Procurement is more than negotiating contracts or managing supplier relationships—it's about effective communication, skillful unification, and competence in action. Recently, I had the opportunity to explore insights from a seasoned expert whose decades of experience offer valuable lessons for professionals in our field.

“The great effect of human activity is really not 10%, which is so unfortunately little… If we all replaced the electric motors with steam engines, nobody would even notice.”

This striking analogy highlights the often-overlooked value of subtle yet consistent competence in daily professional practice. In procurement, small improvements in negotiation, communication, and supplier alignment can have disproportionate impact.

Competence is More Than Knowledge

Our expert emphasizes that true competence is multilayered:

1. Skills – mastering practical steps (like a driver learning gears or a musician mastering etudes).
2. Experience – applying skills in real-world scenarios under varying conditions.
3. Self-awareness – understanding one’s own effectiveness and the emotional context of interactions.

“When we get past the terrible feeling of presenting ourselves, suddenly you will see the impulsiveness… that it is dangerous, disorganized, and doesn’t work. But once you notice it, it can be corrected.”

For procurement professionals, this means actively reviewing meetings, presentations, and negotiations—recording and reflecting on performance to identify areas of improvement.

Reflective practice enhances procurement effectiveness.

Emotional Intelligence Drives Results

Understanding emotions in communication is critical. Our expert stresses that the outcome of procurement negotiations often hinges on emotional cues:

• Assessing the mood of your counterpart.
• Adjusting your approach based on emotional signals.
• Recognizing and managing manipulative tactics ethically.

“Emotions are influenced by the result of communication… understanding these dynamics allows us to build more meaningful and successful partnerships.”

For buyers and category managers, this translates into reading the room, responding thoughtfully, and maintaining professionalism even under pressure.

Reading emotional cues can transform negotiations.

Structured Practice Leads to Mastery

Competence grows with deliberate practice. Just like a musician or driver, procurement professionals need a step-by-step development system:

1. Learn the “basic etudes” of procurement—contract clauses, sourcing procedures, category strategies.
2. Apply these in controlled scenarios—mock negotiations or pilot supplier discussions.
3. Reflect and adjust—review what worked, what failed, and why.

“You know how to play the harmonies. You know it perfectly. So predict it. And the result is less clever. The skilled are those who understand what is happening, why, and how to use it.”

By following this approach, even complex supplier negotiations become more predictable and manageable.

Deliberate practice builds procurement competence.

Closing Thoughts

Procurement excellence is a combination of skills, emotional intelligence, and structured practice. Professionals who actively seek to understand their own performance, recognize the emotional dynamics of negotiations, and practice deliberately are better equipped to achieve win-win outcomes.

“The moment you manage to mix trust in knowledge, steps to expand your skills, and think about how to adjust to the most positive mode, your techniques for effective combination could be very, very significantly improved.”

Investing in competence isn’t optional—it’s the key to sustained procurement success. Start small, practice deliberately, reflect constantly, and watch your professional influence grow.