Tag Archives: procurement recruitment

How to Get Your CV in Front of a Real Person & Past an Algorithm

As recruiters change the way they filter and select candidates, you’ll need to revolutionise your CV to make sure it lands on their desk.

Digital CV

The Corporate World has changed more in the last 20 years than at any time in history, procurement probably more than most. The Procurement function wasn’t even represented on Boards and certainly wasn’t a strategic, value-add function.

However, the importance of the CV hasn’t changed, and in the wake of the ‘Procurement Revolution’ comes a necessary ‘CV Revolution’.

What’s Really Changed?

Recruitment fees have been halved in the last 10 years with RPO’s, Procurement, and internal recruitment teams, all driving down costs. This has meant that recruiters (either agency or internal) have had to become agile and change methodologies.

They need to be quicker, and better, at identifying good candidates. Unfortunately, this has driven more and more investment in IT, rather than the human factor. This means CVs need to be different now to 10 years ago.

Digital CV Searching Now the Norm

To stand out, a CV now needs to be readable by a human, but first by an algorithm, or search software, to get it on the longlist. It’s vital that your CV is set up to pass the algorithm test.

The good news, though, is that if you know the rules, you can use it to your advantage. With some small changes to your CV, you can end up on more longlists, giving you more chance, not less, that decision-making humans will be reading your CV (or LinkedIn profile).

Whether you are looking to optimise your CV or LinkedIn profile, the first thing you need to do is put yourself in the mind of the searchers. Whether it’s HR managers, internal recruiters, external recruiters or line managers, they should be searching for similar things. But you need to understand what they are looking for, and how they are looking for it.

Manually added codes or keywords are the only 2 ways of searching LinkedIn and CV databases. Manual codes are added by the person viewing your CV, so are purely subjective. But if your CV is focussed enough, it should be coded right by anyone that knows their business.

Getting your keywords right is the silver bullet to either scenario.

Keywords – What are Mine?

Keywords for CV searches are exactly what you think. They can be anything, depending on what the searcher could be looking for. They might be specific or vague (BSc Hons vs Degree; MCIPS vs CIPS). Or they might include category, industry, level, achievement, or team size, or similar.

To work out what your keywords are, you need to think about what the searcher will be looking for when recruiting the role:

  • Categories
  • Industry sectors
  • Management level
  • Competencies
  • Technical skills
  • Software
  • Languages
  • Education level
  • Qualifications

Some of these are simple, but if you’re struggling to come up with keywords for tougher questions, come at it from a different angle:

  • Which are the things you are most proud of?
  • What is your boss and business happiest with?
  • What projects have you been on?
  • Do you have old appraisals or what did you discuss in them?
  • If you’ve been applying for jobs what are the similarities (and therefore keywords) between them?

Once you have your keywords, you need to add them fluidly into your CV. Some keyword searching software counts the amount of keywords and rates the CV appropriately, so don’t be afraid to add them 3 or 4 times (where appropriate).

And so it doesn’t stand out as overkill, spread the critical ones through your summary, a job title and a job overview.

Word Configuration Oddities – Beware

Depending on the software’s (and searchers’) complexity and skill, it may search in a number of ways. Don’t assume these are Google-level algorithms – they absolutely aren’t. Some engines and searchers will search for a specific word string which will not be flexible.

For example, if they search for “Marketing Category Manager” then “Category Manager Marketing” wouldn’t come up.

There are ways to search for these strings (or any other configuration), but you should set your CV up on the basis that it’s being read by the cheapest, simplest system possible, run by the least IT literate searcher. Plan for the worst and hope for the best.

To get around this, make sure you vary the word order through your CV, so you will catch whichever configuration they are searching.

Multiple Category Job Titles

For the same reason, make sure you shake up your technical skills.

  • IT/Telco Procurement Manager
  • IT/Telco Category Manager
  • Hardware/Software Category Manager
  • Procurement and Supply Chain Manager

In these examples, if someone does a basic search for IT Category Manager, IT Procurement Manager, Hardware Category Manager or Procurement Manager, then you won’t appear in the search. Make sure you vary it, switching it around in job titles, your personal summary and job overviews.

This gets harder as you get to an executive level but play around with the idea.

Natural Text

Never forget that you are trying to make your CV as easy to read as possible. Don’t shoehorn keywords in – the holy grail is to get your keywords in your CV without anyone noticing what you’ve done.

Natural text is critical. There’s no point getting past the algorithm hurdle to get rejected because it doesn’t make any sense to a human. Thankfully we are still a way away from the robots rising up and making these decisions for us!

