I would never have thought that dancing and procurement would be linked but, as a former award-winning ballroom dancer, I’m often struck by the parallels between dancing and my consultancy work. On a recent visit to London I saw the musical ‘The King and I’. One scene struck a chord with me, where Anna, the tutor hired to teach the King of Siam’s children, teaches the King to dance the polka. It reminded me that procurement can also be seen as an intricate dance. One where the perfect balance between choreography and improvisation should be struck.
It can be tempting to believe that a detailed, pre-defined solution to a procurement is the key to success. Where every move is choreographed meticulously and has to be followed. Organisations that enter the floor armed with extensive requirements lists and their view of the solution may find that they overlook the potential for improvisation and innovation. Rigidity of this kind often limits the opportunity for the best solutions to be created – a bit akin to walking into a gourmet restaurant and insisting on cooking your own meal. Suppliers, who often have considerable experience of innovation and extensive expertise can find their hands tied, constrained within the confines of predefined outcomes.
So, what if we shift our approach? Starting with the problem (the ‘what’) and inviting the solutions (the ‘how’) rather than seeking to define them at the outset. This change of mindset transforms the process from a transactional one into a collaborative journey. By outlining the challenges and allowing suppliers to apply their expertise and creative thinking, I have found that solutions can emerge that we had no idea existed. This approach isn’t just about being open to suggestions; it’s about actively seeking them. It’s a partnership where the value comes from mutual understanding and the combination of different perspectives and expertise.
This isn’t just about creating better solutions. I have seen how this approach fosters long-term relationships with suppliers. It signals trust and respect for their expertise, laying the foundation for a collaborative environment. Suppliers are more likely to invest in the relationship and create their best outcomes when they are seen as partners rather than just vendors.
More than that, it is possible that it can create a more innovative approach within the procuring organisation. When the procurement teams see more diverse ideas and solutions, it can widen their horizons to new possibilities and challenge internal thinking. This has lead to enhancing the culture of continuous improvement that exists in many organisations already.
Returning to our dance analogy, the King’s initial hesitation transformed into a spirited and lively dance. In procurement, embracing flexibility and improvisation when tackling challenges can lead to innovative solutions that exceed initial expectations. It’s about finding the perfect rhythm between the planned and the spontaneous – and in doing so, achieving a harmonious and successful outcome.
About the Author
Graham Hudson is a special adviser to examinations professionals and works with professional organisations, government ministries and development programmes both nationally and internationally. He has achieved considerable results in the field of examinations including curriculum and examinations reforms, establishing new systems nationally, delivering huge volumes of test marking nationally and innovating with new technologies. Graham has significant expertise includes procurement, having provided consultancy support on this area for many years. He has written several articles on the subject and a Guide, Seven Top Tips to Improve Procurement.
Contact Graham
Email: graham@gapartnership.co.uk
Mobile: +44 7889 546694