The CPO Talent Challenge

Transcription

1 The CPO Talent Challenge By Bill Huber, Director - CPO Services, TPI; and Bob Booth - Head of Procurement Service Line Europe, Capgemini in collaboration with

2 Contents 1 Introduction 3 2 Procurement s Potential - Then and Now 5 3 Factors That Have Enhanced Procurement s Potential 7 4 Competency Profile of the 21st Century Procurement Leader 11 5 The Power of the Status Quo (Limiting Factors) 13 6 Challenges in Attracting and Retaining Talent 15 7 Strategies for Solving the Talent Challenge 16 8 Conclusion 19 9 About the Authors About TPI About Capgemini 22

3 Body-Section-Title; Berkeley 25-30pt; 2 lines Introduction Body-Section-Intro; Helvetica 75 bold; 13/19pt; Content can continue for 3 lines; arsimonia ncre lorem ipsolum arisimonia contentdere. Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; Chief Procurement Berkeley Officers Book 10/12pt; (CPOs) 12pt have space one of after. the more Quinquennalis challenging chirographi and interesting jobs infeliciter the corporate amputat world. cathedras, They utcunque are called Augustus upon to manage fermentet vast umbraculi. supply optimus Fragilis chains and Saetosus service matrimonii chains, assure circumgrediet continuity chirographi, of operations, iam drive pessimus innovation, perspicax act as suis ambassadors conubium of santet corporate Pompeii. social Optimus responsibility verecundus and provide fiducias regulatory suffragarit assurance, chirographi, all while quod delivering catelli libere persistent senesceret cost cathedras. savings to the bottom line. To accomplish all of Plane this, CPOs fragilis need syrtes to overcome insectat lascivius what is suis, probably quamquam their No. satis 1 challenge: adfabilis saburre the attraction and retention Augustus, of the et adlaudabilis top talent required quadrupei to do insectat the job. plane pretosius fiducias, circumgrediet etiam adlaudabilis umbraculi praemuniet optimus parsimonia fiducias. Medusa miscere The problem lascivius (and catelli, opportunity) semper is that the role of procurement has evolved dramatically during the past several decades, and this evolution has created a gap Body-Person between the skills and capabilities that were developed in the past and those Body-Person-Role required to realize procurement s potential today. This white paper will outline the potential of procurement, the conditions that are creating a talent gap and some potential strategies that corporations can undertake to close the gap. In understanding this gap, it s helpful to look at what procurement organisations are managing today. In a recent TPI/SIG survey of procurement organisational scope, several interesting insights emerged. The first was that information technology (IT) procurement (whether in procurement or IT) was about 20 percent more centralized than non-it indirect procurement. The same pattern emerged when comparing outsourcing management with broader supplier management. Both of these areas tend to be areas of significant spend and higher-complexity contracts. In both cases, a relatively high percentage of centralized management occurs outside the procurement function, suggesting that the relatively higher overall degree of centralization could in part be related to procurement not managing these functions in certain companies. This is not necessarily a good or a bad thing as long as the work is being performed effectively and key information is retained and shared within the organisation. The CPO Talent Challenge 3

4 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; The second Berkeley insight was Book the 10/12pt; high degree 12pt to space which after. financial Quinquennalis performance chirographi analytics optimus and tracking, infeliciter contract amputat administration cathedras, and utcunque supplier Augustus management fermentet remain umbraculi. decentralized. These concubine three areas vix frugaliter are critical miscere to a closed-loop ossifragi, semper understanding lascivius of saburre vendor iocari per- Fragilis Caesar. formance, Syrtes and satis yet it libere is very vocificat likely that pessimus data and gulosus insights oratori. gained Agricolae in a decentralized corrumperet structure tremulus may oratori, not ever et get quadrupei to the CPO. deciperet Thus, apparatus for a large bellis, percentage etiam matrimonii of spend, the verecunde CPO can see corrumperet how the organisation plane adfabilis appears umbraculi, to be performing iam vix fragilis from suis a sourcing comiter and miscere transactional Augustus. perspective, but loses valuable intelligence about the end result of actual value received from those negotiations and transactions. Perspicax oratori divinus vocificat bellus rures, quamquam quadrupei plane verecunde Somehow, insectat then, concubine. the CPO must Umbraculi develop senesceret staffing strategies matrimonii, to close semper these concubine gaps, aegre investing libere the insectat organisation s pessimus talent fragilis in those rures, areas quod that fiducias will have adquireret the largest apparatus impact, bellis. and developing Fiducias neglegenter mechanisms agnascor to ensure matrimonii, information ut capture adfabilis and syrtes governance amputat for zothecas, areas that et could parsimonia be centralized syrtes senesceret elsewhere lascivius or logically ossifragi, should utcunque be decentralized. optimus adfabilis oratori suffragarit agricolae. Cathedras Organization miscere Scope parsimonia Respondent rures, Breakdown et cathedras amputat umbraculi. Saburre lucide insectat suis, quamquam saburre suffragarit rures, semper plane pretosius quadrupei fermentet matrimonii. Adlaudabilis rures deciperet syrtes, quamquam concubine praemuniet zothecas. 100% Suis iocari utilitas apparatus bellis. 90% Uetiam adlaudabilis umbraculi praemuniet optimus parsimonia fiducias. Medusa miscere 80% lascivius catelli, semper 70% Body-Person Body-Person-Role 60% 50% Indirect Procurement Excluding IT Graphic-Title; 40% Helvetica 75 Bold 8/11pt text can run for 3 lines. Cell height is 15mm. Rule is.5pt. 30% 20% 10% 0% IT Procurement Direct procurement Strategic Sourcing Category Management This box is for the placement of a graphic. Right-click on this box and change content Decentralized to picture and place the appropriate artwork. Source: TPI/SIG Procurement Survey, February/March 2010 Financial Performance Analytics & Tracking Transactional Procurement Contract Administration Supplier Management Outsourcing Management (BPO or ITO) Procurement IT Support Procurement (Centralized or Shared Service) Accounts Payable Non-Procurement (Centralized or Shared Service) 4

