In the world of procurement, you quickly learn that you’re not just sourcing materials, quotes and logistics. You’re dealing with people. All with different mindsets, pressure points and expectations.
At Avenida and in previous lives before, we’ve worked with hundreds of clients across construction, mining, marine and beyond. And over time, we’ve noticed a clear pattern. No matter the project size or industry, the people we come across usually fall into one of three groups:
Resistant. Sceptical. Collaborative.
Understanding the difference can mean the difference between a wasted quote and a long-term partnership. So let’s break it down in terms of Procurement Services. A Service many don’t even realise they need…genuine “where have you been all my life” moment.
1. The Resistant
These are the people who don’t want to know.
They’re too busy, too under pressure, or too set in their ways to consider an outside option. The conversation might end before it even starts. You’ll hear things like:
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“We’ve already got suppliers.”
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“We’re fine, thanks.”
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Or worse… complete silence.
And you know what? That’s okay. Not everyone is ready to engage.
But behind most resistance is one of two things: a lack of trust or a lack of understanding. Sometimes both. They don’t know us. They don’t see what we offer. And they certainly don’t believe we could improve anything.
That’s why we don’t sell to these people. We educate and enlighten (educate can come across as condescending, which we don’t really need at this point of the relationship). We give them space. We keep showing up with value.
We might send over a case study of how we saved a mining client 12% on a high-volume order. Or share how we helped a contractor avoid a costly delay by sourcing a backorder item no one else could find.
We let the results speak for themselves. No push. No pressure. Just clear, honest proof that there’s another way. And if we’ve done our job right & eventually, curiosity kicks in. Procurement become one less hat ‘worn’ or simply having another responsive option saves some time & meets budget.
2. The Sceptical
These people engage. But don’t quite believe.
They’ll ask for a quote. They’ll take the call. But you can tell they’re holding back. Their tone says: “We’ll see.” They might still double-check prices, delay decision-making or keep us at arm’s length.
Sceptical people aren’t a problem. In fact, we respect them. They’ve probably been burnt before. Maybe a supplier overpromised and underdelivered. Maybe someone said “partnership” and then ghosted after the sale.
We get it. That’s why trust is our currency.
We deal with sceptics by being consistent, clear and honest, even when things don’t go our way. If a product is out of stock or a freight quote is higher than expected, we’ll say so. If we can’t beat your usual supplier on a one-off item, we’ll tell you and we’ll suggest how we can help instead.
Sceptics don’t want spin. They want facts. They want results. So we focus on what we can deliver i.e. time savings, consolidated sourcing and a second option when everything’s on fire.
Over time, trust builds. And when they see we’re not just another link in the chain. We’re a safety net & they start to lean in.
3. The Collaborative
This is where the magic happens.
Collaborative clients understand the value we bring. They trust us. They’re open. They’re organised. And best of all, they’re constructive.
They’ll call and say, “We’ve got a job coming up. Here’s the spec list. Can you help us get ahead of it?”
Or, “We’re stretched. Can you take care of this batch of equipment and consumables while we handle the rest?”
They know we’re not here to take over. We’re here to support, simplify and save them time and money.
With collaborative clients, everything flows smoother i.e. communication, delivery, pricing and problem-solving. We don’t have to chase or second-guess. And because there’s mutual trust, we can work faster and smarter.
These are the relationships where we go beyond being a sourcing company. We become an extension of their business.
And funnily enough, most of our collaborative clients started off as either skeptical or resistant. They just needed time, proof and the right moment to give us a shot.
Why It Matters
We’re not in the business of transactional sales. We’re not a catalogue. We’re not a warehouse with a website.
We’re in the business of partnership. That means understanding where people are at, meeting them there and helping them move forward.
It’s easy to want to chase the “yes” right away. But long-term success for both sides, comes when we acknowledge that some people need space, some need proof and some are ready to roll.
Our job is to stay ready, steady and professional through all three.
How We Work with Each
| Type | What They Need | What We Do |
|---|---|---|
| Resistant | Space, proof, clarity | Educate, inform, don’t push |
| Sceptical | Trust, transparency | Deliver, follow through, be clear |
| Collaborative | Efficiency, alignment | Partner, simplify, empower |
Final Thoughts
Whether you’re resisting the idea of outside help, sceptical of salespeople or fully onboard with smarter procurement…we’ve worked with someone like you.
We don’t believe in hard sells. We believe in solving real problems.
So, when you’re ready, we’re here. We source what you need. No stress. No fluff. Just results.
Ready to work with a procurement partner who understands the people behind the process?
At Avenida Australia, we know how to turn resistance into results and build long-term value through trust and transparency.
Let’s talk.
Tell us what you need and we’ll show you what’s possible.
