Sometimes, us bloggers get so focused on strategic purchasing topics that we underserve buyers in the trenches - those men and women who work hard at ensuring that every critical delivery is on time no matter what crazy circumstances pop up. When I reflect on this work that buyers in the trenches do - the work that I did early in my purchasing career - it is clear that "tactical vs. strategic purchasing" is not synonymous with "unimportant vs. important purchasing."
Tactical purchasing activities, like day-to-day communications with suppliers, are important. You don't want a purchasing department to be a paper-pushing department, but some of the work in the trenches can be quite critical to the successful operation of a company.
With that in mind, I'll give a quick tip today for buyers in the trenches. I thought of this when my wife called a utility company, failed to achieve the desired result, and I had to place a second call to them to get what we wanted.
Here's the tip: "Don't allow the conversation to end until you hear what you want to hear."
Whether it is working with a supplier to deliver an item by a deadline of yours, getting a supplier to honor a warranty, getting a re-stocking fee waived, or any similar, reasonable, short-time-horizon request, the supplier usually has the flexibility to take care of you. You may need to speak with a higher-level person, but the flexibility is usually there. Don't take no for an answer.
Persistence goes a long way towards success when you're in the trenches of purchasing. Plus, it shows management the tenacity they are looking for in higher-level purchasing positions that involve broader negotiations.
Don't allow the conversation to end until you hear what you want to hear.
As a side note, I won't be teaching this technique to my children until they are adults (however, they seem innately know to try this ;) )!
To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
Struggling To Have A Rewarding Purchasing Career?
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http://www.NextLevelPurchasing.com
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1 comment:
It is my best guess that there are three to four times more buyers in trenches than there are strategics in the profession!
I certainly agree with yours and management view not to take NO as an answer, of course persistency will wear the resistance and desired outcome can be achieved. Let's consider performance matrix, which are generally as designed keep persistent action from buyers with suppliers due to designed time constraints and not accounting for, prevent achieving desired results by buyers.
Strategic negotiations are based on excellence in supplier relationship, power and collaborative practices between two respective organizations. Buyers usually do not play a significant role. Buyers are expected to play win-lose role in described situation and if not done right may backfire the strategic negotiations the next time around.
It boils down to acceptance threshold and confidence level placed on the team members.
Pankaj Kapadia C.P.M.
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