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TRANSCRIPT
Increasing Procurement’s Impact & Influence within the Enterprise
Christopher Barrat
Greystone Partnership
Law
A little bit about me...
Leadership &Leadership &
ManagementManagementCommunicationCommunication
SkillsSkillsCommunicationCommunication
SkillsSkills
CommercialCommercial
SkillsSkillsCommercialCommercial
SkillsSkills
Board Level
Board LevelShop Floor
Shop Floor
The Cinderella Syndrome
Out to the ball Into the living room
You are not alone….!
CONTROL CONTROL CONTROL
Influence
Concern
Start working within
Leverage that externally
1. Personal
2. Technical
3. Attitudinal
Agenda for Influence
It’s all about textbook success
• Positioning within yourself
• Positioning within your company
Audience participation!
Marketing
Accounts
Production
Procurement Logistics
Sales
HR
Sexometer
1 10
Legal
Understanding your Positioning within the company
BLIND SPOT
OPEN US
SECRET US
HIDDEN DEPTHS
THINGS
I/We KNOW
THINGS
THEY KNOW
THINGS
THEY DON’T
KNOW
THINGS
I/We DON’T
KNOW
‘JOHARI WINDOW’
Exercise
1. What might be our blind spots – eg things we do that maybe annoy others?
2. What is our secret us – things we do that others don’t realise we do?
Clear on ‘Brand shift’ How do people describe us?
Your ‘3 descriptors’
1.
2.
3.
What is your Brand?
What do you stand for ? What is your ‘brand’ that others see? What would you like your brand to be?
Our Brands - existing To be • VW Toureg
• Passengers on bus
• Miss marple
• Stray cat
• Cart horse
• Ford focus
• Passport application form
• BA
• Porsche Cayenne
• Driver of the bus
• Sara Lund
• Lion
• Race horse
• Rangerover
• AA route planner
• Virgin
How do most people in the business see our work?
Who are you? Orders and invoices
Professional Procurement
Experts
‘PP’s adding value
PP Experts adding
value and innovation
USP for our business
O+ I &
Price negotiators
O + I +PN
& Supply Chain Management
IMAGINE WHAT THIS MOVE COULD DO
On a mission
On a
holiday
Focus your action: Using your opportunities
On a mission
Name names
Less is more
Target your action:
Eagle not vulture
1. Who do you need to engage and inspire more?
2. What is your plan for doing this - When Who where?
3. Focus on what they want ( or don’t want!)
4. Use the right people 5. Use the right resources
Imp
act
they
can
hav
e
Degree of involvement they Have with you
Low
Low
High
High
Get on board!
Keep on board!
Waste Of Time?
Why Bother?
Focus your plan Targeting - Mapping
Focus your action plan - Style
Key Player What 2 words
describe them?
Is their horizon
Short medium
or long term
What are their
goals?
1 BOB Political
Pushy
Short Personal promotion
2 MARY Facts
& more facts !
Medium Keep it safe
3 JORN Action
Detail
Medium Accounts report
20th June
4 PETER Detail
Nervous of decisions
Long Nothing stops
production
5 KATJA Engaging
Inventive
Long New formulations
7 ALEX Business focused
Overview
Medium A great business
plan presentation
Stakeholder Targeting - Action
Key Player June July August September October
3 JORN Sales meeting 14th Reporting meeting Review event
5 KATJA Plant visit Budget review Budget final
NB Remember
Supplier Conditioning
Away From
Towards
Sharp and painful Juicy and tempting
Give them something that they want!
Likeability
Competence
Competent
jerk
Incompetent
jerk
Loveable
Star
Loveable
Fool
Focus your resources: People
Focus your resources: Tools Direct media
Web pages/Portals/Social Media Don’t be flash before you have got the basics right Then just focus on the three most important things
Newsletters
At least perforate them For ease of use……
Never send anything generic
• Utility • Utility • Utility
I’m OK
You're OK You're Not OK
I’m Not OK
Attitudinal….
So what next......?
Thoughts Reflections
Actions
Get a ‘positive’ head on
Give your folk a boost
Do a team analysis of Brand
Target key people
Talk to me after……
With a beer !
Christopher Barrat
Greystone Partnership
+44 (0) 7989 380 564