Turst is Real Procurement Currency — And That’s Why AI CANNOT Do Procurement!

A couple of months ago Garry addressed a point made by the Peter Smith, the Bad Buying Bard, which boiled down to an issue more important than anything technical where AI is concerned … and that point is Trust.

In his original post, Gary asked if AI would change Procurement. However, after reading Peter’s comment, he realized the real question is whether Procurement is trusted enough that the organization will accept Procurement setting the rules around how AI is used. As Garry notes, that’s the crux.

When it comes to trust, it’s not whether or not the suppliers trust Procurement that’s the real issue, it’s whether Procurement is trusted internally. If Procurement is not trusted, it will be bypassed, ignored, and even sabotaged. This includes the (mis)use of AI. If Procurement is not trusted, it will not have any authority, and the organization will not heed their warnings (based on logic and the research they are used to doing), charge ahead with AI, and become yet another failure contributing to the 94%+ failure rate (while costing the organization millions upon millions of dollars and wiping out any savings Procurement may generate, especially if the C-Suite dictates an AI-first solution for Procurement).

Furthermore, you can’t use tools that you cannot trust. And you can’t trust any Gen-AI Procurement platforms built on hallucinatory LLMs. Since hallucinations are a core feature, results can’t be guaranteed, and LLMs can’t even be counted on to follow explicit instructions (and will corrupt your documents and data even when explicitly told not to), you can’t use Gen-AI/LLM-based AI.

And, unless your data is clean, categorized, up-to-date, and easily accessible through modern APIs, “classic” AI won’t work either. Good Procurement Pros will remind you that you can’t jump straight to AI. Just like you couldn’t expect a tribesmen from a culture with no written word who never set foot in modern civilization to begin reading lessons on the works of Shakespeare accessible only on a modern tablet, you can’t jump decades of technology. Or process.

Successful Procurement requires:

  1. getting your processes in order
  2. getting the supporting data in order
  3. implementing classic technology with high-degrees of deterministic, dependable, determination

And then, and only then, do you sit down, identify where there are still inefficiencies and/or a lot of tactical bit-pushing work, and try to figure out where AI will actually help. This means that most organizations are still years behind where they need to be to successfully implement any AI. In the classic Hackett journey to best-in-class, which will take an average large multi-national 8 years, it will be at least 4 years before the organization is far enough along on any process to consider advanced AI. (For a mid-size, this journey can be reduced to 6 years, and then it’s 3 years before Procurement is ready for advanced AI. It’s always People, Process, and Data before AI!)

Procurement Needs a PUBLIC AI Incident Log

Not that long ago Garry published a great article on why Procurement Needs an “AI Incident Log”.

Simply put, because most failures will be quiet.

(And, even worse, to the extent possible, they will be covered up.)

For example, as Garry states a supplier gets mis-classified as low risk for months. A category recommendation nudges the organization towards convenience over resilience. A contract summary misses a clause that only matters when something goes wrong. A “temporary” exception becomes the new normal because the tool makes it easy to repeat. And as long as nothing explodes, standards and practices get to keep drifting from well designed and established norms that were designed to be best practice for the organization.

These are failures, even if they don’t result in disasters in the near-term, and in many ways, they are the worst kind of failures. That’s because, by the time something goes significantly wrong, it will not only be a disaster but it won’t be one that can be quickly recovered from as the data, process, monitoring, and mitigations will be so bad as to be unusable.

And, as Garry points out, this will all be due to AI influence as its permeation is literally causing organizational decay as a result of the cognitive atrophy, curiosity decay, false memories, and overall cognitive offloading and general acceptance of the enshittification it is bringing with it. The easier the tools make it to do nothing, the more likely that is what is done as we are wired to be lazy as a species and, sadly, most of white-collar humanity gives into that wiring.

So unless you want your performance to suffer from AI-induced enshittification, you need to prevent the enshittification from happening in the first place. To do that, you need to stop the process drift that is a result of humans shifting decisions to systems that should stay with them.

