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
©2022 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.