How Procurement Teams Can Shift from Cost to Contribution

On the Procurement Reimagined podcast, host Daniel Barnes asked seasoned procurement leader Rachel Hassall, Board Member at RiteSize, to share her “biggest mistake”.

Her answer was disarmingly honest: she’d spent years talking about payment terms and savings targets while overlooking the wider business outcomes her work enabled.

The Wake-Up Call

“I underestimated the value that I brought to the organisation … I didn’t articulate it … until I became a manager and realised how much I’d undervalued myself.”

Rachel’s promotion forced her to quantify not just her own contribution, but her team’s. The exercise revealed how narrowly she’d been framing procurement’s impact.

Why the Shift Matters

• Beyond savings: Focusing solely on cost reduction can mask opportunities to fuel growth initiatives.
• Credibility with the C-suite: Executives care about revenue, innovation and speed to market, not just discounted unit prices.
• Career progression: Narrative breadth shows leadership potential and strategic thinking.

Mindset Shift: Savings → Reinvestment

“I always talk about it as, well, I’m going to try to cost-save here so we can reinvest in this … giving you the space to reinvest.” 

Position savings as the enabler of marketing campaigns, R&D projects or new product launches rather than an end in itself.

Practical Tactic: The “Goal-Swap” Conversation

“If you are a leader, you should be having conversations with your cross-functional counterparts and asking … how do my goals align with your goals?” 

Set up brief quarterly meetings with heads of Marketing, R&D and Operations. Ask:

• “What targets are you chasing this quarter?”
• “Where could procurement remove friction or release budget?”
• “Which initiatives are non-negotiable for you right now?”

Document the answers and reflect them in sourcing strategies and supplier dialogues.

The Gender Overlay

“Quite often we’re taught, don’t talk about yourself … women especially … so you start dulling down what you do and then get this mentality that ‘I’m not bringing value’.” 

Rachel notes that self-effacement can be culturally reinforced and disproportionately affects women in procurement. Consciously reframing achievements as business outcomes counters this tendency.

Three Quick Wins to Reframe Your Impact

• Translate metrics: Convert “£2 m in savings” into “£2 m reinvested in product innovation”.
• Showcase success stories: Present short case studies linking supplier initiatives to growth KPIs.
• Teach the team: Encourage every buyer to articulate how their category supports corporate objectives.

Conclusion

Rachel’s candid admission is a reminder that procurement’s true power lies beyond price.

When practitioners speak the language of value - growth enabled, risks mitigated, speed unlocked - they move from back-office cost cutters to strategic partners driving the future of the business.

Listen to more Procurement Reimagined episodes here >>