Understanding Procurement ROI Evaluation is key for small businesses, e-commerce sellers, and wholesalers who source from China. You want to know: What is the real return on each purchase decision? How do you compare cost savings vs. cost avoidance, quality, and risk in one view?
This guide will show:
- How to calculate procurement ROI and landed cost using a simple framework
- Why total cost of ownership (TCO) matters for sourcing from China
- Which supplier performance metrics (on-time delivery, defect rate, lead time) drive real value
You will also see practical tips, a procurement KPI dashboard approach, and examples using supplier risk assessment and cash flow impact. By the end, you will have a clear method for quantifying the value of your decisions through a structured Procurement ROI Evaluation.
Understanding Procurement ROI
Definition and Core Concepts
Procurement ROI, or Return on Investment in Procurement, is a way to measure how much value a company gains from its procurement activities compared to the costs involved. Procurement is more than just buying goods or services. It includes supplier selection, contract management, and building supplier relationships.
Procurement ROI helps organizations see if their procurement team is not just spending money, but actually creating value. The main concept is to compare total procurement benefits (like cost savings, risk reduction, and process improvements) with the costs of running the procurement process (staff, technology, and time). This gives a clear picture of whether procurement is helping the business grow and stay competitive.
Importance of Quantifying Procurement Value
Quantifying procurement value is crucial for several reasons. Procurement is a major area of business spending, so small improvements can have a big impact on company profits. By measuring procurement ROI, companies can:
- Show leaders how procurement supports the business beyond just cost cutting.
- Identify which strategies or suppliers bring the best value.
- Justify investments in technology, training, or process upgrades.
- Spot hidden waste or risk that would otherwise go unnoticed.
- Build trust and credibility between procurement and other departments.
For global businesses or companies sourcing from overseas, quantifying procurement value also helps track the true impact of factors like exchange rates, shipping, and supplier risk.
Procurement ROI Formula and Calculation Basics
Procurement ROI is usually calculated using a simple formula:
Procurement ROI = (Total Financial Benefit – Procurement Cost) / Procurement Cost
Here’s what goes into the formula:
- Total Financial Benefit includes cost savings, avoided costs, improved cash flow, and sometimes even value from innovations or process improvements.
- Procurement Cost covers staff salaries, technology spend, travel, training, and any other costs tied to the procurement team’s work.
For example, if a company saves $200,000 through procurement activities and spends $50,000 managing procurement, the ROI calculation would look like this:
Procurement ROI = ($200,000 – $50,000) / $50,000 = 3
This means every $1 spent on procurement brings $3 in return. Different companies may include different benefits in the calculation depending on their goals and reporting rules. What’s important is to use the same method every time for clear tracking.
Key Metrics to Evaluate Procurement ROI
When you want to maximize procurement ROI, using the right metrics is very important. These key metrics will help you track procurement performance, find areas to improve, and show how much value your team brings to the business. Let’s break down each metric in detail.
1. Cost Savings
Cost savings are one of the most basic ways to measure procurement ROI. Companies look at how much money was saved compared to what would have been spent.
Direct Cost Reductions
Direct cost reductions are the most visible procurement savings. These include:
- Negotiating lower prices with suppliers
- Securing discounts for bulk orders
- Getting better payment terms
Tracking direct cost savings is simple. You just compare previous prices with new contracts or price changes after negotiation. This metric shows clear improvements in your bottom line.
Indirect and Process-Driven Savings
Indirect and process-driven savings focus on reducing costs that are not price related. These might include:
- Cutting admin time using e-procurement tools
- Minimizing storage costs through better demand planning
- Reducing freight or logistics charges by consolidating shipments
While these savings are harder to measure, they create real value. For example, better supplier relationships can lead to fewer delays. This prevents hidden costs from piling up.
2. Spend Under Management
Spend under management measures how much of a company’s total purchase spend is actively controlled by the procurement team. This shows how much of your business’s buying activity is “visible” and managed with standard processes.
Tracking Spend Visibility
Tracking spend visibility helps identify areas that fall outside procurement’s control, known as “maverick” or off-contract spend. Improving spend visibility means:
- More spend follows agreed policies
- Less risk of overspending or hidden costs
- Better data for future negotiation
The higher your spend under management, the more control you have over company costs.
