Flip The Script

The Corporate Underdog

If you work in procurement you may have felt misunderstood, disrespected, undervalued, or sometimes flat-out ignored.?

Procurement consistently works to escape the mindset from internal stakeholders that they are the "police" or the "gatekeeper" that gets in the way of the objective.

The old-school perception of what we do has given procurement a bad rap and over the last few years, renegades in the function are flipping the script and showcasing specific traits that are earning the respect of those that they serve.?

We are going to highlight procurement rockstars and share their stories in this latest edition of Procurement Legacy.?

Earning the respect of our stakeholders, customers, employees, vendors, and leadership is all about exceeding expectations, and going above the call of duty. It requires collaboration, integrity, strategy, resiliency, Innovation, and a positive mindset.

After interviewing hundreds of procurement professionals about how to earn respect and change the perception of the function, there were six points that continued to be a focus for the well-respected procurement pro.?

We will be breaking down these traits and discussing real-life stories of how procurement has earned the respect they need to get things moving in the right direction.?

Collaborative

Making collaboration a priority and developing a clear process and goals visible to everyone involved will ensure that the value of the function is understood. Going above and beyond to ensure strong communication across teams in crucial to the success of anyone in business. An honest, humble approach will win the respect of those around you and build trust.

Mrs Procurement Rockstar was working on a procure-to-pay project for a Fortune 500 QSR organization and as she outlined her strategy for the project she wanted to ensure that the end-users had a voice and were given an opportunity to provide feedback before any decisions were made.?

She created a focus group of end-users that would be creating purchase requests within the procure-to-pay tool. The focus group incorporated end-users from remote areas that have reported the most amount of issues with the existing tool. After surveying the focus group to deeply understand the current pains she began to build the RFP.?

Once the team narrowed down the vendors to two she put it to a bake-off. End-users and stakeholders were able to clearly see that their requirements were considered and work was done to ensure a proper solution to their current pains. The most easy-to-use platform won!

The implementation of the best-in-class P2P solution was a great success for the entire organization - 3 years later that solution grew to support the Fortune 500 QSRs global footprint. Mrs. Procurement Rockstar gives all the credit to close collaboration with stakeholders and end-users.??

Integrity

Do you do what you say that you’ll do??

Your rep needs to be on lock to earn the trust and respect you need to move the needle in your organization. If you say that you will do it, keep your word, especially in working with anyone outside of your team.

Mr. Procurement Negotiator was thrown into a software contract negotiation at his new company and was not made fully aware of the history between his new company and the software vendor. So he started doing some digging and he discovered that the CEO of the software company had been sending gift card links to each member of his team - one of which he accepted after just starting at the company. Despite the nerves of telling his new boss that he accepted a gift from a potential vendor before realizing he would be negotiating with them weeks later, he was honest and transparent and it was well received by senior leadership. Since then he has been promoted and is now the VP of procurement at a fast-growing company in the biotech space.?

Innovative

New innovative technologies are hitting the market and existing technologies are innovating with your competitors in record-breaking numbers. By embracing new trends, technologies, and market intelligence, procurement teams can respond quickly to disruptions, identify emerging suppliers, and capitalize on new opportunities. This adaptability is crucial in today's rapidly evolving business landscape.

Introducing Mrs. GameChanger!?

After working with legacy systems for 30+ years within manufacturing organizations this procurement pro was on a mission to leave the dreaded life of manual work in the dust. Without a budget or time to discover new technologies, she decided to reach out to her network for help. She started exploring strategies to automate by working to uncover gaps that exist in their source-to-pay tech landscape. With the top priorities in mind, she outlined a few focus areas to drive innovation.?

Mrs. GameChanger had a vision of transforming the procurement function into a hub of innovation and strategic value.

She began her journey by immersing herself in industry knowledge, attending conferences, and networking with other procurement pros.?She learned a lot!

She quickly identified an opportunity to automate the supplier onboarding process. After doing her own research, she was ready to gain support for her ideas, she collaborated with cross-functional teams, including IT and finance, to develop a business case for the solution. After presenting the potential cost savings, improved efficiency, and reduced risks associated with manual processes. Her project got the green light from leadership.

As the supplier management platform yielded positive results, Mrs. GameChanger didn't stop there. She worked with the supplier management platform to improve their supplier data capabilities so that her organization could begin to focus on other initiatives like ESG and supplier diversity.?

The new features now available within the supplier management platform empowered Mrs. GameChanger and her team to identify trends and track key performance indicators. Now the team negotiating better deals with suppliers based on comprehensive market analysis and supplier performance metrics.

Mrs. GameChanger’s innovative initiatives didn't go unnoticed. Her efforts earned recognition from both within the company and her network. She is now one of the strongest female voices in procurement, speaking at conferences, sharing her experiences, and inspiring others to drive innovation in procurement.

