6 of the Most Common Interview Mistakes in Procurement (and How to Avoid Them)

For mid and senior-level procurement professionals, securing the right role can be increasingly challenging. The more senior you become, the higher the expectations - not only in terms of technical expertise but also in demonstrating leadership, strategic thinking, and the ability to drive business outcomes.

As someone who has worked extensively with procurement professionals, I know how difficult the interview process can feel. Over the years, I’ve helped clients go from feeling underprepared and frustrated to confident and ready to excel in interviews. I’ve seen first-hand how important preparation is - not just to secure an interview, but to ensure you perform at your best when the opportunity comes.

If you’re feeling unsure about how to position yourself, or if interviews have been a sticking point for you in the past, you’re not alone. The good news is that these challenges are solvable - with focus, preparation, and the right support.

6 of the Most Common Procurement Interview Mistakes

Here are six key mistakes I see mid and senior-level candidates make during interviews - and how to avoid them:

1. Focusing on tasks rather than outcomes One of the most frequent errors is describing responsibilities rather than achievements. For example, explaining that you “negotiated supplier contracts” or “led a procurement team” isn’t enough. Hiring managers want to know what you delivered, whether it was cost savings, improved supplier performance, or risk mitigation - and how you achieved it.

2. Not bringing experience and personality to life While a strong CV might secure you the interview, how you present your experience is what ultimately matters. Simply listing accomplishments doesn’t show the full picture. Were you driving change in a challenging environment? Did you influence key stakeholders? Senior roles demand more than technical expertise. They require leadership and collaboration, which need to come through in your answers.

3. Struggling to articulate unique value Why should a company hire you? What makes you stand out from other experienced professionals? Failing to answer these questions clearly can make even the most qualified candidates blend in.

4. Overlooking relationship-building skills Procurement is fundamentally a relationship-driven function. Whether it’s working with suppliers, collaborating with internal teams, or managing a team, you need to demonstrate how you’ve built and nurtured relationships to achieve business goals. Show them how you do this throughout the interview.

5. Not answering the specific questions asked or providing overly long answers Another common mistake is failing to address the question directly or going off on tangents. Senior hiring managers value clear, succinct answers that stay on topic and provide relevant examples. If you ramble or miss the point, you risk losing their attention or appearing unprepared.

6. Insufficient research on the company and role Walking into an interview without a clear understanding of the company’s strategy, procurement challenges, or market position can make you seem unprepared. At senior levels, you need to show alignment with their goals and values.

Why Preparation is Key - Before You Even Need It

One of the biggest mistakes I see is waiting until an interview is secured to start preparing. While preparation at that stage is vital, being proactive- long before you need it - will help you feel more confident and ultimately increase your chances of securing the right role.

At the senior level, interviews are no longer about “checking boxes.” They’re about demonstrating how you can bring value to the organisation, lead teams, and solve complex problems. These are skills that require reflection, practice, and refinement to communicate effectively.

How I Help Procurement Professionals Succeed

I’ve supported numerous clients in a variety of ways to transform their interview performance:

?? Highlighting your achievements and impact I help you go beyond listing tasks to uncover the tangible outcomes you’ve delivered. Whether it’s driving millions in savings, building resilient supply chains, or delivering strategic projects, we make sure your contributions are clearly articulated.

?? Tailored support based on your goals For example, I recently worked with a client preparing for their first interview in years. After helping them succeed in that initial meeting, I’m now supporting them as they prepare a presentation for the board. For another client, we’ve started role-playing CPO interview questions with live feedback for every response. This tailored, hands-on approach is helping them build the confidence to communicate their value in a way that feels aligned with the role and organisation they’re targeting.

?? Practising interviews in a safe, constructive environment Many candidates struggle with confidence. By practising in a supportive setting, you’ll refine your answers, tackle tough questions, and prepare for presentations or case studies with honest feedback.

?? Articulating your unique value Together, we’ll define your strengths and differentiators - whether it’s your leadership approach, stakeholder engagement skills, or ability to innovate and tailor these to the roles you’re targeting.

?? Building confidence in communication Senior-level interviews require clear, succinct, and impactful answers. We’ll ensure your responses are structured and engaging, leaving no doubt about the value you bring.

Practical Steps to Prepare for Your Next Role

If you’re considering a career move this year, start preparing now. Here are a few steps you can take today:

1?. Identify your achievements and impact Take time to reflect on your key successes. Focus on measurable outcomes (e.g., savings, efficiencies, or risk reductions) and how you achieved them.

2?. Research your target roles and industries Stay informed about market trends, key challenges, and the priorities of companies you’re interested in. This will help you position yourself effectively.

3?. Rehearse your answers Prepare responses to common questions, such as:

• “How have you driven procurement strategy in your role?”
• “Can you share an example of managing a challenging stakeholder or supplier?”
• “What steps have you taken to align procurement with business objectives?”

4?. Develop thoughtful questions Show genuine interest by preparing questions about the company’s goals, challenges, and procurement strategy.

5?. Seek feedback and support If you’re unsure about how you’re presenting yourself or feel underprepared, personalised career coaching can make a significant difference.

Why Work With Me?

As a career coach specialising in procurement career development, I’ve helped countless professionals successfully navigate interviews and secure roles they’re excited about. My approach is tailored to each individual, drawing on years of experience working with professionals at all levels.

From refining your interview answers to preparing for case studies or presentations, I provide constructive feedback and practical strategies to help you stand out. Together, we’ll ensure you’re not just prepared - you’re confident and ready to show the very best version of yourself.

If you’d like support preparing for your next step, I’d love to hear from you.

I work with UK-based procurement professionals to gain clarity and confidence in their career choices and visibility in their job search. Book a FREE 30-minute career consultation to discuss this further.

FREE Procurement Job Search Support coming for 2025 – join the waitlist here.

View my services at Narrate Your Career.

In a more competitive job market, feeling confident in interviews is key. Please like, comment, or share this for those that might need some help with their procurement job search in 2025. And don’t forget to follow me for regular content like this.

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