I hope that you have enjoyed the article “Strategic Sourcing & Stakeholder Resistance.”

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If you’re not sure whether involving stakeholders in developing the answers to the 10 questions will work, let’s think for a moment about psychology.

Think of a decision you made that was later criticized. How did you feel about that criticism? In most cases, people feel defensive when their decisions are criticized.

Even if they agree that the outcome did not turn out well, they are more likely to try to justify and defend their decisions than just say “You’re right. I have no idea what I was thinking. I am just a bad decision maker.”

This is human.

So, what does this have to do with stakeholder resistance to strategic sourcing initiatives?


Involving your stakeholders in answering those 10 questions will help them feel ownership of the outcome. Instead of the strategic sourcing process being just “your” initiative that you impose on them, they will feel as if it is “their” initiative. So, they will put more effort into making it work.

They don’t want to fail. If “their” decisions are criticized, they will follow the typical human pattern and try to defend them.

The bottom line is that you will know that you’ve successfully integrated stakeholders into the process when they stop referring to things like “your supplier” or “your project” and start using ownership terms like “our supplier” and “our project.”

What do you think?

Click the Comments link below and share your thoughts!

Charles Dominick, C.P.M., SPSM
Next Level Purchasing, Inc.

Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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