2. Procurement
Leadership Team
Program
This Procurement Leadership Program seeks to further enhance procurement
performance. These workshops are dedicated to opening pathways to enable
you to perform at your peak. By joining together in these highly focused
workshops you will leverage your collective strengths to create a landscape
of positive change and deliver ongoing, sustainable results for the business.
Procurement Leadership – in Action
> Develop credibility by engaging with confidence, verbalising insights
into procurement and leading candid debate
Communicate a clear and compelling vision to key stakeholders
demonstrating alignment of procurement strategy with business needs
Earn the status of trusted adviser amongst key stakeholders by
increasing influence and gaining buy-in for procurement strategies
Exemplify and coach excellence in procurement by taking ownership
to deliver better procurement outcomes
Demonstrate leadership by consistently driving and delivering
sustainable results
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3. 3
Module 01 p 07
Building trust
Module 02 p 11
Candid debate to deal with conflict
Module 03 p 15
Driving commitment and leading change
Module 04 p 19
Driving accountability
Module 05 p 23
Focus on results that matter
Five procurement team leadership modules:
4. Absence of
TRUST
Fear of
CONFLICT
Lack of
COMMITMENT
Avoidance of
ACCOUNTABILITY
Intention of
RESULTS
Focus on
delivering
measurable
results
To take
accountability
requires prior
commitment
Commitment
follows healthy
conflict
Healthy conflict
implies candid
debate
Building
trust requires
vulnerability
Overcome five key obstacles
4 Procurement Leadership Program
5. 5
Influence business strategy
deliver results
This Procurement Leadership Team Program will provide the information that
will help you to overcome key obstacles that prevent even the most talented
procurement teams from delivering results.
The program is based on Patrick Lencioni’s ‘The Five Dysfunctions of a Team’,
which has been customised in the context of the procurement function.
By focusing on delivering sustainable business outcomes and removing
all the obstacles standing in your way, your team can be transformed into
a high-performance procurement team.
Strong procurement planning, strategy and processes can still fail to deliver
if there is ineffective leadership.
In the challenging world of procurement, the team is often required to
cross boundaries within multi-disciplinary relationships. This redefines the
meaning of ‘team’ as a fluid, and sometimes complex construct. Leaders in this
environment must understand stakeholder needs and constantly balance these
against interests that may compete with or even be in conflict with them.
These five one-day workshops are based on the model shown on Page 4.
They are designed to uncover the attitudes, disciplines, and perspectives that
are potentially holding back your team from delivering outstanding results. You
will be taught communication techniques that will enable you to demonstrate
alignment of procurement strategy to business needs. This program will equip
you to engage as a leader and increase your influence as a trusted adviser.
6. Trust lies at the heart of a functioning,
cohesive procurement team.
Without it, the needs of stakeholders
and customers are clouded by mistrust,
suspicion and competing agendas.
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8. 8 Procurement Leadership Program
Building trust and earning the status
of ‘trusted adviser’
Outcomes of the session
At the completion of this session you should be able to:
Build trust through self-awareness and knowledge
of the business
Convey your vision in a compelling way
Take the broadest possible view of an issue or problem
Create a culture of collaboration that transcends
traditional boundaries
Be future-oriented in analysis, thought and action
9. Sounds familiar?
Trust is at the heart of what we do in procurement. Without trust, it is almost
impossible to influence business strategy and where there is mistrust –
procurement teams fail. As custodians of supply, cost and quality, our
stakeholders need to be confident in our ability to work with suppliers to
execute business strategy. When the procurement team is regarded as an
insightful group of professionals who understand business needs, have an
insight to market drivers and can clearly and effectively communicate this,
then the trust in our advice increases. Earn the status of ‘trusted adviser’
amongst key stakeholders - increase procurement’s influence and gain buy-in.
Benefits of participation
Participation will teach you techniques that can be applied when
dealing with your internal stakeholders and suppliers:
Increase open and honest dialogue
Solve problems democratically utilising diverse thinking
Gain buy-in to procurement’s bold vision
Encourage autonomy by increasing trust
Win the trust of the senior executive team
9
10. Candid conversation with internal
stakeholders and suppliers is vital for
those who seek breakthrough ideas. It is
in conversation with the business that we
uncover and define opportunities, and
it is in conversation with suppliers
that we unlock value.
