In the new era of procurement and supply chain management, there is a clear need for the development of soft skills. Whereas solid skills were always consider the only skills of real importance in the past, there is now a definitive case for more of a balance between solid and soft skills in procurement departments in order to succeed in the future.

As the procurement and supply landscape changes, procurement professionals need to adapt and develop both solid and soft skills to bring to the table.

What Are Soft Skills?

The term soft skills refers to emotional and behavioural intelligence, relationship management and communication skills to name but a few. In short, soft skills are what allow us to make a connection with the people behind supply chain organisations and stakeholders.

Here are some example of the sought after soft skills that drive procurement success:

  • Effective communication of ideas, strategies and results.
  • Ability to organise thoughts in a logical order.
  • Ability to understand the supplier/stakeholder’s needs and concerns.
  • Understanding of emotional context and behavioural cues; ability to use these to control the situation, such as a negotiation.
  • Excellent people and relationship management skills.

 

Why Are Soft Skills Important For Procurement Professionals?

Soft skills, when accompanied by the traditional solid skills, help to create a more well-rounded skill set. The right balance of soft and solid skills is crucial to the success of any procurement department in today’s supply chain.

Being able to understand and gauge a situation from a behavioural and/or emotional standpoint allows you to better connect with the other professionals in the situation. Take negotiations for example. If you can interpret the behaviour of the supplier’s representative that you are negotiating with, you can use this to adapt your approach. Techniques often used in sales and marketing, such as mirroring language and behaviour, and empathising with the negotiator, can be applied to the situation. Creating rapport with the supplier’s rep will stand you in good stead not only during this negotiation, but also for any future communications.

A similar approach can be applied to supplier relationship management. Using emotional and behavioural understanding to create rapport will create a strong foundation. Then applying excellent communication skills during regular communications with the supplier will keep the relationship going strong and lead to more successful contract management and deals down the line.

The importance of solid skills should not be forgotten in procurement departments, but soft skills should also not be underestimated. With the right mixture of soft and solid skills, a procurement department is set for success in the new era of purchasing and supply chain management.