As global economic conditions continue to deteriorate, the United States is leveraging its consumer market to recalibrate trade dynamics, intensifying supply chain pressures on businesses. A primary challenge in this environment is cost management—maintaining supplier relationships while facing contracting revenue streams. Organizations must confront a critical dilemma: how to invest in future growth while employees fear job losses and boards anticipate increasing revenue declines. Recapitalization remains expensive, and cash reserves are rapidly depleting.
At SKILLSOOP, we have observed a growing trend of businesses reducing costs by downsizing roles within shared service functions, including procurement. This shift has been a significant shock to many professionals we engage with, as they report being fully utilized with a strong pipeline of opportunities to deliver value. However, while workforce reductions may temporarily improve cash flow, indiscriminate cost-cutting can have long-term repercussions. Although reducing headcount may enhance net asset value and return on capital employed (ROCE) in the short term, it risks undermining overall business performance, particularly in channel strategies. Poorly executed cost-reduction initiatives can lead to declining share prices and diminished book value over time.
In April, SKILLSOOP emphasized the need for organizations to rethink their approach. Adjusting profit and loss (P&L) levers alone may no longer be sufficient to correct underperformance, and businesses face the real danger of falling into a self-destructive cycle. Capital restructuring, without a well-defined strategic course of action, is unlikely to drive sustainable improvements. Success in these conditions requires decisive action—not only identifying key business challenges but also implementing tangible, strategic solutions. Organizations must move beyond aspirational mission statements and theoretical objectives, which offer little value when fiscal momentum has stalled. The ability to pivot and take bold, informed action will distinguish resilient companies from those that struggle to survive.
This period of transformation extends beyond businesses—procurement professionals must also reassess their core competencies to remain relevant in the evolving economic landscape. The shifting policy environment demands a recalibration of skills to align with new economic and regulatory realities. For example, the recent dismantling of multiple U.S. government departments under the Department of Government Efficiency (DOGE)—including the Department of Education—signals a broader trend of fiscal realignment. Regardless of individual perspectives on these policy changes, such measures will inevitably influence global markets. Reduced government spending and resource reallocation will drive efficiencies in tax and debt revenues, necessitating a transition from consumption-driven GDP metrics to investment- and productivity-focused private sector activities.
Moreover, evolving trade policies, including the review of U.S. tariffs on Australian steel and aluminium imports and potential corporate tax reforms, will reshape global market dynamics. These shifts necessitate proactive strategies from both procurement professionals and business leaders.
In an era of economic volatility, adaptability, strategic foresight, and decisive action will be the defining factors of success. The future belongs to those who can navigate uncertainty with resilience and a clear vision for growth.
The Future of Procurement: Strategic Evolution in the AI Era
A critical question emerges as we look ahead: What will businesses expect from procurement over the next decade, and how well do today’s procurement professionals align with those expectations? While predicting the future with absolute certainty is impossible, one undeniable reality is that artificial intelligence (AI) will fundamentally reshape procurement. AI is projected to automate at least 50% of procurement’s administrative and analytical functions, resulting in reduced employment, lower costs, decreased risk, and enhanced productivity. This transformation will inevitably reduce procurement headcounts, affecting the broader shared services sector and introducing economic challenges.
Given this shift, it is essential to examine which skills remain underdeveloped within the profession and how AI-driven efficiencies can enable procurement professionals to add greater strategic value. Historically, procurement has been viewed as a tactical function, often consumed by transactional purchasing tasks and contract renewals in under-resourced departments. Conversely, some organizations have over-invested in headcount while under-investing in process sophistication, leading to inflated budgets and suboptimal outcomes.
As a result, procurement professionals in the market tend to fall into three broad categories:
- Strategically Capable but Resource-Constrained (Group A): These professionals possess strategic procurement knowledge but lack the necessary time, support, or resources to execute effectively.
- Tactical Professionals Who Perceive Themselves as Strategic (Group B): These individuals believe they operate strategically but lack the depth, framework, or experience to deliver genuine strategic value.
- Genuinely Strategic and Empowered (Group C): A small subset of professionals who have deep expertise in procurement strategy and operate within organizations that enable them to execute at a high level.
