The buyer profile has changed. The order taker is a thing of the past and has given way to the strategic professional, with skills that go beyond technical issues.
As behavioral skills have become increasingly relevant for purchasing professionals. Today, it is essential to establish successful partnerships, not just one-off negotiations.
In this ME blog post, we share the most common feedback to inspire purchasing professionals, with tips on books, films and series.
Enjoy reading!
Know the market and the company's competitors
In addition to day-to-day activities, buyers must seek to gain in-depth knowledge of the market and their competitors. This way, they will be able to stay on top of trends, anticipate threats, identify opportunities for innovation and propose solutions to meet consumer needs.
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Mad Men – 2007
HBO Max “Mad Men” portrays the world of advertising in New York in the 60s. The series shows the strategies used by agencies to understand consumer desires and create impactful campaigns, as well as the cultural and social changes of the time. |
Know how to negotiate and develop strategic partnerships with suppliers
In a competitive market, the art of negotiation becomes indispensable. To develop it, it is necessary to consider important skills and techniques when negotiating with suppliers, such as empathy, clear and objective communication, knowledge about the product and the market, among other factors that are relevant to building a win-win and trusting relationship.
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Negotiation in practice – How to close good deals
Melissa Davies I Authentic Business Editor Winning a negotiation at any cost is no longer enough to meet today's challenges. The book provides insights on how to analyze the context of the negotiation and understand the interests of the other participants to close good deals, with the aim of achieving profitable, sustainable and long-lasting partnerships. |
Establish strategic relationships with internal areas
Communicating well, clearly and ethically in all negotiations is not only important to streamline purchasing processes, but also to establish effective relationships with partners. In addition to establishing relationships with suppliers, the buyer must look within the organization and seek strategies to strengthen ties with internal customers.
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How to relate using Nonviolent Communication
Thomas D'Ansembourg I Sextante Publishing House Using Nonviolent Communication, created by psychologist Marshall Rosenberg, as a basis, the author offers real examples and practical tools for you to express yourself in a positive way, respecting your own desires and avoiding falling into the trap of aggressiveness or excessive generosity. |
Maintaining resilience in critical moments
The dynamism of the purchasing area requires increasingly resilient and adaptable professionals. The ability to adapt quickly to changes is essential to face obstacles that will certainly arise. Therefore, staying calm in critical moments is one of the most important skills for making decisions that will bring the best results.
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The Voice in Your Head – How to Reduce Mental Noise and Turn Your Inner Critic into Your Greatest Ally
Ethan Kross I Sextante Publishing In this book, neuroscientist and psychologist Ethan Kross explores the nature of the conversations we have with ourselves and explains why this source of wisdom often sabotages our physical and mental well-being. The key to making peace with your inner voice is not to try to silence it, but to program it to speak more effectively. |
Have an analytical vision and go beyond data extraction
Transforming data into strategic decisions means bringing intelligence to the business. Therefore, having access to so much information is not enough if you do not seek actions that benefit your purchasing area. Today's purchasing professional needs to have an analytical profile, be able to analyze data critically and solve problems based on facts, not assumptions.
Movie tip | |
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Moneyball – 2011
Netflix The film, starring Brad Pitt and based on a true story, tells the story of Oakland Athletics baseball team manager Billy Beane, who developed a sophisticated statistical analysis of the players he signed to boost his position in the championship. |
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