Category: Relationships

Communication, Leadership, Procurement, Relationships, Teamwork, Technology, Transformation

Building Resilience in Procurement Teams: Skills Every Professional Will Need in the Next 5 Years

By Lourdes Coss, MPA, NIGP-CPP, CPPO

In the face of unprecedented change, public procurement teams are being asked to do more—with less. Whether it’s responding to supply chain disruptions, navigating regulatory shifts, adapting to new technologies, or managing rising stakeholder expectations, one thing is clear: the next five years will demand more than technical skills.

It will demand resilience—organizational and personal.

Resilience isn’t just about bouncing back from adversity. It’s about anticipating change, adapting quickly, and continuing to deliver value under pressure. For procurement teams, this means rethinking how we hire, train, and lead.

Why Resilience Matters in Procurement

Procurement professionals are operating in a landscape that is:

  • More complex – with emerging priorities like sustainability, equity, and risk mitigation.
  • More digital – with automation, AI tools, and data analytics transforming the way we work.
  • More visible – with public scrutiny, political pressure, and media attention amplifying missteps and delays.

Resilience equips teams not just to survive these shifts, but to lead through them.

Five Skills Procurement Professionals Must Develop to Stay Resilient

Here are the capabilities every procurement team should prioritize:

1. Adaptability

Procurement professionals must be ready to pivot—whether it’s switching sourcing strategies, responding to new regulations, or learning new technology. Adaptability means staying grounded when everything around you changes.

Development Tip: Incorporate scenario planning and change exercises into team meetings.

2. Data Literacy

Data is no longer a back-office function. Teams that can interpret, visualize, and act on procurement data make better decisions—and gain credibility with leadership.

Development Tip: Train staff to use data dashboards and connect KPIs to outcomes, not just compliance.

3. Emotional Intelligence (EQ)

Resilient teams manage stress, resolve conflict, and communicate with empathy. EQ allows procurement professionals to maintain stakeholder relationships even under pressure.

Development Tip: Offer EQ assessments and workshops to build self-awareness and interpersonal skills.

4. Strategic Communication

It’s not enough to be right—you have to be understood. Procurement professionals need to convey complex processes and policy decisions in ways that resonate with executives, elected officials, and the public.

Development Tip: Teach storytelling techniques and develop communication protocols for internal and external stakeholders.

5. Collaboration Across Silos

Resilient teams don’t isolate themselves. They work cross-functionally—with finance, legal, operations, and program areas—to co-create solutions.

Development Tip: Embed procurement staff in project teams and use joint planning sessions to build trust and shared ownership.

Leadership’s Role in Fostering Resilience

Resilience starts at the top. Procurement leaders can:

  • Normalize learning from failure.
  • Build psychological safety so staff feel supported through change.
  • Recognize flexibility and collaboration—not just speed and output.
  • Prioritize professional development, even when budgets are tight.

The most resilient procurement teams are not those that avoid disruption, but those that prepare for it, respond intentionally, and adapt with purpose.

A Final Word

The next five years will reshape public procurement—whether we’re ready or not. The difference between falling behind and rising to the challenge will come down to this: how resilient are our people?

Let’s invest in the human side of procurement. Because resilient teams don’t just weather the storm—they lead others through it.

Communication, Leadership, Procurement, Relationships, Teamwork, Transformation, Uncategorized

Leading with Vision: A Procurement Leadership Imperative

Visionary leadership is a necessary trait for driving meaningful change and fostering innovation. The ability to articulate a compelling vision and garner support is a hallmark of successful leaders. In this article, we’ll explore the art of visionary leadership, drawing inspiration from historical figures and offering five practical tips for procurement leaders to effectively communicate their vision, gain buy-in, and inspire their teams.

