Article: In procurement, relationships trump technology

RBJ LogoA recent publication in our hometown business journal touches on a very familiar topic; procurement. The article, “In procurement, relationships trump technology”, was published in this week’s Rochester Business Journal. The author, James Terhune, is the owner, president and CEO of T&T Materials Inc., a firm that delivers customized procurement solutions to the U.S. government, prime corporate contractors and private industry. It’s safe to say Mr. Terhune knows the ins and outs of procurement.

Please take a minute to read the entire article. You will undoubtedly relate to the main points Mr. Terhune makes. The development of technology has indeed streamlined the procurement process in many ways. Many of my customers use automated systems to broadcast a request. However, there comes a point where you just have to pick up the phone and speak to another human being. There are limits to technology, and one of the casualties is the power of the personal relationship. I have found that the best way to do business with contemporary procurement professionals is to find a balance between the role of technology and human interaction. What do you think? Have you been in the industry long enough to see this shift take place? Has it changed the industry for better or worse?