Procurement leaders in construction: Insights from Thom Black, CBUSA VP of Purchasing

Procurement leaders don’t just “buy stuff.” Their vision sets the tone for strategy and execution in the market. Procurement leaders engineer competitive advantage. In home building, where construction costs can exceed 60% of a home’s price, winners treat purchasing as strategy and not simple administration. 

That’s the perspective Thom Black brings as CBUSA’s vice president of purchasing – transforming collective buying power into dependable supply chains, stronger margins and trusted local relationships. For builders seeking national leverage without sacrificing hometown connections, Thom emphasizes procurement strategies that drive sustainable value over one-time savings. 

In this Q&A, Thom shares actionable steps for achieving that balance, outlines common pitfalls to avoid and offers his outlook on where the market is headed next.

Q&A with Thom Black

You’ve led procurement initiatives on a national scale. How would you describe your leadership philosophy, and how does it shape the way you approach procurement for CBUSA members?

My leadership philosophy centers on servant leadership – driving collaboration, transparency and empowerment. Procurement is most effective when it’s not a gatekeeper but a trusted partner that links builders, suppliers and manufacturers to create mutual value. At CBUSA, our team promotes a “network-first” mindset: think beyond the individual purchase order (PO) toward a system that leverages collective scale, shared insight and disciplined execution. Procurement excellence is a shared endeavor because it unlocks efficiency, consistency and long-term value.

Procurement is often seen as a cost-cutting function, but you’ve called it a driver of long-term value. What does strategic procurement look like in practice for independent builders?

Strategic procurement isn’t just about a better price; it’s about a better position. For independent builders, that starts with access, a willingness to explore new options and a true partnership. We help members analyze spend patterns, consolidate volume where it makes sense and structure programs that reward builder commitment and supplier performance. It also means aligning purchasing with business goals, minimizing supply variability and building supplier relationships that deliver reliability – not just savings. That’s how independents perform like nationals without losing local agility.

Material costs, labor shortages and interest rates continue to challenge builders. What strategies are you most focused on to help CBUSA members protect margins and remain competitive?

The headwinds are real, and they prove the power of collective action. We focus on three areas:

• Aggregation: Pooling the collective purchasing power of members to secure consistent, competitive pricing.
• Leverage: Engaging at senior levels with manufacturers so CBUSA builders have a real voice inside our contract partners’ organizations.
• Insight: Sharing timely market signals so members can plan proactively, not reactively.

Where do you see procurement, and CBUSA’s role in it, headed over the next five years? Any opportunities or risks builders should prepare for now?

Procurement is shifting from transactional buying to strategic sourcing powered by data, commitment and collaboration. CBUSA will keep expanding our footprint while using shared analytics to forecast demand, drive committed purchases and influence vendor programs. Opportunity favors builders who align specs and standardize selections; risk rises when fragmentation dilutes leverage. If allocation returns, those with disciplined, connected procurement will outperform.

CBUSA’s model balances national buying power with local supplier partnerships. How do you see that balance evolving, and what lessons can procurement leaders take from CBUSA’s approach?

That balance is our core advantage. National scale creates leverage; local partners deliver service, prioritization and accountability. The next evolution is even more data-driven, pinpointing where local networks outperform and where national programs enhance consistency or reduce costs. You don’t have to choose between scale and service because the future belongs to teams that deliver both.

Independent builders often feel outmatched by national firms. What encouragement or advice would you offer about the power of procurement leadership to level the playing field?

Independents have more power than they realize, especially given their specifications, complexity and quality. When they align around shared standards and commit to disciplined, group-based purchasing, they create national-scale economics without sacrificing autonomy. 

Stop buying like a small company. Align, commit and unlock value. Operate like a national on your own terms.

Where to go next and how to get there

Thom’s message is clear – if you’re ready to shift from “buying” to leading procurement, start with a clear blueprint.

First, get grounded in how group purchasing works for independent builders, including where savings come from, why reliability improves and how confidence grows when you buy as a community. Start with group purchasing for builders.

Then build your leadership lens with research that puts purchasing at the strategy table. Dive into this example to learn more: Deloitte’s 2025 global CPO survey: Procurement’s big bet on digital.

Finally, frame the margin conversation with credible data so your team understands the stakes and the upside. Use this: NAHB housing economics.

If you want CBUSA’s perspective on turning purchasing into performance, dig into field-tested lessons and playbooks:

• 7 procurement lessons builders only learn the hard way
• How procurement is becoming the profit center builders can’t ignore

These pieces connect the dots – from strategy to day-to-day execution – so you can operate with national leverage while keeping your local edge. 

Make the leap

If this conversation with Thom resonates, your next step is simple: treat procurement like the leadership discipline it is. Talk with our team about where your spend, specs and supplier mix stand today and how joining a national network can translate into better pricing, higher fill rates and fewer surprises on site. Explore CBUSA’s approach, ask about current programs and see how your company can buy with scale, build with confidence and grow with discipline.

Ready to compare notes on your purchasing plan and identify quick wins? Connect with CBUSA and let’s turn your procurement into a profit engine.

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