Alarm Bells

If you’re getting lots of calls for completely irrelevant roles, you may well have the wrong keywords on your CV, or the wrong codes on their system.

Feel free to ask how they searched for your details. If they use codes, ask what codes they have, and feel free to help them correct them if you feel they’re wrong.

Make sure your keywords are clear. There are a number of categories that could be mistaken for other roles (Marketing and IT are a couple). Make sure it’s obvious in these areas that it’s procurement you are responsible for, and not marketing as a department.

I hope this helps you tweak your CV and make it appear in more, better, searches.

Building on over a decade of corporate recruitment (and reading in the region of 250,000 CVs), Andy Wilkinson set up The Chameleon Career Consultancy to coach CV Writing, Interview Technique and LinkedIn Profile writing. 

If you would like any advice on any of these areas or more help on your CV feel free to get in touch by e-mail, or visit the Chameleon website or LinkedIn page.

5 Things To Know When Looking for a Job Abroad

Moving and finding a job abroad is something that many people do during their lives. But what do you need to know before you start looking?

Job Abroad

Leaving your home, friends and family behind and moving to another country, where everything that surrounds you is completely different from that to which you are used to, is not an easy task.

New countries have different people, different cultures, different food and sometimes even a different language.

However, for some people leaving their country of origin and traveling to settle down for a while on the other side of the planet represents a personal goal or even a milestone they need to achieve.

In order to get established in a new country, there are some important things you will need to take into account: finding a job, a house, a room or an apartment, learning the native language, basic cultural norms, and so much more! But let’s focus on finding a job for now.

Follow these simple recommendations and you will be well on your way to successfully finding a job abroad:

1. Do your research

Before applying for a job abroad, you need to be informed about how they manage resumes in the country you are moving to. Do you need a cover letter? Short or long resume? Do you need to attach your certificates? Or is your resume acceptable as is?

In some countries including a photo is the norm, in others it is frowned upon. In some cases, you will need to translate and notarise your degree and other certificates, so it is very important to do your research.

2. Spread the news

Once you make a decision about the place you are going to be living next, tell every single person you know. This way, you will probably meet people who went through a similar experience or that are native of the country you chose.

Your aunt will always have a friend of a friend who spent their summer in a far away and exotic country.

3. Consider all your possibilities

Before quitting your job and booking the first ticket to Timbuktu, find out if the company you are currently working for offers exchange programs, or if you have the possibility of being transferred to another branch.

Other options are searching online for a job abroad, as well as searching your alumni networks and social network connections. Volunteering is also a great way to work abroad – it’s also a very rewarding experience.

4. Be smart

Always let the employer know, in your cover letter or during the interview, that you have done your research about the different aspects of their country and that you are willing and prepared to start working. Furthermore, assure them that you are flexible enough so as to adapt to a foreign environment.

5. Don’t be scared, relax

You have done your research, and have talked to every person you know about working abroad. You have looked for jobs online, and you know everything there is to know about your target country. And you have saved enough money to survive at least two months without a job. You are officially ready.

Of course it is scary to live somewhere completely new, but it will probably be the most exciting adventure of your life. So go for it!

Vanessa Fardi is the Leader of US, Central America, and Latin America Team for Canadian startup neuvoo. Neuvoo is a job search engine that indexes jobs available online in one unique platform, without any charge for the source of the job. It was created in 2011 and is currently available in more than 60 countries.

How to Draft the Perfect CV

A good CV is critical to getting your foot in the door in the recruitment process. A perfect CV can help you get the job of your dreams.

Perfect CV

When it comes to finding a job, besides having the will and disposition to do it, it is essential to know how to present yourself! That is why you should be thinking very carefully about drafting the perfect CV.

A CV is a document that summarises detailed information about you. The importance of having a good CV generally lies in the fact that it is the first requirement when applying for a job. Your CV will be the main source of information —and first impression— that the company will receive from you.

The Perfect CV

If you are not really sure what type information to add to your CV or how to organise it, do not worry! Neuvoo have prepared a list of recommendations just for you:

  • Country Format

Check if the country where you want to apply for a job offer has a specific format before designing your CV, as this may vary.

  • Specificity 

Try to be as specific and to the point as possible in the information you add to your CV.

  • Personal Information

Add your personal information: full name, age, career and courses, address and contact information. Furthermore, along with your phone number, include an email address and, when possible, add the user name of your social networks.

