acquisition experience project  How procurement can better address the challenge presented by the end of budgetary cycle ‘feeding frenzy’ that often happens  How he balances regulatory compliance with frictionless processes to design an experience that meets everyone’s needs The change that had the greatest impact in terms of how his customers perceive the procurement experience