Ian Holcroft FCIPS

Observer
DISC Type : ci

Procurement Director at J. Murphy & Sons Limited

London, England, United Kingdom

Overview

Ian Holcroft is a procurement executive with over 30 years of experience in the construction industry, currently serving as the Procurement Director for J. Murphy & Sons. He has a history of leading procurement transformation, including building the function from scratch for Laing ORourke in Australia and overhauling the department at Murphy.

He is a strong advocate for taking on challenges that are outside of ones comfort zone, a principle that has guided his career decisions, such as his move to Australia. Ian also holds a directorship at a rugby union football club, indicating a personal passion for the sport.

Unique fact: Ian was entrusted to move to Australia to establish and lead the entire procurement and supply chain function from a greenfield state for Laing ORourke.

Personality Overview

Curious

Example Seeker

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally good communicators and can be hard to convince.

Topics They Care About

Supply Chain Partnerships
Heavily emphasizes a "one team" approach, viewing the supply chain as an extension of the Murphy family and celebrating their success through annual awards.
Procurement Transformation
Has a track record of rebuilding procurement functions, having been hired at Murphy to transform the department's poor reputation into a strategic asset for the business.
ESG & Sustainability
Sits on his company's main ESG Committee and has developed specific sustainability expectation documents and a "Green Guide" for supply chain partners.

Media Appearances

Ian has no verified media appearances

Work History

11-2017
Procurement Director at J. Murphy & Sons Limited
9-2015 - 11-2017
Head Of Procurement at Laing O'Rourke
1-2012 - 9-2015
Head of Procurement Australia at Laing O'Rourke
Head of Procurement Europe at Laing O'Rourke

Education

1984 - 1987
Education details unavailable from University of Bradford

More Information

Social Presence :

Prographics :

Exp : 13 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Procurement Director at J. Murphy & Sons Limited
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Build rapport, it will come handy to handle hard questions later
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Ian

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Ian take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Ian

Personality Compatibility


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