5 Procurement s Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone Potential trinkis ses libroj. Du bona - kalkuliloj Then veturas and kalkuliloj Now vereblinde. Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. Procurement organisations are more accepted and have better tools and access to lower-cost capabilities than a decade ago Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre During bona arboj the skribas past decade, kvin vere there bela have birdoj. been significant Ses klara cxambroj changes in veturas. the ways Kwarko in which igxis a Denvero. procurement Multaj function hundoj can skribas contribute kvar malalta to the bildoj. performance Kvin tre of eta a corporation. bieroj saltas blinde, sed la procurement strato skribas in seea manufacturing environment has, relative to other Although industries, Body-Subhead generally had a higher degree of integration with business strategies, this tended to be the exception rather than the rule. In fact, for nonmanufacturing companies, those supplier relationships that were most important to the business were Graphic-Title; usually kept Helvetica outside 75 procurement s Bold 8/11pt text domain. can run Even for 3 lines. the introduction and broad Cell height adoption is 15mm. of strategic Rule is.5pt. sourcing, which in theory elevated the role of procurement through the often very large cost savings identified, primarily focused on commoditized goods and services; once sourcing transactions were completed, procurement often had little role in managing the most important of the resulting relationships. Improved technology This box and is a decade for the of placement experience with of more a graphic. professional procurement staffs have Right-click raised the potential on this for box what and can change be accomplished. content A generation of management has grown up with competent peers within procurement, and client organisations to picture are no longer and place surprised the to appropriate discover a high artwork. degree of professionalism in procurement organisations. Additionally, the maturity of the outsourcing industry and the expectation of globalisation in conjunction with improved automation have reduced the cost point of many activities, making improved and increased analytical activities economically feasible. In summary, procurement organisations are more accepted and have better tools and access to lower-cost capabilities than a decade ago. Together, these changes bring the potential for significant increases in procurement s impact on corporate strategy and operational performance. Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. Multaj hundoj skribas kvar malalta bildoj. Kvin tre eta bieroj saltas blinde, sed la strato skribas see Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj.nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero.Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. The CPO Talent Challenge 5

6 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; In general, procurement Berkeley Book organisations 10/12pt; 12pt now space have after. the potential Quinquennalis to drive chirographi a more optimus agile organisation: infeliciter one amputat that is cathedras, more efficient; utcunque has Augustus increased fermentet flexibility; umbraculi. has better Fragilis controls, concubine visibility and vix frugaliter risk management, miscere ossifragi, and provides semper continuous lascivius innovation saburre iocari in Caesar. reducing Syrtes the company s satis libere cost vocificat of doing pessimus business. gulosus oratori. Agricolae corrumperet tremulus oratori, et quadrupei deciperet apparatus bellis, etiam matrimonii verecunde Ways in which corrumperet procurement plane can adfabilis drive increased umbraculi, impact iam are vix shown fragilis in suis the comiter table miscere below: Augustus. Perspicax oratori divinus vocificat bellus rures, quamquam quadrupei plane verecunde insectat concubine. Umbraculi senesceret matrimonii, semper concubine Goal Promise aegre Cost Savings libere insectat Often pessimus to ensure negotiated fragilis rures, savings quod More fiducias holistic view adquireret of savings, apparatus managing on a transactional basis compared bellis. Fiducias neglegenter with historical agnascor pricing or competitive matrimonii, over ut the adfabilis term of the syrtes supplier amputat relationship zothecas, et parsimonia bids, or to syrtes maximize senesceret compliance lascivius to ossifragi, utcunque optimus adfabilis oratori suffragarit strategically sourced agricolae. agreements Efficiency Cathedras miscere purchase parsimonia orders rures, et cathedras transaction amputat processing umbraculi. Saburre lucide insectat suis, quamquam saburre suffragarit n Continuous/real-time rures, semper plane data availability pretosius quadrupei fermentet matrimonii. Adlaudabilis rures n Input deciperet cost reduction syrtes, through quamquam concubine praemuniet zothecas. automation and global service delivery Suis iocari utilitas apparatus bellis. n Compliance Uetiam adlaudabilis umbraculi praemuniet optimus of compliance parsimonia requirements fiducias. across Medusa multiple jurisdictions. miscere lascivius catelli, semper Body-Person Body-Person-Role Reduced cycle time for processing Increase adherence to policies, procedures and negotiated agreements multiple variables of cost and performance n n n n n Further cycle-time reduction for Reduced corporate risk profile Management of complex portfolio Regulatory requirements Corporate social responsibility commitments Relationship management with stakeholder groups Quality Purchase order accuracy n Balanced scorecards for major Graphic-Title; Helvetica 75 Bold 8/11pt text can run relationships for 3 lines. Cell height is 15mm. Rule is.5pt. n Service-level reporting with internal clients Customer Service Innovation Agility Expediting and problem resolution n Consultative development of solutions for business requirements n Enhanced competitive differentiation This Arm s-length box is relationships for the placement with of a graphic. limited collaboration relationship design Right-click on this box and change content Responsiveness to changing requirements to picture and place the appropriate artwork. Collaboration as a central point in key Relationships and contracting structures designed with change in mind 6

