Tag Archives: career advice

3 Essential Ways to Motivate Staff and Improve Morale

Want to lead a happy and productive workforce? When it comes to improving staff morale, you need to focus on three key factors. 

As a leader, you have several concerns and major responsibilities that all need your attention. This means you must be able to focus on the big picture: if you constantly have to look over the shoulders of your employees, it is going to be difficult for you to manage the larger matters that can affect the success of your organisation.

You may worry that employees will have trouble staying on task and meeting goals if you are not there to supervise. While keeping your team motivated is important, you don’t have the resources to hand out huge bonuses and you don’t want to try to rule your business through fear.

The answer to this problem is to build a culture of accountability: express the value of accountability and integrity in the workplace, have time to communicate with your employees, and make sure that you are giving regular performance reviews to let your employees know that you value their contributions.

Trust is Better Than Fear

Fear can seem like an effective tool for getting more out of your employees. It is common for some leaders to believe that they need employees to fear the potential outcome of a mistake. The problem is that fear does not build authentic motivation. The person is not performing because they want to, but rather in order to avoid an unfavorable reaction.

If you want to inspire true motivation, you need to build trust with your employees. Much of this trust building comes from open communication. In a survey of 1,000 US workers, 91 per cent said that communication issues can negatively impact the effectiveness of a leader. This includes things like not giving clear directions and not having time to meet with employees.

As a leader, you need to make sure there is time to communicate with your employees. Make sure they understand their responsibilities, ask them questions about their work, and encourage them to talk about their successes.

Set an Example

You want your employees to be responsible and to act with integrity, but these values have to come from the top. If leadership does not demonstrate these values in their work, it is going to be difficult to get employees to accept them as their own.

Furthermore, as a leader, you have to be willing to admit when you made a mistake. If something fails on your end, you can’t pass the blame onto those who work for you. If employees see their leaders are unwilling to hold themselves accountable, they are not going to accept responsibility either.

Promote the Positives

Since fear is not a good motivator, you should look to the positive side of work as a source of inspiration for your employees. According to a study from the Boston Consulting Group, appreciation for the work done is the top factor that affects employee happiness.

Let your employees know that you appreciate the work they do. You should even give compliments for minor accomplishments–employees perform better when they know they are appreciated. The simple act of showing recognition can increase happiness, motivation, and productivity in the workplace.

You don’t need to give out extravagant perks to motivate your employees. By promoting the right values and communicating with employees in the right way, you can motivate people without having to resort to punitive measures or handing out bonuses that you can’t afford.

Read more on 15Five

This article was written by Rae Steinbach. Rae is a graduate of Tufts University with a combined International Relations and Chinese degree. After spending time living and working abroad in China, she returned to NYC to pursue her career and continue curating quality content. 

What’s Coming To Procurious in 2018

What’s around the corner in 2018…? There’s a whole host of exclusive procurement content and events for you to get your teeth stuck into!

The Procurious community, at 26,000+ members,  is growing faster and providing better networking opportunites than ever before.

To keep pace with our growing membership, we’ve planned out the most exciting year yet on Procurious. From our now-famous global Big Ideas Summit series; to procurement webinars; Career Boot Camp 2018 and this year’s Gen NEXT survey, we can guarantee there’s something for everyone.

So make yourself a cuppa, open up your online calendar and let’s get some dates in the diary!

#FeeltheLove Webinar

On the 14th February 2018 – 3pm GMT/ 10am EST – we present #FeeltheLove.

NEWSFLASH: Being world-class today doesn’t mean being the best in the world. It means helping the world run better.

In 2018, you should be working beyond cost savings and process efficiencies. You should be committed to making a positive impact on the communities in which you operate by eradicating slave labour, creating ethical and sustainable supply chains and levelling the playing field for all.

Thanks to the awesome power of social media and our interconnected world it’s easier than ever before to make that happen. But the challenge procurement pros still face is kick-starting, and measuring the impact of, their purpose-led work.

This Valentine’s Day, SAP Ariba and Procurious will present #FeeltheLove – the first Procure with Purpose webinar.

Sign up for #FeeltheLove here. 

Conducting a Cognitive Symphony – Podcast Series

From 26th February, Procurious present a new five-part podcast series – Conducting a Cogntivie Symphony – sponsored by IBM.

There are many factors that require careful consideration to bring about effective, scalable and sustainable analytics and cognitive solutions. Intelligence is the conversion and enrichment of data into meaningful business insights. It is a little like an orchestra: you can get good sound from one instrument, but correctly managed, you get a symphony from the entire orchestra.

Marco Romano Procurement Chief Analytics Officer, Global Procurement, Transformation Technology, IBM; Anna Madarasz Analytics & Cognitive Lead IBM Global Procurement and Peter Hrabovski Analytics and Automation Lead, IBM Global Procurement will guide you through the steps required to conduct a dazzling cognitive symphony!

Stay tuned for sign up details later this month.