Need some helpful tips to start building a case for automation??

Resilient

A crucial principle for a procurement pro is a proactive mindset, adaptability, and a focus on long-term sustainability. It takes time to learn how to push through the hard, and the uncertain to build resilience that will help you effectively manage risks, maintain business continuity, and drive value for your organization. A resilient procurement professional thrives on strong relationships with suppliers, stakeholders, and internal teams. Understanding that we are stronger together. We bounce back faster if we’ve established trust and relationships with others.?

Remember the lockdowns??

Mr. Overcomer sprang into action when the lockdowns and shortages became the new normal during the Covid pandemic. He formed an emergency response team, bringing together reps from various departments.

They analyzed the impact of the pandemic on the supply chain and developed contingency plans to mitigate risks.

Mr. Overcomer maintained close contact with suppliers, staying updated on their production capabilities, challenges, and any potential disruptions. He reassured them of the company's commitment to long-term partnerships and worked collaboratively to find innovative solutions.

When faced with shortages of critical products, he searched for alternative suppliers, diversified, and explored new sourcing regions. He adapted quickly to changing market dynamics, identifying suppliers that had the capacity to meet the increased demand for certain products.?

Mr. Overcomer focused on strengthening relationships with existing suppliers. He empathized with their struggles, offering support - working together to find mutually beneficial solutions. He negotiated flexible payment terms, and adjusted delivery schedules to accommodate the struggling supply base.

Mr. Overcomer’s leadership and resillence during the most challenging times have positioned him as a respected and admired procurement professional, setting an example for others to follow.

Interested in diversifying your supplier base??

Training and support programs are available to congregate your team’s mindset regarding changing how you seek new suppliers, although it can be a long, tricky process. Moreover, you’re reducing risk throughout your supply chain and unveiling yourself to a new world of talent! Suitable suppliers can be challenging to come by, so make the most of a remote world and hire. You can solve more challenges and serve even more customers with more suppliers. As a result, more jobs and economic opportunities are born in underrepresented communities.

Strategic

A respected procurement professional thinks strategically and understands the broader organizational goals, and they align their strategies with the organization's objectives and work to contribute to its success. They analyze market trends, identify opportunities, and they remain curious to ensure that they can leverage their continuously improving knowledge and skillset to make informed decisions that support long-term value creation.

In a small but growing technology startup, there was a procurement pro, Ms. GetRDone. She was entrusted with the responsibility of managing procurement activities for the company, despite having a small team and limited resources.

She was determined to be strategic and make a significant impact on the organization's growth.

Through proactive engagement and open communication, Ms. GetRDone established long-term partnerships with strategic suppliers. She worked closely with them to understand their capabilities, capacity, and innovation potential. This allowed her to tap into their expertise and align their offerings with the company's evolving needs. By building strategic alliances, she was able to negotiate better terms, secure priority access to new products, and gain a competitive advantage in the market.

Today, Ms. GetRDone’s strategic mindset and determination have become embedded in the company's culture. Her influence extends beyond procurement, with other departments seeking her guidance and expertise in strategic decision-making.

Encouraging

A respected procurement pro maintains a positive attitude, exhibits strong communication skills, and acts as an example. Making the time to mentor and uplift team members and procurement professionals that are new to the function. They approach their work with diligence, competence, and a commitment to help inspire others to continuously improve.

Meet Mr. Encourager, he was taught the power of teamwork and collaboration at a young age by playing baseball all throughout high school and college.?

As a leader, he understood that the success of the procurement function depended not only on individual capabilities but also on the strength of the team and the power of the network.

Mr. Encourager took every opportunity to encourage and motivate his team. Recognizing that a positive attitude creates a fun and inspiring work environment that fosters creativity and productivity. He regularly acknowledged team members' achievements and contributions with weekly team meetings to celebrate wins. They created an atmosphere where everyone felt valued and inspired to go above and beyond.

He invested in professional development opportunities and organized training sessions, workshops, and seminars to enhance technical knowledge and promote continuous learning by pulling in people from his network to speak to the team. Mr. Encourager’s dedication to encouraging the team and his network created a ripple effect, elevating the entire procurement organization.

In conclusion

A well-respected procurement professional is fueled by passion. Passion for their work, passion for making a difference, and passion for leaving a legacy. They inspire others through their unwavering dedication, their tireless pursuit of excellence, and their unwavering belief in the power of procurement to transform organizations and drive sustainable success.

So, let us strive to be these well-respected procurement professionals, embodying the qualities that define greatness in our field. Let us lead with integrity, foster collaboration, and ignite innovation. Let us inspire others to join us on this incredible journey, as we collectively shape the future of procurement and leave a lasting mark on the organizations we serve.