#128
Dear Readers,
In the world of professional engagements, the bedrock of successful collaborations is built upon mutual respect and understanding. However, recent interactions with a renowned Indian company’s procurement team have stirred a storm of reflection regarding the nuances of respect, professionalism, and industry standards.
Last week, an eagerly anticipated discussion with the procurement team regarding our safety assessment proposal for six locations in India and overseas unraveled a distressing tone of contempt and disrespect. Mr. X (Who shall remain nameless), representing the procurement team, chose to question the rationale behind our fees, deeming them arbitrary and high and irrational. Their insistence on Rupee rates for overseas audits goes against industry norms, and their demand for an all-inclusive fee, oblivious to its implications and tax intricacies, stood in stark contradiction to our established business practices refined over 12 years and encompassing more than 90 dedicated assignments. I had no option but to end the call abruptly with an Adrenaline surge that took a while to settle down giving some anxious moments to the family.
The consolation came in the form of an immediate call from their EHS Manager, who was a witness to this fiasco, expressing deep regret and apologies post the distressing interaction. While appreciative of the gesture, it remained evident that the lack of professionalism displayed overshadowed any attempts at amends. In response, a resolute email conveying our profound disappointment was dispatched, signaling an irrevocable closure from our end regarding the assignment.
What struck a raw nerve was not solely the deviation from industry standards but the glaring lack of professionalism that marred the discourse. In stark contrast, recent collaborations with other companies, including a high-value rupee contract merely five months ago with a group entity of the same company, underscored the essence of supportive, respectful, and understanding engagements. The proposal submitted for this recent assignment of this entity, was driven by the goodwill fostered during our prior successful collaboration.
Negotiations, an integral part of forging healthy partnerships, thrive on mutual respect. Our unwavering flexibility and eagerness to negotiate, evident in our successful past endeavors, are testaments to our commitment to finding common ground. Yet, confronting a polarizing approach that dismisses established norms and demeans service providers while lacking mutual respect poses a formidable challenge.
This isn’t merely about our disappointment; it’s a clarion call for introspection. A prevalent misconception in procurement circles seems to be an assumption that service providers are out to exploit the company’s coffers. Professional conduct, however, forms the bedrock of successful partnerships. The reverberations of interactions within procurement teams transcend beyond a single proposal; they shape the very fabric of potential collaborations. I recollect my days in 1990s , (Sandoz and BASF days) when we treated suppliers as our service partners for our success and treated them as one of us.
This narrative isn’t an isolated incident but a broader narrative about professionalism, industry standards, and the essence of respectful engagements that nurture successful partnerships. It’s a heartfelt plea for a reassessment of how we approach and conduct business collaborations.
Therefore, this blogpost serves as both feedback and a catalyst for constructive contemplation. It’s a reminder that professionalism isn’t merely rhetoric but is embodied in the conduct and demeanor exhibited during discussions and negotiations.
Thank you for lending your time to this reflection. Here’s to aspiring towards a future where professionalism and mutual respect illuminate the path to prosperous collaborations.
Warm Regards,
Karthik K.
8th Dec 23.
Health, Environment, Safety, Sustainability (HESS) 