When procurement gets involved before a supplier is chosen, it creates opportunities to shape requirements, evaluate alternatives, and address risks before commercial options narrow. Procurement can get involved earlier by joining business planning and requirements discussions before stakeholders approach suppliers. CPOs and sourcing leaders should pair clear engagement checkpoints with practical support: market intelligence, sourcing options, cost analysis, and risk advice that help business partners shape a better purchasing decision.

At ProcureCon West, Kimberly Proffitt, Head of Indirect Sourcing at Safelite, described the importance of moving upstream into demand-shaping conversations rather than appearing only as a process stakeholders must complete. As she explained, "You have to know what it is that needs to be delivered before you can define what it is that you're going to deliver." Her observation highlights why understanding the business need must precede proposing a sourcing process or supplier solution.

The 2026 ProcureCon Insights State of Procurement Report found that only 11% of the 100 senior procurement leaders surveyed involve procurement during the business-case development stage of supplier discussions. That leaves considerable room for procurement to help shape requirements before supplier preferences narrow the available options.

CPOs, business-unit procurement partners, and sourcing leaders should agree with finance and business stakeholders on when procurement enters project planning. Add a short intake checkpoint before supplier outreach, use it to clarify the desired outcome and constraints, and hold regular planning conversations about upcoming purchases. Make early engagement worthwhile by bringing relevant market insight and alternatives, then track how often procurement participates before supplier identification.

Join us at ProcureCon West to compare approaches for engaging business stakeholders earlier and helping shape supplier decisions before commercial commitments are made.