And, according to Garry, that means adopting an AI incident log to track signals that take them off course to make sure mistakes are not repeated. The system should tell you four things early:

  1. where humans are overriding the system and why — not because this is a bad thing, it’s typically a good thing as it means humans are dealing with exceptions, validating decision suggestions before they get accepted and executed, or cutting off AI where it shouldn’t be used; the lack of these overrides is the signal that’s scary where AI has been deployed
  2. where exceptions are repeating — good systems allow exception resolutions to be turned into rules and automatically processed going forward; if that’s not happening, the cast iron ball is being dropped repeatedly and at some point it’s going to break someone’s toes when it’s not caught in time
  3. where speed has increased but clarity decreased — hard to detect, unless you ask actions to be explained … when there is no instant explanation, there was no thought, just a system recommendation (which you hope wasn’t the result of a lazy employee asking clod or chat, j’ai pété and sharing your confidential data
  4. where accountability has blurred — when something goes wrong, you need to know who precisely was responsible for the decision, not a role shared between multiple people or a team, a person who made the decision and accepted the authority for it

Now, this incident log, as Garry states, doesn’t need to be heavy or overbearing. Just a short description of “system/AI used, by who, when, result generated, human response/override, consequence, suggestion/rule to prevent future occurrences”. Short and sweet so the incident log actually gets used.

You can’t improve as an organization if you can’t learn from near misses to prevent foreseeable mistakes. Otherwise, your successes will just be wiped out from inevitable failures. Because, as Garry states, in the beginning, it’s unlikely that AI will break Procurement with one big failure as most organizations will start small with the odds in their favour.

But of course, given time, without proper monitoring and intervention, that failure will happen. And when it does and the incident is significant, two things need to happen.

1. A very detailed end-to-end (root cause) analysis needs to be conducted, along with a detailed mitigation plan with executable data capture, process, and system changes to prevent it from ever happening again.

2. Full publication in a Public Procurement Incident log (perhaps maintained by one of the major associations) where an organization shares what happened, how it all went wrong, and what might be done to prevent future failures of that type. (Which will often be “don’t use this [Gen-]AI tool AT ALL for this type of problem or process”.)

Unless the failure was so bad that it reaches the public by its very nature, most businesses, especially in the B2B world, will try to sweep the AI failure under the rug, especially when the consultants claim it’s just a “growing pain” and will “not happen again” with more training data and model tweaks and finance claims it will sink the stock price.

But this will only lead to more failures and even worse ramifications if the story gets out that AI cost the company millions (or billions) and the company tried to hide it.

In the Age of BS AI Overpromises and Hype, the only solution is a public forum where companies come together and share their war stories to help each other cut through the hype and understand precisely what modern “AI” tools can and can do, to what degree, and how to use those that do work in some situations in a way that won’t result in disaster.

Now we know it will likely never happen, but this is why we have continual boom-and-bust cycles in the IT sector and more failures than we should 150 years after the Gilded Age began and the railroad barons built successful multi-national companies that could manage their entire supply chains from source to sink(ing of the tie in the railway). And do it with an efficiency that wasn’t seen again until Toyota started to implement lean in its Production System (TPS) development over 50 years later. (Look, they wrote the first purchasing manual. They knew their stuff!) If Engineers could manage global supply chains in the industrial age using only pen, paper, letter mail, and their intelligence and do so with more predictability than our most advanced systems today, that tells us something — that the answers don’t lie with AI but HI (Human Intelligence) and that we need systems in place to ensure HI is always used when decisions need to be made and learnings are publicly shared.

Or we can give in to the AI, let our IQs recess faster than we ever thought possible (and they are recessing — roughly 14 points over a 120 year period between the Victorian Age and the end of the first decade of the century), and becoming drooling idiots just waiting to be plugged into the Matrix. (Recent studies have shown that heavy AI users perform up to 17% worse in conceptual tasks compared to non-users. Given that an average IQ should be 100, that’s a 17 point decline in a year or so, meaning that AI is making us stupider 100 times faster than every technology that came before! [Source: Psychology Today.])

(Remember, while it is our right to dare to be stupid, it’s not the smart thing to do, and there will be consequences. So if you think it’s pretty fly that Gen-AI, we strongly suggest you think again.)

Buyers Are Not Process Operators!

In a LinkedIn post from a while back, Garry makes a very important point: many procurement operating models still treat buyers as process operators.

Run the event. Collect the bids. Populate the template. Push it through governance. Negotiate hard. Close the file. Move on.

Tech (which may include AI but doesn’t need to as you can do quite a lot with ARPA and do it better, faster, and cheaper than humans AND Gen-AI can do it) will make the traditional buyer role less central because all of this, except for the finer points of negotiation, can be done by the tech. (The brute force points, collecting all the data to defend your offer can be done by the tech.)

