2015-16 CPO Survey_Final

2015-16 Global Chief Procurement
Officer Survey
Leveraging Supplier Relationships and Procurement
Analytics for Growth

Table of Contents
Procurement Trends Past & Future 01
Compliance Management 07
Advanced Analytics in Procurement 13
Total Supplier Experience 21

40
Since our last CPO Survey, much has changed. During the darkest economic hours,
Procurement was called upon in many troubled organizations to stem costs in new
and creative ways. For many Procurement executives, there was no longer the
need to sell the value of its standard services (cutting costs). Instead, Procurement
was being called upon as a partner to drive cost out across the organization, thus
elevating Procurement executives into a highly visible role in the organization.
Now times have changed. While organizations must still keep a watchful eye
on costs, many areas of the world economy have stabilized - a few have even
hammered out modest growth – and companies are turning to their procurement
department for support in growing the business. The procurement organization must
look for new and creative ways to cut costs, while continuing to hone their skills in
growing the top line - enter three key tools into the arsenals of many Procurement
groups:
• Compliance Management – A tried and tested means of ensuring costs are
persistent and planned in the organization, yet a practice still not mastered by
many organizations.
• Predictive Analytics – With all the data out there, Data Scientists are becoming
a member of many organizations and an asset to be leveraged by cunning
Procurement groups to help both on the cost as well as the growth front.
• Supplier Relationships – Once viewed only as an adversary at the negotiation
table, many mature Procurement organizations are leveraging Supplier Partners
as an avenue of growth.
As with our previous CPO publications we will explore current trends and strategies
to harness these capabilities to deliver even greater bottom line impact and discuss
why now the CPO is an integral part of a CEO’s overall growth strategy.
In the Procurement Trends: Past and Future section, we explore high-level findings
from the survey overall. This introductory section is followed by three focused pieces
on this survey’s “hot topics” – Compliance Management, Advanced Analytics,
and Total Supplier Experience. Each section breaks down observations on these
important topics supported by data and analysis from our over 100 responses from
around the world.
We trust that you will enjoy our sixth CPO Survey publication and look forward to
your input and commentary. We certainly hope to hear those comments through one
of our many digital mediums such as the Capgemini Procurement Transformation
Blog http://www.capgemini-consulting.com/blog/procurement-transformation-blog
Adrian Penka
Head of Global Procurement Transformation

1Procurement Trends - Past & FutureMatthew Shull & Max Turner - Capgemini Consulting North America

2CPO Survey
In the 2015 CPO Survey we focused
on a number of major themes within
the Procurement function, as well as
emerging trends and challenges that
Procurement will face in the near future.
For many years, we have explored
the organization and operating model
of Procurement - as well as its core
focus and metrics - across numerous
industries. Through our research, we
have seen many trends rise or fall in terms
of priority, with some completely fading
away. However, during this period of stiff
economic headwinds, we see that cost
cutting and doing more with less continue
to top the list of priorities in Procurement.
No surprises here, but the way in which
these savings are being generated and
the tools that are being used may surprise
some. We’ll explore this in greater detail
within several sections of the survey
– Advanced Analytics, Total Supplier
Experience and Compliance 360°.
As we do, we’ll highlight the external
Procurement factors that are driving
stakeholder requirements and behaviors,
thereby changing in some degree the role
and priorities for Procurement.
Since the 2013 survey, we’ve seen some
new buzzwords emerge in marketing
materials, procurement conferences
and social media platforms – some of
which have been driven by the need
for new while others are quite unique.
What will big data, analytics 3.0, data
scientists, cloud and all things digital
be doing next year? Will companies
build out capabilities and processes to
manage “experiences” for their suppliers?
Perhaps a #hashtag is lurking somewhere
waiting to be used.
Since our 2008 survey, a sustained
economic downturn has influenced
priorities and projects for our respondents
globally. Recently, however, there are
signs in some sectors that the clouds
of this global downturn may be parting,
although gradually. The forecast remains
uncertain. Procurement as a function,
fortunately, continues to evolve and
increase its profile in the organization,
especially with the C-suite. Now, more
than ever, Procurement leadership is part
of - or heavily involved with - the CXO
club. Leading global firms are investing
in their Procurement organizations,
developing capabilities in such areas
as innovation, global supply networks,
and analytics to drive and sustain
performance in a highly dynamic global
business environment.
The Global Landscape is Evolving
Emerging trends in technology and the
global economy will have a major impact
on businesses in the coming years, and
leading Procurement organizations will
need to reposition themselves to continue
delivering maximum value to their
stakeholders against this rapidly changing
backdrop.
The sheer amount of data generated on
a global scale is growing exponentially.
According to several leading IT solutions
firms, by the year 2020 data production
(structured & unstructured) will be 44
times greater than it was in 20091
. Much
of this growth is attributable to the
explosion of unstructured data, such as
social media postings, images, videos,
podcasts, etc. These new forms of data
are increasingly interrelated and complex,
requiring new types of databases and
data science to store and analyze (e.g.,
creating a sentiment analysis model and
identifying relevant customer satisfaction
implications from Tweets). Petabytes
and exabytes of data continue to stream
in. In order to leverage this data to
provide actionable insights, businesses
are turning to sophisticated analytics
methods and technologies, such as
non-relational databases and Hadoop
algorithms.
The intersection of such technologies
and methods with the rapidly expanding
universe of Big Data has given rise
to “Analytics 3.0” – an era in which,
according to Harvard Business Review,
businesses will begin applying cutting-
edge analytics not only to their operations
but also to the development of products
and services2
.
So what are the implications for
Procurement? There will be both direct
and indirect impacts on sourcing
organizations. More data will become
available to Procurement groups, and
leading organizations will develop the
capabilities to perform sophisticated
analysis and deliver valuable insights
across the end-to-end process – from
sourcing to contract and supplier
management. Later on in this report we
explore both the current and aspirational
maturity levels of advanced analytics
capabilities within the Procurement
function. Indirectly, as business
stakeholders from marketing to product
development look to bolster their analytics
capabilities, Procurement organizations
will have to familiarize themselves with
the vendors and solutions in the analytics
space in order to deliver value when
called upon to source them.
Concurrent with the rise of Analytics 3.0,
the market share of Cloud technologies
continues to grow. According to research
firm Gartner, investment in Cloud
solutions will account for the majority of
IT spend by 20163
. Again, the impact
on Procurement organizations will be
multi-faceted. There is a proliferation
of cloud solutions across all aspects
of Source-to-Pay (e.g., Coupa, Ariba,
BravoSolution, SynerTrade, Zycus and
others), and leading organizations are
1 http://www.csc.com/insights/flxwd/78931-big_data_universe_beginning_to_explode
2 https://hbr.org/2013/12/analytics-30
3 http://www.gartner.com/newsroom/id/2613015

