EP 41 – EBIT Intelligent Procurement's Joanne McCourt - Measuring Procurement Success beyond Savings

Описание: EBIT Intelligent Procurement, ditched their 50% gain-share model after departments started fighting over fee ownership instead of collaborating on outcomes. CEO Joanne McCourt explains the structural problem: when departments pay procurement fees from their budgets, they resent the percentage taken from savings they feel they could have captured themselves. Fixed-fee managed services eliminate this friction and let procurement focus on supplier relationship management and risk mitigation that don't show up as traditional savings. Joanne breaks down their virtual procurement model that lets companies buy flexible category coverage instead of building full-time teams across fragmented indirect spend. She also touches on why MRO centralization faces emotional resistance in manufacturing sites, how courier performance and payment processing failures impact revenue (not just costs), and why category expertise beats data when stakeholder relationships determine success.

Chapters:
00:00 Introduction
01:56 EBIT's history and Fourcentric Group acquisition
02:14 Joanne's career path: finance to CEO
03:21 Getting uncomfortable and mentoring others
06:44 EBIT's go-to-market strategy and targeting the C suite
09:05 Changing attitudes: procurement as value creation vs. cost center
10:08 Why EBIT moved away from gain-share to fixed-fee model
13:11 Supplier relationship management and revenue protection
15:41 Measuring procurement success beyond financial outcomes
17:11 Toughest categories: MRO and facilities
19:01 How technology has impacted EBIT's business
21:39 Category expertise vs. data and AI
23:51 Talent: finding procurement professionals
25:10 EBIT's growth plans and strategic partnerships
25:48 Virtual procurement model explained
27:18 Partnership with LogicSource
30:40 Mentoring young women and Joanne's personal journey