Coaching Roles in Purchasing and Negotiation Training and Consulting
Robert Menard, Certified Purchasing Professional, Certified Professional Purchasing Consultant
Clients of purchasing and negotiation training and consulting are asking increasingly for coaching services. This is particularly evident in groups of highly educated subject matter experts who must engage in negotiation due to their specialized knowledge. For three examples:
- MDs in the bio-life sciences have specific expertise around which negotiations revolve for pharmaceuticals and medical devices
- Input from physicists are essential in the high tech computer and aerospace worlds
- Ph.Ds in chemistry are crucial to agriculture and engineered materials
What is coaching in the supply chain?
Coaching is sometimes seen as intense interaction with top executive talent. That can certainly be the case but not in the world of highly educated technical talent. Coaching is better envisioned in the form of a professional sports team. There is no shortage of talent and skill, but a marked shortage of knowing how to apply negotiation.
Highly educated personnel are quite disposed by intellect and experience to acquiring new knowledge but less disposed to the traditional training environment. Coaching is the best methodology for this demographic.
More properly expressed the application of coaching techniques enhance the traditional education and training regime. Technical experts already have exposure to negotiation but little mastery of the process. They have participated to varying degrees in supplier negotiation and are seeking ways to improve. The active assistance of a coach with negotiation expertise in can short cut the process for these folks. Sometimes it’s a matter of closing the gap. Other times the wrong way must be uninstalled and the right way installed in its place.
consulting services
Smaller group size allows more one on one interaction that facilitates the learning. This is the essence of coaching. It addresses individual questions and issues in a non-controversial and supportive fashion. A typical technique is the Round Table facilitated discussion. Participants are given an issue of known interest encouraged to raise issues to resolve with the assistance of coworkers and the coach.
How does it work?
Some highly educated personnel have no understanding of Total Cost of Ownership principles. They suspect there is more to the negotiation process but do not know how to go about it. Other individuals believe that since their technical expertise is predominant, they should rule the roost. Others still conduct negotiations with suppliers with no process whatsoever. There may be multiple teams on a project, all trying to do their best, but without a unifying strategy. The usual result is similar to mule teams hitched to four sides of the wagon and pulling as hard as they can until the wheels fall off.
Where to find a coach?
There are a many organizations providing purchasing education and training, none of which provide coaching. Purchasing and negotiation trainers and consultants must have the rare combination of training in adult education, content expertise, and speaking talent. Coaches need all of this and the ability to communicate in small group environments.
Send me an email and I’ll send back an introduction and references. We can proceed at your pace.