Big Ideas Summits 2018

The Big Ideas Summit is the world’s first digitally-led procurement event. With a global reputation as the most innovative leadership event for the profession, Big Ideas 2018 once again promises to light up social media, spark vigorous discussions and crowd-source ideas for the future of the profession.

The Summit is an interactive, online event where up to 50 senior executives, industry thought-leaders and CPOs come together to connect with digital delegates from across the globe via our social media platform to discuss and test strategies and solutions for real world change.

2018 will once again see the Big Ideas Summit go global, with events in London, Sydney, Chicago and Munich.

Attendees and digital delegates will be joining a community of 26,000+ procurement professionals from 140+ countries to connect, learn, discuss and innovate together.

Big Ideas Summit London 2018 26th April 2018

This year, we’ve assembled some of the most energising and fascinating speakers: from IBM’s CPO to a Chicago-based Futurist and a former Las Vegas Poker Extraordinaire – it’s certainly one procurement event you won’t want to miss!

This year, our Big Thinkers will tackle:

  • Engineering Serendipity: Workplace of the Future
  • Understanding Risk, Reward and ROI
  • AI: How your human touch will win the day
  • Why Design Eats Discipline for Breakfast
  • Procure with Purpose: The power in your hands

We are also hosting:

  • Big Ideas Summit Chicago 2018 27th September
  • Big Ideas Summit Sydney 2018 30th October
  • Big Ideas Summit Munich 2018 29th November 

Find out more here  or email Olga Luscombe via [email protected] to request an invitation to London. 

London CPO Roundtables

Following our very successful Big Ideas Summits in London and Chicago, Procurious are hosting a series of London CPO roundtables. These provide a more intimate setting for our attendees to get to know their peers through working sessions and the chance to hear from some inspiring speakers.

Wednesday 7th February – Sponsored by Basware

At next week’s event we’ll be joined by Charlie Wigglesworth –Deputy CEO, Social Enterprise UK; Elizabeth Linder – Founder & CEO, The Conversational Century; Paul Clayton – Head of New Service Development, Basware and Jonathan Harvey – Global Head of Talent & Culture, Barclays PLC.

We will, of course, be reporting on the day’s dicussions for the Procurious blog but if you’re a CPO and would like to attend in person please contact Olga Luscombe via [email protected] to request an invitation

Interested in joining but can’t make it on the 7th? We’re also holding CPO roundtables on 30th May, 19 th September and 14th November –  email Olga Luscombe via [email protected] to request an invite.

Career Boot Camp 2018

Career Boot Camp  is a global professional development event for procurement and supply chain professionals. Each year the series, features five, fifteen-minute podcasts,  designed to help the most ambitious professionals put their career fitness first and upgrade their skill-sets.

It’s an opportunity to hear from the brightest and the best in the industry in a format that is FREE and easily accessible; on the go or in the workplace, providing answers to the most common procurement questions you’re desperate to have answered!

The 2018 series will kick off in September.

Stay tuned for more information and check out the full series  from 2017 here. 

Gen Next Survey 2018

When Procurious put out a call in 2017  for procurement survey participants, we were delighted that 500+ professionals across more than 50 countries shared their insights and wisdom.

The results revealed some fascinating information about the current climate in procurement and the attitudes of professionals working within the function.

We discovered that:

  • 55 per cent of procurement professionals either don’t hold memberships in professional associations or do not regard membership as benefiicial to their career development
  • Over half of those surveyed don’t trust their boss to be proactive about their career progression
  • 77 per cent of global procurement professionals have never crowd-sourced a solution to a business challenge on social media
  • 48 per cent of professionals intend to move on from their current role within two years

We’ll be launching the survey and Gen NEXT report again in 2018 and we want YOU to be involved. Stay tuned for more information and.

In the meantime email us to request your copy of the 2017 report – packed with data, insights, recommendations, and links to over 20+ Procurious articles that further explore many of the findings that are raised in the report.

Do We Still Care About Professional Associations?

Do procurement professionals across the globe still see the value in professionals associations? And, if not, what can these associations do to regain their appeal?

When Procurious put out a call for procurement survey participants, we were delighted when 500+ professionals across more than 50 countries shared their insights and wisdom.

We’ve investigated the finding that 54 per cent of procurement professionals don’t trust their boss and interviewed a number of global CPOs to find out why this figure is so alarmingly high.

We also asked them why it is that procurement staff are moving on from their current roles so quickly and how leaders can cope with this erratic workplace dynamic.

And thirdly, we looked at the scepticism the profession still feels towards social media – 77 per cent of global procurement professionals have never crowd-sourced a solution to a business challenge on social media.

Our final deep-dive into the survey’s results looks at the stat that 55 per cent of procurement professionals either don’t hold memberships in professional associations or do not regard membership as benefiicial to their career development.

This result would suggest that professional bodies need to re-group and reform in order to stay relevant in today’s world…

The Results Explained By Global CPOs

At The Big Ideas Summits in Chicago and Melbourne earlier this year we revealed the results of the survey to our CPO delegates.

In this video we ask what professional associations can do to maintain relevance and membership growth. Is there still a place for these organisations?

