21 January 2010 | Neil Deverill

People management is just as important as technical ability, says Neil Deverill, procurement coach and CIPS fellow

Coaching not consulting

I work with groups of individuals to get them to see the bigger picture and show how they can achieve significantly more than in the past. It is up to them to take up the baton, whereas a consultant will work it through with a client. In my senior roles I acted more as a coach than a manager; applying that now I get a positive response. 

I also like to encourage people to come to procurement who don’t have purchasing experience because they don’t know what can’t be done. Marketers, financiers and engineers will grow and try new things.

People management is vital

Many of the companies I have joined in my career had a clear need and opportunity to upgrade procurement processes and skills. The challenges I faced were cultural and structural, where people were used to owning their turf. They worried they were going to lose control over something they buy.

Procurement is a very technical activity, but almost more so, it is a psychological people management and influencing role.

In each of my roles it was key to get the understanding that we’re not trying to take away a stakeholder’s toy, rather give them a better one. You can’t do that until you have enriched the procurement talent pool.

Successes and failures

My biggest achievement was the first time I saved £1 million. It was early in my career and I made the saving by linking together my division with another in the US for the same purchase of components.

One of my biggest mistakes was over hedging on copper and when the market turned we were left holding a lot of expensive supply.

Step outside the profession

Candidates for senior procurement roles are far more attractive if they have spent a significant amount of time outside the profession. Get experience in finance or mergers and acquisitions, then come back to purchasing and go for the top job.

CV: Neil Deverill

Career history:

2008-present: Procurement coach

2002-2008: Head of global procurement and supply chain, Anglo American

1996-2002: Executive vice-president group procurement, Philips

1994-1996: Head of the Central Unit on Procurement, the Treasury

1990-1994: Chief purchasing executive, Electrolux

Hobbies and interests: Walking on the South Downs, photography

Favourite word: Yes

Guiltiest pleasure: There is no guilt attached to pleasure

Most treasure possession: Jaguar XF

Hero: Former General Motors CPO, José Ignacio Lopez