How to improve your influencing skills with internal stakeholders - How to improve your influencing skills with internal stakeholders
HOW TO IMPROVE YOUR INFLUENCING SKILLS WITH INTERNAL STAKEHOLDERS
4th October 2019
During my career I’ve experienced the procurement profession as both a practitioner and a leader; I have also experienced it as an internal client and as an external service provider. The benefits of this rounded perspective have been invaluable. In particular it has given me a deep understanding of how procurement professionals can most positively influence, and impact, spend related activities within their organisations.
Foundationally I would argue that procurement professionals have to do as much selling as salespeople. Except in procurement your ‘buyers’ are your internal stakeholders rather than external customers.
Becoming the trusted advisor
Whilst not everyone is willing to admit it, most people do love to buy. But few like being pressured to buy. For procurement this means removing any stakeholder perception that they are being forced into a one-size fits all process straitjacket.
To avoid this perception and win their trust then very simply you need to make it more obvious that you are there to enable and specifically how/where you can help. Personal PR is very important in this respect. For example take a reflective look at your LinkedIn profile.
How do you come across? Would people view you as a business person in a procurement role? Do you have an online voice e.g. do you comment on blogs/articles or do you repost insights amongst your network? These things may seem to have only surface importance but, in my experience, the more visible your credentials are, both internally and externally, the better you will be perceived.
Inspire fresh thinking
One of our attendees asked our opinion on how to accelerate their path to influence.
If you have already delivered some good examples of working together at the individual project level then I would suggest you schedule time with a couple of your key stakeholders, face to face, and ask them to share their projected needs for the next 3-6 months.
This will enable you to plan more effectively to give them the support they need. If you have broken through at the individual level, then they should be receptive to this - if not then you know you have more to do to establish your partnering credentials in their eyes.
The second thing you could do is hold a series of innovation focused meetings with some of your regularly engaged suppliers. Ask them how they think they can improve the level of value they bring to your organisation - and proactively take these ideas to the stakeholders.
Be bold and confident
This isn’t always easy. As one our attendees highlighted- as a function we’re often faced with the problem of being brought in at the eleventh hour and given incomplete and unrealistic requirements.
Effective communication and assertiveness is the only answer here. Believe it or not you gain more credibility by confidently pushing back. No-one respects a submissive and subservient supplier – the same is true of a procurement professional.
Still want more?
I hope you found this blog useful. If like one of our attendees you’d like to know of any books that might provide some further insights, then I recommend the ones below:
- Be the Best at What Matters Most by Joe Calloway
- Leadership 2.0 by Travis Bradberry & Jean Greaves
- Emotional Intelligence by Travis Bradberry and Jean Greaves
- Leading Change by John Kotter
- How to Manage your Boss by Ros Jay
- Man’s search for meaning by Dr Victor Frankl
- Who moved my cheese? by Dr Spencer Johnson
Also, don’t miss our next webinar
For even more thoughts on the topic, join us on 30th October, for the do’s and don’ts of presenting your ideas to the C-suite.
This webinar will leave you equipped to get your leadership to listen.Register now
Global Head of Services Procurement, Hays Talent Solutions
Paul joined Hays Talent Solutions in May 2019 and is globally responsible for the definition, marketing and delivery of our Procurement and Statement of Work related services.
He has spent the past four years working on the supply side of the workforce solutions industry and before that spent 6 years running his own consultancy practice helping a variety of different organisations to buy and sell business services more effectively. Prior to establishing Insight Sourcing Solutions, he spent 24 years working for BT Group plc where he held a series of senior level procurement, commercial and change management roles.