The Art of Persuasion: Influencing Skills for Successful Procurement

Persuasion in the context of procurement involves influencing stakeholders to achieve positive outcomes that align with your organisational or project goals. It means effectively communicating the value, benefits, and necessity of certain procurement decisions and convincing suppliers and team members to support these decisions. 

By leveraging persuasive techniques, you can ensure smoother negotiations, better contracts, and stronger supplier relationships, ultimately contributing to enhanced operational efficiency and cost-effectiveness.

Picture yourself in this scenario: you are negotiating a contract with a supplier for essential raw materials. You notice that the supplier’s prices are slightly higher than the market average. Instead of pointing this out bluntly, you frame the conversation to highlight the benefits of a long-term partnership. “By reducing the price by 5%, we can ensure a steady and ongoing relationship that benefits both of us,” you suggest. The supplier agrees, seeing the value in a guaranteed, consistent customer. 

Or, consider a situation where you need to persuade your internal team to switch to a new supplier. The team is hesitant, preferring the familiarity of the current supplier despite their increasing costs. You hold a meeting and present a comparison chart, showing the benefits that the new supplier offers and you make a compelling case for change. 

Key Influencing Skills To Master

Imagine walking into a room and effortlessly persuading key stakeholders about that next big procurement move. Sounds dreamy, right? Well, it’s entirely possible by harnessing the right influencing skills. Let’s dive into the four essential abilities that can transform your procurement strategies. 

1. Communication Skills

Clear and concise communication is the cornerstone of successful procurement. When you succinctly express your ideas and requirements, you minimise misunderstandings and ensure that all stakeholders are on the same page. It’s not just about what you say but also how you say it. 

Effective verbal communication involves choosing the right words and delivering them with the appropriate tone. Non-verbal cues, such as body language and eye contact, play a significant role in reinforcing your verbal message. Mastering both aspects enhances your persuasive abilities.

Practise your polished communication skills by networking.

2. Emotional Intelligence

Emotional intelligence is another essential skill in procurement. By understanding and managing your emotions, you can stay composed under pressure, which is crucial during high-stakes negotiations. Additionally, being cued into the feelings of others enables you to establish trust and build strong relationships with stakeholders, creating a collaborative environment.

3. Negotiation Skills

In the realm of negotiation, having well-defined strategies is vital. Successful negotiation isn’t just about winning; it’s about creating a scenario where all parties feel satisfied. Achieving this necessitates a blend of confidence and empathy. Being firm yet understanding can help you achieve your objectives while maintaining positive relationships. 

4. Problem-Solving Skills

Problem-solving skills are indispensable when challenges arise. Approaching problems creatively can lead to innovative solutions that might not be immediately obvious. Furthermore, turning objections into opportunities showcases your ability to adapt and find mutual benefits, strengthening your position as a reliable and proactive procurement professional. 

Time to Apply your New Skills!

Now that you’ve worked on developing your soft skills and equipped yourself with new tools, it’s crucial to understand how to effectively apply them. Mastering new skills is just the beginning; the real value lies in learning to use them and figuring out how to put them to good use to persuade and influence successfully.

The first tip is to begin with just a couple of areas to focus on, rather than overwhelming yourself.

Focus area #1 Storytelling

Crafting a narrative is more than just relaying facts; it’s about engaging your audience and making your message memorable. In procurement, this could mean the difference between securing a critical supplier agreement and losing it. You make your case compelling by weaving a story that highlights the shared goals, potential benefits, and long-term relationships. 

Consider the scenario where you’re negotiating a deal with a new supplier. Instead of presenting raw data, you can share a success story from a previous procurement project. For instance, explain how a small but strategic partnership led to significant cost savings and innovation. Walk your audience through the challenges faced, the collaborative problem-solving that occurred, and the ultimate positive outcomes. This establishes credibility and paints a vivid picture of mutual success.

Another effective example could be relating anecdotes during a supplier selection meeting. Instead of merely listing criteria, tell the story of how a particular supplier’s flexibility helped you manoeuvre a sudden market shift. This approach can underscore the supplier’s value proposition in real terms, making your audience more likely to buy into your recommendations. 

Focus area #2 Data-Driven Arguments

In the dynamic world of procurement, leveraging data to support your position is crucial. Data not only serves as a foundation for your arguments but also adds credibility, making your case more compelling. As a procurement professional, mastering the art of presenting data in an engaging and understandable way can significantly enhance your persuasive power, giving you the confidence and empowerment to influence successfully. 

Firstly, ensure that your data is accurate and relevant. Collect data that directly supports your position and is up-to-date. This can include market trends, supplier performance metrics, historical purchasing data, and cost-saving analysis. By aligning your data with your audience’s interests, you create a stronger impact. 

Next, consider the presentation of your data. Raw numbers and charts can be overwhelming and difficult to interpret. Aim to simplify complex data sets through visual aids such as graphs, pie charts, and infographics. These tools can highlight key points and trends, making the information more digestible. 

Finally, tailor the complexity of your data presentation to your audience. For stakeholders who may not have a technical background, simplify the data and avoid jargon. Use simple language and focus on the key points. Conversely, provide more detailed analytics for a technically proficient audience and be prepared to dive deep into the numbers if required. For these stakeholders, you can use technical terms and provide detailed explanations to ensure they fully understand the data. 

And remember the storytelling tips above.

Consistency is Key!

By consistently applying these methods, you will establish yourself as a trusted expert in procurement and create a reliable and competent image that stakeholders can count on.