“Seek First to Understand”

Published August 1, 2018

“Seek first to understand” applies just as readily to integrated supply workplace relationships as it does to other kinds of relationships. Stephen Covey was right. Procurement professionals and sales professionals would be wise to learn more about each other. In this important post from Supply Chain Management Review, we learn why regular and open communications between procurement professionals and sales professionals within the same organization are key.

What happens when sales executives are trained on the world of procurement and procurement executives are trained on the sales process? Mutual respect. If you strip away the details, both sales and procurement are engaged in “supply management” and can be considered “revenue-generators.” The communications improvements will be visible with greater attention to service, better capacity planning, and other benefits. Go ahead, get uncomfortable and learn what it’s like to walk in the other person’s shoes; it will be good for your company.