Preparing for Your Interview: Avoiding the Pitfalls

Despite all the general information available on how to prep for an interview, we see some mistakes so commonly made by procurement professionals that we can number them. So I thought to share what not to do. Here are five of the most common pitfalls that you can prepare to avoid, edging you over the competition and helping you grab onto that next rung. 

Failure to articulate a clear approach to building a project pipeline

This is especially of importance at companies operating without a procurement mandate. How you choose your projects and prioritize your time speaks to your opportunity assessment and time management skills. You should be able to show the alignment of company values and goals with actions, demonstrating that you aim for the right targets.  

Lack of category-specific procurement experience  

Although lack of category-specific experience may not always put you out of the running, not being able to vocalize a systematic process to professionally sourcing areas of spend you have never touched before may. Many companies today are looking for a strong all-rounder so quell concerns by taking the time to document your approach.

If you’ve never been taught before, experience has shown that the 7-step strategic sourcing process developed by A.T.Kearney in 2001 has stood the test of time and, with variations, has become best practice. Go check it out. 

Low emphasis on soft skills

 Challenging the status quo and provoking thought among your stakeholders and vendors, while preserving relationships and remaining focused on the long game is an important balance to find. Of course, your ability to negotiate a killer contract should not be dismissed, but having the soft skills needed to gauge a situation and read behavioral clues to determine your course of action, as well as communicate your ideas and strategies, is arguably more vital to success in the modern procurement function. 

I correlate some specific soft skills with success in this profession, including: natural trading skills or street smarts; attuned awareness of your impact on others; logical thinking capability; attention to detail; willingness to share ideas; self-confident to charismatic personality; opportunism; resilience and adaptiveness; approachability; common sense and appreciation of simplicity; boldness; political savvy. 

It is key that you are able to demonstrate, in an interview, how you use these to good effect. 

Dominating the conversation and missing the opportunity to ask thoughtful questions

Candidates with vast experience and a lengthy resume often feel the need to show their knowledge and take control of the interview by dominating the conversation, while simultaneously lacking the effort to ask the right questions. The same often goes for candidates who have not simply prepared for the interview sufficiently.

In an industry where listening and empathy are amongst the most valued behavioral traits, candidates who don’t appear at all interested in the company or people they are interviewing with are a red flag. As are candidates who aren’t able to provide clear, succinct answers. Rambling on is not recommended. If an interviewer wants to know more about your expertise, they will ask. 

Instead, use your soft skills to listen carefully, answering concisely and asking thoughtful questions that demonstrate your research and tie back to the conversation.

Lack of explanation for career path and drivers

Gone are the days when you were expected to have only worked for a handful of companies your entire career, but that doesn’t mean that Hiring Managers aren’t still keen to understand why you moved jobs when you did, and why you’re looking now. Today’s Procurement departments are expected to drive long-term strategies and deep-rooted culture change. They’re looking for candidates who are invested in their careers, strategic in their goals, and purposeful in their job choices. Be prepared to explain your career moves to date, as well as your internal drivers. 

In the end, authenticity is vital. Remember why it is you are doing what it is you are doing. Procurement is a tough industry, and those that do it well do it intrinsically and with passion. Although it is crucial to avoid ego, your pride has been hard fought for and should be evident in your demeanor.

Ultimately, whether at the management or executive level, employers want to hire those that they want to work with. So buff those soft skills up and go get what is yours.