3 CPO Survey
adopting these applications – ranging
from eSourcing/RFx platforms to Contract
Management tools to full P2P suites –
for their time to value, agility and user
experience. Additionally, there are a
growing number of niche solutions that
combine various data sources to provide
insights that add great value to specific
activities of the Procurement function,
such as supply base analytics, risk
management, materials management, and
sustainability performance management.
From the sourcing perspective, as
business stakeholders increasingly look to
source Cloud technologies, Procurement
organizations need to develop and
maintain a high level expertise in the
category. The Procurement cloud will
connect with other clouds in the future IT
landscape.
From a macroeconomic perspective,
the global outsourcing landscape is in
the midst of a major shift. As growth
in China slows and the Chinese
economy transitions increasingly out
of manufacturing and into services,
labor costs in that country have steadily
increased. According to Bloomberg, labor
costs in China increased by over 10%
in 2013, and a similar figure is expected
for 20144
. This is pushing businesses to
look elsewhere for outsourcing as they
strive to contain costs and maintain value
for shareholders. Countries such as the
Philippines and Vietnam have emerged
as new global manufacturing hubs,
delivering quality at lower cost. For Direct
Procurement in particular, this trend
demands that sourcing managers adjust
to the changing dynamics and familiarize
themselves with new labor / supply
markets and increased coordination with
supply chain (e.g., TCO modeling, duty
structures, freight implications and other
factors).
Key Survey Findings
The role and profile of the Procurement
function continues to grow and evolve
within the organization, as evidenced by
the significant increase in the percentage
of Procurement groups reporting
directly to the C-Suite. Respondents in
the 2015 survey indicated that 72% of
Procurement groups report to the C-level,
up from 59% in 2012/2013 survey (see
figure 1). Furthermore, more than 16% of
respondents indicated that Procurement
reports directly to the CEO – similar
to the figure reported in 2012/2013,
indicating that Procurement remains a
key area of focus for a sizeable proportion
of chief executives despite top-line
growth. Additionally, the trend towards
centralization of the Procurement function
continues, as observed in the last survey
– 67% of respondents currently describe
their Procurement groups as centralized or
center-led (see figure 2).
Surprisingly, outsourcing of tactical
functions – such as spot buying and P2P
support - has increased only modestly.
In these two areas, we find that 14% of
respondents outsource spot buying while
12% outsource P2P support. This is
slightly up from the 2013 survey figures
for both functions. However, in 2013, 87%
of respondents did not utilize outsourcing
at all. That figure dropped significantly
Figure 1: Percentage of Procurement Organizations Reporting
to the C-Suite
0%
10%
20%
30%
40%
50%
60%
70%
80%
2014/2015 2012/2013
Figure 2: Organization of the Procurement Function
8. How is your procurement function organized currently?
39%
27%
11%
23%
Centralized
Center-led
De-centralized
Hybrid
4 http://www.bloomberg.com/news/2014-01-06/china-wages-seen-jumping-in-2014-amid-shift-to-services-.html

4CPO Survey
to 68%, due to increased outsourcing
of data management and reporting
capabilities (see figure 3). Still, a majority
of companies surveyed do not view
outsourcing as a high-priority opportunity
– only 35% of respondents identified P2P
outsourcing as an area of current or future
focus. However, improvement of the P2P
process was viewed as an opportunity
area by a striking majority of respondents.
In fact, 68% indicated that it is a current
area of focus, and a further 15% indicated
that it will be an area of focus in the future.
We expect that as organizations press
forward with P2P process improvement
efforts, outsourcing of the more tactical
aspects will be increasingly implemented
as a lever to drive additional value through
improved performance (SLAs) and a
reduced cost to serve.
Spend under the management of
Procurement has increased greatly
since our last survey (see figure 4), when
only 7% of respondents reported that
slightly more than 50% of spend was
managed. For direct categories, nearly
70% of respondents reported that 60%
or more of total spend is managed by
Procurement, with half reporting that
over 80% of spend is managed. For
indirect categories the figures were lower
on average, but still significantly higher
than our findings in 2013. Just over 45%
of respondents indicated that 60% or
more of total indirect spend falls under
the purview of Procurement, with 28%
reporting that over 80% is managed. This
positive trend reinforces the notion that
companies are increasingly recognizing
the value that Procurement can provide to
the organization as a partner.
Savings targets have remained
largely stable. Across both direct and
indirect categories, the vast majority of
respondents who were aware of their
savings targets indicated figures in the
below-10% range, with 60% (direct) and
49% (indirect) reporting targets of less
than 5%. Savings targets have changed
little since the last survey, with over 80%
of respondents reporting a year-over-year
change of 5% or less for both direct and
indirect categories. Across both directs
and indirects, over 40% of respondents
reported no YoY change. The relatively
low savings targets—along with the lack
of substantial YoY increases—indicate
a generally high degree of maturity for
sourcing organizations, implying that a
majority of large savings opportunities
have already been identified and
addressed. But the notion of savings
capture is still under debate, with new
pressures from Finance to explain the
identified-to-realized savings ratio and/
or document savings booked at the P&L
level. Accordingly, Procurement needs to
look beyond sourcing to deliver sustained
savings and deliver value.
In terms of general focus areas for
Procurement, cost cutting remains a
top priority, with 91% of respondents
identifying it as a current area of focus.
However, only 2% indentified it as a future
area of focus, once again indicating that
future initiatives must focus on different
ways to add value beyond simple cost
savings. High-ranking general topics
for future focus included Sustainable
Figure 3: Percentage of Procurement Organizations
NOT Outsourcing any Functions
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2014/2015 2012/2013
Figure 4: Percentage of Procurement Organizations Managing
>50% of Total Spend
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
2014/2015
(Direct Categories)
2014/2015
(Indirect Categories)
2012/2013
(Indirect & Indirect)

5 CPO Survey
Figure 5: Current and Future Areas of Focus (General)
0
10
20
30
40
50
60
70
80
90
100
Organizationaldesign,operating
model&SharedServicecenter
Capabilitydevelopment
Internal/Externalmarketingof
procurement
Innovationandtherolefor
procurement
Costreduction/costcutting
initiatives
Supplierportfolio
management/strategicsupplier…
Enhancedstakeholder
collaboration/businessalignment
IncreasedfocusonSustainable
Procurement
Commodityand/orCurrency
Hedging
15. Which of the following topics are current and/or future areas of focus?
CurrentFocus
Future Focus
Not Applicable/
Don’t Know
Procurement (43%) Strategic Supplier
Relationship Management (37%), and
Innovation within Procurement (34%).
For the full breakdown, see figure 5.
In Sourcing, the top current priority is
improving the quality and availability of
spend data, with 78% of respondents
citing this as an area of current focus.
As Procurement organizations begin to
collect and maintain higher-quality data,
we anticipate that advanced analytics
techniques will increasingly be utilized
to drive decision-making and identify
opportunities. An article in this report
is dedicated to exploring the extent to
which organizations are currently applying
advanced analytics and data modeling
techniques as well as opportunities to
grow these capabilities in the future.
High priorities for future focus include
supplier relationship management
and performance measurement (37%)
and supplier risk management (34%),
supporting the notion that SRM is
increasingly perceived as a key lever to
drive Procurement performance. Later on
in this report we delve into specific SRM
capabilities and propose a framework for
the Total Supplier Experience.
Within the P2P process, the top current
priority is enforcement of compliance to
contracts within the business, with 67%
of respondents indicating it as an area of
focus. As we discuss later in this report,
poor compliance is a significant source
of value leakage and inhibits the ability
of Procurement to deliver the savings
that it has identified through strategic
sourcing. Compliance is multi-dimensional
in nature, and we will elaborate on how
organizations can define and measure
these aspects to improve their compliance
capabilities. Highly-ranked areas of future
focus within P2P include the application
of Lean Six Sigma principles (indicated
by 37% of respondents), supplier tail
management (32%) and implementation
of cloud solutions for P2P support (25%).
Over time, we expect to see a high degree
of automation and streamlining of the P2P
process and related compliance activities
as firms outsource these functions to
sophisticated BPO providers.
The Road Ahead
Going forward, we anticipate seeing
continued investment in Procurement
capabilities, given the visibility that
the function now has at the C-Level.
Consider several facets of this new role
and increased exposure – Procurement
as a Partner, Differentiator, Innovator
and Destination. All of these dimensions
will require a change in emphasis and
the development of new skill sets such
as project management, analytics &
modeling and relationship management.
Furthermore, the tools of the trade will
continue to evolve. Differentiators and
Innovators in the space will transform their
S2P data into projects with clearly defined
goals and deliver against these objectives.
Partners will strengthen alliances internally
and perhaps forge new ones to drive
greater insights and innovation in emerging
markets. Increased collaboration with
different stakeholder groups will create
new opportunities for Procurement to
become a Destination or career path for
young, innovative minds.
The future opportunities for Procurement
in the enterprise are very promising. The
remainder of this report will delve more
deeply into a number of emerging trends
within Advanced Analytics, Total Supplier
Experience and Compliance 360°.

