Excellent ideas in this post from the American Council of Sourcing and Procurement Executives (ACSPE) on how to get buy-in from stakeholders for your program. After 15+ years in the strategic sourcing business, we at Scanmarket know that this is one of the primary challenges you face, and one of the areas where you can make the most impact.
If you look across Michael Shaw’s recommendations, they contain a central theme. Stakeholder engagement = Selling. This should not be seen as a “bad” thing despite any interactions you may have had in the past with the typical software salesperson. Instead, it incorporates the best traits of good salespeople:
The one significant thought we would add to these suggestions is “Make It Easy”. We have found that our 300 customers see their best results when they focus on simplifying the process, especially since stakeholders (and their suppliers) do not typically use the tools every day.
Several specific ways to make it easy include:
As you determine where to spend limited time, stakeholder engagement should be very much at the top of your list.