Services Procurement as an incremental journey

Off to a good start with Services Procurement 

When implementing Services Procurement solutions, should organisations begin with an ambitious approach—outsourcing full category management—or take a more measured route by focusing on transactional activities? 

While full category management from the outset is possible, it is more complex to implement and can hinder adoption. It is critical to define and agree the scope of the procurement support during the solutioning phase, prior to contracting, to avoid unforeseen challenges. Clarity around service scope is one of the key drivers of successful implementation.

At Pontoon, we align every step of the journey with the client and their internal category management team. The category manager retains visibility of the organisation’s internal strategy and serves as a vital link to the Services Procurement provider—ensuring continued value delivery and programme success.

An MSP partner is an extension of your team

There are strong arguments for launching a Services Procurement programme at a more transactional level. However, if evolution is part of the client’s initial expectation, the programme team will ensure this is reflected in the development roadmap. Understanding the customer’s goals is key to defining both the journey and the destination.

While an MSP can draw on its contingent workforce management expertise and leverage VMS technology to support a procurement programme, that alone is not always sufficient. As Services Procurement programmes mature, they require procurement-specific expertise to guide purchasing decisions, facilitate vendor selection, and negotiate costs effectively.

If expectations are not clearly defined from the outset, the programme risks becoming an extension of the MSP’s contingent service—potentially falling short of delivering the next level of value that clients seek from a true Services Procurement solution.

By setting clear expectations early, organisations can build a scalable programme that starts with minimal disruption and evolves in line with business needs. With the right work allocated to the right resources, our clients’ teams are freed up to focus on strategic value creation.

At Pontoon, we believe it’s about the journey. That journey begins with delivering transactional activities for the client—such as onboarding, offboarding, payment management, timesheeting, and contract administration. By initially focusing on value through these foundational tasks, we create the conditions to evolve the programme towards its full potential.

Thanks to our modular programme structure, we can select specific elements and build upon them, adding value progressively and in line with the client’s readiness.

Services Procurement outsourcing should be treated as an evolutionary journey, shaped by client maturity, value drivers, and strategic priorities—delivered through effective change management. It takes time, just as building trust does.