“Effective Behaviors for future procurement success” Follow ‐ up ISMC 2014
Suppliers become innovation partners 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” 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 ? 2
Define the gap (IST vs SOLL) • 3 levels of measurement – Organisation : • Procurement maturity Defining scope and focus – People • Knowledge & Skills Defining key development Knowledge Skills areas Behaviour • Effective behaviour Insight in development potential and teaming ISMC Focus ROI impact
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
(2) Measure Behaviour 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 Result • Right person in the right procurement role • Insight in hidden potential and risks • Increased ROI on development 6
Procurement Behavioural model Business orientation Executor Implementator Analyst Action oriented Result driven Accurate & critical External orientation Internal orientation Negotiator Sustainer Flexible & deal making Disciplined Designer Sparring partner Collaborator Creative & Future oriented & Open & helpfull independent stimulating People orientation 7
Behaviours linked to 7 key procurement roles Performance manager Buyer Executor Implementator Analyst Relation manager Advisor Negotiator Sustainer Coordinator Analist Designer Sparring partner Collaborator Leader 8
Learn more or experience yourself? Contact Koen Jansen at kj@purspective.com +3188 33 00 710 +3161 39 40 115 Your partner for Global Organizational Development
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