Commentary | Procurement Insights

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The Best Talent. The Best Technology. The Same 70% Failure Rate.

March 3, 2026

How ProcureTech initiatives waste the best people and undermine the AI promise.

The Krishna Paradox — IBM watsonx Orchestrate | Hansen Fit Score™ Preliminary Assessment

March 3, 2026

First greenwashing, then AI washing, and now Phase 0 washing?

Evidence Doesn’t Change Behavior — Until It Does

March 2, 2026

It took 75 years for smoking rates to fall after the evidence was published. Enterprise technology failure rates haven't moved in 40. What finally breaks the pattern?

How the Hansen Fit Score™ Works — In 7 Minutes

March 1, 2026

What is the Hansen Fit Score™? You asked — here's the answer.

I Am a Lousy Salesperson

February 28, 2026

Your success with ProcureTech, including AI, starts by asking questions nobody is asking.

From Kraljic to AWU: Why the Industry Keeps Building the Wrong Instrument for the Right Problem

February 28, 2026

Why is Salesforce recommending AI users eat Skittles for breakfast? Because Skittles are easy to count — and outcomes are not.

ISM Is Right — But Real Readiness Doesn’t Start Where They Think It Does

February 26, 2026

What does AI "talent readiness" have to do with technology?

Gartner Got the Sovereignty Question Half Right

February 26, 2026

Why infrastructure sovereignty alone can produce false confidence.

The C-Suite Sweep — Part 1 of 4: A Memo for the CIO

February 25, 2026

In 2010, I sat at a roundtable with the former CIO of the United States Government discussing transparency in procurement. In 2011, I taught procurement professionals to "act like a CIO." In 2025, the CIO's view of procurement evolved. The 80% failure rate didn't. Here is the question no vendor demo will answer.

When a Fortune 50 Procurement Director Publicly Stress-Tested the Hansen Fit Score™