Gartner Research

Tips for Telling Procurement Success Stories

Published: 02 September 2016

ID: G00386070

Analyst(s): Procurement Research Team


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.

Table Of Contents

More Detail

Select Moments to Tell Stories Carefully

Prepare by Knowing the Details of the Story

Deliver Success Stories in Substantial Ways

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