Have today’s procurement leaders benefitted from professional association memberships?

Many of the people  we interviewed admitted to placing a lot of value in professional associations, citing them as one of the key secrets to their success.

Tony C. Astorga, Supply Chain Management Consultant described his career path and explained  “I set my goals upon  what do I need to learn to be more successful and provide greater contributions to my company. I think through certifications, memberships allow us to have those tools to be able to grow.

Josh Teperman, Senior Consultant, The Source Recruitment “A membership organisation is going to have value. It gives you access to a community of people who are all thinking about what does the future of procurement look like. If you want to stay relevant you want to be part of a reall good  membership organisation where people are talking about the future leaders in procurement, what the technologies are going to look like,  what the macro economic and politial trends are that are goint to affect procurement. So there’s certainly a lot of benefit to be had in being part of those organisations.”

So what should professional associations do to up their game…?

1. Communicate their value

“I think the challenge here for organisations is helping people understand how to maximise the benefits” argues Alan Paul, SourceIt CEO. Of course, if  prospective members, don’t see the potential benefits of a membership – they simply won’t join.

Michelle Varble, Procurement Director, United Airlines concedes stating “I do think they need to reinvent their service offerings. But having said that I think these organisations need to focus on how they market themselves. We need to move past the idea that we have an affiliation with them and move to an area where we see them as resources.”

2. Stay relevant

“I am a member of an organisation in Australia. I would have to say it has not been very relevant to me,” says Jane Falconer. ” The generations coming through universities now will have to find different ways of commuting and embrace social media in its most modern form. If we use existing means it’s not going to work.”

Anne Berens, Principal AMB ProCures LLC agrees stating  “Organisations need to remain relevant. There are so many things that organisations offer whether its education or networking or develoment or futurisitc thinking that it’s important to not try to be everything to everyone. I think then it gets spread a little bit thin- be very focussed on what your mission is and allow the customers be discerning and select what’s appropriate.”

3. Be “on topic”

John Foody General Manager Procurement, U.S Steel believes that “Organisations have to be topical. Sometimes at the local level the meetings, the challenges, the issues aren’t topical to our people so the ability to address issues that are relevant in the moment and tie it up with that membership is the challenge that any organisation faces”

Keith Bird, Managing Director, The Faculty  shares this view arguing that “As long as you invite a membsership that adds value to the CPO, the CPO’s direct reports and the team overall that can bring the global insights to you then I think it’s worthwhile.”

Request your copy of the Gen NEXT Report

The Gen NEXT report, exclusively available to Procurious members, is packed with data, insights, recommendations, and links to over 20+ Procurious articles that further explore many of the findings that are raised in the report. Email us to request your copy. 

Procurious Picks: What Were You Reading In 2017?

As the year draws to a close, we’re taking a look at some of our most-read blogs of 2017…

The procurement people have spoken* and we can now confirm the official top five Procurious blogs of 2017.

From assessing the impact of blockchain to exclusive interviews with global CPOs; from recruitment advice to top career tips, we think it’s a brilliant sample and representation of all the great content Procurious has to offer.

*read

5. 5 Global CPOs Answer Your Top Five Procurement Questions

Wouldn’t you like to know how the best in the business feel about the value in professional certifications? Or maybe you’re keen to hear their take on the biggest mistakes made by procurement pros?

We put  five global CPOs to the test with a round of quick-fire questions. Hear what they each had to say on the value of formal procurement certifications, the biggest mistakes procurement pros make and how to stand out from the crowd!

Read the full article and listen to our CPOs answers here. 

4. Help! A Potential Employer Asked For My Facebook Password

You’re in the middle of a job interview when the recruiter shocks you by asking for your Facebook password, citing “company policy”. Do you…

A) Meekly handing over your password: Wrong answer. This shows that firstly, you’re desperate for this job and secondly, you’re a pushover. Is this how you would behave when representing the company in a tough negotiation?

B) Anger: You’ve fallen into the trap. Even though it’s an outrageous demand, getting angry only demonstrates that you won’t be able to remain calm in the face of on-the-job pressure.

C) Politely but firmly refuse: Correct! You were on the lookout for a stress test, and you’ve identified this one as such. This takes the pressure off, allowing you to present a calm and logical response.

Read the full article here.

3. Why Being Reliable Spells Doom To Your Career

Do people in your workplace ever refer to you as reliable, trusty, dependable? That’s got to stop!

Being known for getting the job done is not enough to build value and does not get you the pay scale, nor the flexibility you crave.

Defining your value and pouring your heart and soul into developing that is what’s priceless. It’s a linchpin in your ability to create the career you really want.

Read the full article here.

2. IBM CPO: You’re Finished If You Think You’ve Finished

The numbers are eye-watering. IBM CPO Bob Murphy looks after a $70 billion spend – $25 billion internally and $45 billion 3rd-party. The company has around 150,000 contracts across 17,000 suppliers, with its flagship cognitive technology, Watson, reading 900 million pages in multiple languages per second.

