Sometimes, us bloggers get so focused on strategic purchasing topics that we underserve buyers in the trenches \u2013 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 \u2013 the work that I did early in my purchasing career \u2013 it is clear that \u201ctactical vs. strategic purchasing\u201d is not synonymous with \u201cunimportant vs. important purchasing.\u201d<\/p>\n
Don\u2019t miss updates on Procurement & Supply Chain, Subscribe here!<\/p>\n
Tactical purchasing activities, like day-to-day communications with suppliers, are important. You don\u2019t 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.<\/p>\n
With that in mind, I\u2019ll 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.<\/p>\n
Here\u2019s the tip: \u201cDon\u2019t allow the conversation to end until you hear what you want to hear.\u201d<\/p>\n
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\u2019t take no for an answer.<\/p>\n
Persistence goes a long way towards success when you\u2019re in the trenches of purchasing. Plus, it shows management the tenacity they are looking for in higher-level purchasing positions that involve broader negotiations.<\/p>\n
Don\u2019t allow the conversation to end until you hear what you want to hear.<\/p>\n
As a side note, I won\u2019t be teaching this technique to my children until they are adults (however, they seem innately know to try this )!<\/p>\n
Recommended Reading:<\/strong><\/p>\n Advanced\/Extreme Negotiation Webinar Next Wednesday<\/a> Sometimes, us bloggers get so focused on strategic purchasing topics […]<\/p>\n","protected":false},"author":12,"featured_media":4064,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2777","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\n
\nAdvantages of a Procurement Hub in the Education Sector<\/a>
\nAffording Your Supply Chain Certification<\/a>
\nAir Travel \u2013 Ugh!<\/a>
\nAlternatives to Your RFP Requirements: Measure The Results of This Technique!<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"