From Private to Public: The Procurement Journey for Crown Commercial Services Category Deputy Director, Neal Smith

The career path of Neal Smith, Category Deputy Director for Cloud and Hosting in the CCS, represents a compelling journey in the field of procurement. With a background beginning at BT and spanning both the private and public sectors, Neal has amassed a wealth of experience and expertise.

We sat down with him to discuss:

• The telecommunications revolution
• A pivotal moment in his career
• His move to the procurement function
• Joining central government
• His fundamental leadership principle (that most leaders get wrong)
• An exciting ‘Head of Commercial’ vacancy
• The transformation of the procurement function

The Telecommunications Revolution

Neal’s journey started at BT as an apprentice, in the early days of the telecommunications revolution, where optical fibre and mobile phones were emerging technologies. As he moved up the technical ranks, Neal took on his first management role, supporting large software programmes that played a crucial role in managing BT’s core networks and workforce.

A Pivotal Moment

One role that stands out in Neal’s career is his involvement in delivering a major software solution for BT’s PSTN platform in preparation for the year 2000 compliance. This complex project required a mixed team of internal and subcontractors to work together towards a fixed deadline and budget. The team’s high motivation, collaboration, and strong sense of teamwork made it an enjoyable effort, resulting in a successful delivery. This role served as a pivotal moment in Neal’s career, showcasing his ability to lead and deliver exceptional results.

This experience laid the foundation for his future success, teaching him the importance of collaboration and clear objectives in delivering successful projects.

The Move to Procurement

In 2000, Neal left BT and joined Compaq. During this time, he worked across a number of roles from business development, project and programme management, resource and workforce management, and then finally moved to the Services department where he was focused on procurement and supply chain management.

Joining Central Government

After a successful career in the private sector, Neal made a decision to join central government and contribute to the Government Commercial Function (GCF). ‘This was really easy for me, it was all about giving back. Having been on the supplier end for many Government contracts I knew I could add value in how procurement could be delivered and managed.’

Having been on the supplier side of government contracts, he recognized the opportunity to add value in how procurement is delivered and managed. The GCF, at the heart of the public sector, provided him with a platform to make a meaningful impact on public services. Neal’s role within CCS, as part of the GCF, involves working with major departments and the wider public sector, constantly facing new challenges and opportunities to deliver value to the UK public.

Leadership Principles

As a leader, Neal follows a fundamental principle: treat people how you would like to be treated. This advice has shaped his leadership approach, reminding him to listen, encourage, question, and thank people even in the most challenging situations. He understands the importance of building trust and ensuring that everyone’s voice is heard, as it leads to better decision-making and successful outcomes.

As Neal expands upon this principle, he is quick to explain that treating others how you would like to be treated ‘is often forgotten in the “heat of the moment” at work.’ He goes on… ‘I’ve witnessed some very good leaders who forget this and it takes so much time and effort to repair these relationships later. So even under pressure, take time to listen, to encourage, to question, to thank people….the majority of people come to work to be successful and deliver the same outcomes as you.’

An Exciting ‘Head of Commercial’ Vacancy

Currently, Neal’s team has an exciting opportunity for a Head of Commercial in the technology category. This leadership role focuses on the rapidly evolving cloud space, covering infrastructure, platforms, software, and services. The ideal candidate will possess a deep understanding of the technology market and apply that knowledge to shape the category strategy. Market engagement with various stakeholders, from buyers to suppliers, will be crucial in ensuring optimal value and customer satisfaction. Working closely with senior managers across CSS, Government departments, and public sector bodies, the Head of Commercial will have the chance to shape procurement as a driver of value and contribute to a range of initiatives and programs of change.

‘We are looking for a leader who has a good understanding of the technology market today and who can apply that knowledge to our category strategy as we develop our products and services. The role will require a good deal of market engagement, shaping our customer pipelines and ensuring they get best value from their procurements.’

The Transformation of the Procurement Function

Over the years, Neal has witnessed the transformation of the procurement function. From being a transactional and cost-focused process, procurement has evolved into a key enabler for value creation and better business outcomes. Neal believes that procurement leaders now have the opportunity to drive early engagement and demonstrate their skills and capabilities in delivering strategic value. However, he still sees room for improvement, noting that procurement is often engaged too late in the process and emphasizes the need for boldness and proactive involvement.

Fur further information about the role of Head of Commercial or to apply please click here: https://berwickpartners.co.uk/opportunities/assignment/92051/ Alternatively, please contact Richard Guest directly.