As we prepared for our interview with Murphy, it’s understandable, then, that we expected to find him entirely focused on data analytics, automation, AI and the other tech that’s rapidly impacting so many professions. We were wrong – what comes across loud and clear is that this is a charismatic, engaging leader where people and relationships matter.

Read the full interview here.

1.The Impact Of Blockchain On Procurement

Blockchain technology will not only impact procurement and procurement professionals but is expected to be more pervasive in our business and personal lives than the internet itself. To put the enormity of impact on procurement and procurement professionals in perspective picture yourself twenty years ago trying to explain how the Internet is going to change things. Where would you even begin?

Read the full article here.

Career Advice To A Procurement Newbie….

Did it feel like you were thrown in at the deep end upon entering the procurement world? Some of Procurious’ resident experts offer some career advice to anyone starting out on their journey….

Starting out in a new career is never easy; there’s so much to learn, good impressions to be made and new people to meet. But all that’s made easier with a little help from your global community of procurement friends!

The discussion board on Procurious never disappoints as a hotbed for rich debate and discussion.  So, of course, we weren’t surprised  by the wealth of responses when a procurement pro in need reached out for some advice as a newbie to the profession.

To give you a helping hand we’ve compiled some of the best responses from our members….

Get qualified!

The procurement debate rages on regarding professional qualifications. Are they beneficial, are they important? Do you really need them in the age of the internet.

The general consensus amongst Procurious members is: Yes!

Anthea Simon said ” I would say a top tip would be get your CIPS qualifications, this is the advice I was given by my mentor who is a CPO for a leading manufacturing company. If you have ambitions to excel within your procurement career I would say try and get yourself a mentor.”

Steven Onyango agreed saying “have the CIPS qualification, you will really enjoy as it’s detailed and you will love and relate well with some of the units.”

Whilst Chris Cliffe conceded that the CIPS qualification will be “very valuable and worthwhile” he advises aspiring professionals not to rush “make sure it’s the profession for you first, and then commit to the training.”

Open a book

Sometimes funding and timing restraints don’t allow for official certifications and training. In these instances it’s your responsibility to take control of your career and your learning.

Anthea Simon says “read… read… read….read around procurement. There is so much information out there on procurement, supply chain management; anything and everything you want to know about this’ wonderful world of procurement’…

“I spend a good portion of my day reading procurement material whether on the internet, books, audios. Also ask questions. I work closely with the Head of Procurement for my organisation, and I’m always asking him questions if I don’t understand anything or I just want to learn more about something.

Sheri Daneliak agrees advising professionals to “read everything you can get your hands on concerning Procurement and Supply Chain until you can get your certification. This site is a great place for help…”

Build relationships

To succeed in procurement, building relationships is of the utmost importance; with suppliers, clients and stakeholders.

Mike Lewis suggests that procurement pros ” View [their]  critical suppliers as partners and develop relationships based on positive mutual benefit.”

Chuck Intrieri agreed statingThe key to procurement is collaboration. Adversarial relationships do not work. It has to be a “win-win” for both parties.”

“Bringing value to your end users and customers (suppliers and co-workers).” is Tahj Bomar’s top advice. “People, process, and technology. The process and technology, figure what works in the company culture/environment. But, getting people on board and understanding I find is the key! Create  “win-win” situations”

Understand your company

“Understanding in your company, area, category or commodity exactly what you are spending on what products with whom and why.” is Jim Reed’s advice. “I have been asked to save money several times in an area where the spend was low, optimised and attacking it would have been a waste of time, whilst big ticket opportunities would have been ignored. Being able to articulate the spend context has always enabled me to turn that round.”

Marcin Witkowski supports this and instructs professionals to “get as much information as you can about what you are supposed to buy.”

“Listening is the key” says Terry Gittins “find out what you customer wants and work with them to achieve it. Keep it simple and you will bring them with you.”

Click here to view the full discussion and all responses. 

Could You Do A TED Talk On Your Category?

Great category management is like a killer TED Talk – it’s strategic, it’s well researched and it’s delivered with true passion.  Have you got what it takes?

Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset takes, takes place at 1pm GMT on 29th November 2017. Register your attendance for FREE here.   

There are over 2,500  TED talks available online, each dubbed with the organisation’s tagline “ideas worth spreading” or “talks to stir your curiosity”.

But, what makes these bitesize videos so universally appealing? What common traits do the talks share that piques the curiosity of the general public and guarantees thousands upon thousands of views?

We’ve delved in to the intricacies of a winning TED talk and, it turns out, some of the key qualities of a killer TED talk can also be applied to category management.

Christopher Eyerman, Senior Director, Denali – A WNS Company explains, “Category management is not just a process, it’s not just a set of tools. It takes on-going focus and the development of key skill-sets, just like any function or discipline within an organisation, in order to be the best that you can be.”

So, what are the things category managers need to do well as per the TED talk rulebook?

