Have you ever stopped to think about how artificial intelligence (AI) is changing the world around us? In the purchasing sector—also known as procurement—this transformation is even more evident. Previously, the buyer's role was seen as purely operational, focused on securing the best prices and negotiating deadlines. Today, with AI increasingly integrating purchasing processes, the buyer needs to assume a strategic role, combining technical, analytical, and human skills.
In this article, we'll explore how AI is changing the profile of this professional and what skills are needed to excel in this new scenario. If you work in purchasing or want to understand how technology is impacting this market, keep reading to discover how to prepare for the future!
What is a strategic buyer and why is it important?
In the past, a buyer was responsible for tasks such as finding suppliers, negotiating contracts, and ensuring that materials arrived on time. Today, the strategic buyer goes far beyond that: they use data, technology, and interpersonal skills to optimize the purchasing process, directly impacting the company's results.
With the help of AI, the strategic buyer can anticipate problems before they occur, saving the company money and time. For example, if data indicates that the prices of an input are rising, the buyer can act quickly, securing supplies before the cost increases further.
Below are 10 skills that can help you, the buyer, stand out and act more strategically.
1. How to transform data into decisions
With AI, companies now have access to a vast amount of data. But for this data to be useful, it's necessary to know how to interpret it. That's where the importance of analytical skills comes in.
Imagine you have access to a dashboard that shows your suppliers' performance in real time. You can see which ones are delivering on time and which ones are late. With this information, you can make faster and smarter decisions, avoiding production problems.
Learning how to interpret KPIs (key performance indicators) is fundamental. Tools like Power BI and Google Data Studio make data analysis more accessible, helping to create visual reports that facilitate communication between teams. More than just understanding numbers, the buyer needs to translate them into concrete actions that deliver tangible results.
For example, if you notice that a supplier is constantly delaying deliveries, you might decide to negotiate with another supplier or adjust your orders to minimize the impact.
2. How to use AI and digital tools to your advantage
It's not necessary for the buyer to be a programmer, but understanding how AI tools work can make all the difference. Automation systems, such as Robotic Process Automation (RPA) and Machine Learning (ML)-based tools, are already part of everyday purchasing, automating tasks such as sending quotes, price analysis, and supplier selection. With these tools, the buyer can optimize time and reduce errors, as well as focus on more strategic decisions.
Furthermore, management systems, such as intelligent ERPs, play an increasingly important role in this context. They not only help organize information, but also work in conjunction with AI to predict demand, identify bottlenecks, and suggest actions before problems arise. For example, an ERP connected to AI can signal an expected increase in the cost of an input, allowing the buyer to make proactive decisions and avoid losses.
Ultimately, mastering these technologies allows professionals to go beyond operational tasks and become strategic partners, capable of delivering significant results for the company and adapting to the rapid pace of change in the purchasing sector.
3. How soft skills strengthen the role of the buyer
Humanized negotiation, empathy, and leadership are indispensable skills. There are situations where AI cannot predict cultural or emotional variables, and it is at this moment that human sensitivity makes all the difference.
Creating genuine connections with suppliers strengthens partnerships and ensures more advantageous conditions. Empathy, in turn, helps the buyer understand the suppliers' context, promoting solutions that benefit both parties. Leadership allows for aligning interests between different departments and consolidating decisions in an agile and strategic way.
4. Scenario-based decision making
Artificial intelligence has given strategic buyers a new capability: the ability to assess hypothetical scenarios with agility and precision. With the support of advanced simulations, the impact of different decisions can be projected before they are implemented, allowing risks to be mitigated and opportunities to be proactively seized.
Through these simulations, the buyer can identify vulnerabilities, such as anticipated cost increases or instabilities in supplier production, and prepare proactive responses. These analyses also help prioritize strategic actions by exploring complex trade-offs, such as balancing lower costs with longer lead times or higher-quality suppliers.
AI complements this decision-making process by presenting optimized combinations that consider multiple factors simultaneously, which would be impractical without technological support. With these tools, the buyer becomes more efficient by aligning each choice with the organization's short- and long-term objectives, adding value in a strategic and sustainable way.
5. Adaptability and continuous learning
The purchasing market is evolving rapidly, and flexibility is essential for the strategic buyer. Adopting new technologies requires a willingness to learn, while keeping up with industry trends and best practices ensures more efficient strategies.