Nowadays, many companies consider the content and the use you make out of them very important. Try to keep all that information in a visible place, it may be at the top of the page or, if you want to explore a design variation, you could add a left-hand column with all this information.

  • Skills Summary

Summarise the skills and abilities you have. It is essential for a business to know which are your strengths. They will take you into consideration if you have what it takes to perform well in your job.

  • Work Experience

Add previous work experience, in chronological order. Be specific in the tasks you performed. Include the name of the company you worked for and the period of time you were there.

  • Additional Information

Do not forget to mention the courses you took, additional studies and, if you master one or several languages, include them as well!

Vanessa Fardi is the Leader of US, Central America, and Latin America Team for Canadian startup neuvoo. Neuvoo is a job search engine that indexes jobs available online in one unique platform, without any charge for the source of the job. It was created in 2011 and is currently available in more than 60 countries.

Smashing through the bamboo ceiling

You’ve heard of the glass ceiling – the male privilege which has historically prevented women from rising to the top of their organisations. Less well-known, however, is the concept of the “bamboo ceiling”.

Bamboo ceilingIt refers to the processes and barriers that serve to exclude Asians or people of Asian descent from executive positions in Western-run organisations. The term was coined by Jane Hyun in her book focusing on Asians in American workplaces, Breaking the Bamboo Ceiling: Career Strategies for Asians.

We’ve recently witnessed a cultural shift in our most progressive organisations wherein gender equality in the workplace is now firmly on the agenda. There are a host of agencies such as Catalyst and the Workplace Gender Equality Agency that are working to address the imbalance, although there is a long way to go.

The difference between the glass and bamboo ceilings, however, lies in the fact that while a company may admit to historic gender bias and pro-actively work to address the problem, racial bias remains in the shadows. Cultural diversity quotas and programs do exist, but the statistics at the executive level are particularly damning. In the US, for example, Asian-Americans hold only 1% of board seats. Australia shares this problem: a recent report by Diversity Council Australia revealed that while 9.3% of the Australian labour force is Asian-born, only 4.9% make it to the senior executive level. Similarly, only 1.9% of ASX 200 senior executives are Asian born, despite 84% of surveyed Asian talent saying they plan to advance to very senior roles. There’s a huge disconnect here – if you are Asian in Australia, chances are very slim that you will make it to the top, no matter how ambitious you are.

The consequences are alarming. 30% of Asian talent have said they were likely, or very likely, to leave their organisation within the next year. For one in four, negative cultural diversity factors significantly influenced their decision.

Tony Megally, General Manager of specialist procurement recruitment and search firm The Source, says that while Australian organisations are hiring more Asian-born talent than ever before, there are still significant cultural barriers to overcome.

“We’re seeing a trend where talented Asian professionals feel they have to change, or Westernise, their names in order to make sure their resumes aren’t passed over”, Megally says. “This shows that there’s still significant cultural bias in Australian organisations, although no recruiter would be willing to admit they passed over a candidate due to a hard-to-pronounce name.”

Bias holding back Asians in business – even in Asia
Even more alarming is the existence of the bamboo ceiling in Asia itself. According to an investigation by the Wall Street Journal, locals rise only so far at Western firms, with multinationals still relying on ex-pats to fill top jobs decades after expanding into the region. Tellingly, 40% more Westerners are placed in CEO-type roles in the region compared with other roles.

Dr Tom Verghese, author and founder of Cultural Synergies, says there’s a real lack of Asian leaders in the top echelons of business. “I’ve been working on developing Asian leaders in the market for 12 years”, says Verghese, “but multinationals do have some understandable reasons for using expatriates in Asia. All global companies inevitably have their organisational culture rooted to their country of origin. There is something in having a person familiar with your language and culture as that link with head office. A very human tendency that we need to be conscious of is our sense of comfort – or bias – that ‘same is safe, and different is dangerous’. Companies want one of their own ‘guarding the store’, and there can be advantages to having an outsider in the top job because they can make changes that an insider would hesitate to make.”

Bad for business
Having less diversity at the top can be bad for business. Companies need to reign in their use of ex-pats, in part because they are expensive hires, and having white-majority executives means a lack of understanding of consumer needs, trends, purchasing power and brand positioning. In short, organisations are excluding the very people who know Asia best.

Multinational organisations in Asia need to focus on the following ways to shatter the bamboo ceiling:

  • phasing out the reliance on expatriates for top roles
  • actively developing and grooming local talent for leadership positions
  • training local talent to fill perceived capability gaps rather than looking elsewhere
  • seeking out talent that knows the local market and understands cultural hierarchies
  • setting quotas for local representation in executive teams
  • understanding the difference in what a good leader looks like across different cultures.

