Gartner Research

Enabling Staff to Influence Senior Stakeholders

Published: 09 April 2019

ID: G00707575

Analyst(s): Procurement Research Team


Consistently influencing the business’ buying decisions is too hard for most staff to execute consistently. This research shows procurement leaders how to help their staff quickly assess stakeholder priorities and tell compelling value stories in ways that resonate with different types of stakeholders.

Table Of Contents

Influence Is About Getting Staff to Apply Skills

Helping Staff Become More Aligned/Aware of Business Partners

Being Persuasive by Using Success Stories

Enabling Staff Through Communication Tailoring Support Tools


Recommended by the Authors

About This Research


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