" As procurement professionals we are constantly struggling to balance what we know to be best for our organizations and what our internal customers think is best. Of course we know we’re right, but how do we get them to recognize our genius? In this session we will talk about ways to get buy-in from all levels of the organization – from senior leaders to our own teams. Believe it or not, procurement is a customer service business. To be successful we must become so valuable to the organization that they can’t imagine buying anything on their own. Through refocusing our own teams, building strategic relationships, and introducing new technologies, we can position Procurement to be the “go to” team for our organizations."

2. Getting Buy-in for Buy-ing
- Presented by,
Jamie Hill,
Director Procurement,
Liberty University

3. Procurement is a
Customer Service
Business
3

4. Look Familiar?
“I don’t understand why we need
to go through this every time we
need to buy something. We have
been buying from this vendor for
years with very few problems.”
“Red tape, red tape. Can
someone down there just
plainly explain what we
need to do next?”
Manager,
Marketing
VP, Facilities
VP, IT
“Is it really worth going
through all of this for 3 or
4%?”

5. How About This?
“I wanted to let you know that
Mary has gone above and
beyond in her job this week! I
can’t tell you how much we
appreciate your team’s efforts”
“Great work! I don’t care who
complains. Tell them that we are
using the million bucks you saved
to offset how much extra they
paid in the last 3 years.”
C-Level Executive
Accounts Payable
Processor
EVP, Human
Resources
“Thank you so much for
handling this. I really do
appreciate you and your
team!”

6. How do we make this
Transformation?
By getting Buy-In

7. Understand the Motivators
Leadership
 Money, Money,
Money
Other
Departments
Procurement
Staff
 Make my life easier
 Make people stop
pushing back
 Speed up
 What have you
done for me lately?
 Measure what I
accomplish

8. Step 1: Leadership
Have to show a clear
vision
Have to promise real
results
Have to ask for support

9. Step 2: Your Team
Have to set a starting line in the
sand – today is the day
Have to change to a customer
service mindset – the game is
changing
Have to empower the people
on the ground

10. Step 3: Other Department
Have to accept blame for
everything bad that has ever
happened
Have to clearly show the
new vision
Have to quietly show
leadership support

11. Everyone says
they’re on board…
Now What?
11

12. Easy Stuff
Can’t and No
“Can you please get this ordered
today? The vendor needs a PO
today or we will miss this
pricing”
 “We won’t be able to get
this created & through
approvals in in 2 hours.
We need at least 24 hours
for PO turnaround”
 “Vendors love to say that.
Honestly, it will be very
difficult to get the PO
issued and approved that
quickly, so let me contact
the vendor to make sure
we don’t miss out on that
pricing”
I and We
 “I was able to get them to
lower their cost by 5%”
 “We were able….” Builds a
team atmosphere
Face Time
 Go see your customers
 Give advice in meetings –
not rules
 Ask for feedback

13. Hard Stuff
Systems &
Technology
Systems &
Technology
Sourcing and Spend
Analytics
eProcurement and
Contract Management
 Money, money, money
 Make my life easier
 What have you done
for me lately
 Speed up
 Measure what I
accomplish
 Make people stop
pushing back
Measure and Report
 All of your
accomplishments are
anecdotes unless
you put them in
writing
 Be audience agnostic
 Competition is
healthy

14. Conclusion
Reinvent your department
Pitch for buy-in – show a new vision
Put tools in place
Measure, rinse, repeat