1. Engaging and Managing Stakeholders – a Key Strategic Sourcing Skill
2015 PURCO SA Conference
Engaging and Managing Stakeholders – a Key Strategic Sourcing Skill
For years I’ve had a book on my shelf that I just hadn’t gotten round to reading, until a few months ago.
“Steve Jobs” – the authorized biography of the iconic co-founder and CEO of Apple and the triumphs and failures that make him human yet immortal.
I highly recommend the book to anyone who is intrigued by a relentless quest of excellence, but that’s not the substance of my comments today. In Chapter 17, Isaacson describes the relationship between Jobs and Tim Cook – his Chief Operations Officer and CEO. In the narrative, Steve describes Tim Cook:
Lillian Karuri-Magero
Chairman, CIPS Gauteng
26th May 2015

2. HE GET’S IT!

3. Key Strategic Sourcing Skills
demand management
requirements development
volume aggregation
Negotiation
TCO analysis
Category Management …. .. .
Stakeholder management?

4. What do your stakeholders think about you?

5. We have a seat at the table
Why are we still referencing “us and them?”

6. Engaging and Managing Stakeholders is… ?

7. More than ½ of procurement functions don’t formally measure internal satisfaction of stakeholders

8. We’re being measured on
reduced spend
high quality
mitigating supply risk ….
But something still isn’t hitting the mark with our stakeholders

9. Deloitte 2014 Global CPO survey: 56% of procurement organizations have no formal measure of internal customer satisfaction

10. Engaging Stakeholders

11. LARGE SCALE SUPPLY MANAGEMENT INITIATIVES OFTEN FAIL TO ENGAGE STAKEHOLDERS EARLY AND OFTEN

12. Do we have “It”?

13. Easy Iːzi /, adjective achieved without great effort;
presenting few difficulties,
unchallenging, effortless, painless,
trouble-free, simple, straightforward, elementary, idiot-proof

14. We can get it

15. 7 key principles Get to know your stakeholders
Engage as early as possible
Get into the detail
Communicate! Communicate
Use the policy as a carrot not a stick
Create communities
Plan, measure and manage for success

16. Principle 1: Get to know your stakeholders
Identify
Prioritize
Stakeholder mapping

18. Principle 2: Engage as early as possible
It lets them know their input is valued
It affirms we understand the priorities
Opportunity to educate

19. Principle 3: Get into the detail

20. Principle 4: Communicate, Communicate, communicate!
Change Management comms
Education comms
Go beyond the traditional methods!
Tailored e-newsletters
pop-up messages
App store
Having an On-site Business partner
Integrated planning

21. Principle 5: Use the policy as a Carrot - not a Stick!
Procurement
Policy BIBLE

22. Principle 6: Create Communities

23. Principle 7: Plan, measure and manage for success
Begin with clear objectives and targets
Track financial and non-financial measures
Invest in a business partner
Create feedback channels
Be transparent with feedback and share collective action plans
Celebrate and communicate success

24. SO…

25. Easy Iːzi /, adjective achieved without great effort;
presenting few difficulties,
unchallenging, effortless, painless,
trouble-free, simple, straightforward, elementary, idiot-proof

26. The new operating model for procurement
DELIVER
SELL
STRATEGIZE

27. If you’re doing it right, it will be obvious
Learn:
To come to understand
Serve:
To be of assistance to, or promote the interests of
Grow:
To have an increasing influence and shared success

28. The perception of your stakeholders ultimately is your reality

29. THANK-YOU