Stakeholder management – “Owning the Space” with Guy Allen

(We’re pleased to feature this post from Guy Allen, my colleague in developing and delivering the Real World Sourcing series of briefings).

Peter's recent piece on the subject of whether to seek a mandate or not, is an absolutely valid debate and I share his dilemma. However, no matter which side of the argument you fall, you still need to build good relationships with your stakeholders. Whether you have a mandate, or you have to rely on logic and persuasion, you will be more successful if the relationship is strong.  I'll be pursuing this particular theme at the next BravoSolution Real World Sourcing session on 21st May (and you can book here).

I've called the session 'Owning the Space', as for me relationship building starts with you. Think about relationships in your personal life; people are attracted to you by what you have to offer, what you know, how entertaining you are and your style. Translate that into business speak, and people will be convinced by your knowledge, the experience you have, how engaging you are and your confidence. And crucially, what you have to offer them. This last judgement is far more clinically considered in business life that it is in social situations (in most cases at least!)

So you need to own your space. But you also have to think about what the stakeholder needs. You need to do this by thinking and speaking in their language and relating to their outcomes. If the objectives of both Procurement and the stakeholder's function are aligned to the corporate objectives (not necessarily the case, but they should be), it should be possible to phrase the Procurement offer and aims in language and terms that resonate with the stakeholder and goes some way to meeting their desired objectives.

This is not a easy subject and requires personal flexibility to reach an ideal outcome, but there are some simple tools and approaches you can use to improve your chances of success. I'll cover these in more detail at the RWS session; I look forward to seeing you there.

First Voice

  1. bitter and twisted:

    The essence of procurement is specification.
    The problem is ; who does the specifying and are they right?

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