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And let me explain this a bit more as not to get confused. As a purchaser, we have to make sure that our decisions are the best option for our company based on facts and numbers: transparency is a must. In this sense we can consider that our decisions are rational, at least in the end.

But our rational decisions are based on our perceptions of a situation, and this perception is personal; hence the reason why in the same situation different people have different perceptions and opinions.

Going deeper, our personal perception is driven by our emotions, those being emotions based on our previous experiences and attitude: how we confront challenges.

Consequently, our actions and decisions are at first driven by our emotions, our ‘gut feeling’, later looking for facts and numbers to justify our emotional decisions as ‘rational’.

If you do not have enough experience or have the wrong attitude, following your emotions you are just a “motivated donkey”, and surely dangerous for the company.

But with the right experience and attitude, emotional decisions are usually correct and we should trust them.

Which supplier to work with, when to push hard or to give something back, where to improve or find potential, where there is risk or potential problems…are all factors initially driven by a gut feeling.

If you are interested in investing in an exceptional team and increasing your company’s profitability, we encourage you to consider our next training focused on improving strategic purchasing skills. Additionally, please feel free to contact us for more information.

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