{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"BTW EP 26: The Phil-Ins: Stop Counting Wins Start Counting Outcomes","description":"Procurement\u2019s incentive problem doesn\u2019t stop at the contract. It gets worse after signature. In this Phil-Ins episode of \u201cBuy: The Way\u2026To Purposeful Procurement,\u201d Rich Ham and Philip Ideson are joined by Kelly Barner to unpack three \u201cBuy Laws\u201d at once, mainly because they\u2019re inseparable in practice. First: count only what hits the ledger. If the value doesn\u2019t show up in actuals, it doesn\u2019t count. That means moving procurement out of the projection business and into the results business\u2026 where the CFO lives. Second: stop counting only the good. The status quo lets category managers rack up credit for isolated wins while bad outcomes quietly pile up elsewhere. Procurement can\u2019t become more credible (or more strategic) if the scoreboard only records highlights. Third: fund a validation function. If you\u2019re going to demand that outcomes be real, you have to resource the work that proves it. Validation isn\u2019t optional. It\u2019s the bridge between negotiation and execution, the place where contract adherence, leakage, \u201ctechnically compliant but avoidable\u201d spend, and invoice-level reality either confirm the deal\u2026 or expose the fiction. Along the way, the conversation also confronts the uncomfortable tension at the heart of all three Buy Laws: procurement can\u2019t control everything that drives financial outcomes. But that can\u2019t be an excuse to keep rewarding imagined savings. The answer is a healthier system altogether, which should include clear carve-outs, smarter attribution, and a consistent discipline of asking the simplest kinds of questions procurement too often avoids: \u201cthis was supposed to be 12\u2026 so why is it 15?\u201d If procurement wants to claim value, they have to stay involved long enough to validate it, and build a measurement system strong enough to survive contact with reality. Links: Rich Ham on LinkedIn Learn more at FineTuneUs.com   ","author_name":"Art of Procurement","author_url":"http:\/\/artofprocurement.com","html":"