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12. 12 Procurement Leadership Program
Developing credibility and leading
candid debate
Outcomes of the session
At the completion of this session you should be able to:
Resolve conflict whilst maintaining or improving
workplace relationships across non-traditional boundaries
Navigate complexity, competing interests and ambiguity
through creative solutions
Creative problem solving that enhances teamwork
in cross-functional teams and delivers outcomes
Deliver essential messages with influence and confidence
13. Sounds familiar?
Traditional procurement departments focus on delivering savings and
mitigating risk through good contract management and governance.
Procurement’s involvement in strategy often comes a little ‘too late’ when
specifications are already set, consequently, innovative thinking is limited
to pre-defined paradigms built on silo-thinking. When a work team crosses
traditional team boundaries (e.g. inter-departmental category teams), this
becomes even more complex!
The best way to crush innovative thinking is to stop debating, shutdown
discourse and close the conversation. We know that being able to facilitate
candid debate amongst suppliers and stakeholders will unlock hidden value.
Discourse that is packed with different perspectives, contrasting approaches
and diverse opinions leads to dynamic debate and even conflict. It is within
these healthy clashes that new ideas are sparked.
Benefits of participation
Participation will teach you techniques that can be applied when
dealing with your internal stakeholders and with your suppliers:
Understand group dynamics and tap-in to enhanced solutions
Use judgment, read situations clearly and resolve conflict
Have challenging conversations and respond to competing interests
Innovate solutions to remove roadblocks
Drive a culture that enables innovative ideas to flourish
13
14. Procurement professionals are agents of
change. It is your role to evolve thinking, to
rework the supply market and to reshape
supply models – be it a modification or a
transformation, procurement professionals
must be masterful agents of change.
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16. 16 Procurement Leadership Program
Outcomes of the session
At the completion of this session you should be able to:
Understand the principles of change and how to lead during
the stages of change in complex team arrangements
Find ecological solutions to change
Coach your team through change and support cross-agency
teams to respond to the change
Develop influencing techniques to drive commitment
in a complex work context
Driving commitment and leading change
17. 17
Sounds familiar?
A new procurement contract with a supplier has been finalised, ready to be
implemented. When implementation is not managed well, much of the value
negotiated is lost. Some stakeholders lack understanding of the change and its
long-term relevance or benefits. Sometimes the change brings with it perceived
negativity and the positive impacts are misunderstood. The willingness to
embrace the change has been overestimated and the champions have
disappeared as they move on to other projects.
As procurement departments transform themselves to increase effectiveness
and achieve greater productivity, one of the biggest challenges faced is
managing the change process itself. The core of any successful change is the
‘people’ element. As a procurement leader, understanding and communicating
the ‘what, how and why’ of change is critical for you and your team to thrive.
Lead the change with compelling communication and holistic change
management strategies, to ensure meaningful improvements are achieved.
Benefits of participation
Participation will teach you techniques that can be applied when
dealing with your internal stakeholders and with your suppliers:
Plan and approach change management with consistency and authenticity
Build facilitating, moderating and influencing skills to boost collaboration
Create more agility for the team to embrace change whether operating
in one or across multiple agencies
Use different group-think approaches for change solutions including
across traditional boundaries
Drive commitment and ownership to deliver the promised result
18. In procurement, authentic accountability
is not about maintaining the status quo
– it requires taking ownership, exploring
opportunities for innovation and
improvement and challenging others
to do the same – active momentum for
change is required.
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20. 20 Procurement Leadership Program
Being accountable and taking ownership
for building a culture of innovation
Outcomes of the session
At the completion of this session you should be able to:
Create momentum, gain buy-in and confirm commitment
Learn techniques and gain understanding to coach and
mentor effectively
Craft meaningful, quality conversations
Teach your team how to apply different problem solving
techniques
Facilitate groups to achieve desired outcomes
21. Benefits of participation
Participation will teach you techniques that can be applied
when dealing with your internal stakeholders and with your suppliers:
Champion innovative ideas and solutions
Create momentum and the commitment to deliver results
Develop teams to ‘step up’ and contribute in new ways
Coach and mentor for creative and collaborative thinking
Develop a team and stakeholders that ‘take ownership’ to
deliver outcomes
Sounds familiar?
Neglecting to engage key stakeholders early and often, and retain their
ongoing support and commitment are two of the most common points of
failure in procurement initiatives. ‘Accountability’ in procurement means
you make defensible decisions and can give a transparent account of
your actions.