7 CPO Survey
2Compliance Management
A Lever to Drive Procurement Strategy
Malin Mauleon Lundberg & Mattias Linderoth - Capgemini Consulting Sweden

8CPO Survey
Executive Summary
For years, Finance has been scratching
its head trying to make the savings
numbers reported by Procurement work.
Curiously, they’ve come up short...and not
for lack of trying. One need only look at
the identified-to-realized savings ratio to
understand that there’s a significant delta.
Savings leakage due to compliance,
or lack thereof, has been a significant
problem for years. Recently, however,
Procurement has started to take a closer
look at how to close the gap and improve
compliance– primarily at the direction
of, and in collaboration with, embedded
Finance personnel.
Auditing for compliance in terms of
right supplier, right terms & conditions,
right process & policy, etc. has been a
significant challenge for Procurement for
the following reasons:
• Undefined compliance guidelines
• Inadequate technology supporting
compliance processes
• Insignificant consequences for non-
compliant behaviour
• Lack of end-to-end visibility
• Difficulty developing compliance
metrics
This, surprisingly, represents the majority
of respondents and tracks with our
client experiences as well. Only 30%
of companies surveyed have consistent
policies for most spend categories,
processes and systems across the
organization along with metrics to track
performance. For this 30%, roles and
responsibilities for compliance monitoring
and management are well defined and
executed regularly.
Most Procurement groups, however,
are stuck at a lower level of operational
maturity and struggle to capture the
full value associated with compliant
processes and systems. Why are some
organizations able to do this while others
are not? What are the fundamental
differences between a highly compliant
vs. a marginally compliant organization?
The Challenge
According to our research, there are
several key factors that inhibit improving
compliance across the organization. The
top three identified by respondents were:
1. Limited resources to develop and
implement improvements
2. Limited accountability for internal
stakeholders using procurement tools
& services
3. Lack of collaboration across the
business units
Surprisingly, technology barriers was
ranked as one of the least significant
inhibiting factors. In that context, it
appears to be a multi-dimensional people
problem.
Figure 1: Potential Obstacles to Procurement Compliance, rated on importance
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%100%
Too expensive to develop and
implement improvements
Lack of collaboration across business units
Limited resources to develop
and implement improvements
Technology barriers
Lack of change management
and communication
Lack of alignment between
incentives and compliance
Lowinternal adoption of
improvement recommendations
Supplier resistance to change
Lack of subject matter
specialists within the organization
Limited accountability for internal stakeholders
using procurement tools and services
Low
Med
High
Critical

9 CPO Survey
If we examine each compliance obstacle
identified, we start to see some recurring
themes – defining the KPIs, creating
visibility, quantifying the value and getting
out the message.
Obstacle 1: Limited Resources to Develop
and Implement Improvements: A couple
of ideas come to mind on this one. Firstly,
how about a cross-functional team
designed to size the prize as it relates
to savings leakage due to compliance?
Stakeholder groups need Procurement to
put some numbers behind the message.
When Procurement says compliance
project, business unit leaders either tune
out or hear their budget being cut. This
issue could be addressed with project
charters that incentivize stakeholders
to participate - e.g., by allowing them to
retain at least a substantial portion of any
cost savings identified.
As an alternative, consider sizing the prize
in conjunction with a 3rd party consulting
firm on a gain-share arrangement that
focuses on results and not the number
of slides in the PowerPoint deck.
Compliance requires creativity and a bag
of carrots, not a big stick.
Obstacle 2: Limited Accountability for
Internal Stakeholders Using Procurement
Tools & Services: Visibility is the
cornerstone of accountability, and a
majority of our respondents indicated
that they did not have end-to-end visibility
as it relates to compliance. Instead of
attempting to tackle this chronic issue
head-on, start with a pilot program for
a few selected categories. Statistical
sampling across POs and Invoices with
some crosschecking against contract
terms should yield some excellent
candidates for a pilot program. The pilot
program is simply designed to identify
and quantify compliance in a given area
of spend. From that point, partnering
with Finance will likely get the attention
of the stakeholder teams that are on the
Figure 2: Level of Procurement Compliance Maturity
4%
5%
5%
5%
2%
1%
4%
9%
24%
19%
15%
20%
29%
22%
34%
31%
33%
29%
37%
27%
8%
24%
6%
8%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Compliancegovernance
Compliancepolicies
Complianceprocesses
Tech-enabledcompliance
Compliancedimension
Levelof ProcurementCompliance Maturity
Unsure Recognizing Understanding Managing Mastering Leading
lower end of the compliance spectrum.
COOs, CMOs and CIOs are generally
interested in clawing back some savings
to use for other projects within their teams.
Additionally, none of them want to have
their organizations called out for non-
compliance by the CFO to the executive
team on a quarterly basis. Sometimes,
you’ve got to put a few rocks in the bottom
of that bag of carrots.
Obstacle 3: Lack of Collaboration Across
the Business Units: As we saw in the
first two examples, it is incumbent upon
Procurement to define the opportunity –
i.e. financial impact, including risk to the
organization. Without this, Procurement
cannot expect collaboration at a
meaningful level. Don’t allow resource
constraints and/or data challenges to
impede the progress of compliance
programs.
What We Know
As with most areas of Procurement,
maturity is a critical success factor that
drives visibility, collaboration and results.
From the survey respondents, we see
over 50% either Managing or Mastering
each of the four compliance dimensions.
If we include Leading in the scoring,
then Compliance Policies is 75% and
Compliance Process is 77%, respectively.
This would suggest that lots of time and
effort has been put into crafting policies
and processes. However, the level of
adherence to these seems to be deficient
in a number of areas, pointing to a lack
of collaboration and accountability from
internal stakeholders. Consider a few
potential root causes:
• Policies and processes are not
communicated effectively and
awareness across the enterprise is
insufficient
• Incentives to participate in the
compliance program are unclear and
fundamentally lack the appropriate
levers to drive collaboration (e.g.,
what’s in it for me messaging)
• The compliance program was
designed and executed without
meaningful input from the stakeholder
teams

