We've launched Series Two of our AI Negotiation Unlocked podcast with Vodafone's Chief Procurement Officer sharing the concept of the AI Dividend – but what is it?
Ninian Wilson, Vodafone's Chief Procurement Officer, is hugely energetic, empathetic, and ambitious—and crucially, he firmly believes that today is one of the best times ever to be in procurement.
When Ninian joined Cable & Wireless, the cutting edge of procurement was sending purchase orders electronically. It felt revolutionary. Looking back, he laughs: “It was so basic.”
That perspective matters because Ninian—now Group Procurement Officer at Vodafone—says today is the best time ever to be in procurement. The reason? The AI Dividend.
Unlike the painful years of e-auctions and clunky portals, this wave of technology actually frees people up to do better work. AI can strip out hours of admin and turn data into insights almost instantly.
What is the AI Dividend?
Vodafone is investing in 23 AI use cases across procurement. Their ambition: to become the most digitised procurement organisation globally. By the end of the year, these 23 use cases will be live and no doubt another 23 will follow.
For every $1 invested, they expect $20 back—that’s the “AI Dividend.” Vodafone’s procurement operation is treated as a profit centre, not just an internal support function. When AI improvements are introduced, the gains are visible within the division, and senior management expects to see benefits at the group level.
Crucially, it’s not just about internal efficiency. Vodafone promises the global business that AI and new procurement methods will provide measurable value. Suppliers who benefit from AI-driven cost savings are also asked to share that value with customers. As Ninian says:
“We know that a number of our key partners and suppliers are using AI. If they're saving 15–20% on the service, then I think we should be saying that's brilliant! Can you share some of that with one of your customers?”
This is top class negotiation! I love it.
The AI Dividend = real ROI. No hype.
Practical Example: From 4 Hours to Instant Negotiation Insights
One person in Ninian's team used to listen to supplier earnings announcements and analyst calls to extract strategic insights for future negotiations—vital details like growth opportunities in specific regions or operational improvements that justify asking for better pricing.
Now, an AI system (call it an agent!) analyses these calls and investor decks and produces a two-page summary. What used to take four hours is now done instantly.
Ninian again: “It sounds simple—it’s not simple. But the guy building it for me has promised me this will be live in 60 days.”
It’s a small but striking example of the AI Dividend in action: saving time while generating bespoke insights critical for enterprise negotiations.
Lessons from Ninian
A few principles are worth keeping in mind:
- Always link AI to ROI. AI must deliver measurable business value from day one and improve as it scales.
- Expect perpetual innovation. There will always be a “list of 23 use cases.” Solve one, add another—the work doesn’t stop.
- Beware the hype. AI sits high on the hype curve. Winners are pragmatic, experimenting to create value without betting the ranch.
- Human factors matter most. Technology-led transformation fails unless people are engaged. AI should empower, not alienate.
The AI Dividend reframes AI in procurement: it’s not about futuristic promises but measurable impact. Ninian’s message is simple: lead the transformation, or risk having it done to you. Procurement leaders who act now will capture efficiency and build a competitive advantage that compounds year after year.
That’s why Ninian’s optimism isn’t hype. After decades of chasing efficiency through clunky systems, procurement finally has the chance to be faster, smarter, and - dare I say - more human.
Find out more from Nibble's experience negotiating 100,000 times a month here.
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