Authentic accountability requires taking ownership and challenging others to
do the same – it requires championing the change. This momentum creates
buy-in. You will gain commitment from stakeholders who take ownership to
collaboratively deliver the intended results. The ideal procurement team is
honest, an objective broker who aids key stakeholders in taking ownership for
the strategy and the change.
21
22. Obvious boundaries can exist around title,
structure and geography; yet it is
often the invisible boundaries that block
a powerful procurement strategy.
Revealing these ‘invisibles’ and working
collaboratively across those boundaries
will boost the success of your team.
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24. 24 Procurement Leadership Program
Delivering results across boundaries
Outcomes of the session:
At the completion of this session you should be able to:
Understand your key stakeholders and their
competing interests
Adopt mapping techniques to leverage and improve
stakeholder relationships
Use influence to gain agreement within and across teams
Drive commercial leadership and share best practice
25. 25
Sounds familiar?
Ownership of actions and results can be tough when everyone is focused on
their own patch. Blame assignment and finger pointing can easily occur when
things go wrong, especially when working across teams and/or
across agencies.
By understanding and managing competing stakeholders, interests and needs,
you will be better able to keep a lid on scope creep, ensure people are aligned,
understand tolerance for risk, and mitigate issues that would otherwise delay
outcomes. Good stakeholder management is a testimony to your knowledge of
stakeholder interests and influence in an organisation, and a key component to
a healthy work context.
Benefits of participation
Participation will teach you techniques that can be applied when
dealing with your internal stakeholders and with your suppliers:
Develop a map of key stakeholders and an approach to understand
their interests/needs along with a plan on how to manage them
Have a greater depth of self-awareness and understand how to better
communicate within and across boundaries
Create the right conversations with stakeholders to drive
mutual understanding
Understand pressure points and put in place actions to remove
roadblocks.
26. 26 Procurement Leadership Program
STEP 1: Agree competence model
One of our experts will consult with you to understand the competencies
required by your team.
STEP 2: Assess the team
By deploying one or more of the powerful SkillsGAP Analysis assessments,
you will gain insight into and visibility of the gaps in your team at both an
individual and group level. Typically, assessments cover the skills, knowledge
and behaviours required to succeed in procurement.
STEP 3: Assign learning plans
Design the perfect Academy for your organisation and with over 40 programs
to choose from, there are topics that cover your requirement with courses
offered at Introduction, Intermediate and Advanced levels to suit every level
of capability.
PLUS: On offer is access to the world’s leading E-LEARNING procurement
academy – including 230+ knowledge videos and 100+ workplace simulations.
STEP 4: Academy launch
To launch your unique Academy
a beautifully designed Welcome
Pack is distributed to each member
of your team describing for them
their Academy, what they can
expect, what is expected of them
and what is available to them.
Would you like a tailored Academy for your
organisation? No problem!
27. A blend of programs will be tailored to meet your unique requirements.
The Comprara training methodology is founded on the highly successful
and proven Lombardo and Eichinger 70:20:10 Model of Learning. The impact
of formal training increases significantly when it is applied to work and is
discussed with mentors, coaches and colleagues.
STEP 5: Assessment and accreditation (optional)
On offer is an optional assessment process whereby all delegates will be
assessed on the major themes and content of the program delivered. This
option will provide your team with the opportunity to receive a certificate
aligned to the Global Standard for Professional Competence in Purchasing
and Supply Management, regulated by the International Federation of
Purchasing and Supply Management (IFPSM).
Practical, integrated learning style (70:20:10)
(10%) Providing new professional
knowledge through structured training.
(20%) Coaching, mentoring and social
learning networks.
(70%) Applying new knowledge on
real workplace tasks and projects.
Short, targeted inputs to minimise
time away from the workplace.
Customisation of materials aids in the
transfer of learning into the workplace.
Use of valid and relevant work
examples increases comprehension.
Focusing on outcomes means your
team receives customised pre and
post workshop activities that achieve
tangible benefits for your investment.
Delivery by highly qualified
facilitators who bring ‘lessons
to life’ with real examples and
anecdotes to illustrate the learning.
Use of online teaching aids to
enrich the teaching and learning
experience.
Build your program your way.
Comprehensive workbooks to aid
individual learning.
Program Benefits
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28. GAIN MORE GROUND
for commercially savvy professionals
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Brought to you by
Comprara Pty Ltd
L5, 356 Collins Street, Melbourne
Victoria 3000 Australia
Telephone: 61 (03) 8547 3940
Email: info@comprara.com.au