Visionary leaders possess a distinctive set of characteristics that set them apart and enable them to guide their teams towards a shared future. There are many qualities that can be listed, but can be categorized into five areas:

  1. Clear and inspiring vision: Visionary leaders possess a compelling and clear vision of the future, which they communicate in an inspiring manner.
  2. Innovative and strategic thinking: They embrace innovation, strategic foresight, and a willingness to challenge the status quo.
  3. Effective communication and passion: They communicate with clarity, simplicity, and passion, fostering a shared commitment to the vision.
  4. Collaborative and Adaptable: Promote collaboration, value diverse perspectives, and adapt strategies to changing circumstances.
  5. Courageous and resilient leadership: They demonstrate courage by taking calculated risks, resilience in the face of setbacks, and ethical decision-making.

Visionary leaders have left their mark in history. Take for example Eleanor Roosevelt. She was a key advocate for human rights, Roosevelt’s visionary leadership was rooted in her commitment to social justice. She effectively communicated a future where every individual’s rights were protected, leaving an indelible mark on history. Another example comes from Winston Churchill. The British Prime Minister during World War II, Churchill’s visionary leadership was evident in his ability to rally the nation against adversity. His speeches, such as “We shall fight on the beaches,” conveyed a vivid picture of the future, instilling courage and determination. There are many other examples of visionary leadership that changed the course of history in different fields.

“Passion is energy. Feel the power that comes from focusing on what excites you.” ~ Oprah Winfrey

These legendary leaders have left insights for those that follow.

  1. Craft a compelling narrative: Develop a narrative that vividly portrays the future state of procurement, emphasizing how it aligns with the organization’s mission and values.
  2. Foster a collaborative environment: Emphasize the collaborative nature of the envisioned future. Solicit input from team members, making them active participants in shaping the vision.
  3. Communicate with clarity and passion: Clearly articulate your vision with passion and conviction. Use storytelling techniques to make the vision relatable and inspire emotional engagement.
  4. Address concerns proactively: Anticipate and address potential concerns or doubts that team members may have. Demonstrating foresight and addressing concerns proactively builds trust.
  5. Celebrate small wins and milestones: Break down the vision into achievable milestones. Celebrate small wins along the way, reinforcing the progress and maintaining motivation within the team.

“Leadership and learning are indispensable to each other.”  ~ John F. Kennedy

Visionary leadership is a powerful force that propels organizations forward. By learning from historical examples and incorporating these practical tips, procurement leaders can effectively communicate their vision, gain buy-in, and inspire their teams to embrace a future marked by innovation and success. Embrace the journey of visionary leadership, and your procurement team will undoubtedly thrive in pursuing a shared future.

Communication, Leadership, Procurement, Relationships, Teamwork, Transformation

Elevating Procurement: Five Tips to Position Your Team as Influential Leaders

Procurement teams play a pivotal role in shaping organizational success. To truly make an impact, procurement leaders must strategically position their teams to wield influence within the organization. Influence is the currency of effective leadership. Let us explore five tips for developing a procurement team that holds sway. 

  • Embrace strategic alignment: Aligning procurement strategies with overall organizational goals is crucial for establishing influence. Historically, companies like Toyota have demonstrated the power of strategic procurement. By integrating suppliers into their production processes, Toyota not only optimized costs but also achieved unparalleled efficiency and quality.

“Aligning procurement strategies with the organizational vision creates a powerful synergy that propels the entire business forward.” ~ Peter Drucker

  • Invest in talent development: Cultivate a team of skilled professionals who understand not only the intricacies of procurement but also possess strong interpersonal skills. The procurement team at Apple, under the leadership of Tim Cook, exemplifies the impact of investing in talent. By building a team with diverse expertise, Cook transformed Apple’s supply chain into a strategic asset, contributing significantly to the company’s success.

“The strength of the team is each individual member. The strength of each member is the team.”  ~ Phil Jackson

  • Leverage Technology and Analytics: In the age of digital transformation, procurement teams must harness the power of technology and analytics. Amazon’s procurement strategy, heavily reliant on data-driven insights, has been instrumental in its success. By leveraging technology, Amazon optimizes costs, ensures efficiency, and mitigates risks, showcasing the transformative potential of digital tools.