3. Procurement Cycle Time
Procurement cycle time is how long it takes to complete each procurement process, from initial request to final delivery.
Measuring Process Efficiency
Measuring process efficiency identifies if you have bottlenecks or unnecessary steps. Shorter cycle times mean:
- Faster sourcing and delivery of goods
- Increased satisfaction for internal stakeholders
- Lower costs, because time is money
Tracking this metric can help optimize workflows and speed up business processes.
4. Supplier Performance Metrics
Supplier performance metrics show if your key suppliers support your business as promised.
On-Time Delivery Rate
On-time delivery rate is the percentage of orders delivered on schedule. High on-time delivery ensures:
- No production delays
- Higher customer satisfaction
- Less need for emergency purchases
Product Quality and Defect Rate
Product quality and defect rate measure how often products meet your quality standards. Fewer defects mean:
- Reduced return and replacement costs
- Less production disruption
- Higher trust in suppliers
Supplier Responsiveness and Communication
Supplier responsiveness and communication look at how quickly and effectively suppliers answer your questions or solve problems. Better communication means:
- Faster issue resolution
- Improved collaboration on new projects
- Stronger long-term partnerships
5. Compliance Rate
Compliance rate tracks how often employees and suppliers follow procurement rules and contracts.
Policy and Contract Adherence
Policy and contract adherence ensures:
- Spending follows pre-agreed terms (no “maverick spending”)
- Less risk of fraud or hidden costs
- Stronger negotiating power for future deals
Good compliance boosts control and reduces costs.
6. Risk Mitigation
Risk mitigation in procurement means identifying and reducing risks before they cause big problems.
Supplier Risk Assessment
Supplier risk assessment checks suppliers’ financial health, quality standards, and social responsibility. Regular reviews help avoid:
- Sudden supplier failures
- Supply chain disruptions
- Damage to your company’s reputation
Supply Chain Resilience
Supply chain resilience tracks your ability to keep supply lines open during problems such as natural disasters, price swings, or geopolitical risks. Building multiple sources gives you backup options if something goes wrong.
7. Value Creation and Innovation
Procurement teams now focus on more than just saving money. They also help the business innovate and grow.
Sustainability Initiatives
Sustainability initiatives show how your procurement decisions support environmental and social goals. Examples include:
- Choosing eco-friendly suppliers
- Reducing waste or packaging
- Sourcing from certified companies
This can create long-term brand value and meet customer expectations.
Added Value Beyond Cost
Added value beyond cost is the extra benefits procurement brings, such as:
- Helping launch new products quickly
- Suggesting new suppliers with innovative solutions
- Supporting other teams with valuable market insights
Tracking these value-adding activities proves that procurement is a strategic business partner, not just a cost center.
By focusing on these key metrics, your team can prove its impact on the business and continuously improve procurement strategies.
Steps to Measure Procurement ROI Effectively
Aligning ROI Metrics with Business Goals
Aligning ROI metrics with business goals is one of the most important steps in measuring procurement ROI effectively. Every organization has unique strategic targets, such as increasing profits, boosting efficiency, or improving sustainability. Procurement teams should always start by understanding these big-picture objectives. For example, if a company wants to lower production costs, the procurement ROI metrics should focus heavily on cost savings and process efficiency.
By linking procurement ROI directly to business goals, it becomes easier to choose the right metrics and prioritize projects that deliver the most value. This alignment also helps to build support for procurement initiatives from other departments. When everyone sees how procurement contributes to achieving broader business success, it becomes much easier to measure, explain, and improve the ROI of procurement activities.
Collaborating with Finance and Leadership
Collaborating with finance and leadership is vital to ensure accurate measurement and true impact of procurement ROI. Finance teams can help define the right financial metrics and provide access to critical spend data. Leadership input can clarify which areas of value matter most to the business, such as focusing on risk reduction, contract compliance, or innovation.
Regular meetings across procurement, finance, and executive teams help keep everyone on the same page. These collaborations also make it easier to spot issues and agree on how to calculate both tangible and intangible procurement gains. With everyone involved, procurement ROI measurements are not only more accurate, but also more credible and respected across the organization.
Data Collection and Automation Tools
Data collection and automation tools play a key role in tracking procurement ROI effectively. Relying on manual spreadsheets is slow and can easily lead to errors. Modern procurement departments use software like spend analysis tools, e-sourcing platforms, or procurement dashboards to gather real-time data automatically.
