“My number one rule for being a professional procurement person is to be fair and consistent. You've got to give every supplier the same opportunity, the same amount of time, and the same pieces of information, so you've got a level playing field.” - Michael Bertalli
Procurement leaders face continuous pressure to deliver results beyond just cost savings. Gaining a strategic advantage often depends on cultivating trusted relationships, both internally with stakeholders and externally with suppliers.
Michael Bertalli, an experienced procurement leader, highlights actionable insights around relationship building and the professional demeanor essential to procurement success. In this conversation, Michael shares thoughtful strategies and practical tactics gained through his extensive experience.
Here, in Michael’s own words, are some stand-out moments from our conversation: Redefining Procurement's Perception
"We want people to feel like we're inquisitive, we want to learn more, we want to understand more about our suppliers, so then we can bring that back to the business or stakeholders to develop a better product or service."
Procurement teams can elevate their internal brand by demonstrating genuine curiosity and broader business contribution, redefining expectations beyond cost reduction alone.
Supplier Collaboration Over Cost Pressure
"You've got to work with your suppliers... Most of the time, if you have openness and good collaboration, you'll find ways to bring costs down through their supply chain and yours, instead of stamping your hand on the desk demanding discounts."
Adopting collaborative negotiation approaches positions procurement as a valued partner, resulting in sustained supplier improvements that outlast short-term price pressures.
Comfort Zones: Breaking Down Internal Barriers
"My approach is simple: get out of my seat, take myself out of my comfort zone, and introduce myself. Be a part of other people's teams even if it's not directly related to what you're doing."
Proactively investing in informal relationship-building encourages better cross-functional collaboration and opens procurement to deeper business insights.
Procurement's Essential Superpower
"The superpower for us is scope development, working with the right people, making sure that you've got a really clear scope. Maybe it's going to take you longer to get that scope than what you anticipated … but you'll get a real understanding of what you need. So professionalism for me is to spend time up front, and get it right."
Structured preparation and stakeholder research represent procurement's strength, ultimately improving outcomes and strengthening personal credibility. Consistent professionalism establishes transparency and earns procurement respect from suppliers, enhancing market reputation and future negotiations.
Providing Candid Supplier Feedback
"Suppliers invest significant resources in their proposals. Providing meaningful, transparent feedback shows respect, builds trust, and can positively influence future collaboration."
Meaningful feedback, even after difficult sourcing decisions, positions your organization as a thoughtful, credible business partner over the long term.
