89% Buyers say – Sales people would make successful buyers

1 comment April 24th, 2007 Sean Delaney - Iasta UK

This is a really interesting survey result particularly when some buyers are of the opinion that a sales person stops lying when they stop talking!

On a more serious note it seems that senior management are not necessarily looking for individuals with a procurement background. The skills of procurement can it seems be taught.

It is a great testimony to the role procurement that they can now attract individuals from other professions. I think it reflects the opportunities that now lie in this category and also the high regard this function holds within some organisations. Having this experience is essential for progressing further within any organisation as I discussed here before.

Furthermore it is interesting to note that being able to follow procedures are less of a priority at organisations like Toyota who are “looking for the skills we require as a firm and not just as purchasing specialists. This gives us flexibility.”

All very interesting stuff, but why this change? Is the esourcing effect helping to standardise processes. If so surely optimisation, contract management and SRM will just further accelerate this change?

What skills will be become more valued? I suggested before that retail buyers have the skills that potentially could suit future roles but I also feel a broader skill set from other areas would suit too.

Entry Filed under: Analysts/Research, General