How to Get CFOs to Promote Procurement

Posted: 09/27/2021 - 09:00
How to Get CFOs to Promote Procurement

How to Get CFOs to Promote Procurement

CPOs are always looking for new ways to increase internal advocacy and improve strategic value to elevate the role of Procurement. As the lead of an organization’s financial vision, CFOs can support their counterparts in Procurement by helping them achieve this goal.

For CFOs looking to build up that relationship, we suggest starting the conversation by focusing on building a strategic procurement plan aligned with Finance’s working capital strategy.

Regardless of a company’s size or industry, working capital is an important metric in assessing the long-term financial health of the business and its ability to meet short-term cash obligations. While the CFO is ultimately responsible for overseeing the organization’s working capital strategy, many departments play important roles in executing that strategy. For CFOs who need support in navigating supply chain and liquidity risks, as well as other business continuity issues, Procurement is uniquely positioned to be your eyes and ears.

Here are some insights into how CFOs can take an active role in aligning procurement to the company’s overall working capital plans.

Spend Management

The obvious path to impacting working capital is via spend management. Below are some examples of how organizations can realize working capital improvements through spend management:

1. Cost reduction – Through strategic sourcing, Procurement can lower the cost of goods and services purchased, thus creating additional cash on-hand for the business.

2. Inventory management – By actively coordinating with other departments to monitor and balance inventory levels, Procurement can keep the cost of inventory down by proactively adapting purchasing schedules in accordance with current demand.

3. Enforcing Procurement compliance – Implementing processes and policies that increase spend under management allow Procurement to reduce maverick spend. When Procurement actively enforces compliance, this ensures everyone in the business takes advantage of pre-negotiated rates that maximize cash savings for the business.

CFO Insight

All the above-mentioned activities impact the “cash-out” portion of working capital. Achieving savings means less money is spent on goods and services, sound inventory management means the business is not purchasing too much or too soon. The net impact of this is less cash out the door and improved liquidity.

CFOs should work closely with CPOs to establish targets for savings and inventory levels that are aligned to the overall business goals. CFOs should also advocate for Procurement by visibly enforcing compliance with Procurement policy.

Cash Management

Perhaps the most powerful lever for Procurement to influence working capital is the ability to negotiate payment terms with suppliers, thus ensuring money is not being paid to suppliers earlier than necessary. CFOs and CPOs often work in tandem utilizing this approach to optimize cash flow.

CFO Insight

Dictating when companies must pay their bills is one of the fastest routes to increasing working capital. Favorable payment terms increase cash on-hand and enable CFOs and Finance departments to more accurately forecast cash flow. CFOs should work with their procurement counterparts to develop a strategy around payment terms. We recommend setting payment term targets according to spend categories as standards and realistic expectations can vary depending on supplier industry.

Supplier Relationship Management (SRM)

Enforcing compliance and implementing supplier performance management procedures are another great way Procurement can be leveraged to improve working capital. For example, when it comes to supplier scorecards, on-time delivery is a KPI that is almost always tracked. However, more often than not, suppliers are only penalized for late deliveries when in reality it is equally important to track and manage early deliveries. Similarly, Procurement should not only be tracking whether requested delivery quantities are met, but that suppliers are not over-delivering. When goods or services are over-delivered or received before they are needed it ties up cash and facility space.

CFO Insight

The above listed scenario is just one example, but there are many tactics to improving working capital that fall under the SRM umbrella. Therefore, it is important for CFOs to be familiar with Procurement’s SRM procedures and systems to ensure suppliers are being managed according to important financial KPIs. CFOs and CPOs should maintain a regular cadence or feedback loop to monitor critical suppliers and continuously manage targets and expectations.


When well-planned and executed, strategic Procurement can be one of the most effective tools in a CFO’s arsenal to improve working capital. However, it is only possible when Finance and Procurement are aligned on organizational target outcomes.

Keep an open line of communication and a regular cadence so the CFO can share the business’ financials and discuss how Procurement’s priorities, targets and timelines specifically align with corporate financial goals. Also, CFOs need to empower Procurement by advocating for the department and reinforcing the need to adhere to policy.


About The Author

Jennifer Ulrich's picture

Jennifer Ulrich, Senior Director of Advisory at Corcentric, has over a decade of consulting experience, with a focus on Procurement and Category Management. She has successfully led large-scale initiatives for both direct and indirect spend categories in industries including biotech, medical devices, pharmaceuticals, and consumer packaged goods.