What Separates Great Procurement Professionals from Good Ones? – Superpowers at the Core of Strategic Influence
- Lauri Vihonen
- May 5
- 3 min read
In procurement, we often talk about processes, models, and efficiency — and for good reason. A good procurement professional knows these well. They understand tendering, master contracts, and use analytics to support decision-making. They do things right and responsibly.
But what about those who are not just good — but truly exceptional?
The best procurement professionals stand out through their human skills. They are not just experts — they are influencers, relationship builders, and trust leaders.
Soft skills — hard impact
These are often called “soft skills,” but their impact is anything but soft. The ability to listen, communicate clearly, build trust, and perform under pressure isn’t a nice extra in the procurement toolbox — it’s the core of it.
Procurement is not just about numbers and processes. It’s also about managing people, expectations, and relationships. The best professionals understand that impact comes through interaction — through the ability to connect, hear others, lead change, and bridge different perspectives.
A question I often get: What’s our team’s superpower?
When I facilitate workshops for procurement teams or leadership groups, I’m often asked at the end:
👉 “What do you think is this team’s superpower?”
Surprisingly often I respond that the team’s superpower is the ability to listen, share, and build on each other’s thinking. This is no minor strength — it’s the foundation of trust, learning, and shared development.
And this isn’t just about individuals. Teams also have their own superpowers. Some shine through openness and curiosity, others through focus and clarity. But the best teams combine emotional intelligence with strategic sharpness.
What makes a procurement professional truly outstanding?
Here’s a list of human skills that frequently define the very best procurement professionals:
🔹 Active listening – not just waiting for your turn to speak, but truly hearing the other perspective
🔹 Emotional intelligence – understanding your own and others’ emotions, reactions, and needs
🔹 Clear and impactful communication – expressing things understandably and building alignment
🔹 Empathy – being able to put yourself in someone else’s shoes, especially in supplier relationships and during change
🔹 Constructive conflict resolution – addressing issues without avoiding or overpowering
🔹 Trust-building – being consistent, transparent, and reliable
🔹 Presence – being truly present in interactions, not just a calendar entry
🔹 Influence without authority – engaging others in goals even without formal power
🔹 Resilience under pressure – staying calm and focused in difficult situations
🔹 Courage to address difficult topics – strong collaboration isn’t always easy, but it’s always valuable
🔹 Ability to build shared understanding – aligning different perspectives toward a common goal
Good knows the process. Great understands people.
The key message of this blog is simple but powerful:
A good procurement professional does things right — a great one gets others involved in doing things better.
Where a good professional optimizes the process, a great one builds trust and leads change. They can connect, listen, and influence — and that’s why they succeed where others stall.
A question for you:
What is your superpower in procurement?
And what about your team’s?
How could you develop those even further?
Do you want to develop your superpowers?
.
📅 Book a free session
No obligations – but it might open a new direction.
📧 Contact me directly:
Phone: +358 50 4381912
Website: www.leadersbeacon.fi
Best regards,
Lauri Vihonen
Author of the Superpower Blog
I’ve written more than 200 blogs on procurement’s role, challenges, and opportunities – always grounded in real-world experience, successes, and lessons learned.
If you’re considering improving your procurement or recognized some familiar challenges, I recommend browsing my writings. You’ll find practical tools, insights, and ideas tailored to different industries and situations.
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