1. © Capita Business Services Limited 2013 Future leaders in procurement: Attracting talent Tim Carrier

2. © Capita Business Services Limited 2013 SRM – What ‘the right talent’ means for an organisation 2

3. © Capita Business Services Limited 2013 SRM Cycle – Skills required 3 Analytical Skills Negotiation Skills Qualitative Skills Creative Skills Sales Skills Collaborative Skills

4. © Capita Business Services Limited 2013 SRM Pitfalls – why ‘the right talent’ matters 4 S S SS The more you hardwire a company on total quality management, [the more] it is going to hurt breakthrough innovation. The mindset that is needed, the capabilities that are needed, the metrics that are needed, the whole culture that is needed for discontinuous innovation, are fundamentally different”. Vijay Govindarajan

5. © Capita Business Services Limited 2013 SRM – Skills, Talent and Innovation 5 So what does that mean for us in Procurement? “Innovation is the specific tool of entrepreneurs, the means by which they exploit change as an opportunity for a different business or a different service. It is capable of being presented as a discipline, capable of being learned, capable of being practised. Entrepreneurs need to search purposefully for the sources of innovation, the changes and their symptoms that indicate opportunities for successful innovation. And they need to know and to apply the principles of successful innovation”. Pete Drucker

6. © Capita Business Services Limited 2013 SRM – Skills, Talent and Innovation 6 Be able to sell anything Diligent Confident Time management & planning skills Communication & Persuasion Courage Learning skills Analytical Skills Strategic thinking Total cost of ownership (TCO) Supply market analysis The ability to work in teams Influencing and persuasion skills Change management Skills for harvesting Innovation Core Procurement Skills according to Hays

7. © Capita Business Services Limited 2013 SRM – Skills, Talent and Innovation 7 Innovation is work. It requires knowledge, ingenuity, creativity, etc. Plus, innovators rarely work in more than one area, this work requires diligence, perseverance and commitment. To succeed, innovators must build on their own strengths. They must look at opportunities over a wide range, then ask which of the opportunities fits me, fits this company. There must be a temperamental fit with and a link to business strategy. Innovation is an effect in economy and society, a change in the behaviour of customers, of people in general. Or, it is a change in a process, in how people work and produce something. Innovation must always be close to the market, focused on the market, and market driven.

8. © Capita Business Services Limited 2013 SRM – Skills, Talent and Innovation 8 There is no Innovation without Leadership Innovation is a collaborative activity Sustaining Innovation :- Incumbents have strength Disruptive Innovation :- New Competitors have strength Brainstorming Probably wont work, Customer- centric thinking required Innovation is both conceptual and perceptual. The imperative is to go out to look, to ask, to listen.

9. © Capita Business Services Limited 2013 Discussion