Organizational Judo: Adapting Purchasing Strategies to Complement Corporate Culture

Author(s):

Robert A. Richardson
Robert A. Richardson, Vice President, Corporate Purchasing, M&T; Bank, 716/848-6150; RRichardson@MandTBank.com

90th Annual International Conference Proceedings - 2005 - San Antonio, TX

Abstract

Perhaps you have noticed some inconsistencies in your company too. A salesperson brings in a million in revenue and receives a hero’s acclaim while a purchasing agent saves a million and no one notices. Senior executives seem to believe in the power of the purchasing process and in your team but maverick spending remains out of control, business units (and even suppliers) find ways to circumvent the Purchasing Department and Purchasing is the last to get needed resources. If you observe these symptoms, perhaps you have the same malady that I’ve diagnosed at my company: the purchasing value proposition conflicts with the corporate culture.