Procurement is one of those functions without which no business can truly “breathe,” yet surprisingly little is said about it. How often do you see articles or posts about procurement online, compared to sales, marketing, or IT? Probably very rarely—but why is that so?
The nature of the job and confidentiality
The first reason lies in the nature of the job itself. Procurement deals with negotiations, contracts, prices, and strategies that are sensitive and often confidential. The professionals who would have the most to say often can’t—because they’d reveal too much. In many companies, details about contracts, tactics, or even supplier relationships are considered commercially sensitive. This limits the ability to share experiences, successes, and even mistakes that could benefit the entire community.
Insufficient visibility of procurement’s value
The second reason is the “invisibility of value.” When sales close a big deal, it’s a headline. When marketing launches a campaign, it’s a story. But when procurement saves millions through contract optimization—it’s a quiet victory in Excel. It’s difficult to turn that value into a story the wider audience can understand. Successes in procurement are rarely visible, and even more rarely celebrated. Because of that, many managers and colleagues don’t fully understand how crucial procurement is for a company’s profitability and stability.
Complexity and language
The challenge also lies in communication itself. Procurement challenges are complex, full of acronyms, procedures, and nuanced terminology. If they’re not translated into language that managers, colleagues, and the public can understand, the story stays locked within a circle of professionals. Many procurement experts aren’t trained in storytelling—they focus on numbers, analysis, and processes rather than communication. This makes it even harder to convey procurement’s importance and contribution to a broader audience.
Missed opportunities to share best practices
And that’s a real loss—because that’s exactly where opportunity lies. Procurement can talk about sustainability, ethical supplier selection, and innovation in supply chains—topics that affect all of us. These are not just internal processes; they are stories about the future of business and society. Procurement is increasingly involved in company strategy, in choosing partners who share the same values, in reducing environmental impact, and in supporting local communities. These stories are important and inspiring, but unfortunately, we rarely hear them.
Procurement professionals, find your voice!
That’s why it’s crucial for procurement professionals to find their voice. Not to reveal contract secrets, but to talk about the principles, experiences, and values behind the numbers. Because when procurement speaks clearly and humanly, it stops being “the hidden department” and becomes what it truly is—a strategic driver of change. Procurement can be a story about success, ethics, innovation, and responsibility. It just needs to be told in the right way.
How to change the narrative?
Nabavljači trebaju više dijeliti svoja iskustva, ali u obliku priča koje su pristupačne i relevantne
Procurement professionals should share more of their experiences, in the form of stories that are accessible and relevant
Companies should support communication about procurement successes—not just internally, but externally too
Modern platforms and media should be used for sharing stories—blogs, LinkedIn, podcasts, webinars, conferences
When procurement stops being a “dark land” and becomes visible and approachable, its role in business and society will finally be recognized in the right way. The story of procurement should be part of the broader conversation about the future of business—because without it, there is no sustainability, no innovation, and no real change.
