PROCUREMENT MAGAZINE WHITEPAPER

SECTION 3:

The criteria for selecting an outsourcing partner have shifted fundamentally. In 2026, mid-market buyers are prioritising three critical drivers: governance, talent and agility.

Governance and the move to responsibility Recent findings from RightFirms highlight a common pitfall: confusing tasks with responsibilities. In 2026, buyers are demanding contracts that define decision rights rather than just output metrics.

mid-market buyers are prioritising three critical drivers: governance, talent and agility

Governance now determines whether technology and process changes deliver measurable value. Industry forecasts for 2026 indicate that buyers expect vendors to provide documented AI usage policies, clear accountability for model behaviour and value metrics that link automation to business outcomes. Regulators and advisers are updating third-party risk guidance to require central inventories, documented decision rights and named escalation contacts; procurement teams are treating these items as contract essentials rather than optional addenda. Where AI forms part of delivery, buyers require explicit human-in-the-loop controls and model-update timetables in contract clauses, a practice reflected in recent industry guidance on trustworthy AI governance. Boutique providers often supply both board-level reporting and named operational sponsors, which shortens escalation cycles and keeps oversight close to delivery.

Talent: capability over capacity As Doxa Talent notes, growth in 2026 comes from capability, not just headcount. sterling-outsourcing. com