Last week I was leading a session with a high tech client in Minneapolis. On the 3rd day of our session we were working on the topic of "Breaking the Rules: Dealing with Procurement". As we talked about some of their live opportunities we reinforced a common but important belief - no two situations are the same and no strategy is guaranteed to work every time. Specifically we talked about how different various procurement professionals/organizations can be. One person talked about their client, and how procurement was reasonable and fair. Another talked about how some of the procurement tactics can make your jaw drop in disbelief.

I thought about this conversation while writing the August 2011 IMPAX Tip of the Month, "Populate the Field". The idea here is that sometimes we can bring the key players from the department together with the procurement people in a way that strengthens our position. If our coaches and decision maker feel strongly about our solution fit and business fit, they may help us to find a smooth and fair resolution with procurement.

Wouldn't it be great if we could work effectively with procurement instead of against them? Sometimes it happens, and when it does we should celebrate it. Sometimes it doesn't happen. That's another story.