Jeremy Ferrer
Webinar :
Matinale Achats de Lyon
Vendredi 14 Février de 9h à 12h30
A key player within the company, the buyer, also called purchasing director or purchasing manager, is responsible for the strategic management of purchases, negotiating with suppliers and ensuring the supply of goods and services necessary for the company's activity. We also talk about a purchaser-supplier. However, this professional acts more than just a supplier. It plays a much bigger role. Through its actions, it contributes to the reduction of costs, to the improvement of quality... in short, to the success and profitability of the company. Despite this strategic role, it is often observed that this profession suffers from a lack of recognition. The buyer faces challenges in order to be fully recognized and valued at the level of his contribution. In this guide, find out everything you need to know about buyer recognition within and outside the business.
The role of the buyer is essential in the procurement and procurement management process within a company. Its main objective is to ensure that the company obtains the necessary goods and services in the best possible conditions in terms of costs, quality, delivery times and compliance with requirements.
Among the responsibilities of the purchaser supplier, we can cite the analysis of needs. It tries to understand the needs of the business in terms of goods and services. He collaborates with the various internal departments of the company to define the specifications and requirements of the necessary products or services. It carries out market research and analysis to identify potential suppliers.
The buyer is also in charge of selecting suppliers or sourcing. It evaluates and selects potential suppliers who can meet the company's demand based on criteria such as quality, price, reliability, production capacity and reputation. He also deals with negotiations with suppliers to obtain favorable contractual conditions, such as competitive prices, shorter delivery times and quality guarantees.
Another responsibility of the purchasing manager is the management of contracts and supplier relationships. It establishes and manages contracts with suppliers, ensuring their compliance with current regulations and negotiated terms. It also tracks supplier performance, identifies and manages supplier risks, such as late deliveries, stockouts, or quality issues.
In addition, the purchasing supplier plays a crucial role in optimizing costs. By defining a purchasing policy that is in line with the overall goals of the company, it contributes to reducing total procurement costs. It is continuously looking for opportunities to save costs and reduce expenses without compromising quality or reliability.
Finally, the buyer carries out strategic intelligence. It is continuously looking for opportunities to save costs and reduce expenses without compromising quality or reliability.
Several factors can explain the lack of buyer recognition:
The lack of recognition by the buyer is inseparable from the lack of recognition of the Purchasing function herself. The latter has long been considered an administrative and transactional function. It was limited to the supply of goods and services necessary for the business to operate. The role of the purchasing manager is often seen as focused solely on reducing costs and negotiating with suppliers. This can lead to an underestimation of the added value it can bring to the organization.
First, the results of the purchasing function are often less visible than those of other functions, such as sales or marketing, which limits their recognition.
Second, buyers often work behind the scenes, and in isolation. Because of this, they are less visible to other departments and management. Sometimes they are even seen as obstacles rather than partners. As a result, they may not be included in strategic decisions. The procurement function may not be sufficiently integrated into the company's overall strategy. It is important to be actively involved in transversal projects and to demonstrate the value of the purchasing function at all levels of the organization.
Procurement professionals need to improve their communication to highlight their achievements, share best practices, and make other departments aware of the benefits they bring to the organization. They need to be able to present their results clearly and concisely, with an emphasis on savings, quality improvements, efficiency gains, and risk reduction measures.
Some organizations may have a culture that does not sufficiently recognize the importance of the purchasing function or the buyer.
Some procurement functions are trying to make changes by introducing new procurement policies or procedures, such as the digitization of procurement. These changes may encounter resistance within the organization. This may limit the recognition and acceptance of the Purchasing function.
Like most buyers, you probably think you're not being judged at your true worth and not receiving Buyer recognition deserved. As in any area that needs improvement, getting more recognition from the buyer requires the application of a strategy.
Here are the 6 tips you can use to improve the respect given to you within the company and get the buyer recognition you deserve.
Apply them all for maximum effectiveness.
Exceeding your goals and delivering exceptional results is critical to achieving increased buyer recognition.
You have goals to reach this year, don't you? If you succeed, you might think that you “performed” well. Does the Directorate share this point of view?
