# The Procurement Playbook

> Eight vendors. One customer. Five clauses.

*P05 · Module M2 — First Functions · The CEO AI Playbook by Stephen Forte*

Canonical: https://academy.buildclub.com/m2/p05-procurement

## Thesis

Buy the platform. Build the integration. Demand the clauses.

## Key Takeaways

- Buy the platform. Build the integration. Demand the clauses.
- 8 — overlapping AI contracts at a typical mid-market firm.
- ~30% — capability overlap across active agent vendors — the same job done by multiple seats.
- 6+ mo — to unwind a single platform bought in error.
- Email your CFO and CISO today: "We are running an AI contract audit. I need a complete list of active AI vendors within 14 days.".

## The Playbook

1. **Inventory** — Active AI contracts logged across all business units. 14-day deadline, no exceptions.
2. **Map overlap** — Group by capability, not by vendor. Find the duplicates underneath the brand names.
3. **Pick platform** — Identify the platform you would consolidate on if starting clean today.
4. **Outcome pricing** — Demand outcome-based pricing on the top 3 contracts. Refuse seat pricing.
5. **Cut at renewal** — Exit the overlapping contracts at their next renewal date. Do not break contracts early.

## Key Numbers

- **8** — overlapping AI contracts at a typical mid-market firm. (Everest Group 2026)
- **~30%** — capability overlap across active agent vendors — the same job done by multiple seats. (Everest Group 2026)
- **6+ mo** — to unwind a single platform bought in error. (operator network interviews)

## What to Do Monday

- Email your CFO and CISO today: "We are running an AI contract audit. I need a complete list of active AI vendors within 14 days."
- Pull the next 90 days of AI renewal dates — those are your leverage windows.
- Redline the five clauses into every active contract negotiation or renewal.
- Pick the one platform you would consolidate on if you started clean.
- Name the procurement owner — one person, one mandate, one budget.

## FAQ

**What is the core idea of The Procurement Playbook?**

Buy the platform. Build the integration. Demand the clauses.

**What does the data say a CEO should pay attention to?**

8 overlapping AI contracts at a typical mid-market firm. ~30% capability overlap across active agent vendors — the same job done by multiple seats.

**What should a CEO do Monday morning after reading The Procurement Playbook?**

Start here: Email your CFO and CISO today: "We are running an AI contract audit. I need a complete list of active AI vendors within 14 days."; Pull the next 90 days of AI renewal dates — those are your leverage windows; Redline the five clauses into every active contract negotiation or renewal.

**What are the steps in The Procurement Playbook?**

1) Inventory; 2) Map overlap; 3) Pick platform; 4) Outcome pricing; 5) Cut at renewal.

**Where do the claims in The Procurement Playbook come from?**

The playbook cites Everest Group 2026; The Register (Apr 2026) — industry coverage; CEO interviews — operator network; Public AI procurement discourse (Gartner, Forrester, May 2026).

## Sources

- [Everest Group 2026](https://www.everestgrp.com/)
- [The Register (Apr 2026) — industry coverage](https://www.theregister.com/)
- CEO interviews — operator network
- Public AI procurement discourse (Gartner, Forrester, May 2026)
- Intercom Fin pricing (public)
- HubSpot Breeze pricing (public)

---

Work with BuildClub: https://buildclub.com/engagements