It all started so well. I had recently left my position as European Head of Materials and Indirect Procurement for Reckitt & Colman following a yearlong stint as Head of Procurement Transformation. As the leader of a new and aspiring procurement consultancy, I was delighted to be asked to be the keynote speaker at a sales conference of a major global telecoms company. My theme was “Understanding the buyer’s mind-set-co-creation in a commercial environment.”