Ex EY Samit Shankar, Keynote: PSC LIVE Singapore 2025
At Procurement & Supply Chain LIVE Singapore, supply chain expert Samit Shankar drew on his 20-year career to offer actionable insights into the power of Supplier Relationship Management (SRM).
With a professional history spanning top-tier organisations, Samit emphasised how businesses can shift SRM from a tactical support function to a strategic driver of value and efficiency.
The hidden potential of SRM in large organisations
Samit opened his presentation by underscoring the importance of SRM, particularly for organisations with revenues exceeding US$10bn.
“I would really and strongly recommend that organisations in excess of having a revenue of US$10bn have a dedicated SRM function,” he said.
He explained that many businesses treat SRM as an extension of procurement, often overlooking its strategic potential to drive value.
Reflecting on his experience, including managing US$1bn of spend and delivering US$200mn in savings, Samit described how a dedicated SRM team could standardise supplier management, improve governance and enhance operational efficiency.
He noted that most organisations he encountered lacked a formal SRM function, leading to missed opportunities in supplier performance management and process optimisation.
Samit advocated for a more strategic approach, where SRM teams go beyond basic supplier monitoring. By leveraging advanced analytics and AI tools, SRM teams can provide real-time feedback to procurement and business units, driving better supplier performance and delivering tangible business value.
Defining metrics and driving efficiency in SRM
One of the critical takeaways from Samit’s session was the need for clear performance metrics within SRM functions. While procurement teams typically have well-defined KPIs, SRM often lacks similar benchmarks.
“Right now I don't see any formal targets or value creation targets for SRM,” he remarked, stressing the importance of setting measurable goals for value creation and cost savings.
Establishing SLAs and KPIs is also vital, not only for internal productivity but also for evaluating supplier performance. He shared an example from his time at eBay, where creating consistent SLAs and terms for suppliers streamlined processes and ensured a minimum standard of service delivery.
Samit also touched on the broader procurement ecosystem, highlighting how SRM teams could support functions like accounts payable and supplier performance management by maintaining a rigorous focus on efficiency and accountability.
Strategic use of technology and governance in SRM
The role of technology in modernising SRM was another key theme of Samit’s talk. He highlighted the growing impact of AI and automation tools, particularly in analysing supplier performance data and enhancing governance processes. However, he advised against a technology-first approach.
Governance is an area where SRM teams can add immediate value. Samit described how SRM should act as the glue between procurement and suppliers, managing risks and ensuring compliance with contract terms.
He suggested introducing a playbook or service agreement at the start of any supplier relationship to clarify roles and responsibilities. This proactive step can prevent confusion and maintain focus on value delivery throughout the contract lifecycle.
He also explored the financial aspects of SRM, discussing techniques like reverse factoring and pool financing to support suppliers while maintaining organisational liquidity.
These methods, alongside effective governance strategies, can transform SRM into a proactive, value-generating function.
Elevating SRM to a strategic business role
Samit concluded by emphasising the strategic shift required to realise SRM’s full potential. By establishing clear targets, integrating technology thoughtfully and focusing on governance, businesses can transform SRM from a support role into a key strategic asset.
His presentation at Procurement & Supply Chain LIVE Singapore was a call to action for procurement leaders to reimagine SRM, not just as a cost centre but as a driver of growth and efficiency.
For businesses looking to take the next step, Samit offered to share his expertise further, inviting attendees to connect with him on LinkedIn.
Essential diary dates for 2025
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- Procurement & Supply Chain LIVE: Sustainability | 5-6 March
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- Sustainability LIVE Chicago | 28-29 May
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