EP 47: The Truth About “Underperforming” Procurement Teams

“Underperforming team.”

It’s a label that gets used quickly in procurement.

But what if it’s not the full picture?

In today’s market, procurement teams are under more pressure than ever. 

Expectations are rising. Resources are stretched. Change is constant.

And what looks like underperformance is often something else entirely.

In this episode of Procurement Pivots, Donna and Laura explore what’s really going on behind so-called “underperforming” procurement teams, and what leaders need to focus on to turn things around.

Because this isn’t always about capability. 

It’s about context, clarity and leadership.

In this episode we explore

• Why “underperformance” is often misdiagnosed
• Looking beyond the label to understand what’s really happening
• The role of environment, pressure and unrealistic expectations
• Why teams may be stretched rather than struggling
• The importance of trust and psychological safety
• How breakdowns in trust impact performance and engagement
• Why morale matters more than many leaders realise
• The impact of constant change, restructures and shifting expectations
• The role of leadership in creating clarity and direction
• Why repetition, consistency and visibility are essential
• How to rebuild performance as a team, not just as a leader
• Creating shared ownership, not top-down instruction
• The power of small wins in rebuilding confidence and momentum
• Shifting mindset through progress and recognition
• Why the narrative you create shapes the team you become
• Moving away from labels and towards a new identity

Takeaways

• A clearer understanding of what sits behind “underperformance” in procurement teams
• Practical insight into how leaders can diagnose and respond more effectively
• A reminder that performance issues are often rooted in environment, not individuals
• Encouragement to lead with clarity, visibility and trust to rebuild momentum

Hosted by:

Donna Bowden | Procurement Career Coach, Narrate Your Career
Laura Sellers | Executive and Leadership Coach, Coaching for Procurement

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Are you seeing underperformance… or something else?

Message us via the Procurement Pivots LinkedIn page or reach out to Donna or Laura directly.