A far-from-silent revolution has been transforming business and challenges in the procurement area
With a new dynamic, technology directly impacts the exchange of information and knowledge at an unprecedented speed. One of the challenges for procurement sector professionals is interdepartmental interaction to identify advantages and find efficient ways to achieve results.
The market is constantly changing. Keeping up with the timing of these changes is part of the strategies adopted by companies looking to survive the emerging new digital ecosystem. Like any strategic action, the process is driven by data, testing, research, trials, and errors. No magic!
"Lean" is a methodology used within the concept that considers cyclical strategic development, where a value stream is mapped to then create a flow that establishes goals and deadlines.
This cycle closes with the pursuit of excellence and the achievement of objectives. To do this, it is necessary to smooth out the rough edges that arise along the way and anticipate risks. If implemented inconsistently, it can fail. Knowing where you want to go is the benchmark that will guide the critical aspects of how the strategy operates so that the methodology and implementation succeed.
One strategy is connecting with startups. However, for the objective to be achieved, the partnership must make sense and follow an established method to reach the expected result. Engaging in dialogue with startups amidst the renewal in procurement is one of the keys to establishing a new relationship model among companies, departments, and suppliers.
Challenges – Procurement
Digital transformation has brought a new relationship format that moves within an ecosystem resembling a borderless web between the real and digital worlds.
- To stand out in this new relationship model, procurement professionals must be clear that their role does not stop or end once the partnership is signed. Processes must be monitored; it is through trial and error that learning occurs.
- Raising questions is also part of it, but it is necessary to suggest innovative solutions and not just point out problems.
Key points to understanding processes:
- Having well-defined metrics
- Being data-driven and contributing to decision-making with analysis and expertise in the area's positioning
- Understanding how ecosystems work
Shifting focus to the customer is the order of the day. In the transactional phase, for example, the focus is on customer delight and loyalty. Another stage that can serve as an example is R&D departments; previously the focus was on the product, and with this new ecosystem, R&D turns to the customer experience.
The focus on user experience is based on what the user brings. Therefore, seeking to understand what the customer wants, what needs improvement, their real needs, and their expectations has been strategic. After that, developing something that meets expectations becomes easier. When customers share their satisfaction, it consequently generates a kind of "earned media". But this will only happen if the experience is exceptional!
This strategy has proven more effective. When a solution enters the market based on an identified real need, positive results are a natural consequence.
Mindset and External Factors
A major differentiator has been recognizing the need for a mindset shift and acknowledging that external factors interfere with communication and marketing strategies and actions. When considering a product or service offered as a solution in today's landscape, a more attentive, flexible, and comprehensive view is required.
The replacement of traditional media with digital media is another significant change that is steadily growing, including the creation of proprietary channels.
A good example of how mindset affects digital transformation is the changes taking place across several sectors.
In the financial sector, banks that do not adapt lose market share. Customers increasingly want to handle everything via mobile. As a result, relationship strategies are needed within the real-virtual context. While customers in this case do not want to visit a branch, they still consider it important to have contact with a real person—an account manager, for example. Even if it is virtual contact via email, phone, or app.
Meeting customer expectations means understanding what experience they want to have. How to achieve this is part of this new relationship model being built and introduced to the market.
At this point, startups gain ground due to their focus and modern profile, connected with innovations—which can be of great value to the procurement sector.