Once you adopt Busch-Lamoureux Exact Purchasing, it becomes easy to not only map your categories to the octants, but identify the processes you should use for sourcing and procuring those categories, as well as monitoring the procurement activities to determine if there is a situation where a human has to intervene.

It also becomes clear what you need to do at each step.

  • Sourcing: identify what needs to be sourced vs procured, what categories and items will be included in an event, what suppliers, what products, what requirements, etc. etc. etc. — all of the decisions you can’t risk automated (which can still only be automated from encoded knowledge from prior decisions)
  • CLM: key contract requirements and acceptance criteria; etc.
  • SXM: key (compliance) requirements, key risk mitigation clauses, need for no vs. internal vs. external review, etc.
  • Analysis: historical spend/volume/prices; current prices/volume requirements; predicted prices/volume requirements; opportunities for demand shaping/control; etc.
  • e-Pro: available channels and under what conditions; what gets in the catalogue; who can buy out-of-catalogue/non-preferred; processes for overrides (to budget limits; cost limits; etc.)
  • I2P: m-way match requirements and tolerances; ok-to-pay / auto-pay requirements; when early-payment discounts can be offered/applied; etc.

As Garry states, a buyer is not a buyer — a buyer is a decision architect and makes the decisions necessary for successful Procurement. A decision architect that designs how a decision should be made. An intelligent human who maps the organization’s categories to the pocket cube of Exact Purchasing, determines what can be automated, what systems will be used to automate, what qualifies as exceptions, how those exceptions will be monitored for, and how they will be alerted.

But a buyer is more than that — it’s a decision architect and relationship management. Procurement is about managing stakeholders and suppliers. Dumb systems cannot do that. Only HUMAN INTELLIGENCE can.

In an AI-Hype world, Procurement will be measured on its success, and that success will require Human Intelligence leading Procurement to glory. So acquire real pros if you want to not only survive, but thrive in, the Age of Retardation the AI-Hype is ushering in!

Are they 2026? Or 2016? Or 2006? Procurement Trends? Part II

Tom Mills recently posted a Top 10 Procurement Trends in 2026 post on LinkedIn that made me ask Really? Basically, I’ve been reading, and writing, about the majority of the “trends” for two decades. As per my recent 34-part series on you don’t need to read another state of procurement report for five years!, nothing has really changed in the last five years. In fact, not much has changed in the last ten, if not twenty, years. All that ever changes is the tech-du-jour, which particular risk is the most prominent, which particular process is the most recommended, and whether the trend is in-sourcing solutions, out-sourcing solutions, or hybrid models.

To make this oh-so-clear, we’re going to conclude Tom’s list and provide some colour commentary!

6️⃣ AI Becomes Core but our Readiness Lags

This is the only “sort of new” trend, except it has been the “sort of new” trend for three years now, but when you realize “AI” is the “tech-du-jour”, you realize that, again, nothing has changed for the past two-plus decades because the “tech-du-jour” is always the 10th trend. And for every
tech-du-jour that becomes core, our readiness lags. Over the past 25 years we’ve had these five tech-du-jours (that tend to last for around 5 years).

  • WWW
  • SaaS
  • The Fluffy Magic Cloud
  • Predictive Analytics
  • AI

7️⃣ Data Quality and Governance as a Prerequisite

For all advanced tech, data quality has ALWAYS been central and paramount. Ever since the introduction of optimization, and in our space, strategic sourcing decision optimization (SSDO), data quality was key. With traditional (MILP) optimization, one value in one million can tank an entire model (because if a decimal point error makes one product 50X cheaper, then the allocation will obviously go to the wrong supplier). Moreover, if there are capacity constraints, minimum allocations, maximum supplier counts, etc., this will result in cascading incorrect assignments and allotments across the entire model. Then came should cost modelling, and again, without good data quality and governance, it didn’t work. Then spend analysis, which needed proper market baselines. And now AI, which is garbage in, hazardous waste out. Even with perfect data you can still get hallucinations, so you definitely don’t want even the slightest error!

