The Common Denominator

You know that feeling when it seems like every stakeholder is being difficult, suppliers aren’t cooperating, and colleagues just don’t “get it”? Yeah, that moment when you should probably sit back and realise the common denominator might actually be… you.

Here’s the thing about procurement (and life) that took me a bit too long to fully understand and appreciate: when everything seems to be the problem, it’s probably time to look in the mirror.

Thoughts That Changed My Approach

Here are three realizations that fundamentally shifted how I operate:

• Our relationship patterns tell a story. When most of your supplier conversations feel adversarial or stakeholders seem to avoid you at all costs, it’s worth asking what you might be bringing to these interactions.
• Procurement magic happens when we genuinely understand others. Our real value isn’t in rigidly enforcing processes but in truly grasping what our business colleagues are trying to achieve and what constraints our suppliers are working within.
• Systems thinking beats finger-pointing every time. Rather than labelling people as “difficult,” I’ve found it more productive to focus on creating processes that naturally align everyone’s interests.

The procurement professionals I most respect aren’t necessarily the toughest negotiators—they’re the ones who consistently build relationships where others see only transactions.

When things get rocky, I’ll always have a think about how I am contributing to these challenging dynamics.