Keep It Snappy And Strategic

TED talks never, ever exceed 18 minutes of content, no matter what the subject matter, level of complexity, importance or fame of the person delivering the talk. By insisting speakers cut content from a talk they might normally deliver, TED guarantees audiences a level of discipline, focus and a clear thought process behind the key point delivered. The process encourages presenters to take a strategic approach.

Christophe Ysebaert, Partner, Transitive Management, explains, “Procurement organisations need to switch from being 20 per cent strategic to 80 per cent strategic. A key skill set for your team of category managers is to have a strategic mindset.”

Much like producing a TED talk on a complex subject, “To build strategy, you have to work from a huge amount of data,” Christophe continues. “You’re going to gather data from the market, your internal stakeholders, spend data etc. At some point, you need to analyse that data and come up with something that makes sense in terms of strategy.”

Tell Your Story

It goes without saying that communication and story-telling are key elements of any TED talk. Presenting key messages, an argument or a lecture in an accessible and insightful way to a diverse audience widens the appeal of topics that might have previously been alienating.

Christophe explains,  “When you do category management, you talk to internal customers, business people etc. and you have to be able to sell your case and your strategy.

“At my company, we’ve put together a package of information about how to tell a good story because that’s something you need to do all the time in this profession. ”

Category managers must be able to present their case to a wide range of stakeholders.

Find Your Passion

It’s rare to watch a TED talk and not get a sense of the speaker’s passion for their subject. They are the experts in their chosen topic, its greatest advocates and their extensive knowledge on the subject reflects this.

Chris explains why passion and curiosity are at the heart of category management, “Getting very deep with your category, getting deep with the data, deeply understanding the external market place, and having that sense of true curiosity [is important]. The best category managers never seem satisfied, they never think they know everything they need to know, they’re always pushing and trying to find additional information and additional ways to better understand their categories.”

Ask yourself, Chris says,  “Could you as a category manager give the TED talk on your category?”

Know Your Audience

When dealing with internal or external stakeholders in category management, you need to know what makes them tick or how to engage them, what you want to achieve from talking to them and what are you selling them!

“This doesn’t mean – ‘I know Joe we play basketball together!’ ” says Chris. “It’s about really understanding them. From their business, their needs, co-aligning with them in terms of their objectives and yours, developing a strategy, and sharing your vision with them.”

Just like in a TED talk, category managers need to leverage their sales skills.

Chris concludes “Selling your vision, building a strong business case and being able to influence stakeholders and align stakeholders to a strategy” are crucial to make it as a great category manager.

Want to hear more on this topic from Christopher Eyerman and Christophe Ysebaert? Tune in to today’s webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset at 1pm GMT. Register your attendance for FREE here. 

Why Don’t You Trust Your Procurement Boss?

Ever feel like you’re being stabbed in the back by your procurement boss? You’re definitely not alone and we have the stats to prove it!

When Procurious put out a call for procurement survey participants, we were delighted when 500+ professionals across more than 50 countries shared their insights and wisdom.

Amongst our most startling discoveries was that over half of those surveyed don’t trust their boss to be proactive about their career progression. This result indicates that professionals need to seize control of their own career advancement, while managers need to be incentivised to support and progress their direct reports.

The Results Explained By Global CPOs

At The Big Ideas Summits in Chicago and Melbourne earlier this year we revealed the results of the survey to our CPO delegates.

We were particularly interested in their thoughts on what procurement managers should be doing in order to regain the trust of their team members. The video below shows a compilation of their responses:

What’s the root cause of these  trust issues?

Why is trust so terribly lacking between procurement professionals and their leaders?  A number of  key factors arose from our research:

Rate of Change – David Henchliffe, Group Manager Procurement OZ Minerals attributes the lack of trust to the astounding rate of change in today’s organisations, “What people seen as firm and certain today, is gone tomorrow. That constant change erodes trust. And it erodes peoples’ view of your genuine-ness.”

My boss doesn’t want me to leave – Many of us can relate to the experience of having an overly protective boss, a boss who is keener to hold on to their talent at all costs rather than priortise career development. Alan Paul, CEO Sourceit, takes his responsibility in this area very seriously, “As a manager I need to demonstrate to my staff that I’m not afraid of them leaving the organisation. I want to develop them I want them to improve themselves.” If employees feel like they are missing out on opportunities because of an unsupportive boss, it’s likely they’ll leave anyway!

My boss doesn’t engage or communicate with me – The value in talking and listening can never be underestimated.  Imelda Walsh, Recruitment Consultant, The Source believes that “fantastic leaders encourage honest and open conversation. If procurement managers can take that step, you’ll naturally build trust”

My boss isn’t helping my career development – If it appears that your boss doesn’t care about helping you to advance your career, of course you’re not going to trust them! Michelle Varble, Procurement Director, United Airlines, asserts that  “we need to take a geuine interest in [our employees] success- we need to take on the roll of mentor even if we havent recieved a specific invitation to be a mentor.”

My boss isn’t ethical – Employees will hold a leader in high regard who both demonstrates good ethics  and demonstrates that they genuinely care about good ethics. People want to work for companies that are not soley motivated by savings and profit, that aren’t covering up immoral behaviour and where they aren’t suspicious of the goings on at the top of the company.