“Multinationals need to embrace cultural intelligence and develop a much broader context around what global leadership looks like”, says Verghese. “A facilitative leadership style may be effective in Australia, for example, but a directive style works better in Asia”.

The Faculty Asia Roundtable hosts quarterly meetings in Singapore, where CPOs from the region’s leading organisation meet to share learnings and best-practice. Please contact [email protected] for more information.

Procurement Recruitment – Find the Needle in the Haystack

According to the experts, procurement recruitment can sometimes be like finding a needle in a haystack. But what are the trends in this area in the coming years?

Procurement Recruitment

One of the key topics at the Big Ideas Summit 2016 was people, and more specifically, how to attract and retain the best talent in procurement. Our experts and influencers discussed a number of ideas and concepts procurement could consider. You can read all about them here.

However, we also wanted to hear what the Procurious community thought were the Big Ideas in procurement recruitment, now and in the coming years. Here is what they had to say.

Tony Megally, General Manager, The Source Recruitment

Big Ideas - Tony MegallySpecialist roles – Procurement needs to consider promoting the profession as an exciting career path to non-procurement professionals already in relevant commercially focussed roles. For example, finance and legal (great for contract management), and possibly agency recruiters specialising in procurement.  

Commercially focussed accountants are highly numerate, analytical and offer great business partnering skills, and, in some cases, they are supporting sales teams with commercial analysis of bids and tenders. In house legal advisors are often partnering with Procurement overseeing contract terms, and could transition well to contract management roles.

Procurement recruitment consultants are generally great at negotiating, building relationships, are equipped with sound knowledge of the profession, and maintain strong soft skills all round. (I’ve know of a couple of recruiters who have made a career change to Procurement!).

The challenge will be getting CPOs and Procurement Heads to think outside the norm of recruiting just from our profession. Non-procurement pros are not typically thinking about procurement as a career change. But if we promote it on both sides this could change!

Senior and Exec Leadership Roles – Procurement should be recruiting for senior and executive leadership capability, rather than technical expertise. We have a great recent example in Australia, where Qantas has appointed a new CPO, Lisa Brock.

Lisa previously occupied executive roles with Jetstar as Chief Commercial Officer, and previously with Qantas in Strategy and Corporate Development, and she has a background in Corporate Finance at Ernst and Young.

She knows the business, is highly people focussed, is a great change agent, is financially literate and has built strong relationships across the organisation at a senior level. Perhaps this is easier to achieve with internal leaders with a proven track record of leading cross functional teams.  

Succession Planning – Succession planning is crucial for future leadership capability. There is a lot of material out there on this topic but it is relevant. The point to be made is around the changing demographics of the workforce, and the fact that Millennials now make up a significant number of the workforce. They generally want faster career progression  and development opportunities.

If we want to retain outstanding talent then it’s necessary for CPOs to actively identify a strong bench of potential leaders, and to actively provide opportunities that will enable a future leadership development path to those who are capable of attaining it.

Anna del Mar, Head of Learning & Development, Future Purchasing

Big Ideas - Anna del MarWith enormous pressure on businesses to streamline their operations and find ways of driving performance in increasingly competitive environments, the need to improve capability and maximise returns from L&D investment is critical.

A leading private equity firm confirmed to us that more than 75 per cent of value creation in their portfolio of companies comes from operational performance improvement.

Procurement has a large contribution to make to any performance improvement programme and increasing capability is often a critical step achieving this.

The procurement recruitment market remains increasingly challenging, and finding people with both the technical and change management skills to create performance improvement is often likened to ‘finding a needle in a haystack’. Future Purchasing is not a recruitment agency and as such we cannot comment on the state of the recruitment market. We can however, observe the methods our clients are deploying to get the best talent.

We have seen three interesting trends:

1. We are seeing some organisations recruit from other functions, and train individuals in Procurement approaches. The behavioural skills required to drive change and implement real category management are so important and less easy to learn than procurement process skills. Whilst that can work in some cases, in practice the value of real experience in commercial scenarios cannot be underestimated.

2. Finding people who will drive real change can be made much easier by using Network Analysis. This approach lets recruiters assess the level of connectivity and impact people have across the networks in which they work. Those people who are well networked, are often well suited to change management roles, as it is their natural tendency to drive change.

3. Thirdly we see procurement organisations recruiting excellent skills from other markets, in particular central Europe. One leading CPO who has outsourced transactional activities to Poland sees this location as a real talent pool for the rest of the global team.