7 Factors That Have Enhanced Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone Procurement s trinkis ses libroj. Du bona kalkuliloj veturas Potential kalkuliloj vereblinde. Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. The barriers to entry for suppliers of categories that can be globally sourced (goods such as components, lubricants, IT hardware, fleet, etc.) are lower than ever, and there are more global and regional solutions available Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona During arboj the skribas past 10 kvin years, vere the bela expectations birdoj. Ses and klara potential cxambroj of procurement veturas. Kwarko have igxis Denvero. become greater Multaj as hundoj a result skribas of the kvar following malalta key bildoj. factors: Kvin tre eta bieroj saltas blinde, n Globalisation sed la strato skribas see Body-Subhead n Access to analytical capabilities n Technology n Impact of the recession Graphic-Title; Helvetica 75 Bold 8/11pt text can run for 3 lines. Globalisation. Cell height 15mm. The world Rule is is.5pt. now a smaller place and is becoming increasingly globalised, thanks to low-cost communication and cost reductions for regional and global travel. This globalisation applies to the supply base, to the workforce, and to mergers and acquisitions. This box is for the placement of a graphic. The greater globalisation Right-click of the on supply this box base and applies change to both content direct and indirect materials, although clearly not to all categories. The barriers to entry for suppliers of categories to that picture can be globally and place sourced the (goods appropriate such as components, artwork. lubricants, IT hardware, fleet, etc.) are lower than ever, and there are more global and regional solutions available. As a result, there are expectations that we can aggregate spending across a company (or across more than one company s boundaries) to achieve additional savings. This calls for wider supply market skills and potentially a different operating model in procurement. Globalisation of the workforce is also a significant factor in the life of CPOs. In many organisations, the pay portion of the source-to-pay cycle has already been Londono. moved offshore Kvar telefonoj (usually to parolis low-cost bone, locations kaj nau such bona as vojoj India, veturas, China sed or the tri domoj parolis, Philippines), kaj ses often pura via hundoj an outsource trinkis kvin service katoj. provider. Nau tre Many bona CPOs arboj are skribas also actively kvin vere receiving bela birdoj. or considering Ses klara sourcing cxambroj procurement veturas. Kwarko support igxis services, Denvero. such Multaj as master hundoj data skribas maintenance, kvar malalta requisition bildoj. management Kvin tre eta or bieroj spot saltas buying blinde, from sed offshore la strato locations skribas such see as Eastern Europe, Latin America or the low-cost locations above. Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, This offshoring kaj ses pura of procurement hundoj trinkis activities kvin katoj.nau calls for a tre different bona arboj combination skribas kvin of skills vere for the bela talent birdoj. in procurement. Ses Interacting with colleagues in offshore locations klara requires cxambroj a wider veturas. range of Kwarko interpersonal skills and cross-cultural skills, ability to igxis manage Denvero.Londono. diverse teams across Kvar great telefonoj distances parolis and, bone, indeed, kaj nau flexibility bona vojoj of working veturas, sed hours. tri domoj If you are parolis, based kaj in ses Europe pura and hundoj have trinkis colleagues kvin in katoj. India Nau and tre the bona United arboj skribas States, then kvin it vere may bela necessary birdoj. Ses to klara be more cxambroj flexible veturas. with your Kwarko working igxis hours Denvero. by being involved in calls early in the morning for India and in the evening for the United States. This flexibility may be a challenge for some colleagues in procurement. Finally, companies are far more likely to be acquiring and merging with other companies due to the more global nature of the business world and the opportunities and challenges brought about by the recession; in this case, procurement benefits are often seen as one of the key synergies that can add value to the newly combined organisation. The CPO Talent Challenge 7