A lack of ethical behaviour at the top sets a terrible example to the rest of the organisation and destroys trust.

What can procurement leaders do to regain trust?

Encourage development – Anna O’Dea, Director and Founder of Agency Iceberg, believes that “a  good employer should encourage the development of their employees. If your employer isn’t investing in your training or opportunities, you could be in a one-way relationship.”

Spend time with your talent – David Henchliffe advises leaders to regain trust by devoting more quality time with employees, “spend time with them, get to know them, admit your mistakes and praise them when they do well.”

Put clear career progression procedures in place – Implementing clear structures within an organisation reassures employees that their progress is being monitored and the value they contribute is recognised.  John Foody General Manager Procurement, U.S Steel explain how his organisation “We’ve put in place some tools that we call Career Ladders, that evaluates and gives feedback to our people. It provides them with feedback on their skills, their capabilities, areas to continue to work on. It gives them a sense of progress as they continue to move through our organisation.”

Take the fear away – Don’t let your employees worry about your lack of commitment to them. Reassure them that you  have their best interests at heart, and not your own!  Alan Paul asserts that “for a manager, a true leader, it’s about taking away the fear that your people are going to leave and trust that they’re going to stay. But also accept the fact that eventually they are going to move on.

How can you advance your career without the help of your untrustworthy boss?

As Procurious founder Tania Seary asserts, “It’s all too easy to find excuses for why your career is not panning out the way you intended. Soft targets for blame include your employer, your peers, your organisation or even your own personal life- challenges for blocking your charge to the top.

“We know there are some significant problems with procurement bosses around the world but…as I have always said, and will continue to say, the only common denominator in your career is YOU.”

So join that professional network, start updating your online CV, enroll on an eLearning course, listen to that podcast series you keep forgetting about  and start connecting with influential peers and thought leaders! The procurement world is your oyster…

Request your copy of the Gen NEXT Report

The Gen NEXT report, exclusively available to Procurious members, is packed with data, insights, recommendations, and links to over 20+ Procurious articles that further explore many of the findings that are raised in the report. Email us to request your copy. 

Three Imperatives Of Every Successful Category Manager

Every leadership role in every business comes with its own set of imperatives, a set of tasks that must be focussed on to guarantee success. But what imperative should a great category manager follow?This article was written by  Lynn Rideout – Director Procurement Services, Denali – A WNS Company.

Entrepreneur and venture capitalist Fred Wilson once described the three tasks that every CEO should focus on, whilst all other tasks should be delegated to their team.

These three things, the CEO imperatives, must include:

  • Setting the overall vision and strategy of the company and communicating it to all stakeholders
  • Recruiting, hiring and retaining the very best talent for the company
  • Ensuring there is always enough cash in the bank

If your CEO can’t excel at all three, the chances are you’ve got some fairly big problems within your organisation.

What if we were to take the concept of the three imperatives, and apply it to category management?

What should you do well to be successful?

What are your imperatives?

And, furthermore, how do you take the basic understanding of category management and enable it across your organisation?

At Denali, we believe the greatest category managers follow these three imperatives.

1. Know Your Stakeholders

First and foremost, successful category managers understand the importance of stakeholder alignment and building positive relationships. Follow these tips to enhance your stakeholder relationships through your category plan:

  • Be with your stakeholders – Spend time (both real and mental) with them every day
  • Intimately know their business objectives – use a consistent framework to correctly identify true requirements, the key enablers, and barriers to those objectives; where value is created?
  • Establish true alignment – establish shared goals and earn trusted advisor relationship
  • Sell YOUR vision – “if not now, then when?”, be aligned and integrated with stakeholders
  • Bring new opportunities to the table vs. react to requests or issues
  • Plant seeds with stakeholders – start one project at a time; build reputation and trust

Remember, to effectively persuade and engage your stakeholders, you must tailor the content for each discussion. Tell your story and help build the business case. Building successful relationships is an evolution. Your stakeholder relationships will grow with time – and so will your credibility with stakeholders!

2. Understand Your Categories

Understanding the internal and external dynamics of your categories drives idea generation and stakeholder engagement. Follow these tips to better understand your categories:

  • Get dirty with the data – become intimate with your category details, but get to true insights – the “so what’s”
  • Be curious – ask why, seek innovation, and develop new strategies
  • Be intentional regardless of the depth and category maturity
  • Be “in the market” – study market drivers/trends, talk to suppliers, participate in market events, read broadly
  • Network with category peers in other industries/organisations
  • Understand your suppliers – capabilities, performance, why you use them, and leverage them

Establish a plan to refresh and maintain category knowledge as part of building your story. Knowledge will grow with time, but it should not delay execution.

3. Deliver Results

Now that you know your stakeholders and understand your categories – it’s time to execute. Use this newfound alignment and knowledge to drive deliberate consideration of a prioritised portfolio rather than executing on strategic sourcing project at a time. After all, category management is MUCH more than simply executing sourcing projects.

