In our article on page 33 of this issue, Associate Editor Maria Varmazis provides some very practical advice on how to boost your chances for success in one of the important emerging trends in purchasing: working with engineers.

In many manufacturing companies, purchasing is working closer than ever with design engineers early in the product-design process, even, sometimes, in what engineers call the "paper napkin" stage, when the design is just a rough concept. There's a good reason for that: Decisions made then lock in most of the product's costs.

Despite the fact that everyone knows that, collaboration with engineering isn't universal or easy. In fact, sometimes it's not even pleasant. While most companies recognize the value of purchasing/engineering collaboration, some are still in the dark ages on that concept.

In fact, in some companies there is still a feeling that purchasing gets in the way, slows things down and is best ignored or worked around. If that's the attitude in your company, only you can change it. And the way to change it is to learn as much as you can about the engineering process and mindset.

You can't work with engineers—or anyone else in the organization, for that matter—unless you have some understanding of how they think, what language they use and what perspective they bring to business conversations. Once you have that understanding you're in a better position to convince them that the sourcing strategies you are suggesting will help them achieve their own goals.

Why should that task fall on you? The answer is that as a purchasing professional, you have a broader view of the company, its processes and its corporate and financial objectives. You see the company as more than just a source of breakthrough technologies. You see it as a business—and you have a clearer view of what's good for the business as a whole rather than what's good for one department or project.

Business success depends on good leadership, and you, with your links to the supply chain, can provide that leadership. But to do so, you'll have to be assertive without being too aggressive, and you'll have to develop good internal sales skills. Learn what pressures others are under and what their own goals are. And learn how they think. Then, you can win them over.

pteague@reedbusiness.com