Generally, managers consider the achievement of set goals to be the minimum performance.
You need to exceed your goals to be truly impressive and get buyer recognition. By achieving remarkable performance, such as identifying additional savings opportunities, efficiency gains, or quality improvements beyond your organization's expectations, you will demonstrate your value as a competent and influential buyer.
If you get great results, that's fantastic. But will anyone take a detour to come and see how good your performances are or to show appreciation?
So be sure to let everyone know what you have achieved. If not, it's likely that no one will know what you've done. Or worse, you could pretend that you did nothing and someone else could take the fruits of your labor!
Highlight your qualities as a buyer and the key skills you bring to your role. Identify your strengths, such as your ability to negotiate effectively, your expertise in a specific area, or your supplier management skills. Share this information with your team, management, and colleagues so they can recognize your unique skills and the benefits you bring to the organization.
The best way to build good relationships andget buyer recognition in purchasing is to provide a quality service.
Exceed yourself, go beyond current requirements. Move to call your customers back more quickly.
Do status reports more frequently. Follow up regularly to be sure that your manager or client is satisfied. If things go wrong, apologize and show your willingness to make things right.
Also improve your internal relationships. Invest time and effort in building strong relationships based on trust, respect, and open communication with colleagues and internal stakeholders. Listen to the needs of other departments and look for mutually beneficial collaboration opportunities. Positive and effective relationships will strengthen your buyer recognition.
Many business and professional associations need talented volunteers. Joining a committee testifies to your commitment to your business, your profession, and/or your industrial branch.
Also join professional associations related to buying, such as buyer clubs or networking groups. Join events, conferences, or webinars to meet other procurement professionals, exchange ideas, and share experiences. These professional circles will allow you to connect with people who share similar interests, learn best practices, and develop your professional network. Being active in the professional community will contribute to increasing your visibility and your recognition as a buyer.
Offer to share your expertise by writing an article for a publication specializing in the field of purchasing. You can also look for interview opportunities in podcasts, webinars, or professional magazines. By sharing your knowledge and experience, you will establish your credibility as an expert in your field and draw attention to your achievements as a buyer.
If someone outside of the company posts your successes, others will be more likely to notice that you are really working well.
External reviews increase your credibility and recognition for a buyer.
Respecting the standards of excellence set by an external organization is an objective guarantee of your abilities. Obtaining certification is another external source of credibility. It demonstrates your commitment to professional development and attests to your expertise in the field of purchasing.
Buyer recognition is crucial for several reasons. First of all, it values its strategic role within the company and gives it the legitimacy it needs to make important decisions. The purchasing manager is involved in defining the company's strategic procurement goals. It contributes to cost optimization, risk management, innovation and the continuous improvement of purchasing processes. His global vision allows him to identify opportunities for the company and to bring real added value.
Second, the recognition of the buyer reinforces their motivation and commitment, as they feel valued and appreciated for their work. A recognized buyer feels much more involved in the success of the business and is more motivated to achieve the goals set. It contributes to company performance by reducing procurement costs, optimizing inventories, improving the quality of products or services provided, and strengthening the company's competitiveness in the market.
Another consequence of the recognition of the buyer is the strengthening of his influence and his bargaining power with suppliers. They are more likely to cooperate and offer advantageous terms when the purchasing manager has established recognition and credibility.
Finally, the recognition of the purchasing manager promotes internal collaboration and improves relationships with other departments in the company. By recognizing the role of the buyer, other departments in the business are more likely to work closely with the buyer. Better collaboration makes it possible to better align goals, share relevant information, and make more informed decisions. This promotes a more comprehensive and integrated approach to Purchasing management, leading to more positive results for the business.
In short, the lack of Buyer recognition is a challenge for these professionals who nevertheless play a strategic and impacting role within companies. By exceeding your goals, by having your qualities recognized, by improving your relationships and by joining a professional circle, it is possible to remedy this situation and to fully value the buyer's contribution to the overall success of the business. Recognizing the importance of the Procurement function is key to creating a culture of appreciation and encouraging excellence in this key area.
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