Mastering Supplier Relations Through Strategic Dialogue with Kelly Barner

How can procurement professionals transition from mere cost-cutting to becoming strategic partners that drive amazing business outcomes?

Kelly Barner, Co-Founder and Head of Content and Operations at Art of Procurement, is here to talk all about strategic procurement as shown through her journey from traditional purchasing roles to building strategic, relationship-focused positions. We explore the critical shift in procurement, highlighting how sourcing and procurement differ, and the importance of moving beyond just cost-cutting to build meaningful supplier collaborations.

Together, we look at the challenges procurement professionals face as they transition from transactional tasks to strategic partnerships. Kelly explains the unintended consequences of supplier rationalization and centralization, emphasizing the need for respect and influence within organizations. Throughout the episode, Kelly provides a roadmap for building ethical supplier relationships, focusing on transparency and professionalism in risk management.

Topics covered during this episode include:

• How procurement roles have evolved from transactional tasks to strategic partnerships.
• Why procurement now emphasizes respect and influence over cutting costs.
• What really motivates procurement professionals.
• How sourcing differs from procurement, often indicating larger, segmented organizations.
• Why supplier rationalization and centralization have reshaped procurement professionals' roles.
• How ethical supplier-procurement relationships require timing and strategic dialogue.
• Why transparency and professionalism are crucial in procurement risk management.
• How winning supply proposals require specificity, cultural fit, and understanding business outcomes.
• Why engaging procurement professionals effectively involves being professional, prepared, and courteous.
• How procurement professionals aim to be strategic collaborators with suppliers and internal teams.
• Why understanding category management is important for suppliers.
• How regular dialogue and offering insights can help prospective suppliers engage with procurement.

Dig into this episode if you want to master the art of strategic procurement and enhance your organization's supplier engagements!

Kelly Barner on LinkedIn: https://www.linkedin.com/in/kelly-barner-6884443