Food for thought!

Tell us what you think about the future of procurement recruitment on Procurious. Even although the event itself is over, there’s still time for you to get involved with the Big Ideas Summit 2016. Visit theBig Ideas Summit website, join our Procurious Group, and Tweet your thoughts and Big Ideas to us using #BigIdeas2016.

In the coming weeks, we’ll be sharing exclusive and unique thought leadership, Big Ideas, and discussion that will shape the future of procurement. Don’t miss out – get involved, register today.

What Tinder Can Tell Us About Job Hunting – Part 4: She’s Just Not That Into You

There are more similarities between Tinder and the job hunting process than you might think. Here’s how to deal with rejection from both potential partners and dates.

Job Hunting & Tinder Rejection

Read Part 1, Part 2 and Part 3 in this series.

It all started so well. You went into it with high hopes, and it seemed like a match made in heaven. You’d told your friends, you’d even told your mum and of course she’d told her friends. But then…nothing. They never call, they never write. Those potential employers can be every bit as heart-breaking as the “ideal” match that you thought you’d made through Tinder.

Coping with rejection is an inevitable part of the job hunting process and because it can feel both painful and humiliating you need to remember to deal with it properly.

Rejection can happen at any stage of the Tinder or job hunting processes. Although it’s tempting to try to spare your own feelings by quickly saying “plenty more fish in the sea” and moving swiftly on, it’s a much better idea to sneak a peek through your fingers and try to work out what went wrong.

Saying the Right Things

If your Tinder profile is fundamentally pictures of you with your friends, you may think “I look sociable, that’s great” but your prospective dates may be thinking “who am I supposed to be looking at?” Similarly with CVs, a lot of people talk about the projects that they’ve worked on, and what the team did, without saying what they personally achieved. It’s important to stand out so that people can see you. Otherwise you may simply get a Swipe Left – CV in the bin.

If you’re getting a lot of rejections without meeting anyone, go back and see if what you’re saying about yourself is really selling you as well as it could be.

On the other hand it may be that you’ve not quite tried hard enough. Maybe some of your Tinder photos are blurry, or taken from a bad angle, or in harsh lighting. Similarly, your CV may be littered with spelling mistakes, or grammatical errors or written in an ugly font (Times New Roman for CVs? No!). So, do the painful thing and try to find what you’re doing wrong.

One advantage that job-hunters have over Tinder-users is that if they don’t hear back they can always try again. If you’ve applied for a job but not heard back, then why don’t you look again at the job spec, reconfirm that your CV really is a good match and that it’s well-presented, and then ask the potential employer for their comments.

Your CV may have been lost amid a mass of applications, and if you show the initiative and enthusiasm to follow up then you are much more likely to at least get a response.

Be on the Level

Now let’s say your prospective date/employer likes what they see and invites you to chat over a coffee. You’ve told them that you’re a highly-skilled tennis coach/brain surgeon/fighter-pilot but when they meet you they discover that, well, you’re just not.

No-one likes to feel misled and a potential employer is going to be every bit as disappointed as a potential date to find out that you’ve lied to them. The subsequent rejection is your fault, not theirs. In future, you need to focus on being the great person that you are, and not trying to pretend to be someone else.

Let’s assume you’ve got to that meeting and it seems like everything went swimmingly. The body language was there, the personal chemistry was right. It feels like you’re both exactly what the other person was looking for. But then the communication stops – no more friendly messages, no more wooing. It seems that you’ve been dropped like a hot potato.

It could be that the other person hasn’t made up their mind yet, or needs to meet other people first, so if you’ve not heard anything for perhaps a week it is entirely fair for you to make contact. No news is not always bad news. You don’t want to seem like a stalker of course, but you do want to express your interest.

Don’t be Disheartened

And this is a good point to remind you that when you are the one holding the balance of power, as a potential employer or a potential date, the right way to deal with people is to be nice. If you’re going to reject someone, be polite, be clear, and don’t waste their time. Karma will reward you.

Sometimes you’re going to do everything right and it’s still not going to work. Unfortunately that’s just life. You can be the perfect person in every way but it may turn out that your prospective date simply clicks that little bit better with someone else.

It’s the same when you’re job hunting. You may completely fit the bill but if a prospective employer meets someone who brings an additional skill which the employer hadn’t even thought that they needed…well, there’s nothing you can do about that.

Sometimes when they say, “it’s not you, it’s me”, that’s true – you couldn’t have done anything differently. So when that happens, brush yourself down, remind yourself that you’re fabulous, and get back out there.

