Tag: 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, Ethics, Leadership, Procurement

Supplier Relationships Are a Strategic Asset: How to Build Them Without Compromising Fairness

By Lourdes Coss, MPA, NIGP-CPP, CPPO

In public procurement, there’s a long-standing tension between relationship-building and the duty to maintain fairness and competition. For years, procurement professionals were taught to maintain a wall between themselves and suppliers—no favorites, no influence, no informal discussions.

While the core principles of fairness and transparency must remain non-negotiable, it’s time to modernize how we view supplier relationships. When managed with integrity and clarity, supplier engagement is not a risk—it’s a strategic asset.

Why Relationships Matter in Public Procurement

Suppliers are not just vendors; they are partners in delivering public services. The success of a capital project, technology implementation, or public health initiative depends on more than contract terms—it depends on trust, communication, and collaboration.

Here’s why supplier relationships matter:

  • They improve outcomes. When vendors understand your goals, constraints, and success measures, they’re better equipped to meet them.
  • They foster innovation. Early engagement allows suppliers to share new ideas and technologies before procurement documents are finalized.
  • They reduce risk. Proactive relationship management helps resolve issues early, prevents miscommunication, and improves compliance.
  • They enhance market competitiveness. When new or small suppliers feel welcome and informed, they’re more likely to participate in future solicitations.

Balancing Access and Equity

Public procurement professionals often hesitate to engage suppliers out of fear of appearing biased. But fairness is not about avoiding contact—it’s about ensuring equal access to opportunities and information.

The key is to create transparent, structured engagement that gives all vendors a level playing field.

Here’s how to do that:

  • Host Supplier Outreach Events. Invite potential vendors to learn about your procurement pipeline and priorities. Ensure broad outreach—especially to underrepresented and small businesses.
  • Use Pre-Solicitation Conferences. These sessions allow for dialogue and clarification before a solicitation is finalized, giving suppliers insight and input without compromising fairness.
  • Publish Questions and Answers. Any questions submitted by vendors during the solicitation phase should be answered publicly and simultaneously.
  • Rotate One-on-One Meetings. If individual supplier meetings are appropriate, use a transparent scheduling process and keep records of what was discussed.

Building Trust with Incumbents and Newcomers

Strategic supplier relationships require maintaining credibility with both current contractors and potential bidders.

  • With incumbents: Hold regular performance reviews, invite feedback, and jointly discuss process improvements.
  • With prospective vendors: Make it easy to register, understand procurement policies, and navigate your systems. Avoid jargon and bureaucracy where possible.

Transparency + Access = Trust.

Key Practices for Strategic Supplier Engagement

Here are practical ways to foster relationships while protecting the integrity of your process:

  1. Create a Vendor Engagement Policy. Set expectations, outline protocols, and train staff on appropriate interactions.
  2. Recognize Supplier Contributions. Publicly acknowledging good performance builds goodwill and encourages others.
  3. Leverage Technology. Use e-procurement platforms to post forecasts, facilitate communication, and gather vendor feedback.
  4. Diversify Your Supplier Base. Track and analyze who you’re buying from—and who you’re not. Then take action to reduce barriers.

Final Thought

The public procurement profession is evolving. Integrity, fairness, and competition remain our foundation—but relationship management is now part of our strategic toolkit. The public sector cannot meet its goals without strong supplier partnerships.

Let’s move beyond the myth that distance ensures fairness. Instead, let’s practice ethical transparency and intentional engagement—because when supplier relationships are built with trust and purpose, everyone wins.

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

Building a High-Performance Procurement Team

Building a high-performance culture involves more than assembling talented individuals. It fosters collaboration, communication, and a shared commitment to excellence. A stellar team is the backbone of procurement success. Developing a high-performance procurement team goes beyond individual excellence; it’s about synergy and a collective commitment to achieving goals. 

The importance of cultivating high-performing teams cannot be overstated. A well-functioning team ensures seamless operations and is the key to unlocking innovation, efficiency, and strategic success. 

