Proc-N-Roll : Your guide to practical procurement!

Graphite Connect and Candor Procurement

Welcome to Proc n Roll, where nearly 70 years of combined procurement expertise come together. Join Natasha, the PRO CPO with experience at IBM, McKesson, Salesforce, and Nike; Zach, the procurement guru from London; and Conrad, the visionary innovator behind transformational procurement at Intel and Adobe. We dive into the latest trends shaping the procurement landscape while breaking down the essential building blocks for success. Whether you’re new to procurement or a seasoned expert, our discussions will inspire you and keep you grounded in real-world value.

  1. 2D AGO

    I Won't Back Down: A Leader's Guide to Courage and Overcoming the Fear of AI Disruption

    As AI and automation change the procurement landscape, what skills will you actually need to stay relevant? Natasha, Conrad, and Zach break down how the profession is evolving from a narrow focus on savings to a strategic function centered on value, speed, and customer service. They provide a practical guide on the new critical skills required for CPOs, directors, and individual contributors to thrive in the age of AI. You’ll learn about the new skills for: ✔️ The CPO (Chief Procurement Officer): The CPO's role is shifting to that of an "inspirer" and a "catalyst of a change". Natasha argues CPOs will spend as much as 70% of their time on "sales"—selling their vision to the organization. They must be "knowledgeable enough to ask the right questions" about new tech and possess the "intuition" to "zoom in on the things that matter". ✔️ Directors & Mid-Level Leaders: This level needs an "absolute willingness and even enthusiasm around change". They must also be "bolder" in hiring to bring in diverse skill sets like data science and coding to build a more capable team. ✔️ Individual Contributors & Category Managers: As AI automates technical knowledge, "soft skills" like EQ are being prioritized. The hosts suggest hiring people with backgrounds in English and philosophy , warning that if 80% of your job is done by ChatGPT, "you're not going to have that position for a very long time". The key is to use AI to "elevate your thinking," not replace it. Ultimately, the hosts conclude that as technology takes over tactical work, the "human side of things" and skills like "influence, impact, and empowering" are "more important than ever" at every level of the organization.

    43 min

  2. OCT 29

    Mr. Roboto: How to Navigate the Agentic AI Revolution in Procurement

    What happens to your job when an AI agent can do 80% of your administrative work for you? In this mini jam session, hosts Conrad Smith and Zachary Bachir have a raw and forward-looking conversation sparked by the release of OpenAI's new agentic browser, Atlas. They explore how this technology will fundamentally change not just how procurement tasks are done, but what procurement professionals will focus on in the future.The hosts predict a massive shift in the skills required to succeed, moving away from operational expertise and toward strategic relationship management.You’ll hear candid views on: The Trust Problem: Why would you trust an AI agent to book a flight? The hosts discuss how user adoption will depend on the level of risk and the reversibility of the agent's actions, comparing it to the public's current anxiety about self-driving cars like Waymo.Building a "Safety Net" for AI: Conrad draws a parallel to the early days of e-commerce, when credit card companies offered fraud protection as a "safety net" to build consumer trust. He suggests a similar "insurance" model might be needed for AI agents.The End of Admin Work: The hosts agree that AI agents are perfect for automating the low-risk administrative tasks that currently consume "80, maybe even 90% of all procurement energy today".The "Admin Super User" is at Risk: Conrad makes a bold prediction: if you've built your career on being a "kick-ass administrative operations guy," you may be the most at risk as agents take over that work.The Future Role of Procurement: With administrative work gone, what do you do with the "three or four hours a day you get back?". The hosts argue the focus will shift entirely to strategic relationship management with stakeholders and suppliers."Counterfeit" Empathy: A fascinating look at how AI developers are building a "counterfeit" empathy layer into their tools to improve the user experience, and why it works. Learn more about Atlas at: chatgpt.com/atlas

    39 min
  3. The CPO's 90-Day Playbook: People, Process, Systems

    OCT 23

    The CPO's 90-Day Playbook: People, Process, Systems

    Veteran CPO Ash Hall joins us to give his practical advice for career progression and leadership in procurement. Ash gives us his playbook on how to navigate career changes, make an impact in a new role, and evolve as a leader. Learn how he used a detailed and actionable framework for his first 90-day plan to transform multiple procurement organizations. In This Episode, You Will Learn: The 90-Day Playbook: A detailed framework for assessing any new procurement function, broken down into three core pillars: People, Process, and Systems. People: How to objectively assess team competencies using a formal, 13-competency test and design an optimal organizational structure aligned with corporate strategy. Process: A guide to identifying process gaps and creating a roadmap for standardization and efficiency, especially when there are "20 different ways across the company" to do the same thing. Systems: How to prioritize the technology stack, focusing on the foundational needs for data analytics and transactional support. Leadership in Action: Learn unique motivational tools like the 'Mission Coin' and the 'Pit Crew' analogy to align your team and demonstrate value to the business. The Future of Skills: A CPO's perspective on how AI will impact procurement roles, automating administrative work to free up professionals for more strategic thinking.

    1h 2m

  4. OCT 15

    It's The End of RFP as We Know It

    Is the traditional RFP a "disgusting," "sloppy," and "painful" process that needs to be retired? In this passionate episode, the Proc & Roll team declares war on the traditional Request for Proposal. Join Natasha, Conrad, and Zach as they break down why the process is broken and empower procurement leaders to "take back control". In this episode, we cover: "Change the Freaking Policy": Why you shouldn't be a victim of your own rules and have the power to change them. The "Game Master" Mindset: How to design a sourcing process that actually fits your needs instead of defaulting to a one-size-fits-all RFP. The "19-Supplier" Problem: The classic sign that your team hasn't done its homework before going to market. Practical Alternatives: Moving beyond the traditional RFP to smarter tools like creative reverse auctions and Proof of Concepts (POCs). The "Best RFP Responder" Fallacy: The danger of picking the supplier who is best at filling out paperwork, not the one who is the best partner.