Good luck!

Don’t Let Procurement Be a Career Cul-de-Sac

The message from our Big Ideas Summit people panel discussion? Please don’t let procurement be a career cul-de-sac!

Career cul-de-sac

People remain one of the hottest, and toughest, topics for Procurement. Covering millennials, attraction and retention, employee value proposition, and Brand Procurement – this panel discussion had it all!

Featuring Lee Gudgeon from Reed Global Tom Derry, CEO, ISM; Lucy Harding, Odgers Berndtson; and Procurious’ 10,000th member, Siddharth Sharma – direct from KPMG India.

Here’s how the discussion unfolded:

Is the “millennial” generation all that different?  If so, what do you think, heads of procurement should be doing differently to attract and retain millennials?

Tom: As the proud father of three millennials, Tom believes the next generation of Procurement talent demand authenticity from their leaders, and are more socially conscious and aware.

“Millennials are looking for opportunities to be employed where their values are engaged, rather than just making a living. As managers, we need to understand that they want to work for companies who’s values they believe in. Patagonia is a company that gets this and has prospered as a result,” suggested Tom.

Lucy: While Lucy agreed millennials have different motivators and different values, she’s suspects that this is more about their stage of life and that we weren’t so different at that age.

Lucy also made the point that sustainability, social responsibility are not just issues for millennials – but that Gen X’s and Boomers want to work for companies they believe in too. Judging by the numerous head-nods around the room, our audience agrees.

Lee: From REED’s vantage point, the main differentiator between ‘us’ and ‘them’ is in the way Millennials want to access information. Rather than a corporate brochure, Millennials want a photo on Instagram or better still, a video of ‘what its like to work in the business”.

“HR needs to get smart about how they communicate Procurement’s value proposition using new technologies,” suggests Lee.

Interestingly, Lee also believes its not just millennials who are demanding great technology at work, but Procurement practitioners at every age and level.

“If procurement practitioners are going to deliver on expectations, they need to be equipped with the best technology – great systems are a huge and often overlooked – employee value proposition.”

Siddharth: Agreed that the issue is less about different values, and more about the avenues that are open to us to express views.

“What was done 20 years ago on paper, is now done on mobile,” said Sid.

Always a topic that ignites some passion, we threw the People discussion over to the audience. Some of our favourite, most controversial take-outs are shared below:

A rising star and our only true millennial in the audience, Mike Murphy O’Reilly, asked: Are we using the wrong word? Rather than millennials, are we really talking about Digital Natives?

For Mike at least, the difference is not so much in terms of values, but in the way we want to receive information and expectations we have of technology.

Anna Del Mar: Suggested that the real problem in attracting and retaining young talent lies with the ‘Frozen Middle’ which despite the energising and inspirational CPOs out there, can be a very unattractive to graduates coming through.

Cutting straight to the core as always, Gabe Perez offered the view that millennials, more than anything, are looking for opportunity. Linking back to his earlier presentation, Gabe warned: “Just like our supplier enablement processes and systems, we need to make sure our HR processes don’t make it more difficult for innovative, exciting talent prospects to get through the door in the first place!”

Tom Derry: Agreeing that a ‘frozen middle’ can exist in any organisation, Tom noted that leaders need to be able to make hard calls and make the necessary change needed to deliver.

Ever one of the most passionate procurement pros we’ve come, Helen MacKenzie asked: Are there enough Good News Stories about Procurement? Procurious loved Helen’s suggestion that perhaps we need a book, a movie, a TV-series about a Procurement Super Hero!

Wanting to know if these procurement issues are unique to procurement, Lance Younger asked: Is every function facing the same challenges as Procurement with respect to talent?

In response, Lucy Harding believes talent remains an issue for every part of the business but a rod we have made for our own backs: “We’ve created silos, and judge people on depth of vertical knowledge – creating narrow but deep skills.”

Adding: “We must challenge the notion that Procurement is a career cul-de-sac,” – a point widely picked up by Twitter.

Speaking on behalf of the professional association, Tom Derry believes that over any other function, Procurement has one unique advantage: We understand the upstream demand, the supplier, the structure of our industry, our market place – so if we capitalise on that and prepare to become GM of the business, or remain functional managers only – to our detriment.

And always delightfully controversial, Peter Smith, SpendMattersUK asked: So why is it still headline news when a CPO becomes CEO?

A good point neatly dealt with by Tom Derry: “That’s true but I believe things are shifting. Today, businesses compete on basis of their supply chains, and so I think we will see more examples of CPOs making the shift to the top job.”

