Category Archives: Roles in Purchasing

Moving from defence to attack; how should procurement prepare for growth?

A recent article in the London Times (http://www.thetimes.co.uk/tto/business/economics/article4140463.ece) suggests that businesses in the UK were starting to look at approaches which shift the balance from defence of balance sheets to growth and development. If this sentiment is followed through, then … Continue reading

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Born or Made? The Negotiator

There’s a question which is often floated in discussions about negotiation – are great negotiators born or made? It is true that some people seem to have more affinity to some parts of negotiation – we all know the natural … Continue reading

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Role No. 11 – The Trader

Trading, not Purchasing Given events over the last few years, our standard image of a commodity trader on the floor of a major marketplace such as Chicago may have had a little of the gloss rubbed away from it. However, … Continue reading

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Role No.10 – The Developer

In some parts of the world, developing suppliers to increase their ability to contribute value is as natural as breathing. It has been a staple in the world of Automotive Purchasing for at least three decades. However, in may other … Continue reading

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Role No.9 – The Persuaders

In amongst all of the other roles we have to undertake, there is one which remains switched on all the time – that of the Persuader. In reality, this is split into a number of different approaches, focussing both internally … Continue reading

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Role No. 8 – The Marketeer

There’s a strong tradition in purchasing organisations of finding marketing organisations to be a tough nut to crack – strong stakeholder groups with a clear view of how they want to spend their budget and with whom they wish to … Continue reading

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Role Number 7 – The Leader

In Purchasing, and particularly within Category Management, there is a need for clear leadership to navigate a path through the challenges of making big change in organisations. Without strong leadership and associated vision it is unlikely that an excellent category … Continue reading

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