- 14
- SEP
- 2010
Procurement GPS - Resistance is Futile
Author: Ian George - Categories: Global Sourcing, Procurement Strategy
Doctor Who had the Daleks, Sherlock Holmes had Professor Moriarty and Star Trek had the Borg (who were the scariest). As the Borg approached they would access their victim’s intercom and say “Lower your shields and prepare to be assimilated. Resistance is futile.” Their victims would vainly try to fight them off, but their relentless push for domination seems indomitable.
In all of the above examples, the enemy is 'out there' not within our own organisations. So why do we so often find ourselves fighting our colleagues when we try to change things?
Procurement not only sits at the interface between the internal and external organisations, it is still evolving into its rightful place as a leading strategic contributor to business. This excitement often translates into a whirlwind of activity and enthusiasm.
For people outside the function, this can feel like the Borg approaching at warp speed ready to take over and change everything beyond all recognition. People resist when they don’t understand what is being attempted or when they feel powerless and disenfranchised.
The key to overcoming these unintended responses is communication, communication, communication. The key priorities are engagement, joint exploration of the possible and accommodation of sometimes divergent needs.
GPS provides enough detail for procurement to be able to engage with other stakeholders without them feeling that they are being presented with a 'fait accompli'. This means that the detail can be agreed before it risks derailing the transformation programme. Being able to openly discuss ideas with other people at an early stage also means that solutions will probably be better for it.
If you square up to those exhibiting feelings of resistance, then indeed it will be futile. If you develop strategies for understanding and engaging those same people, then resistance can become fertile.
