Next Level Purchasing - Helping Purchasers Become Indispensable
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How Purchasing Wins Favor In The C-Suite

PurchTips - Edition # 171

By Charles Dominick, SPSM


Is Your Work Valued By C-Level Execs?

A strong relationship between Purchasing and the "C-suite" (CEO, CFO, CIO) increases the effectiveness of your department because C-level executives can open doors and energize initiatives through their support. To obtain and maintain access to the C-suite, you must be able to effectively communicate with C-level executives.

Know What To Communicate - The C-suite expects you to know their strategic goals and initiatives. Purchasing becomes more relevant to the C-suite when its operations align with C-suite goals. Don't know their goals? Ask! The question itself indicates alignment.

Be Prepared - Have correct and detailed information on your spend, your suppliers, and the state of the markets at your fingertips. You never know when the opportunity to speak with C-suite executives will present itself.

Speak Their Language - Always present requests for resources or support with a clear commitment to deliver a specific value. "If you allow me X, I'll return you Y."

Use Your Time Wisely - C-level executives have busy schedules and often get called out of already-short meetings for urgent priorities. Don't make the mistake of getting stuck in the details of your department when presenting to the C-suite. Instead focus on how Purchasing can add value and create a competitive advantage for the company. Be concise and relevant.

Use Visuals - Often, the quickest way to get your message across is by using visuals such as a spreadsheet showing a comparison or a graph showing a trend line.

Stay Visible - Meet with your closest C-suite executive regularly and provide updates on your plan. It's best to meet before his/her C-suite management meeting and provide him/her with key points to take to the meeting.

Communicating effectively with the C-suite increases Purchasing's perceived value. Treat every interaction as a step to win favor in the C-suite.

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Spotlight On Professional Development Opportunities

SPSM Certification

Are you tired of not getting enough opportunities, respect, and money out of your purchasing career? Well, guess what? Nothing will change unless you take action towards becoming a world-class purchasing professional.

Earning your SPSM® Certification by completing the Senior Professional in Supply Management® Program is the action to take if you want to bring the most modern purchasing   practices into your organization and achieve your career potential. Learn how to earn your SPSM® Certification (and perhaps get an iPod) at:

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