How To “Sell” Procurement To Stakeholders

Does “Selling” Procurement Feel Impossible?

PurchTips Edition #332 Click here for the printer-friendly version

Picture of Charles Dominick, SPSM, SPSM2, SPSM3, author of this procurement article on selling procurement to stakeholders.By Charles Dominick, SPSM, SPSM2, SPSM3

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A common question among procurement professionals is: “How can I persuade stakeholders to work with the procurement department?” There are many timeless persuasion principles you can use. One of them is telling stories.

People are generally unconvinced by unsubstantiated promises of good service. Your stakeholders are no different. But, if you can share real-life success stories and examples of how their peers have benefitted from working with you and your procurement department, you are more likely to “sell” them on trying out a working relationship.

What kind of “stories” will compel a stakeholder group to work with a procurement department? Stories that illustrate how you helped another stakeholder group or department:

  • Save money
  • Get faster delivery of products and services
  • Eliminate quality problems they were experiencing with purchased products or services
  • Get more responsive service from the supply base
  • Acquire an incoming flow of beneficial ideas from suppliers
  • Avoid selecting a supplier that ended up becoming insolvent
  • Resolve a supplier dispute that had unnecessarily consumed a lot of time or interfered with deliveries
  • Simplify and speed up its ordering process
  • Eliminate fraudulent and/or unethical purchases

Think of times when you delighted stakeholder groups. Prepare your stories. And watch procurement’s influence grow!


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Copyright 2015. This article is the property of the Next Level Purchasing Association and may not be copied or republished in any form without the express written consent of the Next Level Purchasing Association. Click here to request republishing permission.

By Charles Dominick, SPSM, SPSM2, SPSM3