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.
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
Conclusion
Recommended by the Authors
About This Research
Endnotes
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