Gartner Research

Strengthening Procurement’s Influence on the Business

Published: 26 February 2019

ID: G00707311

Analyst(s): Procurement Research Team


Procurement often struggles to influence the business in major purchasing decisions. This analysis highlights how hiring and developing influence skills isn’t enough. To accelerate procurement influence, CPOs must get staff to apply the influence skills they already have.

Table Of Contents

Influence Is the Key to Unlocking Strategic Value

The Business Remains Wary of Procurement Involvement

Procurement Leaders Desire New Skills to Solve Their Influence Problem

Help Staff to Apply Influence Skills

Actions CPOs Should Take to Help Staff Apply Influence Skills

Table 1: Approaches CPOs Could Use to Help Staff Apply Influence Skills


Recommended by the Authors

About This Research


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