“Data is the new oil. It’s valuable, but if unrefined, it cannot really be used.” ~ Clive Humby

  • Forge Strategic Supplier relationships: Building robust relationships with suppliers is not merely a transactional activity but a strategic imperative. The partnership between Procter & Gamble and its suppliers has been pivotal in sustaining the company’s market leadership. By collaborating closely with suppliers, P&G has achieved innovation, agility, and cost-effectiveness, showcasing the profound impact of strong supplier relationships.

“Your most unhappy customers are your greatest source of learning.” ~ Bill Gates

  • Communicate value effectively: To influence the organization, procurement teams must communicate their value proposition effectively. IBM’s procurement team, under the guidance of Louis V. Gerstner, successfully communicated the value of strategic procurement in contributing to overall business objectives. By demonstrating cost savings, risk mitigation, and innovation, IBM’s procurement team earned a seat at the leadership table.

“The art of communication is the language of leadership.” ~ James Humes

To conclude, the role of procurement teams is expanding beyond traditional boundaries. By aligning strategies with organizational goals, investing in talent, leveraging technology, fostering strategic relationships, and communicating value, procurement leaders can position their teams as influential forces within the organization. As the historical examples and wisdom from leadership experts illustrate, an influential procurement team can be a driving force behind sustained organizational success.

‘The best leaders are those most interested in surrounding themselves with assistants and associates smarter than they are.” ~ John C. Maxwell

Communication, Leadership, Procurement, Relationships, Teamwork, Transformation

Engaging Your Procurement Team in Process Improvement

The pursuit of excellence is a continuous journey. One of the most potent tools in a leader’s arsenal for driving innovation and efficiency is the engagement of their team in process improvement initiatives. Beyond the tangible benefits of cost savings and operational streamlining, fostering a culture of active participation among team members can lead to remarkable transformations. Process improvement is not just about efficiency; it’s about adaptability, innovation, and staying ahead in the ever-evolving procurement landscape. 

“Coming together is a beginning, staying together is progress, and working together is success.” ~ Henry Ford

History is replete with examples where engaging a team in process improvement initiatives has resulted in outstanding success stories. 

  • Toyota Production System (TPS), Toyota’s famed lean manufacturing approach. By involving employees at all levels in identifying and eliminating waste from production processes, Toyota revolutionized its operations and set a benchmark for efficiency that the entire automotive industry emulated. The team’s collaborative effort improved productivity and enhanced employee morale, creating a positive feedback loop of continuous improvement in the transformation of Toyota’s production system. The principles of continuous improvement and lean thinking revolutionized the automotive industry.
  • Total Quality Management (TQM), Emerging in the mid-20th century, Total Quality Management became a cultural shift in industries ranging from manufacturing to services. Spearheaded by quality gurus like W. Edwards Deming and Joseph Juran, TQM emphasized a holistic approach to quality, involving every employee in the organization. The principles of TQM, which include continuous improvement and customer focus, transformed how companies viewed and managed their processes, leading to improved product quality and customer satisfaction.

There are other examples with widespread impact, such as Six Sigma and Agile Methodology. Motorola developed Six Sigma in the 1980s, a data-driven decision-making and process optimization approach that contributed to a cultural shift toward continuous improvement and efficiency across diverse sectors. Emerging in the early 2000s, Agile emphasizes iterative development, collaboration, and adaptability to changing requirements. Agile improved the efficiency and speed of software development and fostered a cultural shift toward cross-functional teams, customer collaboration, and responding to change over rigid planning.

Engaging your procurement team in process improvement can yield similar outstanding results. Here are some tips to harness the full potential of your team:

  1. Foster a culture of open communication: Encourage team members to voice their opinions, share insights, and propose improvements. An open and non-judgmental environment fosters creativity and a sense of ownership among team members.
  2. Recognition and rewards: Acknowledge and reward the contributions of team members who actively participate in process improvement initiatives. Recognition not only boosts morale but also motivates others to actively engage in the pursuit of excellence.
  3. Training and skill development: Equip your team with the necessary tools and training to understand and implement process improvement methodologies. This empowers them and builds their confidence in driving positive change.
  4. Set clear goals and objectives: Clearly define the goals of your process improvement initiatives and communicate them to the team. A clear roadmap helps align individual efforts with the overarching objectives, ensuring everyone works towards a common goal.
  5. Celebrate small wins: Acknowledge and celebrate incremental successes along the way. Recognizing small achievements keeps the team motivated and reinforces the value of their contributions to the larger organizational goals.