10CPO Survey
Over the past few years, several software
providers, especially in the Procurement
and T&E functional areas, have developed
both active and passive compliance
workflows that incentivize the user to
do the right thing. Passive compliance
focuses on defining the path of least
resistance in conjunction with policies,
along with providing an audit trail of
transactions. This data can be reported
and incorporated in quarterly compliance
and opportunity scorecards provided
by category managers to their business
stakeholders. Active compliance, on
the other hand, means monitoring
transactions in real-time and re-directing
the user and/or stopping the transaction
based upon business rules enforced
throughout the transaction workflow
(e.g., material specification and certified
supplier usage for a given project, and/or
a real-time check on budget).
From a tech-enabled perspective,
respondents indicated that only 8% had
fully integrated their governance, policies
and processes into their IT systems. This
was surprisingly low given the extensive
use of S2P systems across respondents
this year. Potentially, this indicates that
Procurement organizations are upgrading
their IT solutions for features and
functionality and not configuring these
solutions to support compliance activities,
such as monitoring and managing.
Based upon our research, this represents
one of the largest areas of opportunity for
Procurement organizations going forward.
With that in mind, respondents were
asked to assess the priority level of 10
activities to improve compliance. From
this list, respondents identified the
following as the top 3:
Figure 3: Priority Levels of Compliance Improvement Activities
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%100%
Developing a governance structure with end-to-end
accountability to source-to-pay process so it is...
Defining and educating on the processes that can be
executed to ensure compliance
Implementing technology to improve compliance
Communicating the financial importance of compliance
throughout the organization
Centralizing the procurementfunction to control the
buying agent responsibilities
Segmenting the supplier base to support business reviews
that promote collaboration between Procurementand...
Reviewing, strengthening, and/or developing policies
enforceable both within Procurement, its internal...
Designing and publishing of non-compliance reporting
to supportvisibility at appropriate management level to...
Designing and collaborating in process to maintain
contracting documents language and ensure consistent...
Aligning organization and/or policies with Corporate
Finance to provide greater fiscal controls to support...
Low Med High Critical
1. Developing a governance structure
with end-to-end accountability
to source-to-pay process that is
monitored and adjusted to support
business/purchasing changes
2. Designing and publishing of non-
compliance reporting to support
visibility at appropriate management
level to support improvements
3. Defining and educating on the
processes that can be executed to
ensure compliance
Certainly, IT solutions can play a key role
in addressing these top three priorities
on a number of levels. Non-compliance
reporting to support visibility and end-
to-end accountability in S2P processes
could be supported 100% with the right
configuration of S2P solutions. However,
defining, enabling and enforcing these
business rules (policies) must be done
during the time of implementation.
Throughout our client experiences in
the area of S2P solution evaluation and
selection, we find a majority of clients
gravitating towards the new features and
functionality that have little to do with
business rule / compliance support. Do
you really need 12 different auction types
in sourcing or would you drive more value
from a compliance discussion? What key
business scenarios with representative
complexity, including closed-loop
compliance, can we as a customer
define? And at what level of confidence
can the solution provider demonstrate this
capability?

11 CPO Survey
Once again, implementing technology
was ranked low, along with collaborating
with Finance to provide greater fiscal
controls to support. These are perhaps
two of the best cornerstones to support
the top three identified by respondents.
Consider the expertise Finance typically
has in compliance and audit functions
– not necessarily in Procurement
itself but in the concepts. Knowledge
sharing across these groups would be
beneficial. Furthermore, supply chain and
manufacturing typically have expertise in
these areas as well, given the tremendous
scrutiny placed on traceability over the
past 5 to 10 years. This is especially
relevant to CPG and Pharma firms.
Conclusion
Slightly over 30% of respondents have
consistent policies for most spend
categories, processes and systems across
the organization along with metrics to
track performance. In the ideal future
state for governance, only 55% identified
compliance as an area of opportunity
and focus moving forward. Root causes
seem to vary but certainly the clear lack
of process and policy enablement within
S2P systems is a significant contributing
factor. Furthermore, although quite a bit
of policy and process definition has been
done, compliance remains relatively low.
Procurement needs to quantify the value
proposition and articulate a compelling
what’s in it for me to key stakeholder
groups – across both the business and
suppliers.
Looking forward
In the coming years, Procurement
organizations will rely more heavily on
S2P solutions and 3rd party providers
to support end-to-end compliance
programs. These compliance programs
will play an increasing role in the overall
strategy of driving bottom-line results from
operations. Additionally, the C-suite will
expect greater monitoring and managing
of enterprise-level compliance programs
to mitigate risk and drive hard savings.
Gone are the days where a business
unit leader approves non-compliant
behavior with a simple email. A quarterly
compliance scorecard along with the
associated cost savings (loss) would
shine such a bright light of accountability
that no business unit leader would want
to be in that position. However, it is
incumbent upon Procurement to establish
the policies, processes and governance
model to monitor and manage compliance
effectively – as a business partner rather
than a mall cop.

13 CPO Survey
3Advanced Analytics in Procurement
Matthew Shull & Patrick Williams - Capgemini Consulting North America

14CPO Survey
Executive Summary
Over the past several years, we have seen
astonishing growth in the amount of data
available and/or collected by enterprises
across industries. Some of this data
growth is being fueled by social media
platforms (unstructured data) while others
are generated from smart or embedded
devices. Curiously though, a vast majority
of the truly untapped data (structured) is
within the enterprise itself. Why?
Across the source-to-pay functional
spectrum, nearly 60% of respondents
indicated that they have either full
transactional data or better (e.g.,
additional internal / external data
sources). This would indicate that,
perhaps, data itself is no longer the core
issue. However, when it comes to simple
modeling and advanced analytics, less
than 20% are doing this currently. In
the Ideal Future State, modeling and
advanced analytics as a capability
climbs to nearly 70% in some functional
areas, primarily sourcing and supply
management.
Interestingly, over 75% of respondents
noted that the primary barriers to
performing modeling and advanced
analytics are a lack of technical
capabilities, procurement skill sets and
leadership. Given that, it was surprising
to see that only 27% leverage 3rd party
support to help close the gap with
technical and/or analytics support. It
is also noteworthy that awareness of
advanced analytics including modeling as
a tool to drive insights and value creation
was relatively low within the broader
stakeholder teams.
In terms of applying advanced analytics
and modeling, respondents identified
three core areas of greatest potential
– category management, supplier
performance and compliance & risk
management. Given that data may no
longer be a central issue, it would stand
to reason that the biggest gains will be
made through improved procurement
capabilities in analytics & modeling,
greater use of BI / analytical tools and
increased targeted support from 3rd party
providers.
In short, Procurement’s role continues
to evolve and competitive advantage
in some degree will come from
developing greater capabilities in the
area of advanced analytics & modeling.
However, the key to this challenge will be
the right tool for the right job with a clear
view of ROI throughout the process.
The Challenge
In 1975, Frank Zappa released his
most musically complex and critically
acclaimed album, One Size Fits All.
The album, however, was filled with
innovation and unique musical styles.
Nearly 40 years later, the one size fits all
axiom unfortunately still holds true for a
significant number of procurement groups
in terms of their approach to reporting and
analytics. How, then, can organizations
leverage analytics to support stakeholder
needs, drive real value for the organization
and make targeted investments (e.g.,
solutions / tools and resource capability
development – internal and external)?
Through our experience and research,
we find few organizations stratifying their
workload by complexity across the S2P
function and measuring ROI or cost
to serve consistently and effectively.
Further, the alignment of procurement
capabilities and enterprise needs remains
elusive or largely misunderstood. Very
little attention or activity is focused on
conducting annual VoC (voice of the
customer) surveys to gauge stakeholder
perceptions. There persists a seemingly
singular focus on simply cost savings…
the true cost of which is typically
unknown. That is, how much value is
left on the table annually? What is the
identified-to-realized savings ratio? What
is the cost to serve or ROI associated with
specific procurement projects? What
is your digital ROI? What procurement
processes can be performed at a lower
cost to serve and at the same or higher
service level? How can we use statistical
models to measure and set BPO
performance targets?
Analytics can be used strategically to
answer these questions and redirect /
refocus procurement resources (i.e., time,
budget, people) to unlock new sources of
value. Analytics…not aggregates.
If You Build It, Will They Come?
Building a robust analytics capability with
modeling requires a tailored, targeted
approach. It goes well beyond just
gathering a mountain of data and using
proprietary algorithms to crunch through
it hoping for some magical insights. So
then, where is the point of diminishing
returns for data collection and analysis?
This is the question procurement leaders
should be asking themselves when it
comes to advanced analytics. In this
section of Capgemini Consulting’s CPO
Survey Report, we’ll explore the tenets of
building an advanced analytics capability.

