If you were to ask a group of procurement professionals how they are viewed, you would get a mixed bag of answers, and I suspect not many of them would be heart-warming. Perhaps you don’t care. Perhaps you’d rather attend a singles’ night at the Institute of Actuaries in preference to spending time with procurement people. If we are to stand any chance of dealing with procurement people, we first have to understand them. And ‘understood’ is one thing procurement people are not.

Internally, they are often viewed as a ‘necessary evil’ and occupy the same mental pigeonhole as such things as plaster casts – they perform a useful function, but ...

Get Brilliant Pitch now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.