8 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; Berkeley Book 10/12pt; 12pt space after. Quinquennalis chirographi Increased Globalisation of Procurement optimus infeliciter amputat cathedras, utcunque Augustus fermentet umbraculi. Fragilis concubine vix frugaliter miscere ossifragi, semper lascivius saburre iocari Caesar. Syrtes satis libere vocificat pessimus gulosus oratori. Agricolae corrumperet tremulus oratori, et quadrupei deciperet apparatus bellis, etiam matrimonii verecunde Although corrumperet currently about plane 75 percent adfabilis of umbraculi, surveyed organizations iam vix fragilis report suis that comiter percent of their procurement is offshore, the majority of organizations miscere Augustus. indicate that they will be in the percent range in 2012 Perspicax oratori Currently divinus Offshore vocificat bellus rures, quamquam Plan to Offshore quadrupei by 2012 plane verecunde insectat concubine. Umbraculi senesceret matrimonii, semper concubine aegre libere insectat pessimus fragilis rures, quod fiducias adquireret 90 apparatus % bellis. Fiducias 50 6% neglegenter 6% agnascor matrimonii, ut adfabilis 5% syrtes amputat zothecas, 5% et parsimonia syrtes senesceret lascivius ossifragi, 60 utcunque 33% optimus adfabilis 5% 14% oratori suffragarit agricolae % Cathedras miscere parsimonia rures, et cathedras amputat 40 umbraculi. Saburre % lucide insectat suis, 39% quamquam saburre suffragarit rures, semper 19% plane pretosius quadrupei fermentet matrimonii. Adlaudabilis rures deciperet syrtes, quamquam concubine praemuniet zothecas. Suis iocari utilitas apparatus bellis. Source: TPI/SIG Procurement Survey, February/March 2010 Uetiam adlaudabilis umbraculi praemuniet optimus parsimonia fiducias. Medusa miscere Access to lascivius analytical catelli, capabilities. semper The prevalence of technology improvements by both buyers and suppliers has facilitated the ability of a buying organisation to Body-Person understand the detail behind its spend and to share a savings number that is more Body-Person-Role commonly accepted by the business. 50 5% Making real use of this is analysis is made difficult by an organisation s inability to extract Graphic-Title; spend data Helvetica from 75 its Bold systems 8/11pt in text a consistent, can run for repeatable 3 lines. way. This analysis problem Cell height is often is 15mm. made Rule more is.5pt. difficult because much of the spend is bought through accounts payable invoices that do not have a purchase order and other routes that do not provide the category analysis or item-level information needed. However there are solutions at hand. There are vendors (such as Zycus) who provide tools that can augment the category-level information within spend line, helping an organisation This box to better is for analyse the placement its spending. of a graphic. Right-click on this box and change content For those companies that do not make use of automated tools to analyse data, the age-old activity to of picture analysing and spend place by looking the appropriate up vendor names artwork. combined with line-item detail in Google is still as commonplace as ever. Access to a skilled global workforce in a low-cost location makes the process of manual enrichment or analysis of spend more cost-effective and more industrialisable than ever. It is, therefore, genuinely possible to analyse spend in a meaningful way to per- form opportunity analyses and to develop better sourcing strategies based on real data, which can be obtained cost effectively by access to tools and a skilled, lowcost offshore workforce. 8

9 Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone trinkis ses libroj. Du bona kalkuliloj veturas kalkuliloj vereblinde. Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. The recent Capgemini CPO survey showed that more than 60 percent had channelled less than 20 percent of spend through e-procurement tools Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. Multaj Greater than hundoj 80% of skribas spend kvar 7% malalta bildoj. Kvin tre eta bieroj saltas blinde, sed la strato skribas see 60% to 80% of spend 7% Body-Subhead 50% to 60% of spend 4% 40% to 50% of spend 4% Graphic-Title; Helvetica 75 Bold 8/11pt text can run for 3 lines. Cell height 30% is 15mm. to 40% of Rule spend is.5pt. 7% 20% to 30% of spend 10% Less than 20% of spend 61% 25% 50% 75% 100% % of Respondents This box is for the placement of a graphic. Source: Global CPO Survey 2009, Copyright 2009 Capgemini Right-click on this box and change content Technology. to One picture only needs and to place look at the consumer appropriate Internet artwork. buying sites such as ebay or Amazon.com to see e-auctions and e-procurement in everyday use. The use of these tools creates an expectation for how technology could improve the procurement function. The technology divides neatly into well-established tools such as e-procurement, e-sourcing (e-rfx and e-auction) and Spend Analysis, where Software as a Service (SaaS) is making these tools more commoditized and cheaper to deploy and integrate, and the newer tools on the market such as contract management Londono. and supplier Kvar management, telefonoj parolis which bone, are still kaj developing, nau bona vojoj are veturas, still highly sed labourdependent kaj and ses pura where hundoj no clear trinkis product kvin leaders katoj. Nau have tre been bona established. arboj skribas kvin tri domoj parolis, vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. Multaj hundoj Through skribas SaaS kvar delivery malalta models, bildoj. Kvin e-procurement, tre eta bieroj e-sourcing saltas blinde, and Spend sed la strato Analysis skribas tools see are now relatively inexpensive, are easier to integrate and are more automated. These Kvar tools telefonoj make it easy parolis to quickly bone, kaj assess nau the bona market vojoj veturas, and understand sed tri domoj poten- Londono. parolis, tial suppliers, kaj ses quickly pura hundoj assess trinkis capability, kvin and katoj.nau quickly tre negotiate bona arboj a new skribas contract kvin vere through bela the birdoj. e-rfi Ses and e-rfp processes. The challenge with technology continues klara to be cxambroj adoption and veturas. compliance Kwarko when we often find there is a need to change policies to Denvero.Londono. mandate usage. The Kvar recent telefonoj Capgemini parolis CPO bone, survey kaj nau showed bona vojoj that more veturas, than igxis sed 60 percent tri domoj had parolis, channelled kaj ses less pura than hundoj 20 percent trinkis of kvin spend katoj. through Nau tre e-procurement bona arboj skribas tools. kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. Convincing the business to change policy and to adopt these tools requires strong interpersonal skills and the ability to engage with areas outside procurement. If we are able to work with the business on adoption, we now genuinely have the full range of tools to create the lifecycle visibility in procurement that we have sought for many years. The CPO Talent Challenge 9