“Individual commitment to a group effort – that is what makes a team work, a company work, a society work, a civilization work.” ~ Vince Lombardi

Leadership plays a pivotal role in team performance. A leader is not just a manager but a catalyst for inspiration. Effective leadership can unleash the full potential of your procurement team. The leader sets the tone for a culture of excellence.

“A leader is one who knows the way, goes the way, and shows the way.” ~ John C. Maxwell

The benefits of developing a high-performance team includes:

  • Enhanced efficiency and productivity: High-performing teams are characterized by streamlined processes, effective communication, and optimized workflows. This significantly boosts efficiency and productivity, allowing procurement professionals to accomplish more in less time.
  • Innovation and adaptability: A cohesive team fosters an environment that encourages creativity and innovation. High-performing teams are more likely to embrace new ideas, technologies, and methodologies, enabling procurement departments to stay ahead of industry trends and adapt to changing market dynamics.
  • Cost savings and value creation: Effective collaboration within a high-performing team leads to better negotiation strategies, vendor relationships, and contract management. This, in turn, contributes to cost savings and enhances the overall value delivered by the procurement function.
  • Employee satisfaction and retention: A positive and collaborative team culture contributes to higher job satisfaction and employee engagement. This, in turn, reduces turnover rates and fosters a sense of loyalty, ensuring the continuity of expertise within the procurement team.
  • Risk mitigation: High-performing teams are better equipped to identify and address potential risks in the procurement process. Whether it’s legal compliance, supply chain disruptions, or market volatility, a vigilant team can proactively manage risks and mitigate potential negative impacts.

Consider the Allied Forces during World War II. Diverse nations united by a common goal demonstrated the power of collaboration. In the procurement realm, various examples can be cited. For example, 

  1. Amazon’s procurement and logistics teams have leveraged advanced data analytics and machine learning to develop highly efficient forecasting models. This has not only optimized inventory management but has also set new standards for e-commerce operations globally. 
  2. Apple’s procurement team has been pivotal in establishing and enforcing strict supplier responsibility standards. This commitment to ethical sourcing and sustainability has set industry benchmarks and influenced other companies to prioritize responsible supply chain practices. 
  3. Toyota’s procurement team revolutionized the automotive industry by implementing the “just-in-time” inventory system, minimizing waste and improving efficiency. This approach has since been widely adopted across various industries.

Here are some tips for developing high-performing teams:

  1. Invest in training and development: Provide continuous learning opportunities for team members to enhance their skills and stay updated on industry best practices. Training programs can include negotiation skills, contract management, and technology adoption.
  • Foster effective communication: Clear and transparent communication is fundamental to team success. Establish regular team meetings, encourage open dialogue, and leverage collaboration tools to ensure everyone is on the same page.
  • Encourage diversity and inclusion: Diverse teams bring various perspectives and ideas, fostering innovation and creativity. Encourage an inclusive environment where every team member feels valued and empowered to contribute their unique insights.
  • Set clear goals and metrics: Define clear and measurable goals for the team. This provides a sense of direction and purpose, allowing team members to align their efforts toward common objectives. Regularly assess and communicate progress using key performance indicators (KPIs).
  • Promote a positive team culture: Cultivate a positive and collaborative team culture that emphasizes trust, respect, and accountability. Recognize and celebrate achievements, fostering a sense of pride and motivation among team members.

“Alone we can do so little; together we can do so much.” ~ Helen Keller

Excellence is a choice that each person in the team must make. The collective effect of that commitment is what makes the team great. Developing high-performing teams is not a luxury but a necessity for staying relevant and innovative. By reaping the benefits of enhanced efficiency, innovation, cost savings, and more, procurement professionals can position their teams as strategic contributors to organizational success. Adopting the tips outlined in this article can pave the way for a transformative journey toward building and sustaining high performance within procurement. Remember that success is a team sport!

