McCormick & Company

Brian Dillon

Guest Experience Advocate

What I Learned: Influence First, Authority Second

One leadership lesson has stayed constant throughout my career is procurement is about influence, not authority.

You rarely “own” all the decisions, but you play a key role in shaping them. Success comes from aligning stakeholders around shared goals—cost, quality, innovation and customer experience. I have also learned that data builds credibility, but relationships build results. Procurement must operate as a true business partner, not just a cost-control function. And finally, resilience matters. Markets shift, supply chains get disrupted and priorities change quickly. Leaders who stay steady, transparent and solutions-focused create confidence during uncertainty.

Procurement’s Evolution: From Savings to Strategic Resilience

The function has moved far beyond cost savings. Today, it sits at the center of risk management, sustainability, innovation and agility. 

With geopolitical uncertainty and climate-related disruptions becoming more common, procurement teams need to think in scenarios and plan for volatility. Digital tools and advanced analytics are becoming essential for visibility and smarter decision-making. At the same time, global sourcing requires a deeper understanding of regional markets and cultural dynamics. The procurement organizations that thrive will be the ones that are agile, data-driven and tightly connected to enterprise strategy.

The Partnership Trifecta: Transparency, Value and Accountability 

Strong supplier partnerships come down to three things: transparency, shared value and accountability. Transparency builds trust—especially during tough times like inflation or supply shortages. When both sides are open about challenges and goals, the conversation becomes collaborative instead of transactional. Shared value is equally important. The best supplier relationships go beyond negotiating price; they focus on innovation, long-term growth and mutual success. And accountability ensures performance stays strong. Clear expectations, measurable outcomes and consistent communication keep both sides aligned. In hospitality, where quality and consistency directly impact the guest, those partnerships are critical.

"Procurement leaders have to think beyond immediate results and consider long-term resilience and brand impact. It also reinforced how important communication is during change. When people understand the ‘why,’ they are far more likely to embrace the ‘how’."

What Disruption Taught Me: Always Explain the Why

One of the most valuable experiences in my career was leading through a period of disruption during and shortly after COVID. The organization was facing cost pressure and supply instability and there was a temptation to focus only on short-term P&L impact. Instead, we stepped back and took a broader view—revisiting supplier strategies, strengthening risk management and improving cross-functional alignment. That experience shaped how I lead today. Procurement leaders have to think beyond immediate results and consider longterm resilience and brand impact. It also reinforced how important communication is during change. When people understand the “why,” they are far more likely to embrace the “how.”

Wisdom from Experience: Think Broader, Build Trust

For professionals looking to build a long-term career in procurement and strategic sourcing, I would offer three pieces of advice. First, build strong business acumen. Understand how finance, operations and commercial teams think. The more you understand the broader business, the more strategic your impact will be. Second, invest in relationships. Procurement is a people business. 

Credibility and trust will open more doors than any negotiation tactic. Third, stay adaptable and curious. The landscape is constantly changing—technology, regulations, global dynamics, etc. Those who embrace learning and remain comfortable navigating ambiguity will thrive. 

Procurement today is a strategic driver of resilience and growth and it’s an exciting place to build a career!