Sometimes, us bloggers get so focused on strategic purchasing topics that we underserve buyers in the trenches – those men and women who work hard at ensuring that every critical delivery is on time no matter what crazy circumstances pop up. When I reflect on this work that buyers in the trenches do – the work that I did early in my purchasing career – it is clear that “tactical vs. strategic purchasing” is not synonymous with “unimportant vs. important purchasing.”

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Tactical purchasing activities, like day-to-day communications with suppliers, are important. You don’t want a purchasing department to be a paper-pushing department, but some of the work in the trenches can be quite critical to the successful operation of a company.

With that in mind, I’ll give a quick tip today for buyers in the trenches. I thought of this when my wife called a utility company, failed to achieve the desired result, and I had to place a second call to them to get what we wanted.

Here’s the tip: “Don’t allow the conversation to end until you hear what you want to hear.”

Whether it is working with a supplier to deliver an item by a deadline of yours, getting a supplier to honor a warranty, getting a re-stocking fee waived, or any similar, reasonable, short-time-horizon request, the supplier usually has the flexibility to take care of you. You may need to speak with a higher-level person, but the flexibility is usually there. Don’t take no for an answer.

Persistence goes a long way towards success when you’re in the trenches of purchasing. Plus, it shows management the tenacity they are looking for in higher-level purchasing positions that involve broader negotiations.

Don’t allow the conversation to end until you hear what you want to hear.

As a side note, I won’t be teaching this technique to my children until they are adults (however, they seem innately know to try this )!

Recommended Reading:

Advanced/Extreme Negotiation Webinar Next Wednesday
Advantages of a Procurement Hub in the Education Sector
Affording Your Supply Chain Certification
Air Travel – Ugh!
Alternatives to Your RFP Requirements: Measure The Results of This Technique!