Art of Procurement 835: “We Win” Relationships: A Playbook for Procurement Value W/ Neji Isaac
“There is no stagnancy in a supply relationship. Continuous improvement is the basis for that.” - Neji Isaac, Global Category Manager, NOVA Chemicals
Procurement often measures success in cost savings and contract terms, but today's business environment demands more.
As supplier markets consolidate and customer needs shift, procurement leaders must find new ways to bring value to the business, especially in categories that seem stagnant or constrained.
In this Art of Procurement podcast episode, Neji Isaac, Global Category Manager at NOVA Chemicals, shares a real-world case study that pushed the boundaries of traditional supplier relationships. Drawing on his global experience and recent doctoral research, Neji explains how identifying overlooked opportunities and challenging old assumptions can unlock efficiency and drive unexpected value.
Whether you’re facing a “take-it-or-leave-it” supplier market or searching for fresh levers to pull, Neji offers pragmatic strategies to reflect on.
In this episode, Neji discusses:
- Rethinking supplier relationships in long-standing, strategic categories
- How to recognize and act on cultural and regional differences in supply approaches
- Turning overlooked assets (like spare land) into value-adding levers
- Why the “we win” approach beats traditional win-win thinking
- Ways to uncover what truly matters to your suppliers
Links:
- Neji Isaac on LinkedIn
- Subscribe to This Week in Procurement
- Subscribe to Art of Procurement on YouTube