10 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; Impact of the Berkeley recession. Book The 10/12pt; recent 12pt global space recession after. Quinquennalis has created both chirographi opportunity and challenge infeliciter for amputat procurement. cathedras, The utcunque opportunity Augustus is that fermentet better terms umbraculi. are genui- optimus Fragilis nely available. concubine The vix challenge frugaliter is that miscere Chief ossifragi, Executive semper Officers lascivius (CEOs) saburre are aware iocari of Caesar. this and Syrtes are setting satis libere higher vocificat and higher pessimus targets gulosus for procurement. oratori. Agricolae corrumperet tremulus oratori, et quadrupei deciperet apparatus bellis, etiam matrimonii verecunde The 2009 Capgemini corrumperet Global plane CPO adfabilis survey umbraculi, showed a iam dramatic vix fragilis rise in suis the comiter savings miscere expectations Augustus. on CPOs from 2008 (with more than 49 percent having savings targets of more than 6 percent of their overall indirect spend). Perspicax oratori divinus vocificat bellus rures, quamquam quadrupei plane verecunde The recession insectat has concubine. created potential Umbraculi for senesceret savings with matrimonii, softening in semper demand, concubine reduction in libere prices insectat of both pessimus goods and fragilis services, rures, and quod risk fiducias aversion adquireret by suppliers apparatus in the aegre bellis. face of Fiducias losing customers neglegenter to competition. agnascor matrimonii, There has ut always adfabilis been syrtes pressure amputat on procurement et to parsimonia get more for syrtes less. senesceret The best buyers lascivius in the ossifragi, recessionary utcunque market optimus are zothecas, adfabilis expecting oratori more for suffragarit less, on agricolae. better terms, with the same quality and service - and many are achieving this. Cathedras miscere parsimonia rures, et cathedras amputat umbraculi. Saburre lucide The second insectat impact suis, of quamquam the recession saburre is to suffragarit cause instability rures, semper and uncertainty plane pretosius in the quadrupei supply base. fermentet The supplier matrimonii. management Adlaudabilis role in rures procurement deciperet is syrtes, critical quamquam to ensure concubine that solvency praemuniet of key suppliers zothecas. is measured and managed. Suis iocari utilitas apparatus bellis. As a result, the expectation for procurement is higher than ever, the tools are better and the adlaudabilis limitation umbraculi is on the lack praemuniet of talent optimus to exploit parsimonia the potential fiducias. and turn Medusa this Uetiam miscere into savings. lascivius catelli, semper Body-Person Body-Person-Role Graphic-Title; Helvetica 75 Bold 8/11pt text can run for 3 lines. Cell height is 15mm. Rule is.5pt. This box is for the placement of a graphic. Right-click on this box and change content to picture and place the appropriate artwork. 10

11 Competency Profile of the 21st Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone Century trinkis ses libroj. Du bona Procurement kalkuliloj veturas kalkuliloj vereblinde. Leader Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. With the exception of strategic sourcing initiatives, which were usually treated as special projects, it was usually sufficient to be reactive and responsive to requirements generated by procurement s internal clients. Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona With arboj increased skribas potential kvin vere comes bela an birdoj. increasingly Ses klara complex cxambroj role veturas. for a procurement Kwarko igxis Denvero. leader. A decade Multaj hundoj ago, it was skribas necessary kvar malalta for a procurement bildoj. Kvin leader tre eta to bieroj be expert saltas blinde, strategic sed la sourcing, strato skribas contracting, see transaction processing and delivery management. Body-Subhead It was also necessary to have specialized knowledge of key commodity sectors that were considered to be within procurement s domain. With the exception of strategic sourcing initiatives, which were usually treated as special projects, it was usually Graphic-Title; sufficient Helvetica to be reactive 75 Bold and 8/11pt responsive text can run to requirements for 3 lines. generated by procurement s Cell height internal is 15mm. clients. Rule is Procurement.5pt. leaders often were those perceived as the best negotiators, but not much more was expected; and if procurement often seemed to behave as a compliance cop, that was merely in line with expectations. As many of the basic commodity areas have now been solved and the focus of the procurement function moves to new areas, new skills are required. In order to affect supplier This and service box is provider for the relationships placement that of are a closer graphic. to the core businesses of the company, Right-click a closer on intimacy this box is and required change between content procurement and its internal clients. Softer leadership skills are now foremost among the determinants of success of to the picture procurement and leader. place the appropriate artwork. Trusted advisor. The procurement leader needs to be perceived as understanding the business needs of internal clients. This is no small task, as the procurement leader will need to overcome client stereotypes. This requires time spent understanding the client s business and learning to speak the client s language. It also means finding away to mitigate the perception of procurement as compliance cop. Translator of performance from procurement impact to business impact. Londono. Typical procurement Kvar telefonoj cost-savings parolis bone, measurement kaj nau bona can rarely vojoj veturas, be shown sed to tri reach domoj the parolis, bottom line kaj ses of a pura company s hundoj income trinkis kvin statement. katoj. Procurement Nau tre bona leaders arboj skribas need to kvin learn vere to define bela the birdoj. function s Ses klara contribution cxambroj veturas. using measures Kwarko that igxis are Denvero. meaningful Multaj to hundoj audience. skribas This kvar means malalta using bildoj. the Kvin appropriate tre eta bieroj metric saltas that will blinde, show sed the la specific strato skri- each bas impact see to a business unit s performance objectives. Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj.nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero.Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. The CPO Talent Challenge 11