These tools can track everything from savings and spending to supplier performance and policy compliance. Automation helps collect data from different sources and present it in easy-to-understand reports. This makes it much quicker to spot trends, uncover problems, or demonstrate ROI improvements. Reliable data collection is the backbone of any measurable and trustworthy procurement ROI process.
Setting and Communicating ROI Goals
Setting and communicating clear ROI goals is the final step in an effective measurement process. Procurement teams should define what success looks like, whether it is reaching a certain level of cost savings, reducing cycle times, or increasing the percentage of spend under management.
Once these goals are set, they must be shared with key stakeholders across the business, including other departments and top leadership. This transparency ensures everyone understands the purpose behind procurement activities and what metrics will be tracked. Regular updates on progress help keep momentum high and allow for quick adjustments if targets are missed. Clearly communicated ROI goals make it easier to celebrate procurement wins and learn from challenges.
Common Challenges in Procurement ROI Measurement
Data Accuracy and Integration Gaps
Data accuracy is a big challenge in procurement ROI measurement. Many businesses collect data from different sources like emails, spreadsheets, and supplier portals. When procurement data is not consistent or updated, it creates errors in reports. Integration gaps happen when different software systems or departments do not share information. This causes missing or duplicate data, making it hard to see the real procurement ROI. To improve ROI measurement, businesses need to use integrated digital tools and set clear rules for how data is recorded and shared. Cleaning up data regularly also helps.
Quantifying Intangible Outcomes
Quantifying intangible outcomes in procurement can be hard because not everything shows up as a dollar value. Supplier relationship quality, risk reduction, and innovation are examples of intangible benefits. These outcomes make a difference to business success but do not always fit into standard ROI formulas. For example, if a supplier helps with a new product idea, the future value is uncertain and hard to measure today. Procurement teams have to use both numbers and stories to highlight these outcomes. This might include using scorecards, surveys, or case studies alongside financial data to show the full picture of procurement value.
Managing Complex Supplier Networks
Managing complex supplier networks is another key challenge in measuring procurement ROI. Companies often work with hundreds or thousands of suppliers across different locations and industries. Tracking each supplier’s performance, costs, risks, and compliance is difficult. Mistakes can happen when supplier information is spread across many systems or handled by different teams. To manage these networks better, companies should organize supplier data in one place and use technology to monitor supplier activities. Strong communication and clear supplier KPIs make it easier to compare results and improve ROI tracking.
Maintaining Benchmark Consistency
Maintaining benchmark consistency means keeping your measurement standards steady over time. Procurement KPIs and ROI benchmarks can change as markets, suppliers, and business goals shift. This makes it difficult to compare results across different years or projects. If the measurement methods are changed too often, it’s hard to see if procurement is really getting better. To keep benchmarks consistent, businesses should set clear definitions for each ROI metric and review these standards regularly. Documenting benchmark rules and training the team also help keep everyone on the same page. Consistency allows for fair comparisons and better decision-making.
Best Practices to Maximize Procurement ROI
Leveraging Technology and Automation
Leveraging technology and automation is essential for maximizing procurement ROI. Many companies use digital procurement platforms, spend analytics tools, and e-procurement solutions to improve speed and accuracy. With cloud-based software, procurement teams can automate manual tasks like purchase orders, invoice processing, and supplier onboarding. This reduces the chance of human error and speeds up the procurement cycle. Automation makes it easier to track procurement metrics in real time, allowing for quick adjustments when problems appear. Overall, investing in the right technology helps organizations save costs, increase transparency, and better manage supplier data for improved decision making.
Building Strong Supplier Relationships
Building strong supplier relationships is another key best practice for improving procurement ROI. Establishing trust and open communication with suppliers leads to better contract terms, reliable delivery, and early problem-solving. Companies that treat suppliers as partners often benefit from volume discounts, access to innovation, and priority service during supply chain disruptions. Regular meetings, clear expectations, and sharing forecasts help suppliers plan production, resulting in efficiency gains for both parties. Focusing on long-term win-win relationships instead of short-term savings allows businesses to reduce risks and ensure consistent quality.
