Effective Behaviors for future procurement success Follow up ISMC - - PowerPoint PPT Presentation

“Effective Behaviors for future procurement success”

Follow‐up ISMC 2014

Innovation is broadly recognised as key driver for success. Suppliers’ capabilities are going to be essential to innovate. “Procurement as a source of innovation and way to accelerate time to market”

2

Suppliers become innovation partners

This means the bar for Procurement is being raised Key questions that arise

• Do we have the organisation, the people and supporting leadership to

realise this?

• Do we have the right person on the right place
• How do we know (talent)development and training efforts pay off 

What is the ROI?

Define the gap (IST vs SOLL)

• 3 levels of measurement

– Organisation :

• Procurement maturity

Defining scope and focus

– People

• Knowledge & Skills

Defining key development areas

• Effective behaviour

Insight in development potential and teaming  ROI impact Knowledge Skills Behaviour

ISMC Focus

Starting Point : Procurement Profiles

NEVI Purspective research indicates there are 7 key procurement roles In most organisations procurement functions are a combination of 1-3 roles For each procurement role needed knowledge, skills and effective behaviour are defined.

4

(1) Measure Knowledge & Skills

Quick scan on technical competencies

• Quiz / test questions

 Starting point for development in procurement knowledge Skills measurement

• 180 / 360°assessment

 Quick insight and awareness based on specific set of competencies Assessor interview

• STARR interview with procurement assessor – follow-

up on skills measurement or scan  Validated insight on individual and group level Assessment centre

• Cases, role plays

 Deeper insight in selected skills in scope

Recognisable trends?

• Changes in role of procurement requires different

procurement behaviours

• Personal preferred behaviour has a significant

impact on one’s effectiveness and development potential on competencies in scope NEVI Procurement profiles are directly linked to behavioural model

6

(2) Measure Behaviour

Result

• Right person in the right procurement role
• Insight in hidden potential and risks
• Increased ROI on development

Procurement Behavioural model

Executor Action oriented Implementator Result driven Negotiator Flexible & deal making Designer Creative & independent Analyst Accurate & critical Sustainer Disciplined Collaborator Open & helpfull Sparring partner Future oriented & stimulating

External orientation Internal orientation Business orientation People orientation

7

Behaviours linked to 7 key procurement roles

Analist Leader Relation manager Advisor Buyer Performance manager Coordinator

Executor Implementator Negotiator Designer Analyst Sustainer Collaborator Sparring partner

8

Learn more or experience yourself?

Your partner for Global Organizational Development

Contact Koen Jansen at kj@purspective.com +3188 33 00 710 +3161 39 40 115