Marketing versus Procurement, Sales versus Procurement, the business versus Procurement … If you pay attention to the headlines coming from many Procurement trade bodies and associations, you would think that every day for the average Procurement Department is a battle.
Adding to this atmosphere of trench warfare, another
Might these issues of power and warfare be because too many Procurement groups are confused and struggling to deliver true
I find it disconcerting when any functional group sees itself being ‘in conflict’ with its external contacts, whether those contacts are in other business functions or in other organizations. How can this possibly prove productive? How can it ever lead to the value and innovation that business and government agencies seek from their supply relationships?
Procurement groups will always operate with measurements that differ from those in other groups. For example, Marketing is focused on brand image and generating new business, while Procurement is tasked with ensuring value for money. Differences such as these are designed to cause contention, but contention does not mean that there should be conflict. Indeed, in mature
A growing number of Procurement groups are successfully expanding their role, vision
Does this mean you can always trust suppliers or other functional groups to do the right thing? Certainly not – and that’s why it’s important to maintain oversight. But there is a big difference between oversight and warfare. And there is also a big difference between achieving positive business outcomes and winning short-term victories through the use of power.