For professionals in Groups A and B, the job market is set to become increasingly competitive. Both groups will contend for a shrinking pool of opportunities. Those in Group A—who often express frustration over their lack of strategic engagement—may be perceived as retention risks, while Group B may struggle to demonstrate tangible value. Many organizations speak of transformation but lack a true commitment to meaningful change, creating a challenge for professionals attempting to differentiate themselves. Both groups risk being constrained by businesses that aspire to be strategic but fail to provide the necessary infrastructure and leadership to support such ambitions.
Meanwhile, Group C represents only 10% of the market—professionals who not only understand procurement at a strategic level but have also been empowered by their organizations to implement their expertise effectively. These individuals often face difficulties in securing roles that match their level of sophistication. Many must consider trade-offs, such as accepting a pay cut for a more challenging role or relocating internationally.
This transition coincides with a broader global trend—governments shrinking in response to economic pressures. Countries such as Argentina have led the way in downsizing public sectors, a strategy now mirrored by the United States. This shift will exacerbate labor market challenges, as displaced procurement and shared services professionals will compete with public sector employees navigating the realities of the Fourth Industrial Revolution. Just as interest rates declined for half a century before a sharp correction, the long-standing trend of government expansion and industrial sector contraction in developed economies is reversing. However, as with financial markets, this correction will be disruptive and complex.
With AI projected to eliminate 50% of procurement’s tactical workload, demand for true strategic capability will increase significantly. Procurement professionals will face a stark choice: upskill or risk obsolescence. The next decade will belong to those who can transcend traditional procurement roles and embrace a strategic, value-driven approach.
The Importance of Technical Procurement Skills
At SKILLSOOP, we emphasize the critical importance of technical procurement expertise, actively assessing these competencies as part of our framework. In this context, “technical” refers to academic proficiency—candidates’ ability to interpret data and provide definitive insights, independent of broader business integration complexities. Our market analysis, presented in the graph on page 19, reveals substantial room for improvement across key procurement competencies.
Among the assessed capabilities, external analysis ranks highest, followed by internal analysis and risk management. However, financial aptitude, cost management, and negotiation preparation score the lowest. These findings raise several important questions:
- How effectively is data being utilized to drive meaningful procurement outcomes?
- If cost and risk reductions are being achieved within third-party networks, how are they being measured and sustained?
- Who ultimately makes the most impactful procurement decisions—the P&L holder or procurement itself?
- To what extent does procurement methodology directly influence business performance?
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While rigid tender frameworks with strict pricing stances may be sufficient for short-term cost reduction, their long-term viability remains uncertain—particularly as AI-driven automation advances.
Key Technical Procurement Skills
The following core competencies will be essential for procurement professionals to remain competitive in an AI-driven landscape:
- Cost Management: Analysing key financial metrics to inform strategic supplier negotiations, demand management, and cost-reduction initiatives.
- Internal Analysis: Leveraging data-driven insights to identify opportunities, mitigate risks, and drive continuous improvement within supply chains.
- External Analysis: Assessing market trends, economic indicators, and geopolitical factors to optimize procurement strategies and create long-term value.
- Supplier Evaluation: Conducting in-depth technical and commercial assessments to enhance sourcing, supplier development, and risk mitigation.
- Third-Party Risk Management: Strengthening supply chain transparency and resilience in response to shifting global market conditions.
- Negotiation Preparation: Aligning procurement strategies with external market forces, industry trends, and corporate objectives to maximize shareholder value.
- Financial Aptitude: Interpreting financial data to support commercial decision-making and the development of robust procurement models.
- Supply Chain Fulfillment: Implementing best-in-class strategies to optimize performance, mitigate risks, and drive revenue growth.
The Path Forward
Procurement is at a crossroads. As AI reshapes the function, professionals must evolve beyond tactical execution to demonstrate strategic acumen. The ability to leverage data, manage risk, and drive commercial value will define success in the coming decade. At SKILLSOOP, we remain committed to equipping professionals with the tools and insights necessary to navigate this transformation. The future of procurement will not be determined by those who simply react to change—it will be shaped by those who anticipate it and take decisive action.
