Be selfless when successful

11 April 2011
Alison Smith, senior purchasing consultant at Future Purchasing and life-coachLast year I facilitated a session with a category team where one of the outcomes included the realisation they needed their stakeholders' support to deliver more value - and at the time they didn’t have it. As we explored the state of the relationships they realised:
  • They had no idea what their stakeholders' objectives were.
  • To date procurement had taken the credit for all savings achieved.
  • They assumed ‘one size fits all’ with respect to communication.
  • They were not listening.
At the end of the session we identified an action plan to improve the situation. A remarkable outcome they've shared with me since is that they are now developing reports and presentations for their stakeholders to deliver. In releasing their need to take the credit - and allowing their stakeholders to do so - they've significantly improved relations. And not unsurprisingly they’ve experienced a step-change in the value delivered. This is not a new philosophy, so when will you stop taking the credit and allow your stakeholders to, at least, share the glory?
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