The pursuit of continuous learning is a fundamental pillar. Mastering new technologies, keeping up with market trends, and participating in training initiatives, such as workshops and industry events, strengthens the buyer's performance. This not only expands their technical knowledge but also allows them to anticipate changes and propose solutions aligned with the organization's needs.
This combination of flexibility and learning transforms the buyer into a professional prepared to handle rapid changes, ensuring that they not only keep up with market evolution but also stand out as a strategic facilitator within the company.
6. Creativity and innovation
With artificial intelligence automating repetitive tasks, the strategic buyer gains room to focus on initiatives that truly add value. The creation of innovative sourcing strategies is a clear example of this change. Instead of just negotiating prices, the buyer can explore new suppliers, develop long-term partnerships, and propose more strategic contracting models tailored to the company's needs.
Furthermore, creativity plays a crucial role in solving long-standing problems with disruptive approaches. Logistical bottlenecks, supply chain instabilities, or unexpected market changes are opportunities to think outside the box. By combining AI-generated data with an innovative approach, the buyer can propose unique solutions that not only solve immediate problems but also strengthen the company's long-term competitiveness.
This ability to combine technology and creative thinking positions the buyer as an agent of transformation, capable of identifying hidden opportunities and implementing changes that significantly drive results.
7. Focus on sustainability and ESG
Environmental, social, and governance (ESG) practices are increasingly required, and the strategic buyer plays an essential role in this context. With the support of artificial intelligence to identify sustainable patterns and practices, the buyer is responsible for ensuring compliance with environmental and social standards, guaranteeing that suppliers are aligned with global regulations and expectations.
Beyond simply complying with regulations, buyers should prioritize suppliers with ethical practices, valuing partners who promote sustainability and respect for human rights. This stance not only strengthens business relationships but also contributes to a more balanced supply chain aligned with the demands of an increasingly conscious market.
By integrating purchasing decisions with ESG values, the buyer strengthens the company's reputation and promotes a positive impact that transcends financial results, consolidating procurement as a strategic area in building a sustainable future.
8. Legal and compliance knowledge
While artificial intelligence facilitates contract monitoring and the identification of irregularities, the strategic buyer plays a crucial role in interpreting and applying regulations. Understanding local and international legal requirements is indispensable, especially in contracts involving multiple jurisdictions, such as customs regulations, labor policies, and environmental standards.
More than just monitoring, the buyer must interpret clauses and mitigate contractual risks, assessing potential loopholes and anticipating scenarios that could impact operations. For example, when negotiating international contracts, it is crucial to analyze guarantees for delivery delays, cost variations, or even exchange rate instabilities. This attention reduces the company's exposure to legal and operational problems.
By combining technological support with solid legal knowledge, the buyer ensures that procurement operations are conducted securely, transparently, and in accordance with regulations, protecting the company's interests and strengthening its business relationships.
9. Supplier relationship management
More than just analyzing numbers, the strategic buyer is a facilitator of partnerships. Well-managed relationships create trust and collaboration, making the supply chain more resilient. With artificial intelligence monitoring performance and prices, the buyer can focus on building strategic partnerships, seeking to align the interests of the company and suppliers to generate mutual benefits.
These long-term partnerships not only increase supply stability but also create opportunities for joint innovation and improved trading conditions. Suppliers who feel valued and heard tend to prioritize quality and efficiency, further strengthening the relationship.
At the same time, conflicts over deadlines, quality, or other aspects are inevitable. This is where the buyer plays their role in mediating interests and managing expectations, finding solutions that meet the needs of both parties. This ability to align objectives and resolve impasses consolidates the company's position as a reliable partner in the market.
By balancing technology and interpersonal skills, the strategic buyer transforms business relationships into solid partnerships, fostering an efficient and innovative supply chain.
10. Collaborative strategic approach
The strategic buyer plays a central role as a catalyst between artificial intelligence and internal and external stakeholders. More than just an executor, they are responsible for translating the insights generated by AI into actions that meet the real needs of the business. Data alone does not generate value; it is the buyer who transforms it into practical strategies aligned with organizational objectives.
This approach requires the buyer to prioritize strategic impact over operational tasks, delegating routine activities to automation and focusing their efforts on decisions that drive long-term results. By connecting teams, suppliers, and technology, they ensure that all points in the supply chain operate in an integrated and efficient manner.
Want to understand how AI can propel your purchasing team to a more strategic level?