8️⃣ Orchestrated Procurement Ecosystems

In Procurement, which has NOT fundamentally changed since the first manual was written 139 years ago, the story remains the same — only the names have changed! AI may be the tech-du-jour, but orchestration is the term-du-jour. But it’s not new. The automated coordination, management, and sequencing of multiple distinct processes, systems, or components to achieve a unified, higher-level goal has been a goal of Procurement for decades — except back in the 2000s the term-du-jour was “metaprise”. (And Jon W. Hansen can also fill you in on the history here.)

9️⃣ Talent as the Transformation Multiplier

We’ve been talking about this for decades. I wrote a 7-part series 20 years ago when I first started SI. Talent is not only necessary, but it’s the way you truly succeed. Talent that designs better processes, selects better technologies, and, most importantly, makes better decisions that allows the organization to be more strategic and more effective is not only transformation, but a transformation multiplier.

🔟 Procurement as an Enterprise Value Driver

Ever since AMR first started covering the space in the early 2000s, we’ve been told that Procurement is the Enterprise Value Driver. That strategic sourcing, when utilizing the right technology (namely optimization and analytics) would consistently identify year-over-year savings of 12%. That m-way matching, which ensured the payment matched the invoice matched the PO matched the contract would prevent (often unrecoverable) overspend. That spend analysis can identify real value drivers. The whole space was defined as a value driver. Nothing has changed.

The GruntMaster 6000 was engineered for longevity and has a long memory. And his long memory tells him that the more things (are purported to) change, the more they stay the same!

Are they 2026? Or 2016? Or 2006? Procurement Trends? Part I

Tom Mills recently posted a Top 10 Procurement Trends in 2026 post on LinkedIn that made me ask Really? Basically, I’ve been reading, and writing, about the majority of the “trends” for two decades. As per my recent 34-part series on you don’t need to read another state of procurement report for five years!, nothing has really changed in the last five years. In fact, not much has changed in the last ten, if not twenty, years. All that ever changes is the tech-du-jour, which particular risk is the most prominent, which particular process is the most recommended, and whether the trend is in-sourcing solutions, out-sourcing solutions, or hybrid models.

To make this oh-so-clear, we’re going to review Tom’s list and provide some colour commentary!

1️⃣ The CPO as Enterprise Architect

Back in the first major age of responsible sourcing in the early 2000s, the message was that the CPO had to be an enterprise architect to be responsible. To make this abundantly clear, SI did a 12-part series on the “Responsible Sourcing Supplier Workbook” released by the John Lewis Partnership which was the best example of how Procurement could architect a responsible enterprise!

2️⃣ Procurement as Business Storyteller

I remember going to Ariba Live a decade ago, and they opened with the SAP Storyteller. The reason – their solution (which never fully integrated Procuri that they had bought almost a decade prior) was going on 15 years old (while Coupa was still revolutionizing its platform and telling its own tall tales and BravoSolution was acquiring like mad [just before it became Jaggaer]) and there was less and less reason to buy Ariba’s outdated tech … until they told the whole story of what was possible when Ariba was fully integrated in the SAP ecosystem (and what could be possible — forget reality, just believe and buy).

3️⃣ Strategic Supplier Partnerships over Transactional Buying

State-of-Flux (SoF) was founded 24 years ago because strategic supplier partnerships were the key to success! Aravo (US) and SoF (UK) were the first to recognize this and this message has been consistent for decades, coming into the forefront whenever significant supply disruptions occur due to natural, or man-made, disasters. This goes back to the 80s when the recession, plant fires, and the lingering after-effects of the 70s steel crisis led to part shortages and cost hikes that could (only) be mitigated with strategic supplier partnerships. This situation reared its ugly head again as the web, and SaaS, exploded, we had new semiconductor (and RAM) shortages due to demand (and plant fires), multiple man-made and natural disasters had global consequences (9/11 attacks, Indian Ocean Tsunami, Hurricane Katrina, etc.), and market losses surged (dot com bust, 2008 financial crisis), leading to the rise of SXM software as a key category in Procurement in the early 2000s.

4️⃣ Outcome-Based Procurement

That’s the whole point of GPOs. Outcomes is only the price model du jour because the AI vendors couldn’t sell their solutions using a SaaS model with true cloud computing costs being passed on to them by their hosting (and AI) providers! So they have to convince you to buy into their “outcome”-based model. (And that’s why, now, outcomes is a dirty word.)

5️⃣ Strategic Supplier Risk and Resilience Orchestration

Aravo was founded in 2000 to do this. I remember writing about them back in 2007, and Google was one of their early adopters.

To be continued …