Continuous Process Improvement and Benchmarking
Continuous process improvement and benchmarking help procurement teams reach higher ROI over time. Regularly reviewing internal processes identifies bottlenecks, inefficiencies, and outdated practices. Companies can use tools like Lean or Six Sigma, or simply hold routine process audits to spot areas for improvement. Benchmarking against industry standards and peer companies allows organizations to measure their performance and set realistic targets. By always aiming for a “better way” and learning from others, procurement teams can adapt to new market needs, adopt proven innovations, and push ROI even higher.
Regular Reporting and Stakeholder Communication
Regular reporting and stakeholder communication are crucial for sustained procurement ROI. Transparent and timely reports keep leadership, finance teams, and business units informed about procurement performance and cost savings. Sharing data about KPIs such as cost reduction, compliance, and supplier performance builds trust and helps justify procurement investments. Engaging stakeholders in procurement planning and goal-setting ensures alignment with overall business objectives. Frequent updates and open communication channels make it easier to secure support and resources for future procurement initiatives. This shared understanding helps everyone focus on value creation and continuous improvement.
Real-World Examples and Industry Benchmarks
Case Study Table: Cost Savings & ROI Across Industries
Case studies and benchmarks are key when you want to see real procurement ROI in action. Many industries track procurement savings and return on investment to measure their performance and compare with others. This helps companies spot where they stand and identify areas to get better results.
Here is a simple table showing examples of typical procurement cost savings and ROI percentages in different sectors. These numbers can vary depending on company size, procurement maturity, location, and product type, but they give a helpful benchmark.
| Industry | Direct Cost Savings | Indirect Savings | Average ROI (%) | Notes |
|---|---|---|---|---|
| Manufacturing | 6% — 12% | 2% — 4% | 150% — 250% | Strong focus on materials |
| Retail & E-Commerce | 4% — 10% | 2% — 5% | 125% — 200% | Fast-moving inventory |
| Healthcare | 8% — 16% | 4% — 7% | 175% — 300% | Regulated, indirect focus |
| Hospitality | 5% — 9% | 3% — 6% | 120% — 180% | Services, food, consumables |
| Technology | 3% — 7% | 1% — 3% | 100% — 160% | Software, hardware, services |
| Small Businesses/SMEs | 2% — 5% | 1% — 3% | 80% — 130% | Lower spend, but flexible |
Direct cost savings come from negotiating better prices, bulk buying, or choosing alternative suppliers. Indirect savings often result from streamlining procurement processes, reducing errors, or improving delivery times.
Example Calculations and Scenario Breakdown
Let’s bring these numbers to life with a simple procurement ROI example. This will show how a company might calculate its own ROI from procurement improvements.
Scenario:
A medium-sized retailer wants to assess the return on investment after switching to a new supplier and improving their procurement system.
- Annual procurement spend: $1,000,000
- New cost savings from negotiations: $70,000
- Process improvements/efficiency savings: $20,000
- One-time investment in software and training: $25,000
Calculation:
- Total Benefits:
$70,000 (direct savings) + $20,000 (indirect savings) = $90,000 - Total Costs:
$25,000 (implementation cost in the first year) - Procurement ROI Formula:
ROI = (Total Benefits – Total Costs) / Total Costs
ROI = ($90,000 – $25,000) / $25,000 = $65,000 / $25,000 = 2.6, or 260%
What does this mean?
The retailer’s procurement project returned $2.60 for every $1 spent in the first year. From year two onward, if the savings continue and costs drop (since the investment is already made), the ROI could be even higher.
Scenario tip:
Even if your business is smaller or spends less, the structure of the calculation stays the same. Always count all sources of procurement value, not just direct price cuts.
Benchmarks and examples like these make it easier to justify investments in procurement improvements and track progress over time. This is especially useful when presenting your case to leadership or other departments.
Tools and Strategies for Small Businesses Sourcing from China
How Sourcing Agents Add Measurable Value
How sourcing agents add measurable value is a question for many small businesses looking to buy from China. Sourcing agents act as local experts. They help companies find trustworthy suppliers. By speaking the local language, they can negotiate better prices and manage quality. Sourcing agents also reduce risks by performing quality checks before goods are shipped. This can save you from receiving defective products or losing money to scams. Many businesses notice fewer delays and better pricing when they use a local agent to handle communication and logistics.