Communication, Leadership, Procurement, Relationships, Teamwork, Transformation

SMART Goals in Procurement: A Roadmap to Success

In my blog post last month, I discussed creating a vision that puts you and your team on the path to success. This month, let us explore the significance of goals and why they create your roadmap to success. Setting clear and actionable goals is paramount to achieving success. One effective framework for goal-setting that has gained widespread acclaim is the SMART criteria – Specific, Measurable, Achievable, Relevant, and Time-bound. 

“The trouble with not having a goal is that you can spend your life running up and down the field and never score.” ~ Bill Copeland

What are SMART goals, and why are they essential for procurement leaders? SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. It’s not just a framework; it’s a strategic approach that shapes the trajectory of your procurement team. 

The benefits of setting SMART goals in procurement include:

  1. Clarity and focus: SMART goals provide a clear and concise roadmap for procurement professionals. By defining specific objectives, teams can maintain focus on critical tasks and avoid unnecessary distractions.
  • Measurable performance: The measurable aspect of SMART goals ensures that progress can be quantified. Procurement professionals can track key performance indicators (KPIs) to gauge success and make data-driven decisions.
  • Achievability and realistic expectations: Setting Achievable and Realistic goals helps prevent teams from becoming overwhelmed or setting unattainable targets. This promotes a healthier work environment and fosters a sense of accomplishment as goals are met.
  • Relevance to organization’s objectives: SMART goals in procurement should be Relevant to the broader organizational strategy. Aligning procurement goals with overall business objectives ensures that every effort contributes to the company’s success.
  • Time efficiency: The Time-bound nature of SMART goals adds a sense of urgency, encouraging timely completion of tasks. This helps prevent procrastination and ensures that projects move forward steadily.

“A goal without a plan is just a wish.” ~ Antoine de saint-Exupéry

Here’s a lesson from the Apollo 11 mission. NASA’s SMART goal was to land humans on the moon and bring them safely back to Earth before the decade’s end. With its specificity and time-bound nature, this audacious goal inspired a nation and changed the course of history.

A goal without precision is like a ship without a compass. Goals must be specific and clear. Procurement leaders should craft goals that represent specific, ambitious targets that stretch the capabilities of a team, keeping in mind that they should be realistic and achievable.  When you make them measurable, you move from abstract to tangible achievements. Measurability is the secret sauce. Metrics and key performance indicators become your allies on the journey to goal achievement.

Here are some tips for developing SMART goals:

  1. Collaborative goal setting: Involve key stakeholders, including team members, suppliers, and other relevant departments, in the goal-setting process. This collaborative approach ensures a more comprehensive understanding of organizational needs.
  • Specificity matters: Clearly define the Specifics of each goal. Rather than setting a general objective like ‘reduce costs,’ specify the target amount or percentage, such as ‘reduce procurement costs by 15% within the next fiscal year.
  • Use measurable metrics: Identify specific metrics to measure progress. Whether it’s cost savings, supplier performance, or inventory turnover, having measurable data allows for objective assessment and continuous improvement.
  • Check for achievability: Ensure that goals are Achievable by considering available resources, expertise, and potential challenges. While ambition is commendable, setting unrealistic goals can demoralize teams and hinder success.
  • Relevance to strategy: Align procurement goals with the overarching business strategy. Consider how each goal contributes to the company’s mission and objectives to ensure a cohesive and coordinated approach.
  • Set realistic timeframes: Establish Time-bound deadlines that balance urgency and feasibility. Avoid setting overly aggressive deadlines that could compromise the quality of work or lead to burnout.

Setting goals is not a routine task; it’s a strategic process that propels your team toward success.  SMART goals serve as a guiding light, helping professionals navigate the complexities of their roles with purpose and precision. By adopting this goal-setting framework, procurement teams can enhance efficiency, track performance, and contribute significantly to the overall success of the organization. Remember, the journey towards procurement excellence begins with setting SMART goals that are Specific, Measurable, Achievable, Relevant, and Time-bound. 

“If you aim at nothing, you will hit it every time.” ~ Zig Ziglar