'Chat gap' builds trust

4 October 2006
More news

05 October 2006

Purchasers need to build relationships and rapport with other departments to boost their image and demonstrate their purpose, according to a training specialist.

Jeraint Hazan, business development manager at training company Interact, said this was vital to generate trust between departments.

Addressing buyers at a CIPS Chilterns branch event last month, he said: "The success of a company is not based on the discounts you can achieve. It's about how we interact and communicate together."

Purchasers at the 'Marketing is everything' event were told to use what Hazan calls "the chat gap", which involves making conversation and taking an interest in what other departments and colleagues are up to. He warned purchasers against simply feigning interest.

Hazan said buyers should consider what it is they offer colleagues in other departments. "Marketing [your department] is about understanding your product," he said. "You have to be specific and know what your audience is looking for."

He suggested purchasers create a statement of what they can offer, both professionally and personally, and ensure they adapt it to make it appropriate to their audience.

SMoct2006

LATEST
JOBS
Swindon, Wiltshire
upto £40K base (+ Paid overtime and corporate benefits)
Honda Manufacturing Ltd
Kew gardens, Richmond upon Thames, London (Greater)
£37,000 - £42,500 per annum pro rata, depending on skills and experience
Kew Royal Botanic Gardens
SEARCH JOBS
CIPS Knowledge
Find out more with CIPS Knowledge:
  • best practice insights
  • guidance
  • tools and templates
GO TO CIPS KNOWLEDGE