15 CPO Survey
We asked which areas of S2P have
the greatest potential to benefit
from advanced analytics (figure 1).
Respondents identified three key areas
of focus – Category Management,
Compliance & Risk Management and
Supplier Performance.
Considering this, Procurement groups
will be well served by understanding key
questions such as:
1. What are the top three factors that
influence non-compliant buying
behavior by category and what is the
cost impact to the enterprise?
2. How can we use standard deviations
and other statistical analysis for
contract management – initiation
through execution cycle time for a
given complexity?
3. If we notice a change in skewness
and/or kurtosis developing for a
given procurement service, what
implications does this have for
procurement policies or BPO SLAs?
4. How can we model multiple variables
to determine the optimal timing to buy
specific commodities based upon
supply and demand patterns internally
and in the market?
So, before you enroll in a Stats class or
hire a team of data scientists, consider
the central question. What is the value
and cost of building robust capabilities in
analytics and statistical modeling? If we
build, will they come?
The Right Tool for the Right Job
There is a spectrum of data to use in
procurement – procurement systems
transactional data, internal systems
data, and external data (e.g., commodity
markets, indices, etc.). When it comes to
data and analytics, there is no one size
In Scenario A, there is a case to be made
for the usage of several levels of data.
In managing this category from S2P,
we would include internal transaction
data, internal demand forecasting and
external copper and aluminum commodity
price indices / research. For sourcing,
complete transactional data will be used
to leverage spend and consolidate the
supply base. This exercise should yield a
significant cost reduction benefit upfront.
However, given the heavily reliance of
suppliers on these commodities, we could
incorporate a monthly pricing schedule
into the contract that is pegged to copper
and aluminum commodity indices. For
these types of direct materials, developing
a hedging core competency may be
appropriate – either internally or externally
as a service. In figure 2, we see the
current state of data availability by function
for survey respondents.
fits all model. Depending on the type of
category managed (direct vs. indirect) or
functional area, stratification is essential.
Let’s consider the following scenarios
to begin setting some guide posts for
Procurement. That is, when is there value
in taking data and analytics to a higher
level?
SCENARIO A: DIRECT
MATERIALS ENERGY
INDUSTRY CLIENT
Focus: Wire & Cable
Characteristics: High
spend category; heavily tied
to commodities – copper and
aluminum; OpEx and CapEx
spending is seasonal; significant
external data – market research
and analysis available; external
specialists available but can be
difficult to find the right level of
experience
Figure 1: Functional Areas to Leverage Advanced Analytics
0% 5% 10% 15% 20% 25% 30%
Demand Management
Market & Business Trends
Process Efﬁciency / Cost Mgmt
Supplier Performance
General Analysis
Other
Compliance & Risk Mgmt
Category Management
Percentage of Respondents

16CPO Survey
Beyond pricing trends or market data, we
can incorporate the addition of internal
demand forecasting data for CapEx and
OpEx projects. As such, we can employ
simple modeling to set triggers around the
price of commodities and consider when
the bulk of purchasing should occur. If we
purchase ahead of demand (stockpiling)
and warehouse it, then what is the impact
to TCO? Modeling this data creates
an opportunity for the Procurement
organization to perform what if analysis
and provide the other key stakeholder
teams (e.g., field operations, finance) with
informed options.
In Scenario B, we look at an indirect
category, print marketing. This category
typically occupies the Leverage quadrant
of a sourcing strategy matrix (higher
spend and low criticality). However, for
Scenario B, Print Marketing is functioning
closer to a direct category than an indirect
category. It is an integral part of Big Box
retailing. Here again, the use of additional
internal and external data has tremendous
added value. Typically, we find that
raw materials account for 45% or more
of the delivered cost in this category.
Understanding the market through
external research will enable category
management to identify the right cost
structure and contract terms to manage
risk effectively. Monitoring the paper pulp
market through a subscription to Pulp
and Paper Products Council for example
would enable buyers to collaborate with
marketing in an effort to minimize annual
costs. However, for most companies,
this level of data and modeling is not
necessary. This is often true for most
indirect categories with some exceptions.
In the Ideal State, respondents noted an
increased desire to have an advanced
analytics capability in Sourcing and
P2P activities but more management
dashboards for Contract Management
(figure 3). Interestingly, a significant
percentage of respondents noted
that management dashboards were
appropriate in terms of data analysis
capabilities.
SCENARIO B: INDIRECT
MATERIALS, BIG BOX
RETAILER CLIENT
Focus: Print Marketing
Characteristics: High spend
category; heavily tied to other
globally traded commodities;
regular price fluctuations of 25%
or more over the course of 12
months; extremely large volumes;
seasonal buying of print marketing
does not necessarily align to best
commodity pricing (wood pulp);
recycled paper can be substituted;
significant external data – market
research and analysis available;
external specialists readily
available
Figure 2: Current State of Data Availability & Usage
Figure 3: Ideal State of Reporting & Analytics
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Sourcing Contract
Management
Purchasing and
Payment
Unsure
Level 5: Includes level 4, plus
the organization generates
incremental external data
Level 4: All internal data with the
inclusion of external public data
Level 3: Transactional and
additional internal data
Level 2: Full transactional data
Level 1: Incomplete data
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Sourcing Contract
Management
Purchasing and
Payment
Ideal State
Unsure
Level 5: Advanced analytics
Level 4: Simple modeling
Level 3: Management
dashboards
Level 2: Basic reporting
Level 1: Ad hoc analysis

17 CPO Survey
Based upon our research and experience,
the hype of big data and analytics 3.0 has
been influencing the discussion in this
area towards building a capability beyond
the true need of the organization with a
potential to have significant diminishing
returns. Consider the following:
1. Is a predictive analytics model
generally needed in the S2P function?
2. Is there a significant amount of
unstructured data that may influence
procurement strategy?
3. Is complex modeling with multivariate
analysis necessary to manage P2P
transactions and/or understand non-
compliant buying behavior?
For a majority of cases, internal
transaction data across S2P is rich with
information and conventional statistical
analysis of this data is more than sufficient
(e.g., confidence intervals, distributions,
density, skewness, correlation and
others). However, this skill set is generally
low within existing Procurement groups.
Increasing knowledge of basic statistics
and light modeling techniques (e.g., clean-
sheet cost and total cost of ownership
modeling) will help refine the discussion in
this area and serve as a mechanism to cut
through the hype of big data and over-
engineered modeling tools.
Analytics not Aggregates
Aggregates in isolation provide very little
actionable information. Analytics, on the
other hand, can tell you what’s happening
in the business and how well you or your
BPO are servicing it.
Through quarter-over-quarter analysis,
it was noted that a particular service
commitment for contract management
had exceeded its defined SLA. Figure
4 below is provided for the purposes of
illustration only.
Due to the nature of these specific SLAs,
we expect asymmetry and positive skew
in the distribution. That is, for increasing
levels of complexity in the contract
management process, we have a broader
range in terms of days. We also expect
the probability of events outside of the
SLAs bounds to increase as complexity
increases. This not only contributes to
skew but also can be seen in kurtosis
as well. In our analysis, we found a
combination of factors occurring.
SCENARIO C: SLAs for Contract Management
Focus: Managing SLAs for contract types of various complexities
Characteristics: Life Sciences company, central contract organization, in-house
and contract employees, highly regulated environment, contract categories and
complexities defined, SLAs established by level of complexity or Complexity
Rating (CR), material changes in the number of data points outside of the
expected SLA for a defined CR.
• The regularity of events for any given
CRn (Complexity Rating) occurring to
the right of the bound was increasing
– the event exceeded the maximum
number of days
• Although the tail to the right of μp
was not getting longer, it was getting
thicker indicating kurtosis
In this case, the frequency and number of
events exceeding specified lead times was
increasing but was also exhibiting a trend
or pattern. Based upon this information,
we were able to determine that the cause
of the kurtosis was a spike in the number
of agreements being processed at CR4
and CR5. Upon further analysis, it was
discovered that a recent federal regulatory
change in the life sciences industry
necessitated a modification to language
contained in several master agreements.
This modification affected other clauses
in the agreements as well. Due to the
volume of changes, this work carried on
across several quarters, thus creating a
pattern in our analysis.
Figure 4: Contract Management SLAs and Skew
Positive Skew
Days
We assume and expect non-linearity in the SLAs (days)
and ﬁnd positive skew. That is, a majority of the events
are occurring to the right of the mean of normal (μ0
).
The new mean of positive skew is represented by the
yellow line (μ0
).
μ0
μp
An increase in Complexity Rating (CR) translates
into more time (days) for processing.
SLAs for Contract Management (days)
CR5
: 7-25
CR4
: 5-12
CR3
: 3-7
CR2
: 2-3
CR1
: 1-2

