The journey to value

Transforming procurement to drive the enterprise agenda

The link between procurement performance and enterprise success is widely accepted and well documented; our 2013 CPO study, found, for example, that companies with high-performing procurement organizations have higher profit margins than companies with underperforming procurement departments. Indeed, while many CPOs have led companies to dramatic increases in revenue or impressive levels of profitability, few are adequately recognized for these achievements. Those CPOs – the ones we call procurement role models – drive top-line revenue, bring innovation into the company and improve competitive advantage. They contribute to overall enterprise success and, as a result, certainly deserve a seat at the corporate leadership table.

Through our research, we identified three common attributes that separate procurement role models from the pack:

  1. They focus on improving enterprise success, not just procurement performance.
  2. They engage with stakeholders to understand and anticipate their needs and values.
  3. They embrace progressive procurement practices and tools to drive results.

CPOs can take a few simple steps to help ensure their procurement organizations are positioned to become role models and make the most contribution to overall enterprise performance. To explore those steps in detail, download the IBM Institute for Business Value executive report.

Related links

Register to download the complete IBM Institute for Business Value executive report

Register to download the 2013 study

About the author

  • Steve Peterson

    Steve Peterson

    Travel and Transportation Lead, IBM Institute for Business Value


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