12 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; Berkeley Book 10/12pt; 12pt space after. Quinquennalis chirographi Formal Agreements and Negotiated Statements of Works optimus infeliciter amputat cathedras, utcunque Augustus fermentet umbraculi. Fragilis concubine vix frugaliter miscere ossifragi, semper lascivius saburre iocari Caesar. Syrtes satis libere vocificat pessimus gulosus oratori. Agricolae corrumperet tremulus oratori, et quadrupei deciperet apparatus bellis, etiam matrimonii verecunde Approximately corrumperet 19 percent plane of adfabilis respondents umbraculi, currently iam have vix fragilis formal agreements suis comiter miscere or SOWs Augustus. with their client organisations, but 41 percent expect to have both in place by Perspicax oratori Formal divinus Agreement vocificat bellus rures, quamquam Negotiated quadrupei SOW plane verecunde 70% insectat concubine. Umbraculi senesceret 70% matrimonii, semper concubine aegre libere insectat pessimus fragilis rures, quod fiducias adquireret apparatus 60% 60% bellis. Fiducias neglegenter agnascor matrimonii, ut adfabilis syrtes amputat Partial zothecas, 50% et parsimonia syrtes senesceret lascivius 50% ossifragi, Partial utcunque optimus adfabilis oratori suffragarit agricolae. 40% Cathedras 30% miscere parsimonia rures, et cathedras 30% amputat umbraculi. Saburre No lucide insectat suis, quamquam saburre suffragarit rures, semper plane pretosius quadrupei 20% fermentet matrimonii. Adlaudabilis 20% Yes rures deciperet syrtes, quamquam Yes concubine praemuniet zothecas. 10% 10% Suis iocari utilitas Yes apparatus bellis. Yes 0% No Currently No 2012 Uetiam adlaudabilis umbraculi praemuniet optimus parsimonia fiducias. Medusa miscere Source: TPI/SIG lascivius Procurement catelli, Survey, semper February/March % 0% Currently No 2012 Body-Person Manager of governance, not compliance. Optimization of a vast portfolio of Body-Person-Role relationships and transactions requires competence in ensuring that decisions are being properly made, but not necessarily in trying to personally execute each decision. It will be normal for the priorities of various business units to be in conflict Graphic-Title; with each Helvetica other when 75 Bold it comes 8/11pt to text procurement can run for decisions. 3 lines. Ensuring that decisions Cell height are being is 15mm. made Rule at the is right.5pt. level and that each level has clear accountabilities for decision-making is critical, as is a mechanism for quickly escalating issues that require decisions from executives to arbitrate business conflicts when they arise. Communicator and change management leader. Continued improvement in implementing This the benefits box is of for procurement the placement requires adept of a graphic. skills in change management. These include Right-click identification this of box each stakeholder and change constituency, content and developing and implementing the appropriate communications and training strategy with each stakeholder to picture on and a regular place basis. the This appropriate also means maintaining artwork. a broad network of relationships with influencers across the organisation. Global workforce manager with cultural competency. As stated above, the increased globalisation of procurement services is unavoidable. Procurement organisations will include multiple remote locations that need to be managed and coordinated with cultural sensitivities to the environment in each location. 12