18CPO Survey
Figure 5: Leveraging Statistical Analysis to Shape Service Levels, Policies and Governance
Figure 6: Primary Challenges in Deploying Advanced Analytics
DaysDays
Heavy Tail Kurtosis
Avg.Avg.
Missed or over aggregated service tier?
Bad exception process, policy, and/or governance
Multimodal Distribution
0% 5% 10% 15% 20% 25% 30% 35%
DeﬁcientInfrastructure / Systems
Lack of Internal Skill Sets
Limited/Poor Data
No Perceived Value
Other Competing Priorities
No Obstacles
Other
% of Responses
This type of change, however, could
have been due to a variety of issues or
challenges.
• Post-merger, contract volume
increased
• New services not previously
contracted increased
• Key resources were not available (e.g.,
transferred, quit or out on leave)
• Original SLAs were too tight and
needed adjustment to some or all
Although multiple factors are most
certainly in play, it is important to monitor
SLAs periodically and be mindful of
trends that may impact service delivery.
Further, it represents an opportunity to
tune service delivery as stakeholders’
needs change. Consider using this
approach in setting and managing SLAs
with BPOs in all aspects of your business
services portfolio.
Removing Barriers to Better Analysis
What is holding organizations back from
achieving their ideal state of Procurement
Advanced Analytics? From survey
respondents, there was no single clear
impediment to deploying analytics to
the organization. However, the two top
responses were lack of infrastructure
and lack of analytical skills (figure 6).
It’s encouraging to see that poor data
was not identified as the primary barrier
to success. This was the main culprit
five to ten years ago. This indicates that
there has been a concerted effort over
the years to improve data collection and
management processes / governance.
Certainly, the increased usage of S2P
solutions has greatly impacted this.
Consequently, this increased ability to
capture, manage and report on data
enables Procurement to perform deeper
levels of analysis such as should-cost
modeling, statistical analysis and others.

19 CPO Survey
In many cases, we see a patchwork
of solutions (not necessarily best of
breed) and/or older solutions that have
been extensively customized over the
years. This can negatively impact data
collection and reporting efforts thereby
potentially compromising data quality.
Given these internal challenges, are
companies leveraging external providers
to support these capabilities? The
answer is a resounding no. That is, 73%
of respondents are not making use of
3rd parties to support their analytical
aspirations (figure 7).
Does procurement need a dedicated
team of data scientists to build models?
Unlikely. Focus 3rd parties on specific
projects with clearly defined value
statements (e.g., build a should-cost
model for a specific sourcing category
with a gain share engagement model
for fees). If specific projects have yet to
be defined, engage a consulting partner
to help brainstorm these projects or
programs – strategic sourcing, supplier
excellence, compliance 360°, service
level management, innovation and other
programs).
As we explored in the previous section,
various functional areas of S2P need a
right-sized approach to data analysis –
The Right Tool for the Right Job. Whether
it’s Gartner, Forrester, IBIS or others, there
is a plethora of market research out there
for Procurement professionals to tap into.
Leverage these sources appropriately and
look for opportunities where sharing data
with a 3rd party research firm can yield
insights for the S2P process.
Conclusions
Across the S2P functional areas,
respondents indicated a desire
to incorporate more internal non-
procurement data as well as external
data into their analysis. Interestingly,
respondents were evenly split when it
came to defining the reporting & analytics
needs for the Ideal State. On average,
there was a 50/50 split between Advanced
Analytics and Management Dashboards
+ Simple Modeling. Based upon our
research and experience, we would
recommend building robust management
dashboards that incorporate the use of
conventional statistical analysis techniques
such as standard deviation, confidence
intervals, skewness, correlation and others
along with light modeling (e.g., clean-
sheet, risk-reward, activity-based costing,
linear performance pricing, TCO and
others).
In terms of greatest potential value for
analytics, respondents identified three
main areas – Category Management,
Compliance & Risk Management and
Supplier Performance. We propose one
addition - Service Level Management.
This is relevant for both internally
and externally (e.g., BPO) delivered
procurement services. Monitoring and
analysis in this area can have a material
impact on cost to serve, customer
satisfaction (internal stakeholder groups)
and Procurement ROI.
In the final analysis, we found that the
law of diminishing marginal returns
quickly sets in for Big Data and Advanced
Analytics programs. As such, we would
recommend a measured approach that
uses the following axiom: The right tool
for the right job.
Looking Forward
We recognize that the analytics capability
should be right-sized for the task at hand
and not uniformly applied across S2P.
As such, we recommend engaging 3rd
parties to help define, develop and focus
analytics programs, especially for those
that have identified tools and/or skill set
gaps. Third parties can be instrumental
in bridging these gaps while the capability
is being built internally. Consider a hybrid
approach with a gain share model to
accelerate ROI.
On a final note, consider a pilot program
with limited scope and clearly defined
goals. Start small, capture lessons
learned and replicate where there’s a need
and ROI.
Figure 7: Use of 3rd Party Support for Analytics in Procurement
73
27
No 3rd Party
Using 3rd Party

21 CPO Survey
4Total Supplier Experience
Erick Haag & Leon Fleuren - Capgemini Consulting Netherlands

22CPO Survey
Executive Summary
Over the past several years, we have seen
savings from strategic sourcing activities
begin to diminish. As Procurement
organizations continue to mature, they will
need to pull new levers in order to identify,
realize and sustain value for their business
stakeholders. Supplier Relationship
Management is one such lever that
has become increasingly prominent
on the global CPO agenda. Leading
Procurement executives recognize
that managing vendors strategically
and developing partnerships with key
suppliers can deliver substantial benefits
on both sides of the relationship – such
as shared innovation programs, reduced
Total Cost of Ownership (TCO), and other
advantages. The key challenges here
are designing a program that is business
strategy-driven, delivers on innovation &
sustainability, and drives value creation
across all supplier segments.
Our survey found that Supplier
Relationship Management is a key priority
for 97% of respondents – for 60%, it
is a current area of focus within their
organizations, while 37% plan to focus on
it in the future. And yet despite the focus
on SRM and awareness of the value that
it can deliver, only 15% of respondents
had a unified corporate SRM strategy
and associated processes in place. For
27% of respondents, SRM was applied
only selectively and focused primarily
on contract management, while 30% of
respondents had no SRM processes in
place at all.
So what is holding the vast majority of
organizations back from implementing
successful and sustainable Supplier
Relationship Management in order to
deliver on the total supplier experience?
Figure 1: Top Three Obstacles for Effective SRM
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0%
Other
Lack of Tools / Technology
No Consistent KPIs for SRM
No Clear Processes Deﬁned
Lack of Authority
Talent / Resource Issues
Internal Stakeholder Alignment Issues
Too Many Suppliers, No Segmentation
Supplier Involvement Challenges
No Clear Business Case for SRM
The Challenge
According to our research, the
biggest impediment is a lack of
cross-organizational alignment and
coordination. Over half of the survey
respondents indicated that difficulty
building consensus and aligning with
key internal stakeholders (i.e., Finance,
Marketing and the C-Suite) is a top
challenge to effective execution of SRM
strategies. A related hurdle, cited by 41%,
is that procurement groups are having
trouble demonstrating and quantifying the
business case for SRM. In the absence of
a clearly articulated value proposition for
these programs, it is difficult to secure the
necessary cross-functional collaboration
and pull-through at the C-level that are
essential for maximizing their success.

