Best Performing Relationships – Where Leadership Takes Centre Stage

How do you solve a problem like a ‘Storming’ team? When the pressure is on to deliver supply chain results for your organisation, what is going to be the difference between a team struggling to work together, and one that is achieving high levels of success?

The word ‘Leadership’ is commonly used in a wide variety of contexts. From managers of sports teams bemoaning a “lack of leadership” on the field, to self-titled ‘industry leaders’ covering everything from design and manufacture, to AI and data analytics. So commonly is the term used that it leaves the concept of ‘leadership’ treading a fine line between a critical skill and an industry buzzword.

In order to better understand how leadership can define a team, we need to draw a distinction between ‘leadership’, the over-used, but misunderstood (and sometimes undeserved) buzzword, and ‘leadership’, the genuine and demonstrable trait that can take a team from under-performance to over-achievement.

What Authentic Leadership Looks Like

If you were to describe what an authentic or genuine leader was, you might use some fairly high-level terms like authenticity, empathy and commitment. It’s widely agreed that authentic leaders are open in their relationships, trustworthy, balanced and goal focused. Crucially, the key difference between a manager and a great leader is the ability to create a shared vision and take people and teams on the road with them.

You could argue that the key to this is honesty. Honesty builds trust, and trust allows people to know that you will do what you say you’re going to. In the long-term this will drive better behaviours in a team and be critical to achieving successful outcomes. Honesty is also a key factor in good Supplier Relationship Management and Contract Management. And this is where our concepts come together.

Managing Supplier Relationships

Half the battle in Contract Management is knowing you can look the other party in the eye from Day 1 and know that they are on the level, and that they will deliver what you agree to. Trust underpins every one of these interactions and outcomes, but it takes to build this level of trust with suppliers, even ones you have worked with in the past.

This is where genuine leadership comes to the fore. A leader will help build processes to chart a course for smooth waters for even the stormiest of relationships. Frequently, these skills are the same that a leader will use to transform an internal group of people into a High Performing Team. What is key in this situation is detailing expectations on both sides of the table, understanding what results and outcomes are expected, and how to work collaboratively to achieve that.

What is overlooked sometimes, or possibly lost in a sea of management jargon and buzzwords, is how to develop beyond the standard goals and outcomes to create a highly successful team that spans internal and external members. You might not find it in a textbook, but you can certainly find it here.

If you want to break free from the conventional discourse and immerse yourself in a discussion minus the buzzwords and jargon, you’ll need to join my session this week, ‘Contract Management: Best Performing Relationships’ with The Faculty Roundtable. 

In the session we’ll go beyond the traditional narrative of contracts, goals and providers, and build an understanding of how genuine leadership will help your teams meet, and exceed, intended results:

• Move from Storming to High Performing Relationships: Acquire the techniques to elevate your supplier relationships, turning potential storms into high-performing collaborations.  
• Set Up Results-Driven and Lean Relationships: Learn how to structure relationships that are not only goal-oriented but also streamlined for maximum efficiency.  
• Unlock the Leader Within: Understand that leadership is not confined to a title – anyone can be a leader. Discover how to harness your leadership potential and influence positive outcomes in contract management. 

This article was written by Dr Sara Cullen, Managing Director, The Cullen Group. 
Dr Sara Cullen will be joining The Faculty Roundtable Program on 23rd April for a masterclass on genuine leadership that transforms relationships and enhances your approach to contract management, ensuring that your arrangements not only meet but exceed the intended results.  . If you’re a Roundtable member, you can register for the masterclass here.