Innovation is not a one-time event; it’s a mindset. From brainstorming sessions to embracing new technologies, creating an environment that encourages creative problem-solving is crucial to staying relevant. Whether through training programs, recognition of innovative ideas, or creating cross-functional teams, you can promote the creative potential within your team.

“The best way to predict the future is to create it.” ~ Peter Drucker

Engaging your procurement team in process improvement is not just a strategic move; it’s a cultural shift that can redefine how your organization approaches challenges. By leveraging your team’s collective intelligence and enthusiasm, you enhance operational efficiency and cultivate a culture of continuous improvement that propels your procurement processes to new heights.

Communication, Leadership, Procurement, Relationships, Teamwork

Building Strong Relationships in Procurement Leadership

The ability to foster and maintain relationships is a cornerstone of success. Beyond transactions and negotiations, developing meaningful connections can unlock many benefits. Although not an overnight endeavor, strong relationships with stakeholders, both internal and external, are pivotal in procurement leadership. From suppliers to end-users, effective collaboration relies on trust, communication, and a shared commitment to success.

“Your network is your net worth.” ~ Porter Gale

Some of the benefits of relationship building in procurement include the following:

  1. Increased collaboration: Strong relationships breed collaboration and open communication. When procurement professionals build solid connections with suppliers, internal stakeholders, and industry peers, they create an environment conducive to sharing ideas and finding innovative solutions.
  • Enhanced trust and reliability: Trust is the currency of successful business relationships. Establishing trust with suppliers ensures reliability and can lead to preferential treatment during critical times, such as supply chain disruptions.
  • Negotiation leverage: Relationships built on trust provide a solid foundation for negotiations. Suppliers are more likely to be flexible and accommodating when they have a positive and collaborative history with procurement professionals.
  • Risk mitigation: A network of strong relationships can act as a buffer during times of uncertainty. Knowing your suppliers and their capabilities can help mitigate risks associated with sudden market shifts, geopolitical events, or unforeseen disruptions.

For example, Henry Ford’s collaboration with suppliers was pivotal in the success of the Ford Motor Company—his strong relationships with suppliers allowed for innovations like the assembly line, transforming the automotive industry. The alliance between Henry Ford and Harvey Firestone contributed to the success of both Ford Motor Company and Firestone Tire and Rubber Company.  Another example comes from Apple’s late co-founder, Steve Jobs, who built a strong relationship with Foxconn, the manufacturing giant behind Apple’s products. This relationship contributed to the seamless production of innovative devices, positioning Apple as an industry leader.

“The business of business is relationships; the business of life is human connection.”  ~ Robin Sharma

Consider these tips for effective relationship building:

  • Communication is vital: Regular and transparent communication is essential for building relationships. Be proactive in sharing information and updates, and actively listen to your stakeholders’ and suppliers’ concerns and insights.
  • Understand stakeholder needs: Gain a deep understanding of the needs and priorities of your internal stakeholders. Aligning procurement strategies with broader organizational goals strengthens your position as a valuable partner.
  • Invest time in face-to-face interactions: While digital communication is convenient, face-to-face interactions build stronger connections. Attend industry events, conferences, and supplier visits to establish a personal connection with key stakeholders.
  • Provide feedback: Constructive feedback is a powerful tool for improvement. Offer feedback to your suppliers and stakeholders and be open to receiving feedback. This fosters a culture of continuous improvement.

“To succeed in business, you need to be seen. To be seen, you need to build relationships.” ~ Marie Forleo

The significance of relationship-building in procurement cannot be overstated. Beyond the immediate gains in negotiations and transactions, the long-term benefits of collaboration, trust, and strategic partnerships create a resilient foundation for success in the dynamic procurement world. Procurement professionals can navigate challenges and drive positive outcomes for their organizations by investing time and effort into developing meaningful connections.