23 CPO Survey
Many organizations also lack the
necessary tools and methods to maximize
SRM effectiveness. Nearly one in three of
the companies that we surveyed did not
have defined SRM processes, and 40% of
respondents indicated that they lacked the
appropriate technology. Additionally, 38%
did not have an established methodology
for supplier segmentation. Stratification of
suppliers is a foundational element of any
SRM strategy, and implementing tactics
without an established and validated
process for differentiating suppliers is
unlikely to deliver any significant value over
a sustained period of time. Further, it was
clear that a vast majority of respondents
lacked alignment between business goals
and a basic SRM strategy.
For the most part, organizations are using
tactics to manage the supply base in
the absence of a unified SRM strategy.
These tactics are not coordinated or
deployed holistically across the supplier
portfolio, and they vary in sophistication.
Solid majorities of respondents employ
relatively basic tactics such as structuring
the supply base and supplier assessment,
while fewer have adopted more advanced
practices such as Supplier Development
and Supplier Integration. In fact, only 16%
of respondents indicated that they have
an SRM program that is aligned with the
enterprise strategy and differentiated by
supplier segment (i.e., supplier partners,
preferred suppliers, commodity suppliers,
etc.).
To be sure, categorizing suppliers and
assessing them against performance and
risk metrics are key building blocks of
any effective SRM strategy, but stopping
there leaves unrealized value on the table.
When an organization makes the jump
to actual collaboration with key vendors
by engaging in Supplier Development
– which entails working with the
suppliers to improve their processes and
manufacturing capabilities – it stands to
reap benefits in the form of higher quality
products or services and, consequently,
lower total cost of ownership. Taking
Figure 2: Approach to Supplier Relations
0.0% 10.0% 20.0% 30.0% 40.0%
There is no process for supplier management and/or
performance management. Activities are done on a
case-by-case basis with some stakeholder coordination.
SRM processes focus on supplier performance and
are applied for some supplier segments. Supplier
management focuses on contract management.
Supplier segmentation is inconsistently applied. Supplier
management processes are in place and monitored but
are not aligned across the enterprise.
Corporate strategy & process to manage supplier
relationships. Differentiated strategyby supplier
segment and aligned across the business functions.
this a step further to Supplier Integration
– namely, working to involve strategic
suppliers in the development of the
organization’s own products and services
– carries the potential to increase top-line
revenue and profitability.
5- S Framework for Strategic SRM
Holistic supplier relationship management
programs that are consistently aligned
with the enterprise goals, and managed
effectively with the proper tools and
resources, are difficult to achieve…but
not impossible. Our research indicates
that having a consistent framework &
methodology to guide SRM is a critical
and often overlooked element of these
programs. We leverage the 5S Framework
for end-to-end supplier management
programs.
S1 – Structuring the Supply Base:
Involves traditional procurement spend
analysis, classification-driven commodity
/service profiling and a robust supplier
segmentation methodology. The outputs
of the structuring process should be an
optimized number of suppliers, as well
as a clear supplier relationship strategy
per supplier segment. Two-thirds of the
organizations that we surveyed reported
that they implemented this tactic in some
form.
S2 – Supplier Assessment: Refers
to the development and definition of
consistent criteria and processes for the
assessment of suppliers. The output
of this step is a methodology that can
be applied across the supply base in a
uniform manner but tailored to specific
supplier segments. Similar to S1, 66% of
respondents reported that they apply this
tactic.
S3 – Supplier Development: Bridges
the gap between the organization and
select suppliers, and marks the shift of
SRM efforts from internally focused to
supplier-facing. The output of this step
is a more robust and involved program
designed with collaboration in mind. We
will explore this more in the Supplier
Innovation & Excellence section of this
article. On a related note, our survey
found a significant drop-off at this point
– while around two thirds of respondents
practiced both S1 and S2, only 46% make
the jump to S3.
S4 – Supplier Integration: Entails
working with suppliers to form joint value
propositions to bring to the market –
e.g. product innovation, cost reduction,
collaboration tools, etc. The output of this
step is significantly increased SRM ROI
through collaboration from spec-to-shelf.
We found further drop-off here, with only
40% of respondents operating at this level.

24CPO Survey
Figure 3: Activities Leveraged for Supplier Management
Figure 4: Dimensions of Strategic Supplier Relationships
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%
None of the Above
Supplier Auditing (assessing suppliers on
compliance to agreements and/or regulations)
Supplier Integration (working to involve suppliers
in the organization’s product / services
Supplier Development (working with suppliers to
improve their processes and manufacturing...
Supplier Assessment (researching capability for
reducing costs, mitigating risks and driving...
Structuring the Supply Base (managing number,
differentiation, interaction of suppliers)
0% 20% 40% 60% 80% 100%
Commitment to Strategic Alliances
Effective Communication
Transparent Communication
Trusted Advisor
Sharing / Exchanging Relevant Data
Sharing Physical Infrastructure
Collaborative Research / Training...
Joint Products on the Markets
Personnel Interchange
Cash Contribution / Financing
1 = Non-existent
2 = Beginning Stages
3 = Developed
4 = Very Developed
5 = Fully Optimized
S5 – Supplier Auditing: Involves
implementing metrics and tools such
as supplier scorecards to monitor
and quantify the effectiveness of SRM
programs. The output of this step is a
clear understanding of the value delivered
by SRM across the enterprise. Effective
supplier auditing reveals weaknesses
present in SRM initiatives and allows for
recalibration of strategies as needed.
Interestingly, 52% of organizations
surveyed have supplier auditing
programs in place, indicating that some
respondents audit their suppliers but
are not actively engaged with them in
the form of meaningful development,
integration and innovation.
Client experience and research indicate
that Supplier Development & Integration
activities, although more difficult to
implement, deliver a majority of the ROI
from SRM programs. Furthermore, they
act as a key mechanism by which to
secure and maintain active stakeholder
involvement.
Supplier Innovation & Excellence
Not all supplier segments warrant
development and/or collaboration. In
fact, only a select few should be classified
as Supply Partners – a supplier segment
designated for critical suppliers who
provide essential products & services
and are often involved in co-development
or co-branding activities. This is where
specialized supplier innovation programs
can yield significant increase in both top-
line revenue and profits for the enterprise.
These programs go beyond the core
activities performed in S3 and S4 of the
5S Framework.
In the survey, we asked participants
to characterize the dimensions of their
most integrated strategic suppliers
(figure 4). From the responses, we see
the most development in the areas
of communication and data sharing.
However, as we move up the collaboration
ladder, we see a precipitous drop in the
areas of collaborative research & training,
joint product / product development
and personnel interchange. We see a
tremendous opportunity to increase the
level of participation and commitment in
these areas. Organizations can benefit
greatly through open innovation pilot
programs in targeted areas with supply
partners.