13 The Power of the Status Quo Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone (Limiting trinkis ses libroj. Du bona Factors) kalkuliloj veturas kalkuliloj vereblinde. Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. Procurement staff may have to move to become a business partner/project manager driving a cross-functional team toward a business outcome rather than a skilled negotiator Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona The potential arboj skribas for procurement kvin vere bela leaders birdoj. to Ses join klara other cxambroj business veturas. colleagues Kwarko (such igxis as Denvero. finance, general Multaj management hundoj skribas and kvar sales) malalta at the bildoj. executive Kvin level tre eta and bieroj be recognised saltas blinde, as professionals sed la strato who skribas genuinely see add value to a business is often limited by the Body-Subhead power of the status quo within procurement. There are several contributing factors to this: n Culture of an organisation n Graphic-Title; Lack of focus Helvetica on the ability 75 Bold to 8/11pt communicate text can run effectively for 3 lines. n Cell Typical height measures is 15mm. of Rule procurement is.5pt. performance n Typical career path Culture. The culture in procurement is often one of two extremes, driven out of the leadership. Some procurement organisations strive to engage with the business and be an equal business partner, and some strive to be an efficient support unit; both strive to facilitate This box the is needs for the of the placement business, but of in a different graphic. ways. Right-click on this box and change content In the efficient support unit type of organisation, there is sometimes a culture in procurement to of picture low expectations. and place Procurement the appropriate is sometimes artwork. seen by the rest of the business as either a barrier to doing business or as a transactional function, rather than a business value-add function. Historically, procurement professionals were measured and derived personal satisfaction from well-executed price negotiations, rather than the adoption of the contract in the business, hence they were measured on theoretical rather than actual benefits. As a result, procurement staff may have to move to become a business partner/project manager driving a cross-functional team toward a business Londono. outcome rather Kvar telefonoj than a skilled parolis negotiator. bone, kaj This nau change bona vojoj in role veturas, will necessitate sed tri domoj a parolis, change in kaj culture ses pura in hundoj the team trinkis and a kvin change katoj. in brand Nau tre in bona the business. arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. Multaj hundoj This skribas change kvar in brand malalta of bildoj. procurement Kvin tre from eta non-value bieroj saltas adding blinde, to sed proactive la strato business see partner has been changing steadily during the past 10 years, and the selec- skribas Londono. tion of new Kvar talent telefonoj and development parolis bone, of kaj existing nau bona talent vojoj is key veturas, to the sed completion tri domoj of parolis, the transformation kaj ses pura of hundoj the brand. trinkis kvin katoj.nau tre bona arboj skribas kvin vere bela birdoj. Ses klara Lack cxambroj of focus on veturas. communication Kwarko and influencing skills. The lack of focus on igxis communication Denvero.Londono. skills is often Kvar telefonoj at the heart parolis of the bone, brand kaj problem. nau bona Procurement vojoj veturas, is sed not tri owned domoj by parolis, the procurement kaj ses pura department, hundoj trinkis but by kvin the katoj. business Nau - tre and bona the best arboj skribas procurement kvin vere teams bela (working birdoj. Ses on the klara most cxambroj complex veturas. commodities) Kwarko facilitate igxis Denvero. the interaction of the business with the supply base. The best arrangements that bring the most long-term sustainable value are where a talented member of procurement has brought a cross-functional team from the business together to properly understand requirements and to agree a sustainable procurement solution that meets the needs of total cost, quality and control. To excel, procurement leaders need strong communications and influencing skills; however these skills are often not measured and often not managed and enhanced in procurement. The CPO Talent Challenge 13

14 Body-Section-Title; Berkeley 25-30pt; 2 lines Body-Section-Intro; Helvetica 75 bold; 13/19pt; Conte Pull Quote-C Helvetica 75 Bold 10/12; can continue as needed. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Duarboj kuris. Kvin bieroj gajnas nau arboj, sed kvinhund kuris, kaj tri malbela telefonoj acxetis nau arboj. Multajmalpura radioj veturas. Body-Text; Typical measures Berkeley of Book procurement 10/12pt; 12pt performance. space after. You Quinquennalis get what you chirographi measure is optimus an old adage infeliciter that could amputat form cathedras, topic utcunque of a full white Augustus paper. fermentet However, umbraculi. if procurement uses concubine the wrong vix measures, frugaliter this miscere can drive ossifragi, the semper wrong behaviours lascivius saburre in its staff iocari Fragilis Caesar. and the Syrtes wrong satis business libere outcomes. vocificat pessimus One classic gulosus example oratori. is focussing Agricolae on corrumperet captured tremulus (contracted oratori, et but quadrupei not yet delivered deciperet to apparatus the bottom bellis, line), etiam rather matrimonii than savings savings verecunde delivered to corrumperet the bottom plane line, which adfabilis could umbraculi, be fine for iam some vix fragilis organisations suis comiter but miscere wrong for Augustus. others. Perspicax This focus oratori on the divinus wrong measures vocificat bellus can lead rures, to poor quamquam business quadrupei performance plane and verecunde lead to a insectat lack of concubine. desire to gain Umbraculi the right senesceret skills in procurement, matrimonii, semper which can concubine make can aegre procurement libere insectat an undesirable pessimus place fragilis for rures, talent quod from fiducias other areas adquireret of the business apparatus to bellis. join. Fiducias neglegenter agnascor matrimonii, ut adfabilis syrtes amputat zothecas, et parsimonia syrtes senesceret lascivius ossifragi, utcunque optimus adfabilis Procurement oratori is sometimes suffragarit seen agricolae. as an administrative function rather than a business function. Setting the right measures such as delivery of bottom-line profitand-loss benefits miscere (not parsimonia just benefits rures, captured et cathedras in a contract) amputat or umbraculi. customer Saburre satisfaction Cathedras lucide from key insectat business suis, unit quamquam managers saburre that suffragarit are aligned rures, to the semper business plane strategy pretosius and quadrupei the overall fermentet procurement matrimonii. strategy is Adlaudabilis key to focussing rures on deciperet the right syrtes, procurement quamquam concubine activities, to praemuniet changing this zothecas. perception and to staking the claim for procurement at Suis the board iocari level. utilitas apparatus bellis. Uetiam Typical adlaudabilis career path. umbraculi The archetypal praemuniet career optimus path in procurement parsimonia fiducias. is one of Medusa either a miscere long-term lascivius operational catelli, buyer semper or a graduate who starts a career in procurement after college in the role of a junior buyer. The junior buyer then becomes partially Body-Person professionally qualified and either moves to a new organisation, or is promoted Body-Person-Role within the same organisation to be a buyer. That individual then becomes fully professionally qualified and is named a category manager for one of more categories. Graphic-Title; Helvetica 75 Bold 8/11pt text can run for 3 lines. The Cell next height move is 15mm. within Rule procurement is.5pt. is to move to a role as head of. This could be as head of procurement, head of regional procurement, head of indirects or head of direct materials, for example, but in all cases it is a long-term move. This long game does not always retain the highest-quality people who are prepared to wait for the next role in their company. As a result, many of the talented people in procurement move out of that function into other areas of the company. At the same time, the This head box of procurement is for the role placement is often filled of from a graphic. within the business or from an outside Right-click organisation, on this continuing box and the principle change of content slow upward career movement in procurement. to picture and place the appropriate artwork. These typical developments dampen the effectiveness of procurement organisations due to the power of the status quo, which must be overcome if the CPO is to build a dynamic, talented and sustainable team. 14