  • Take a portfolio approach – Know your targets and have a plan to get there, get many projects teed up, and leverage available resources
  • Eliminate extraneous work – Get comfortable with not doing it all
  •  Press sourcing strategies for greater value (go to auction, demand management, standardisation, supplier innovation, etc.)
  • But don’t let the perfect be the enemy of the good – you must start somewhere
  • Leverage all available resources to reach your objectives
  • Sustain the value by managing supplier relationships and performance

The best way to deliver results is to have a sense of urgency with a bias toward execution.

To learn more about how to a successful category manager and enable a true category management plan, register for our upcoming webinar.

Our webinar, Breaking the Groundhog Day Mentality: Enabling a TRUE Category Management Mind, takes place at 1pm GMT / 8 am EST on 29th November 2017. Register your attendance for FREE here.

Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset

Does your category management journey ever remind you of the movie Groundhog Day?  Our latest webinar will advise you on how to break that repetitive cycle!Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset takes, takes place at 1pm GMT on 29th November 2017. Register your attendence for FREE here. 

The life of a procurement professional can easily descend into a vicious cycle. You’re asked to do more and more, in order to drive bottom line results for the business, but you’re without the time to approach these challenges innovatively.

It’s often something straight out of the movie “Groundhog Day,” where procurement is given bigger and bigger targets, and has to scramble to execute on more projects, touch more spend, react to more stakeholders and more issues, and then simply do it all over again….and again!

The problem is, if our category managers can’t find a way to break the reactive cycle and start taking different approaches, they can’t add value and deliver the best results.

Successful organisations have embraced the request to do more, and have turned it into an opportunity for the function; to increase the strategic role of procurement and make it a destination role within the business.

How do successful organisations navigate this journey? What are the keys to success? And what is imperative for individuals and organisations to do when on this journey to ensure they become closer than ever before to the business?

What content can I expect from the webinar?

We’ll be discussing:

  • What does it mean to have a category management mindset?
  • What key competencies or skills should category managers be developing?
  • How will category management needs continue to evolve over time?
  • How can procurement leaders change the game for category management?
  • What mistakes are category managers repeatedly making?

Who are the guest speakers?

Tania Seary – Founder, Procurious

A true procurement entrepreneur, Tania is the Founding Chairman of Procurious, The Faculty and The Source. Throughout her career, Tania has been wholly committed to raising the profile of the procurement profession and connecting its leaders.

After finishing her MBA at Pennsylvania State University, Tania became one of Alcoa’s first global commodity managers.

In 2016, Tania was recognised by IBM as a #NewWaytoEngage Futurist and named “Influencer of the Year” by Supply Chain Dive. She hosts regular procurement webinars, and presents at high-profile events around the world.

Christophe Ysebaert – Partner, Transitive Management

Christophe Ysebaert is a Partner with Transitive Management with expertise in purchasing strategies, strategic sourcing and project management. He is also a Part Time Teacher at Skema Business School in Lille (France) teaching category management and strategic sourcing.

Prior to joining Transitive Management, Christophe worked during close to 30 years for Dow Corning as a global manager in Supply Chain and Purchasing jobs. He served roles in Global Planning and more recently in Purchasing as part of the Procurement Leadership Team responsible for strategic sourcing and for a global augmentation program with a third party provider. He has also managed a global portfolio of commodities as well as led the European Direct Procurement Group.

Christophe holds a Master of Science in Business Engineering from Mons University and a Post-Baccalaureate Certificate in Logistics and Supply Chain Management from Penn State University.

Alpar Kamber,  Executive Vice President, Denali – A WNS Company 

Alpar Kamber is Executive Vice President at WNS and the BU Leader for Procurement Services. He was the Founder and CEO of Denali Sourcing Services, a next-generation procurement services provider that enables procurement organizations to influence more spend and execute more effectively and efficiently.

In January 2017, WNS, a global business process management leader, acquired Denali Sourcing Services. Prior to joining Denali, Alpar held management positions at Ariba, FreeMarkets, Diamond Technology Partners and E&Y. Alpar leads WNS clients in building scalable sourcing programs and operationalizing their procurement function that drive consistency, repeatable outcomes, and bottom-line value across the organization.

Alpar’s expertise is in procurement value chain, organizational design, change management and global program execution. Alpar holds an MBA degree from Tepper Business School of Carnegie Mellon University. Alpar Kamber was named a 2011 Pros to Know by Supply & Demand Chain Executive. Read more about Alpar Kamber in the HfS Research interview, Meet the sultan of strategic sourcing.

Christopher Eyerman, Senior Director,  Denali – A WNS Company 

Chris Eyerman is the Senior Director for WNS-Denali. Chris leads WNS-Denali’s Solutions and Capabilities group to design, deliver and continuously improve procurement programs that provide real, lasting value and creates permanent change in how our customers conduct procurement business.

