The buyer’s profile has changed. The ‘order taker’ is a thing of the past and has given way to a strategic professional, with skills that go well beyond technical issues.
Behavioral skills have become more and more relevant to procurement professionals. Today, it’s vital to establish successful partnerships, and not just one-off negotiations.
In this post of ME’s blog, we share the most common feedbacks to inspire procurement professionals, with tips on books, movies and TV series.
Enjoy the reading!
You must know both the market and competitors of your company
In addition to daily activities, buyers must strive to know the market in depth and their competitors. In this way, they will be able to stay updated on trends, foresee threats, identify opportunities for innovation and propose solutions to meet consumer needs.
|TV series tip|
|Mad Men – 2007
It depicts the advertising universe of the 60’s in New York. The series shows the agencies’ strategies to understand consumers’ desires and create impactful campaigns, in addition to the cultural and social changes of that time.
You must know how to negotiate and develop strategic partnerships with suppliers
In a competitive market, the art of negotiation is really indispensable. To develop such art, you must consider important skills and techniques when negotiating with suppliers – such as empathy, clear and objective communication, and knowledge about the product and the market, among other factors that are relevant to build a win-win relationship and trust.
|The Practical Negotiation Handbook – Melissa Davies
The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author’s experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small.
You must establish a strategic relationship with inner areas
A good communication in all negotiations, in a clear and ethical way, is important not only to streamline procurement processes, but also to establish an effective relationship with partners. In addition to establishing good relationships with suppliers, buyers must look inside the organization and look for strategies to strengthen their ties with internal customers.
|Being Genuine: stop being nice, start being real – Thomas d’Ansembourg
In this English translation of the French bestseller, readers will learn simple, practical skills to step outside of their emotional masks to live a genuine, authentic life. Teaching everyday communication skills to respectfully express true feelings and the power of requesting wants without demands or force, readers learn how to tackle life’s difficult situations and conversations with ease and even excitement.
You must stay resilient in critical occasions
The dynamism of the procurement area requires professionals who are always more resilient and adaptable. The ability to adapt quickly to changes is crucial to face obstacles that will certainly arise. Therefore, keeping calm in critical moments is one of the most important skills to make decisions that will bring the best results.
|Chatter: the voice in our head, why it matters and how to harness it – Ethan Kross
In Chatter, acclaimed psychologist Ethan Kross explores the silent conversations we have with ourselves. Interweaving groundbreaking behavioral and brain research from his own lab with real-world case studies. Kross explains how these conversations shape our lives, work, and relationships. He warns that giving in to negative and disorienting self-talk—what he calls “chatter”—can tank our health, sink our moods, strain our social connections, and cause us to fold under pressure.
You must have an analytical view and go beyond data extraction
Converting data into strategic decisions means to bring intelligence into the business. Therefore, it isn’t enough accessing a host of information if you don’t look for actions that will favor your procurement area. Nowadays, procurement professionals must be analytical, and be able to analyze data critically and solve problems based on facts, not mere assumptions.
|Moneyball – 2011
The film, starred by Brad Pitt and based on true facts, tells the story of Billy Beane, manager of the Oakland Athletics baseball team, who developed a sophisticated statistical analysis of contracted players, to leverage the team’s position in the championship.
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See you next time! 😉