Sourcing agents add measurable value by providing transparency in costs and timelines. They often have knowledge of the real market prices in China, so you pay fair rates. Some agents can even get bulk discounts from manufacturers. By consolidating multiple suppliers or shipments, agents help lower shipping costs and customs fees. Overall, having a sourcing agent means faster problem-solving and less stress for your procurement team.
Tips for Overseas SME Procurement Teams
Tips for overseas SME procurement teams are important for smoother purchasing from China. One of the first tips is to always request product samples before making a large order. This helps you check the quality early and avoid surprises later.
Another important tip is to build strong communication habits with your suppliers. Use clear and simple English and confirm every agreement in writing. If possible, schedule regular video calls to discuss progress. It is also best to work with suppliers who offer clear contracts and can provide references.
Think about using a third-party inspection service before shipping. This extra step can save your business from receiving goods that don’t meet your standards. Lastly, always have a backup supplier. Sometimes orders are delayed or factories get too busy, so a backup can keep your business running smoothly.
Recommended KPIs for Importers and Wholesalers
Recommended KPIs for importers and wholesalers help you track your procurement performance. One of the most important KPIs is on-time delivery rate. Tracking this shows how often your suppliers deliver when promised.
Another useful KPI is defect rate. This tells you the percentage of goods that do not meet your agreed quality standards. Lower defect rates mean better supplier performance and fewer returns.
Cost savings is another popular KPI. This can include savings by negotiating better prices, improved shipping rates, or identifying better suppliers. Order cycle time is also key, showing how fast you can place and receive orders.
Other valuable KPIs include:
- Compliance rate with agreed contracts
- Supplier communication response time
- Number of supply disruptions in a set period
Choosing the right KPIs lets you see where you are succeeding and where you need to improve.
Using Procurement Dashboards and Tracking Platforms
Using procurement dashboards and tracking platforms makes it easier to manage all stages of buying from China. Dashboards give you a visual overview of important KPIs like order status, delivery times, and supplier performance. You can quickly see if any deliveries are delayed or if there are repeat quality issues.
Procurement tracking platforms allow you to automate data collection and create real-time reports. This saves you time compared to manual tracking in spreadsheets. These platforms also help you catch problems early, by sending notifications if a shipment is running late or a defect is detected.
Some modern platforms offer integration with email and messaging apps, so your whole team gets updates instantly. Over time, tracking platforms build a powerful database. This helps with future planning, comparisons, and negotiations.
For small businesses, starting with a simple online dashboard or even a shared spreadsheet can increase visibility and control. As your business grows, consider investing in more advanced procurement software to support your long-term strategy.
Tables and Bullet Lists
Sample Table: Procurement KPI Metrics and ROI Impact
Below is a sample table that shows common procurement KPI metrics and their typical impact on procurement ROI. This table helps companies and procurement teams quickly compare different focus areas and understand their value.
| KPI Metric | Description | ROI Impact Example |
|---|---|---|
| Cost Savings (Direct) | Reduction in purchase price | 10% decrease boosts ROI quickly |
| Cost Avoidance | Prevented extra costs or price hikes | Keeps ROI stable long-term |
| Spend Under Management | Portion of total spend managed | Higher control = better ROI |
| Procurement Cycle Time | Time from request to purchase | Faster process saves money |
| On-Time Delivery Rate | Suppliers deliver as promised | Reduces downtime, raises ROI |
| Compliance Rate | Following contracts/policies | Avoids penalties, lifts ROI |
| Supplier Defect Rate | Percent of problems in received goods | Lower issues, less waste, more ROI |
| Risk Mitigation Activities | Steps taken to lower supply risks | Fewer disruptions, stable ROI |
| Sustainability Initiatives | Eco-friendly procurement actions | Adds value, improves reputation |
This table provides a clear summary for easy understanding and fast decision-making. Adjust numbers and descriptions for your own organization as needed.
Common Procurement ROI Pitfalls (Bullet List)
When measuring procurement ROI, organizations often face similar challenges. Here are some common pitfalls to watch for:
- Using only cost savings and ignoring other value areas
- Failing to track indirect and process-driven savings
- Overlooking supplier performance impacts like quality and delivery rates
- Not integrating procurement data with financial systems
- Inconsistent KPI definitions or changing measurement standards
- Neglecting compliance and contract management metrics
- Underestimating the time needed for accurate data collection
- Relying on manual reporting instead of automation tools
- Focusing on short-term wins over long-term value
- Missing alignment with wider business goals
Avoiding these pitfalls can make procurement ROI tracking more reliable and actionable.
