From Second-Guessing to Confident: Procurement Leaders Who Lead With Values

Values are a popular topic in coaching - and personally it's a subject I love to explore with my Procurement clients. But how can we bring them to life in Procurement rather than just leaving them as words on a page that we aspire to? Here are 3 real-life examples from the coaching room where Procurement leaders have taken a values-led approach to their leadership with powerful results. 

Values as a Navigation System for Complex Projects

Earlier this year, a Head of Procurement told me: 

"I second-guess every major decision now. A tricky system implementation derailed a critical project, and I can't shake the feeling I'll mess up again."

After a setback, this leader had lost confidence in their judgment.

We didn’t dive into decision-making frameworks or risk models. Instead, we explored what mattered most to them as a leader.

Their core values: integrity, partnership, and continuous improvement.

So when the next phase of implementation came, instead of spiralling into analysis paralysis, they asked:

• Which approach best reflects my commitment to partnership?
• Where is genuine integrity in how we communicate this plan?
• How does this support continuous improvement goals?

The decision became clear. More importantly, they trusted it.

Values as Your Executive Presence Foundation

A Procurement Director shared this in their first coaching session: 

"I feel invisible in executive meetings. They just see me as the 'cost-cutting person,' not a strategic partner."

Their leadership impact felt weak because they were trying to be who they thought executives wanted them to be.

Not leading with the very strengths that had earned them that seat at the table.

Their values leaned into innovation and collaboration, which they realised were also priorities for another key member of the C-Suite.

Once they saw that alignment, they shifted how they showed up.

Instead of leading with savings figures, they opened conversations with: "Here’s how we are driving innovation through our supplier ecosystem."

The response began to change immediately.

That stakeholder began seeking their input on more strategic initiatives because they were finally experiencing this leader’s authentic value proposition - and shared excitement for innovation on a foundation of values.

Turning Values Into Conflict Resolution Tools

Perhaps the most powerful example comes from a senior Procurement leader dealing with a tough (and powerful) internal stakeholder.

This person was undermining Procurement’s role, interrupting in meetings, and instigating conflict.

Every interaction felt like a battle.

My client was losing sleep, questioning their effectiveness, and wondering if they were in the right role.

We identified their core values: respect, accountability, and excellence.

The breakthrough for this client came when they realised that this stakeholder was compromising their values. 

The stakeholder’s actions directly contradicted what they stood for.

Armed with that clarity, they approached the conversation differently.

Instead of focusing on drawing battle lines, they took an approach of understanding their own non-negotiables, understanding their stakeholder's own values and communication style and seeking some common ground (no matter how small it seemed). 

With time (and consistency with this new approach) the conversation shifted from confrontational to collaborative.

Together, they found solutions that honoured both their own and their stakeholder's values.

How Coaching For Procurement Ltd can help

Coaching For Procurement Ltd offers a full suite of coaching solutions designed to empower and support Procurement leaders and their teams; from Procurement team coaching through to ILM qualifications using the unique P.R.O.C.U.R.E® coaching methodology and frameworks, as well as 1:1 coaching. We work together on your inner game at these pivotal moments of your Procurement journey.

If you would like to explore how my coaching programmes can help you to have a greater impact as a Procurement leader, please reach out to find out more: www.coachingforprocurement.co.uk/contact-me