He is a senior supply chain and program management executive with more than 30 years of technical and business experience, including 18 years of leading category management, source-to-contract, procure-to-pay and supply chain transformation programs. Prior to joining WNS-Denali, he served roles in program management, business development, product management and operations at FreeMarkets, Ariba and Exostar.

Chris holds a BS degree in Mechanical Engineering from Penn State, an MS degree in Aeronautics and Astronautics from MIT, and an MBA degree from Carnegie Mellon University.

How do I register for the webinar?

Registering for our webinar couldn’t be easier (and, of course, it’s FREE!)

Click here to enter your details and confirm your attendance. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

I’m already a member of Procurious, do I still need to register?

Yes! If you are already a member of Procurious you must still register to access the webinar via this platform. We’ll send you a confirmation email with a link to the webinar platform and a handy reminder one hour before we go live!

When is it taking place?

The webinar will take place at 1pm GMT on 29th November 2017.

Help! I can’t make it to the live-stream

No problem! If you can’t make the live-stream you can catch up whenever it suits you. We’ll be making it available on Procurious soon after the event (and will be sure to send you a link) so you can listen at your leisure!

Can I ask a question?

If you’re listening live, our speakers would love to hear your questions and we’d love for you to pick their brains . Questions can be submitted throughout the live stream via the webinar platform, or via @Procurious_ on Twitter.

If you think of a brilliant question after the event, feel free to submit your question via the Discussion Board on Procurious and we’ll do our very best to ensure it gets answered for you.

Our webinar, Breaking the Groundhog Day Mentality: Enabling A True Category Management Mindset, takes place at 1pm GMT on 29th November 2017. Register your attendence for FREE here. 

Take Some Advice From Procurement’s Top Influencers

Don’t cry because it’s over…. Smile because you can re-live all of the action from The Big Ideas Summit Chicago on Procurious! The event might be over, but you can still  register for The Big Ideas Summit Chicago to access footage  from the event. 

Last week, Procurious gathered 50 of the U.S.’s top procurement and supply chain influencers in Chicago for the Big Ideas Summit for a day of rich discussion on the trends impacting our industry.

We debated whether entrepreneurial skills are something we’re born with or something we can teach…

We learnt why procurement pros must become better intelligence gatherers in preparation for the disruptive forces coming our way in 2018…

And we discovered that it’s possible to engineer moments of serendpity to ensure we meet the right people at the right time!

Couldn’t join us on the day?

Did we slip your mind? No problem! The Big Ideas Summit itself might be over but the global brainstorm continues on Procurious. There’s heaps more content to get your teeth stuck into via the learning area and in our Big Ideas Summit Chicago Digital Delgate Group.

Here’s a taster of some the content you can expect…

Everyone’s A Little Bit Entrepreneurial

Nina Vaca, The Chairman and CEO of Pinnacle Group has experienced a roller-coaster of ups and downs in her 20-year journey from a niche IT business, that was started on her living room floor, to the workforce solutions powerhouse it is today.

She offered some fascinating insights in to her life as a successful entrepreneur and asked us to think of entrpreneurship as a continuum, and not as a noun.

Everyone, Nina believes, has a little bit of entrepreneurial skill. Whilst your position on the entrepreneurial scale whether it be 5, 50 or 100 determines your overall potential, we can all move forward in our abilities to some extent!

Nina also provided some advice on how to spot entrepreneurial qualities during an interview process. How do you identify the visionaries, the ones with fire in their belly who will galvanise the people around them. Find out more below:

Can We Speed Up Real Life?

Greg Lindsay, Futurist, Urbanist, Journalist and Author, is a firm believer in the fact that innovation is fundamentally social. Indeed, case study after case study has demonstrated that the best ideas are more likely to arise from a casual chat around the water fountain than in any scheduled meeting.

So how do we engineer serendipidous moments. Of course, as Greg acknowledged at last week’s event, this is an oxymoron. But it is possible to create the conditions for unplanned encounters with people where ideas can happen. How do you meet the person in the office you should be working with, how do you meet people in the same social speheres you are yet to encounter?

Greg’s presentation was all about accelerating the experience of life, which is all about unplanned encounters. They happen all the time anyway, so the trick is to figure out how we can bend them to our will? Learn more in Greg’s video interview:

You Have All The Info You Need. Now, What To Do With It All…?

Justin Crump, CEO at Sibylline thinks that every procurement leader needs to become a better intelligence gatherer.  Given the rate at which technology is evolving and how global events are impacting the world, it is increasingly difficult for companies to keep-up without considering risk in real-time. Intelligence about the world we live in drives business operations and the better informed we are the easier it is to drive progress.

Justin explained that procurement teams need an effective process to managing the information they have and turning it into something they can use, what he terms an “actionable insight”.

In the past it was hard to get hold of information and now we’re swamped with it with the advent of social media – the challenge is pulling it al together.  In his video, Justin offers some advice on how to do this and outlines the disruptive forces are heading our way in 2018?

Want to see more from The Big Ideas Summit Chicago.  Register now  (It’s FREE!) as a digital delegate to gain access to all of the day’s action including video interviews with our speakers and attendees.