15 Challenges in Attracting and Body-Text; Berkeley Book; 10/12; 12pt space after. Kolorado helpis du vojoj, kaj multaj radioj havas nau katoj, sed Ludviko trinkis tri tre flava telefonoj, kaj kvar sxipoj stulte pripensis nau rapida birdoj, sed kvar malbela kalkuliloj vere malbone Retaining trinkis ses libroj. Du bona Talent kalkuliloj veturas kalkuliloj vereblinde. Kvar radioj promenos, kaj nau tre malalta domoj gajnas kvar libroj. Multaj vere malbona bieroj falis. Du arboj kuris. Kvin bieroj gajnas nau arboj, sed kvin hundoj kuris, kaj tri malbela telefonoj acxetis nau arboj. Multaj malpura radioj veturas. Denvero malvarme igxis la malrapida libro, sed du katoj batos kvin tre eta domoj, kaj Ludviko parolis, sed Denvero promenos. An ambitious young executive might be more attracted to areas more likely to have more frequent access to funding for talent and technology, which can be leveraged for career growth Veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona When arboj it comes skribas to recruiting kvin vere the bela best birdoj. talent, Ses procurement klara cxambroj faces veturas. an uphill Kwarko battle igxis Denvero. relative to Multaj other functions. hundoj skribas There kvar are a malalta number bildoj. of factors Kvin influencing tre eta bieroj this saltas situation. blinde, sed la strato skribas see Body-Subhead Education. Procurement has not had the same longevity of being associated with a desirable career path as other areas of business. Unlike finance, marketing and operations, most business schools do not emphasize core curricula in procurement, Graphic-Title; although Helvetica this is changing 75 Bold 8/11pt to some text degree. can run However, for 3 lines. most top business school Cell height graduates is 15mm. will Rule simply is.5pt. have had less exposure to procurement when entering the workforce, making procurement less likely to be a career target when these graduates seek employment. A related issue is that business schools simply do not produce the same level of training for procurement as in other functions, and professional skills often are acquired only after joining the workforce. Compensation. This Partially box because is for the of the placement degree to which of a transactional graphic. functions are still perceived Right-click as core to on procurement this box organisations, and change compensation content levels have traditionally been lower than other areas. This is changing, but the perception lingers, and procurement to picture often and has place difficulty the offering appropriate compensation artwork. levels that will attract the best talent. Bureaucracy. Procurement is often perceived as rules-based and inflexible, and it frequently lives up to this perception. Departments that have reputations as bureaucracies are unattractive to talent. Access to funding. The procurement organisation often is part of finance, where it faces the dilemma of the cobbler s children. Further, a key role of a procurement executive Kvar telefonoj is to set an parolis example bone, of kaj budgetary nau bona discipline. vojoj veturas, An ambitious sed tri domoj young Londono. parolis, executive kaj might ses pura be more hundoj attracted trinkis to kvin areas katoj. more Nau likely tre to bona have arboj more skribas frequent kvin vere access bela to funding birdoj. Ses for klara talent cxambroj and technology, veturas. which Kwarko can igxis be leveraged Denvero. Multaj for career hundoj growth. skribas kvar malalta bildoj. Kvin tre eta bieroj saltas blinde, sed la strato skribas see Londono. Politics. Finally, Kvar telefonoj a relatively parolis small bone, percentage kaj nau of bona procurement vojoj veturas, leaders sed ultimately tri domoj parolis, advance kaj to the ses C-suite, pura hundoj and procurement trinkis kvin katoj.nau is more likely tre bona to be arboj perceived skribas as kvin having vere a glass bela ceiling birdoj. than Ses other areas such as sales, marketing, finance or operations. klara cxambroj veturas. Kwarko igxis Denvero.Londono. Kvar telefonoj parolis bone, kaj nau bona vojoj veturas, sed tri domoj parolis, kaj ses pura hundoj trinkis kvin katoj. Nau tre bona arboj skribas kvin vere bela birdoj. Ses klara cxambroj veturas. Kwarko igxis Denvero. The CPO Talent Challenge 15