Winning with procurement and professional buyers-Winning-with-procurement-and-professional-buyers-redux-2022

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Video Summary

The speaker, a lifelong procurement professional turned consultant, argues that procurement is not a “dark art” or simply a cost-cutting function, but a strategic one focused on driving value and growth. He explains that modern procurement operates in a VUCA world of volatility, uncertainty, complexity, and ambiguity, where buyers must manage large spending volumes, supply chain risks, sustainability, and internal stakeholder needs.<br /><br />He outlines how buyers are measured through many KPIs beyond price, including spend management, contract coverage, total cost of ownership, and CO2 impact. He also describes the strategic buying process: understanding internal needs, analyzing the market, selecting suppliers, contracting, and managing supplier relationships over time.<br /><br />For salespeople, his key message is to understand how buyers think and position themselves accordingly. He introduces a relationship model built around five expectations: caring, competing, continuous improvement, responsiveness, and helping the supplier win too. Sellers should assess themselves against these areas, identify gaps, and create action plans.<br /><br />His overall advice: build trust, bring real insights, support the procurement process, and align your goals with the buyer’s goals to create mutual value.

Keywords

procurement

strategic buying

supplier relationships

value creation

buyer expectations

VUCA

contract management