Is Procurement a Gatekeeper or an Enabler?

Why did I write this?

Here are three recurring observations that inspired this blog:

1️⃣ Procurement is often an underrated function. My LinkedIn post on this topic sparked a huge amount of interest—not just among procurement professionals but also sales and business leaders.

2️⃣ Procurement’s mandate and value raise questions. Through my work, I’ve seen how central procurement’s role can be—and how its position relative to business and suppliers often remains unclear.

3️⃣ In sales discussions, procurement is sidelined. It’s frequently seen as merely a technical implementer, when in reality, it should be a strategic part of the solution.

The Problem: “Procurement is a mandatory checkpoint”

Salespeople are often experts in their solution and sales process. They’re taught to seek direct access to business decision-makers—the ones with needs and purchasing power. Meanwhile, business teams know their own goals, challenges, and realities.

So, where does procurement fit into this picture?

Too often, procurement is seen as a “necessary step” in the process—a bottleneck or a bureaucracy enforcing terms. Sales wants to move fast, business wants to proceed—and procurement “slows things down.” This creates friction—and, at worst, jeopardizes the business value the solution could bring.

The Solution: Procurement safeguards business interests

In reality, great procurement doesn’t get in the way—it builds a bridge. Procurement’s role isn’t to block but to protect: to ensure the business gets what it needs—with terms that guarantee deliverability, accountability, continuity, and functional collaboration.

This is especially critical in business-critical projects and services, which require:

• Clear roles and responsibilities

• A working service model

• Contract terms that support shared goals

• A structure that allows long-term value creation for all parties

Procurement is not just paper-pushing. It’s a strategic function, and its value must be visible—to both the business and the supplier.

A Mindset Shift: Three Professional Roles, One Common Goal

It’s time to rethink. This isn’t sales vs. procurement, or business vs. process. It’s about collaboration.

• The business brings the goal and the need

• Sales brings the opportunity

• Procurement ensures that the opportunity is realized and the business benefit is delivered

When each role is performed well—and when the parties understand one another—the result is better delivery, stronger contracts, and sustainable partnerships.

What Procurement Must Do to Earn Its Place

1. Get involved early

• Join before the RFP. Help shape the need—not just the process.

• Ask: what is the business trying to achieve? What risks are involved?

2. Demonstrate value to the business

• Show how procurement supports strategic goals—not just savings.

• Be the bridge-builder ensuring the right solution—sustainably.

3. Understand sales and supplier perspective

• What is the sales logic? How are pricing, capacity, and commitments formed?

• How do we build contracts that support mutual success—not just the “purchase”?

Building Functional Collaboration Between Procurement, Sales & Business

Procurement, sales, and business often aim for the same things—value, growth, successful solutions—but approach them with different logic and language. When goals, processes, and communication align, true partnership is possible—not just deals.

Here’s a checklist to help each role better understand the others—and build collaboration that drives results.

Summary: Is Procurement a Gatekeeper or an Enabler?

Procurement can be a roadblock—or a business enabler. The role depends on how procurement positions itself, operates, and communicates.

When procurement earns its place as the third professional alongside sales and business, the results are:

• Better and smoother collaboration with all stakeholders

• Stronger supplier relationships throughout the contract period

• Most importantly—procurement becomes part of the business

Is Procurement a Gatekeeper or an Enabler?

About the Author:

Lauri Vihonen

I’ve written over 140 blogs on developing procurement, its role, and its potential. If you enjoyed this post, I recommend exploring others—full of insights, lessons, and practical examples from various industries and situations.

📅 Want to talk about how to develop procurement in your organization?

👉 Book a meeting with Lauri here!