25 CPO Survey
In designing these programs for the
Supply Partner segment, we start with
an in-depth understanding of specific
enterprise needs for this product /
service category and critical supplier
performance characteristics (e.g.,
innovation capabilities).
This in-depth understanding is derived
from both an outside-in and inside-out
perspective. Accordingly, it identifies the
necessary capabilities and performance
requirements for the supplier to
differentiate itself during crucial moments
of supplier interaction. We use advanced
social network analysis and tools to
map the entire supply network based on
its innovation potential around specific
technologies and areas of expertise.
This gives the organization deep market
insights into supplier, technology and
innovator / inventor capabilities. These
market insights are complemented
with business and supplier views and
then mapped in supplier journeys. This
exercise is designed to visually represent
all touch points (e.g., social media,
industry events, face-to-face, academic
conferences, and others) and key
activities with Supply Partners.
With this information, business leaders,
Procurement and supply partners can
jointly define a results-focused strategy
with a clear set of co-managed activities
and performance goals. Ongoing
supplier collaboration sessions and
innovation workshops are critical in driving
sustained value for this supplier segment.
Supplier Performance Management
In our survey, we examined four key areas
of supplier performance management –
strategic, financial, relationship quality,
and operational performance. Given
the levels of supplier collaboration and
integration noted by respondents, it came
as no surprise that Strategic KPIs were
not used by a majority of Procurement
groups (see figure 6). This also correlates
with the challenges to implementing end-
to-end SRM programs, since strategic
KPIs often involve greater participation
from the business teams.
In the area of Financial KPIs, we saw
a stark contrast between tactical and
strategic financial metrics – ROI vs. TCO.
Although TCO and cost avoidance are
extremely important to the enterprise, it
indicates that the majority of attention and
perhaps thinking is still centered on YoY
cost reduction goals (see figure 7). It is
important to note that simple cost avoidance
and TCO metrics are not sufficient to
measure the financial performance of Supply
Partners. Procurement groups must work
hard to quantify contributions to top-line
growth as well, not to mention ROI on
co-managed programs.
At first blush, one might consider
Relationship Quality KPIs to be
perhaps a bit fluffy. However, they
are vitally important, especially for
supplier segments such as Preferred
and Supply Partners. There has been
a significant amount of research in the
area of relationship management and its
Figure 5: Supplier Networks Visualization for Innovation Capabilities
Figure 6: Strategic KPIs
Image credit: Kenedict Innovation Analytics - www.kenedict.com
0% 20% 40% 60% 80% 100%
Contribution to Product / Process Innovation
Reduction in Supplier Continuity Risk
Contribution to Market Share Increase
Contribution to Realization of CSR Goals
Yes = In use No = Not used

26CPO Survey
importance in driving value creation and
innovation. It is surprising to see that
adoption of elements such as Problem
Solving and Strategic Alignment is still less
than 50% in some cases (see figure 8).
Finally, we examined Operational
Performance KPIs – the stalwarts of
supplier performance scorecards. As
expected, metrics such as OTD and
Quality got top marks. However, it is
interesting to note that Administrative
Processing was only measured by 55% of
the group (see figure 9). This metric can
be vital in determining which suppliers
to eliminate in a supplier rationalization
exercise. Furthermore, it can be
correlated with those suppliers often
found in Tail Spend analysis.
As SRM programs continue to mature,
so too will the sophistication and usage
of a more robust supplier performance
dashboard. Clear correlations exist
between the two and represent another
area of opportunity for SRM programs.
Figure 7: Financial KPIs
Figure 8: Relationship Quality
Figure 9: Operational Performance KPIs
0% 20% 40% 60% 80% 100%
Total Cost of Ownership
Price Stability
Contribution to Cost Avoidance
Optimized Asset Utilization
Return on Assets / Investment
Incremental Revenue / Proﬁts Generated
0% 20% 40% 60% 80% 100%
Supplier Satisfaction
Frequency & Quality of Communication
Degree of Strategic Alignment
Quality of Joint Problem Solving &
Conﬂict Management
Level of Mutual Trust & Commitment
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Product/ Service Quality
Delivery Quality & Timeliness
Planning / Delivery Flexibility
Customer Satisfaction
Administrative Processing

27 CPO Survey
Looking Forward
In the coming years, savings that mature
procurement organizations can expect
to derive from strategic sourcing will
continue to decline. Across both direct
and indirect categories, nearly 70% of
respondents reported that their savings
targets had increased by 5% or less year-
over-year. Of these, almost 40% reported
no YoY change at all. Value captured
from Supplier Relationship Management
is on track to eclipse that provided by
traditional savings in the coming years,
and leading organizations will need to
implement robust strategies such as the
5S Framework in order to stay ahead of
the curve.
Given Procurement’s increasing
prominence at the C-level, the function
is in a better position than ever before to
lobby for the resources and organizational
alignment needed from senior leadership
in order to implement comprehensive
SRM strategies. For SRM strategies to be
successful, however, it also is imperative
that Procurement organizations develop
the requisite skillsets within their ranks.
As with other trends that are increasingly
impacting procurement – such as the rise
of Advanced Analytics – future-state SRM
will require Procurement personnel that
are well-versed in areas such as project &
relationship management, data analysis &
modeling, and SRM technologies.
Conclusion
Although nearly 70% of our survey
respondents indicated that they have
SRM programs in place, only a small
percentage (~16%) have deployed a
program such as the 5S Framework.
For most, inconsistency and a lack of
stakeholder engagement represent the
major road blocks for advancement.
However, the root cause is essentially
the absence of a real business case
and, likely, insufficient Procurement
resources to manage a robust SRM
program and quantify its impact. In
most cases, SRM consists of supplier
auditing through scorecards with a
focus on contract management. These
tactics do not constitute a strategy
that will yield any appreciable and
sustainable ROI. Procurement needs
to quantify the value proposition and
articulate a compelling “what’s in it for
me” to key stakeholder groups – both
business and suppliers.

28CPO Survey
Acknowledgements
The Procurement Transformation practice leadership would like to acknowledge the following team members for their invaluable
contributions to the 2015/2016 CPO Survey effort and this report.
John Calia, Leon Fleuren, Bryan Garcia, Erick Haag, Neha Kapur, Mattias Linderoth, Malin Mauleon Lundberg, Filip
Paenhuysen, Kirsten Schipper, Matthew Shull, Max Turner, and Patrick Williams
Thanks also to Rohit Almeida and Shweta Chavan for providing graphic design support.
Follow Capgemini Consulting on twitter: @CapgeminiConsul
Connect with us on LinkedIn: Capgemini Consulting Global
Global
Adrian Penka
Head of the Global Procurement Transformation Practice
Tel: +1 (404) 806 5082
e-mail: adrian.penka@capgemini.com
Belgium
Filip Paenhuysen
Procurement Transformation Practice Lead
Tel: +32 474 08 50 55
e-mail: filip.paenhuysen@capgemini.com
Central Europe
Christian Michalak
Tel: +49 221 912644 182
e-mail: christian.michalak@capgemini.com
France
Luc Agopian
Tel: +33 (0)1 49 67 98 52
e-mail: luc.agopian@capgemini.com
North America
Matthew Shull
Tel: +1 (214) 577 3216
e-mail: matthew.shull@capgemini.com
Sweden
Michael Skordby
Tel: +46 853 684 021
e-mail: michael.skordby@capgemini.com
The Netherlands
Erick Haag
Tel: +31 (0) 30 689 18 11
e-mail: erick.haag@capgemini.com
UK & Ireland
Mumtaz Salam
Tel: +44 870 366 0048
e-mail: mumtaz.salam@capgemini.com

29 CPO Survey
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