Why Future CPOs Need to Walk the Talk

Procurement is changing and its leaders need to change to in order to succeed. Lucy Harding tells Procurious why it’s behaviours, more than technical skills, that will define future CPOs.

Lucy Harding - future CPOs

Lucy Harding, Partner at global executive search firm, Odgers Berndtson, is considered to be the UK’s leading CPO headhunter. She believes that for future CPOs, behaviours and business acumen will carry more weight in recruitment than technical skills.

Lucy’s involvement in Big Ideas is consistent with her view that future CPOs and leaders need to have the following key attributes:

  • The ability to create a function that brings insight and innovation to an organisation
  • Use of the best technology tools and trends to enable your team to be effective.
  • Ability to access and excite emerging supply partners
  • Ability to attract and retain the best talent – tuning in to the millennials motivations and creating roles that offer challenge and development

At the Big Ideas Summit 2016, Lucy will be taking part in a panel discussion, which will discuss attracting the top talent to procurement, and what skills will be required by future CPOs and other procurement leaders.

The thing I’m most looking forward to about the Big Ideas Summit is meeting new people that have interesting ideas on how to move the profession forward. It’s exciting to see the breadth of speakers and contributors that will be able to discuss emerging and future trends that the function needs to get to grips with.

What are the key differences between the skills required for executive level procurement, and the mid-level roles?

The difference between the skills needed at the mid-level and those required at an executive level are behavioural, rather than technical. This is the same for any functional leader (HR/Finance/IT) as they become the head of their function. Technical competence is a given. At senior levels, after a number of years in a function, everyone should be technically competent.

At the margin, the difference is leadership, broader business acumen, financial numeracy, and breadth of experience gained across a range of industries and geographies. To land the top role, an organisation will be looking at you not only with that role in mind, but what can you do next.

What would you say are, or will be, the key attributes of procurement leaders in the next 5 years?

  • The ability to create a function that brings insight and innovation to an organisation
  • Use of the best technology tools and trends to enable your team to be effective.
  • Ability to access and excite emerging supply partners
  • Ability to attract and retain the best talent – tuning in to the millennials motivations and creating roles that offer challenge and development
  • The ability to structure your organisation that gives you the best access to global talent
  • Someone who doesn’t talk procurement language to the business
  • A combination of procurement and business skills
  • Experience of living and working in emerging markets

Do you see any patterns or common issues when it comes to your executive searches?

Clients are increasingly keen to recruit “business leaders first, functional excellence second”. International experience, with a breadth of industry sector experience is also in high demand. Above all, the ability to engage with the business, and do what you say you are going to do, is critical.

This is becoming increasingly evident, since many of the searches I undertake have elevated the positioning of the role, and therefore visibility to the Board is heightened.

Procurious focuses a lot on the individual brand and social media presence of all procurement professionals. How important is this for recruitment in the profession?

Social Media is an increasingly important tool for recruitment. At the junior and middle management levels it’s often used for candidate identification so a well presented profile is vital to get “found”.

At the senior levels where Odgers Berndtson operates,  whilst candidates may be found via sources such as LinkedIn, social media is a useful tool for candidates to use to research those they are going to meet during their interview process. As a senior leader looking to hire, it’s important that you use social media as an attraction tool about you as an individual leader that top talent would want to work with.

A word of caution also. All search firms and employers themselves will conduct online media checks on potential candidates, therefore it’s important to ensure that all information on line about you is suitable and professional.

Lucy Harding talk about these topics in more detail during one of our panel discussions at the Big Ideas Summit on April 21st.

If you’re interested in finding out more, visit www.bigideassummit.com, join our Procurious group, and Tweet your thoughts and Big Ideas to us using #BigIdeas2016.

Don’t miss out on this truly excellent event and the chance to participate in discussions that will shape the future of the procurement profession. Get Involved, register today.

Stories from The Source – Part Two: Sanne Gruter

The Source Recruitment Consultant Sanne Gruter gives Hugo Britt her top tips for procurement professionals to excel in their next interview.  The Source Interview Tips

Read Part 1 of this series here.

In more ways than one, Sanne Gruter is the international face of The Source. As part of her portfolio she looks after the fast-growing international sourcing part of the business, reaching out to potential candidates in markets including the UK, China and Singapore. Sanne is also ‘international’ in that she hails from Holland, has a partner from Uruguay, and has found a fulfilling and exciting career here in Melbourne, Australia.

