Solar equipment is expected to operate for decades. As a result, procurement decisions can influence project cost, delivery, reliability and energy production long after installation. In this interview with renewables.GE, Mariam Qemashvili discusses the strategic role of procurement in solar projects, the risks of informal purchasing and the value of reliable supplier relationships.

A career built around communication and strategy

renewables.GE: How did you enter procurement, and what attracted you to this area of business?

Mariam Qemashvili: My strengths have always been languages, communication and working with people from different cultures. I began my university studies in International Relations and, from the very beginning, joined a French company as a Procurement Project Assistant. I quickly realised that procurement combined everything I enjoyed most: international communication, negotiation, problem-solving and business strategy. More than ten years later, I still believe it was the right career choice.

renewables.GE: What does your work at Insta involve from day to day?

Mariam Qemashvili: My daily work focuses on communication, planning and strategic support. I work closely with suppliers and internal teams, monitor global market and economic developments that may affect our industry, analyse procurement risks and opportunities, and make sure our supply chain supports the company’s business objectives. A significant part of my role is anticipating challenges before they become problems.

Procurement begins before the purchase

renewables.GE: In a solar project, where does the procurement process usually begin?

Mariam Qemashvili: Not only in solar projects, but in every project, I believe procurement should be involved from the very beginning. Procurement should participate in evaluating whether the project is financially viable, assessing supply-chain risks, reviewing delivery timelines, and identifying opportunities to optimise specifications or commercial conditions. Early procurement involvement enables better decisions, reduces risk and ultimately contributes to a more successful and profitable project.

renewables.GE: What makes buying solar equipment different from ordinary company purchasing?

Mariam Qemashvili: Buying solar equipment is fundamentally different from ordinary company purchasing because you are not simply buying products; you are buying the future performance of an energy-generating asset. A purchasing mistake can reduce energy production for 20 to 25 years, which makes the procurement process much more technical and risk-focused. Companies need to consider total cost of ownership, levelised cost of energy, long-term energy yield, expected equipment life and warranty conditions.

renewables.GE: Is the lowest price often the best offer, or what else should companies compare?

Mariam Qemashvili: The lowest price is almost never the best offer. Every company should have clear evaluation criteria based on its business needs, project requirements and budget. Besides price, companies should compare product quality, technical performance, warranty, supplier reliability, delivery time, after-sales support and total cost of ownership. The best procurement decision is the one that delivers the greatest long-term value, not simply the lowest upfront cost.

“The best procurement decision is the one that delivers the greatest long-term value, not simply the lowest upfront cost.”

When procurement becomes a strategic function

renewables.GE: As solar companies grow, when does professional procurement become necessary?

Mariam Qemashvili: Professional procurement becomes essential when a solar company grows beyond simple purchasing and begins managing multiple projects, suppliers and significant inventory. At that stage, procurement is no longer just about buying at the lowest price. It becomes a strategic function that reduces costs, manages risk, ensures reliable supply, and directly improves profitability and competitiveness.

“Procurement is no longer just about buying at the lowest price. It is a strategic function that reduces costs, manages risk and supports reliable project delivery.”

renewables.GE: What can a company lose when procurement remains an informal responsibility shared between several people?

Mariam Qemashvili: When procurement lacks clear ownership, companies often face inconsistent pricing, missed savings, excess inventory, supply disruptions and poor supplier relationships. Over time, this leads to higher costs, lower efficiency and reduced profitability.

renewables.GE: What are the most common risks when selecting international suppliers or equipment brands?

Mariam Qemashvili: The biggest risks come from choosing suppliers based only on price and overlooking product quality, financial stability, warranty support, delivery reliability and local technical service. A poor supplier choice can result in project delays, costly failures and long-term warranty issues.

Advice for Georgian solar companies

renewables.GE: What advice would you give Georgian solar companies that want to improve their procurement process?

Mariam Qemashvili: Treat procurement as a strategic function, not just purchasing. Focus on long-term value rather than the lowest price, build strong partnerships with reliable suppliers, standardise procurement processes, and invest in planning and market analysis. Good procurement can become a significant competitive advantage.

renewables.GE: You have built a strong professional presence on LinkedIn. How has sharing your experience publicly affected your work and professional relationships?

Mariam Qemashvili: It has helped me build credibility and expand my professional network. It has led to valuable discussions with industry experts, new business opportunities and stronger relationships with suppliers and partners. More importantly, it has reinforced the idea that sharing practical knowledge creates value for the entire industry, while also helping me continuously learn from other people’s experience.

renewables.GE thanks Mariam Qemashvili for taking part in the interview and sharing her practical perspective on procurement and supply-chain management in the solar sector.

Interview responses were provided directly to renewables.GE and lightly edited for clarity and consistency. Photo courtesy of Mariam Qemashvili.