Whakawhanaungatanga in Procurement

From Transactions to Trust 

It’s been said often in these projects, but it bears repeating: procurement is about people. Before the bids, before the policies, before the platforms - there is always a relationship, or the lack of one. 

That’s why whakawhanaungatanga - the act of building authentic relationships - is at the heart of the procurement transformation outlined in Projects Ue and Uaki. 

This article explores how early and sustained engagement between buyers and suppliers strengthens not only procurement outcomes, but the integrity and inclusiveness of the entire system. 

The Problem with ‘Business as Usual’

In the current system, many small and diverse businesses only hear from procurement once a tender is live - often too late to respond effectively. There’s limited visibility of upcoming work, minimal opportunity to engage in planning, and virtually no chance to build trust before competing for contracts.

For Māori and Pasifika businesses especially, this lack of relationship is not just inconvenient - it’s exclusionary. Trust, time, and mutual understanding are critical in these communities. When these are missing, participation drops, and procurement becomes yet another inaccessible government process. 

Enter: Connect & Thrive 

 One of the core tools developed through Project Ue is Connect & Thrive - a proactive model for building relationships before procurement starts. 

It includes: 

• Networking events that are purposefully designed (not just social)
• Meet-the-buyer forums that go beyond construction
• Structured information sessions aligned to council pipelines
• Supplier Diversity Networks that showcase and connect diverse businesses 

Connect & Thrive isn’t just about creating more events. It’s about designing better ones - events that lead to real engagement, better understanding, and ultimately, better contracts. 

What Businesses Told Us 

 Many vendors shared their frustration with existing engagement efforts: 

• “There’s lots of talk - but the buyers aren’t in the room.”
• “It always feels construction-focused. What about services, tech, or hospitality?”
• “The websites are clunky, and it’s hard to know who to talk to.” 

These insights were taken seriously. Connect & Thrive aims to create both kanohi ki te kanohi and digital spaces that are fit-for-purpose, inclusive of all sectors, and intentionally designed to support relationship-building. 

Why It Works 

 When suppliers understand buyers - their needs, their processes, their expectations - they can prepare and compete more effectively. And when buyers know their local market, they’re better equipped to design right-sized contracts, reduce risk, and support broader outcomes. 

Trust doesn’t just feel good. It delivers. 

A Strategic Investment 

 Embedding whakawhanaungatanga into procurement isn’t about adding a “cultural layer” on top of business-as-usual. It’s about recognising that early engagement is a strategic investment. The ROI is clear: higher-quality bids, more inclusive participation, better contract performance. 

It also lays the groundwork for more courageous procurement - where buyers can confidently engage with new or non-traditional suppliers because trust has already been established. 

He Whakawhānaunga Tūturu

Building relationships takes time. It takes people, not just platforms. But the return is worth it. As Connect & Thrive is developed and piloted, we invite councils, buyers, and business networks to consider this question: 

What would change if procurement started with relationships, not requirements?