Procurement Strategy: Bridging the Gap Between Tactical Execution and Business Impact
A critical observation in procurement is that strategies often succeed in isolation—such as cost reduction initiatives—yet, when assessed within the broader business context, they can inadvertently increase risk exposure, impact revenues, and erode customer retention. Despite widespread discussions on procurement’s potential to drive business performance, many professionals struggle to link leading economic indicators to future risks. However, this challenge extends beyond economic literacy; it is fundamentally an issue of strategic comprehension.
Supply Chain Operational Execution
To excel in procurement and supply chain management, professionals must demonstrate expertise across multiple competencies:
- Risk Management – Assessing and mitigating supply chain risks within complex ecosystems by analysing economic, financial, commercial, and reputational factors.
- Channel Management – Evaluating sector, market, and customer dynamics to optimize product demand, enhance revenue generation, and mitigate supply chain disruptions.
- Supplier Evaluation – Conducting in-depth risk assessments, considering supplier insolvency risks, mergers and acquisitions, intellectual property (IP) concerns, supply disruptions, sector trends, and competitive positioning.
- Market Evaluation – Analysing external trends and macroeconomic forces that influence business performance, capital structures, competitive landscapes, and corporate reputation.
- Procurement Execution – Aligning procurement activities with gross margins, operational expenditures (OPEX), supply risks, and revenue impact to ensure strategic coherence.
- Cost Control – Implementing robust cost management strategies that account for supply chain risks, IP considerations, demand fluctuations, and market-specific variables.
- Revenue Support – Identifying and mitigating revenue risks linked to current and future sales, ensuring that commercially viable supply chain strategies optimize costs while sustaining profitability.
By mastering these competencies, procurement leaders can elevate their strategic value, driving sustainable business performance beyond traditional cost-saving measures.
The Misconception of Strategy
Throughout my career, I have consistently asked candidates to define strategy—a question I have posed for over 20 years. The most common response is “goal setting,” with many professionals equating strategy to identifying a target and formulating a plan to achieve it. This perspective frequently leads to examples of so-called “strategic achievements,” such as relocating a manufacturing plant or adopting a new procurement model. While these initiatives can be components of a strategy, they are not inherently strategic; rather, they are tactical business plans executed in service of a broader agenda.
A true strategy is a response to a core business challenge, and its success depends on accurately identifying the underlying issue a company faces. SKILLSOOP assessments consistently reveal that the most significant gap in procurement capability is the inability to diagnose the real business problem. (Refer to Graph on Page 23.) Once the root challenge is correctly identified, strategy formulation and execution improve dramatically.
Strategy begins with a deep understanding of the business environment—interpreting information accurately and then aligning coordinated actions, policies, and resources to implement a meaningful solution. The most complex aspect of strategy is interpretation, as new strategies often emerge from revised perspectives on existing data.
The Contradictions in Procurement Strategy
A recurring pattern in SKILLSOOP’s strategy assessments is that most procurement strategies focus on revenue growth rather than risk mitigation or cost reduction. Others attempt to address multiple objectives simultaneously, leading to contradictory initiatives that erode value. When procurement strategies are misaligned with core business issues, conflicts emerge between policy and execution—ultimately increasing costs, amplifying risks, and undermining long-term revenue potential, despite intentions to optimize them.
Fundamentally, procurement does not need to be deeply embedded in broader corporate strategy. Its primary role is to ensure effective procurement modelling that aligns with branding, internal politics, and financial structures to enhance efficiency and cost control. For most procurement professionals, mastering category strategy planning is sufficient for achieving optimal performance within a procurement function.
However, for those in senior leadership roles—General Managers (GMs), Chief Procurement Officers (CPOs), or Portfolio Managers—who aspire to executive positions beyond procurement, enhancing strategic competencies becomes essential. The ability to integrate procurement with corporate strategy, risk management, and revenue optimization can significantly strengthen a leader’s credibility, influence stakeholders, and create pathways to board-level impact.
In the evolving landscape of procurement, professionals who cultivate a comprehensive strategic skill set will distinguish themselves as industry leaders—capable not only of optimizing procurement functions but also of shaping broader business success.
