What are the guiding principles for presenting procurement success stories? Only use stories when it is likely to resonate with the audience, otherwise stories can become overused and decline in effectiveness. Based story selection on audience personality types, the complexity of the "sale" and likely pushback. Preparation is critical for success story impact. Story Tellers must know the answers to potential questions and responses to likely pushback. Stories should be told in the format of a substantive discussion, not anecdotes. Stakeholders should be able to process the example, ask questions and engage in a dialogue.
Select Moments to Tell Stories Carefully
Prepare by Knowing the Details of the Story
Deliver Success Stories in Substantial Ways
©2020 Gartner, Inc. and/or its affiliates.
All rights reserved.
Gartner is a registered trademark of Gartner, Inc. and its affiliates.
This publication may not be reproduced or distributed in any form without Gartner’s prior written permission.
It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact.
While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information.
Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such.
Your access and use of this publication are governed by Gartner’s Usage Policy.
Gartner prides itself on its reputation for independence and objectivity.
Its research is produced independently by its research organization without input or influence from any third party.
For further information, see
Guiding Principles on Independence and Objectivity.