    40 min

  5. OCT 1

    A Matter of Trust: An Ethical Negotiation Guide

    In a tough negotiation, where do you draw the line between a strategic bluff and an unethical lie? In this episode, Natasha, Conrad, and Zach continue their in-depth exploration of procurement ethics, focusing on the practical, in-the-moment dilemmas of negotiation. The hosts share candidly about their own personal values, the pressures they've faced, and the frameworks they use to make tough calls. You’ll hear candid views on: ✔️ Bluffing vs. Lying: The hosts debate the fine line between the two, with Natasha warning that you must be prepared to have your bluff called. ✔️ The "Slippery Slope": Conrad's theory that major ethical breaches don't start overnight but begin with small, questionable actions, like with travel expenses, that become normalized over time. ✔️ The "Third Party Test": A practical framework for judging your actions: if a neutral third party were watching you, what would they think your intentions are? ✔️ Personal Values (The Mirror Test): The ultimate conclusion that your long-term reputation and ability to feel good about your actions are more important than any single deal. ✔️ Responding to Unethical Behavior: What to do when a supplier "plays dirty" or, even more difficult, when you observe unethical behavior from a senior leader in your own company.

    45 min
  6. The Rules of the Game: A Guide to Building Fair and Transparent RFPs

    SEP 17

    The Rules of the Game: A Guide to Building Fair and Transparent RFPs

    The conversation on procurement ethics and integrity continues, and this time, the hosts have brought in a special guest: a real "proc star," Ash Hall, former head of procurement at Lincoln Electric and Mercury Systems. Join Natasha Gurevich, Conrad Smith, and their guest Ash Hall as they dive deep into the practical, "in the trenches" dilemmas of the RFP process. They share candid stories and expert advice on how to build a sourcing process founded on fairness, transparency, and respect. In this episode, we cover: The "Slippery Slope": The hosts discuss how small, seemingly minor unethical habits can become normalized and grow into bigger problems over time. The Unethical RFP: A deep dive into why running a bid when you have no intention of moving off the legacy supplier is disrespectful and can ruin your company's reputation to the point where suppliers refuse to bid. "Respect" as a Core Principle: The idea that being respectful of a supplier's time and effort by running a lean and effective process is a fundamental part of integrity. Bidding "Pet Peeves": A candid discussion on the unwritten rules of auction and RFP etiquette, including the unethical practice of renegotiating after an auction is over. Listen to Ash's Band, The Slamheads In Loving Memory of David Karl Johnson (1966-2018)

    59 min

  7. SEP 3

    Come Together: Building Respectful and Transparent Supplier Relationships

    Is your procurement process truly ethical, or are there hidden gray areas you haven't considered? In this episode, the Proc & Roll team tackles the critical and complex topic of ethics and integrity. Join Natasha Gurevich, Conrad Smith, and Zachary Bachir as they move beyond clear-cut issues like bribery to explore the subtle, everyday dilemmas that professionals face in negotiations, RFPs, and stakeholder management. This is a must-listen for anyone looking to build a stronger personal foundation of integrity in their work. In this episode, we cover: The "continuum of influence": Where to draw the line between a golf outing and a bribe. Internal pressure: How to handle it when a senior leader asks you to "put your finger on the scale" for a favored supplier. The "benchmark bid" dilemma: Why asking suppliers for a quote when you have no real intention of awarding them the business is the "opposite from ethical". Negotiation ethics: Are "white lies" and bluffing acceptable, or can you get a good deal with 100% transparency? The "fourth jet" problem: The ethical questions that arise when one department is pinching pennies while another spends lavishly on things like a private jet.

    35 min

  8. AUG 20

    Financial Harmony: A Procurement & Finance Duet

    Procurement reports millions in savings, but does the CFO actually believe the numbers? In this follow-up to our savings discussion, the Proc & Roll team tackles the biggest challenge in procurement: credibility. Join Natasha Gurevich, Conrad Smith, and Zachary Bachir as they share candid stories and practical strategies for building unshakeable trust with your finance partners. They break down why even the biggest savings numbers fall flat without the right validation and communication, and how to translate procurement "value" into the tangible currency your CFO wants to see. In this episode, we cover: The "wheelbarrow of money" analogy: What the CFO really wants to see from your savings reports. Why the lack of a unified code for defining savings creates confusion and mistrust between CPOs and CFOs. The specific role of Finance as a "validator"—not an approver—to make your numbers "bulletproof". The importance of speaking two languages: talking hard currency with Finance and value with business stakeholders. The challenge of cost avoidance, why it's often treated as a "stepchild" by CFOs, and how to explain its importance for protecting future margins. If you’ve ever struggled to get your savings report taken seriously, this episode provides a clear playbook.

    34 min
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About

Welcome to Proc n Roll, where nearly 70 years of combined procurement expertise come together. Join Natasha, the PRO CPO with experience at IBM, McKesson, Salesforce, and Nike; Zach, the procurement guru from London; and Conrad, the visionary innovator behind transformational procurement at Intel and Adobe. We dive into the latest trends shaping the procurement landscape while breaking down the essential building blocks for success. Whether you’re new to procurement or a seasoned expert, our discussions will inspire you and keep you grounded in real-world value.

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