CPO Pulse Bookclub - November 2025

The Procurement Value Proposition – The Rise of Supply Management

By Gerard Chick & Robert Handfield

In The Procurement Value Proposition, Gerard Chick and Robert Handfield deliver a compelling and timely message for procurement leaders: our profession stands at a crossroads. The book challenges us to rethink procurement’s purpose, from one focused on savings and compliance to one that actively drives enterprise value, innovation, and resilience.

Chick and Handfield argue that procurement’s evolution into true “supply management” represents both a necessity and an opportunity. As global supply chains grow more complex, organisations that treat procurement as a strategic partner, not just a cost-control mechanism, will be best positioned to compete, adapt, and grow.

The authors trace procurement’s journey from tactical buying to strategic value creation, highlighting how globalisation, digital transformation, and ESG pressures have reshaped expectations. Their central thesis is that procurement can no longer be measured solely by cost reduction; instead, it should be judged by its ability to shape the organisation’s future; enabling innovation, mitigating risk, and delivering long-term business outcomes.

What sets this book apart is its balance of theory and practice. Chick and Handfield blend academic insight with real-world examples that resonate deeply with today’s leaders. From supplier collaboration and ethical sourcing to data-driven decision-making, they explore how procurement can and must become a catalyst for competitive advantage.

Key Takeaways for Procurement Leaders

1. Procurement’s Value Proposition Must Evolve: Procurement should be defined not by what it buys, but by the outcomes it enables. Value now includes risk reduction, sustainability, speed to market, and innovation, not just savings.

2. Collaboration Outperforms Control: The authors emphasize that strategic supplier relationships drive real value. Partnerships built on trust, shared insight, and co-innovation outperform those governed by rigid cost-down tactics.

3. Technology Is an Enabler, Not the Answer: Digital tools, AI, and analytics amplify procurement’s impact, but they don’t replace human judgment. The real advantage lies in how leaders interpret data and make better, faster, more informed decisions.

4. Procurement Must Shape Enterprise Strategy: The future function is one that influences at the executive table, connecting supply market intelligence, sustainability, and financial performance to corporate goals.

5. Capability and Talent Matter More Than Ever: Procurement’s success depends on people who can think commercially, act strategically, and collaborate across the business. Investing in these capabilities is key to sustaining impact.

Ultimately, The Procurement Value Proposition is a call to action. It urges procurement leaders to own their narrative, define their unique contribution, and align closely with enterprise strategy. Chick and Handfield remind us that procurement isn’t just a support function; it’s a source of competitive advantage and a driver of organisational resilience.

For any CPO or senior procurement professional navigating change, this book offers both inspiration and a practical framework to redefine value in today’s dynamic environment.