Identifying Your Procurement Personality Type

If you are a supply management professional, it’s likely you have one of several common”personality types” found in the profession. So says Jon Stevens, group head of commercial at Servest UK, a facilities management company, writing on the SupplyManagement.com web site.

“We don’t all think the same way – nor are we programmed to automatically conform to every wish or demand presented by another person,” Stevens writes. “There’s no wrong and right way to negotiate but there is a lot to be said for taking some time to think about how you’re coming across. In this industry, there are numerous personalities at play, each with their own style and way of doing things.”

Below, Stevens briefly characterizes four common personality types – does one of them fit your style?

The dominator: Your preference is to bully people into submission by adopting a black and white, brutally cutthroat approach to the buyer / supplier relationship. You win. They lose. The problem is that being too cost-focused can mean you’ll have problems down the line when the supplier realises it’s not a sustainable agreement – and then the process has to start all over again.

The poker player: You guys don’t give anything away. You know your stuff and you’re dangerously good at getting your own way. You usually do so by confusing suppliers with data and jargon – to the point they give up trying to understand and just agree. Like with the dominator, this can sour the relationship.

The best buddy: You prefer a warm approach and a bit of honesty and are the friend suppliers tend to trust. If people are on your side, it can make reaching an agreement easier. Just be careful you don’t forsake professionalism trying to be a pal, otherwise they may take advantage of your kindness. In other words, they’ll win and you’ll lose.

The smooth operator: Tough. Knowledgeable. Professional. If you know exactly what you want, and if you know exactly how to get it without devaluing a supplier’s offering, then you’ll probably have a win/win situation.

Any personality type can succeed, Stevens says.

“There are many personas in procurement, but people can usually sense who you really are, so the best one for a face-off is the one that will allow you to cultivate and maintain a good rapport with everyone at the table. That’s the only way every player can win,” he concludes.