Top Tips for Effective Procurement ROI Evaluation (Bullet List)
To get the best results from your procurement ROI evaluation, follow these simple tips:
- Clearly define what each KPI means for your organization
- Use both direct and indirect (process, risk, compliance) savings in your calculation
- Integrate procurement systems with accounting and analytics tools
- Regularly update and review procurement data for accuracy
- Set ROI benchmarks based on your business size and industry
- Communicate results and insights with leadership and other departments
- Use dashboards for real-time tracking of key metrics
- Work closely with suppliers to monitor and improve performance
- Train your team on procurement analytics and automation tools
- Keep your processes flexible to adapt when market conditions change
Following these practical tips will help ensure you measure procurement ROI in a way that is realistic, useful, and supports smarter decisions.
Frequently Asked Questions (FAQ)
What are the most important procurement ROI metrics for small businesses?
For small businesses, the most important procurement ROI metrics are cost savings, spend under management, and procurement cycle time. Cost savings show if you are buying supplies or products at better prices. Spend under management helps you see how much of your buying is controlled and efficient. Procurement cycle time measures how fast you can complete buying steps from request to payment. Tracking these lets small businesses save money, speed up operations, and reduce mistakes. Other useful metrics include supplier on-time delivery and compliance rates with your company’s purchasing rules.
How can SMEs improve procurement efficiency when sourcing from China?
SMEs can improve procurement efficiency in China by using sourcing agents, standardizing their processes, and leveraging online platforms. Sourcing agents can find reliable suppliers, handle communication, and help avoid language barriers. Standard templates for orders and contracts speed up negotiations and reduce misunderstandings. Online platforms make it easier to compare suppliers and prices fast. Good planning, clear product specifications, and regular supplier evaluation also help. Most importantly, having simple key performance indicators (KPIs) makes tracking progress and finding areas to improve much easier.
What role do sourcing agents play in measurable procurement ROI?
Sourcing agents play a key role in measurable procurement ROI by finding the best suppliers, negotiating better prices, and ensuring product quality. They help small businesses navigate the local market, reduce risks related to fraud or delays, and handle quality checks before shipping. This support can lead directly to lower purchasing costs, faster lead times, and increased reliability, all of which are tracked in typical procurement ROI metrics. A good sourcing agent can also increase value by advising on shipping, customs, and local regulations.
How often should procurement ROI be reviewed and reported?
Procurement ROI should be reviewed and reported at least every quarter (three months). Regular reviews let businesses catch issues quickly and adjust their procurement strategy. For companies with more frequent purchases, monthly reporting may be useful for spotting trends and acting fast. At a minimum, an annual review is needed for end-of-year planning. Sharing these reports with finance and leadership teams ensures everyone understands the value created by procurement.
What risks should importers consider when comparing procurement ROI metrics?
Importers should consider risks such as exchange rate fluctuations, hidden supplier costs, and unstable supply chains when comparing ROI metrics. Other common risks include product quality issues, communication problems, and unexpected delays due to customs or logistics. If ROI calculations ignore these risks, the numbers may look better than the real situation. It’s smart to include potential risk costs in total calculations, and to track failed deliveries or defects as part of performance reviews.
Can technology and automation truly improve procurement ROI for e-commerce sellers?
Yes, technology and automation can greatly improve procurement ROI for e-commerce sellers. Using procurement software, e-sourcing platforms, and automated order tracking saves time and reduces manual errors. Automation helps with invoice approvals, comparing supplier quotes, and even spotting risky suppliers early. This leads to lower costs, faster purchasing cycles, and more reliable order fulfillment. Many e-commerce businesses also use dashboards to track key metrics in real time, helping them quickly spot problems and better manage suppliers.
How can Supplier Ally help quantify procurement success for overseas clients?
Supplier Ally helps quantify procurement success for overseas clients by providing clear KPIs, cost-saving reports, and supplier performance dashboards. They track important data like purchasing costs, delivery times, and product quality rates. Supplier Ally also offers regular progress updates, easy-to-read charts, and expert advice to help clients understand how well their procurement process is working. By giving direct numbers and useful comparisons, Supplier Ally makes it easy to measure and improve procurement ROI for clients sourcing from outside their home country.
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