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Supply Management, Dec 13, 2007

It can be easy for heads of procurement to lead other departments, says Iain Rayner

Iain Rayner last week moved from the role of strategic sourcing director to deputy finance director.

Leaving Prudential to join FTSE 250 financial consultancy St James's Place (SJP), Rayner says sourcing experience is more easily transferable than some may think.

"The sourcing team at Prudential reports to the CFO and a big part of what I did was look at the cost base of the business, so there's a strong fit between the two roles."

"I'll be looking at how SJP buys goods and services, so my procurement past will certainly shape this new role."

But Rayner's decision to straddle functions throughout his career has perhaps given him more opportunities than most. "I've been in finance, audit, project management and purchasing roles and gained different skills from each. I'll make a better job of this new role than if I'd worked my way up through a finance team, and I'd like to think that's why SJP recruited me."

With a business studies degree from Sheffield University, Rayner joined Ernst & Young as a trainee chartered accountant.

Once he qualified, he moved on to the finance team at sportswear group Pentland. He left after almost three years to join digital television firm ONdigital, where he managed the outsourcing for IT and some customer services. After five years, he joined consultancy CSP for two years and managed outsourcing projects for firms including Freeserve, T-Mobile and BT.

In 2004, he wanted to re-join a blue-chip firm. He knew a couple of people at Prudential and heard they were restructuring their sourcing team. Following a well-timed conversation, he was made secondin-charge of sourcing and promoted to director within three months.

To make it to the top, Rayner says buyers must build good relationships with their bosses, peers and employees.

He adds they need to be flexible, and realise pragmatism and working beyond the job description is often essential. "Process is important in highly regulated environments such as financial services, but purchasers can get hung up about governance and form-filling as opposed to just getting a deal."