Sanne’s academic history is impressive – she holds a Bachelors degree in Applied Psychology, and an International Masters of Culture, Organisation and Management which integrates anthropological, sociological and psychological approaches to identity, politics and cross-cultural co-operation with management and organisation theory. She enjoys the challenges involved in recognising, qualifying and nurturing top talent.

What made you decide to come out to Australia?

I love to travel, and still take every opportunity I can to see the world. I was out here in Australia travelling as a tourist, and of course I loved the sunshine. Melbourne, in particular, really appealed to me as the home of the Australian Open! So when the opportunity came up to join The Source, I took it.

How do you use your qualifications in your day-to-day role as a recruitment consultant?

My knowledge of psychology helps me be aware of the subjective element in almost everything I do. Recruiters need to remember that they’re dealing with real people, who have emotions and agendas. When I work with candidates I always let them know if they’re coming across as too aggressive or lacking in energy. Usually, people don’t know they’re doing it. Basically, I try to teach people to be convincing in interviews.

Is there anything unique about recruiting for the procurement profession?

Absolutely. I’ve found that procurement professionals are master negotiators – candidates want a lot, and they play hard on the salary negotiations. The clients we recruit for are excellent negotiators as well, and we generally find that they’re prepared to wait for the right talent to become available.

Where do you find your candidates?

Mainly through headhunting and networking. We reach out to people we believe are relevant for a specific role to have a very general career discussion. Usually people are happy to be courted and to join our network even if they’re not ready to move until the right opportunity comes along. This ‘hidden market’ has proven to be very valuable, since the focus is on the candidate.

We’ve also found quite a few people through Procurious, both inside and outside Australia. So be sure to log onto Procurious and connect with me! One of the exciting trends we’re starting to see is more and more people making a conscious choice to come into procurement from other professions, such as finance and law. Procurement functions can always use these diverse skill-sets.

What are the challenges in Australian procurement recruitment?

There’s a huge amount of change going on amongst our client companies. Restructuring and redundancies take place all the time, which means we have to keep on top of what’s happening in a fast-changing environment. Another challenge is that Australia is a relatively small market, which is why it’s important for procurement professionals to know the right people and reach out to organisations like The Source.

What sort of salary levels do you recruit for?

Personally, I mostly look after the mid-level space, which could range from $80,000 to $130,000 (AUD), but The Source team works collaboratively across all salary levels. And of course there’s the international recruitment angle too. UK professionals are in high demand in Australia, along with candidates from China and Singapore.

Can you share some tips for creating a winning resume?

Don’t just describe your role when you write your resume. Make sure you keep track of your achievements, and back up your claims with hard figures. Procurement employers like to see proof. For example, if you’ve achieved some excellent cost savings, make sure you include the dollar figure or percentage.

Start with a succinct personal introduction explaining your background, key strengths, and what makes you stand out for the role. You’ll never be shortlisted if you don’t communicate your strengths.

Frequently changing roles can indicate a lack of commitment, so try to stay in a business for a minimum of three years. Of course, sometimes it’s out of your control. If you are made redundant, don’t be afraid to put it in your resume – recruiters and employers won’t penalise you for redundancies because they’re so common.

Can you share some interview tips?

Make sure you’re well-presented. Read up about the organisation and find out about the people who will be interviewing you on LinkedIn. It’s important not to over-prepare and create a “script”, because it comes across as fake.

Remember to back everything up with examples. Think about the key competencies you’ll be asked about, and be prepared to talk about how you’ve demonstrated these in the past. You need to be able to explain what you do.

Do you have any stories of disastrous interviews?

We had a candidate who was asked to give an example of how she can balance priorities. Unfortunately, the example she gave was how she was juggling three boyfriends at once!

Another candidate took the advice to provide clear “evidence” of her achievements much too literally, and turned up at the interview with an enormous stack of printed-out reports and emails. She’d rummage through the pile to find evidence whenever she was asked a question.

Did either of them win the role?

Unfortunately for them, no!

What’s your advice for graduates considering procurement as a career?

Procurement is a good career. It’s growing fast, with heaps of opportunity to add significant value to a company. It’s a really diverse job. From the analytical side of things, to the sourcing experts, stakeholder relationship management experts, risk gurus – there are so many aspects to being a procurement professional.

The Source - Sanne GruterThanks Sanne, and all the very best for an exciting career in procurement recruitment at The Source!

 

 

The Source is a boutique mid to senior and executive recruitment and search consultancy with national reach specialising in the procurement market. For more details, visit The Source.