Webinar Recording: Procurement Under Pressure—Elevating Supplier Performance
Procurement leaders today are under more pressure than ever—juggling risk, disruption, and expectations to do more with less. That’s why we brought together one of the industry’s most respected voices, Michael Thomas-Goodwin, to unpack what modern supplier performance management really looks like.
Michael currently leads Partner & Supplier Management for the Digital Technology organization at ServiceNow, and previously built and led Responsible Sourcing and Supplier Management at Discover Financial Services. In this timely conversation, he shares real-world strategies for scaling supplier performance, becoming a customer of choice, and proactively managing risk.
Watch the full recording here ⬇️
What You’ll Learn
- How to Spot Risk Before It Becomes a Crisis
Michael shared a powerful case study on navigating a critical supplier acquisition without service disruption. His team used early warning signs and contingency planning to avoid fallout—highlighting why leading indicators (like communication shifts or personnel changes) are essential. - Becoming a Supplier’s “Customer of Choice”
In a world rocked by disruption, the best suppliers are forced to prioritize. Want to be first in line for support, innovation, and elite service? You need to become a customer of choice. Michael walks through specific strategies—from “Voice of Supplier” surveys to joint account plans—that move you from transactional to strategic partner. - Scaling Supplier Performance Management with Technology
Most organizations can only manage 25–50 suppliers well using manual processes. Michael outlined how AI and tech can extend your reach, improve productivity, and create repeatable processes for managing performance across your supplier ecosystem.
5 Game-Changing Takeaways from the Webinar
- Leading > Lagging Indicators
- Traditional metrics like cost and delivery are lagging.
- Watch for shifts in responsiveness and communication as early signs of trouble.
- Run Better Business Reviews
- Prep your stakeholders, balance metrics with strategy, and follow up on actions.
- Don’t let reviews turn into sales pitches—use them to drive value.
- Build Resilience Through Risk Planning
- Monitor external news, use exit strategies, and develop backup plans.
- Tariffs, geopolitical risk, and price fluctuations remain top concerns.
- Strengthen Supplier Relationships
- Be transparent, give feedback, and collaborate on growth.
- High-performing suppliers solve problems before they escalate.
- Leverage Technology to Scale
- Use segmentation, automation, and AI tools to expand performance tracking.
- Manual approaches just don’t cut it in today’s environment.
Standout Quotes from our Guest, Michael Thomas-Goodwin
“A high-performing supplier is one that delivers value beyond what’s prescribed in the contract.”
“Cost and quality are trailing indicators of risk—leading indicators are found in how the supplier communicates and responds.”
“When you’re a customer of choice, the supplier gives you their A team—day in, day out.”
Who Should Watch This?
- Procurement & sourcing leaders ready to uplevel supplier performance
- Teams struggling with risk planning and continuity
- Anyone looking to evolve supplier relationships from compliance to collaboration
View full transcript here.
