Generating Momentum for New Ideas in Procurement

Congratulations! You’ve come up with a new idea that will change the game for your procurement function. Now all you have to do is convince the team to implement the change, then sit back as the benefits roll in. Simple, right?

Unfortunately not. Not only has the pace of change accelerated, but the frequency of change has picked up, too – around 96% of organizations are currently undergoing some form of transformation at the moment, and half have finished at least one transformation journey within the past 24 months. Change experts tell us that only one in three change initiatives actually achieve their goals.

Momentum for new ideas in procurement

This means there are two key challenges: Firstly, you’ll need to convince decision-makers that your idea is worthy of putting into action. Then you’ll need to overcome several hurdles – including organizational inertia and employee change fatigue – to make it happen.

Perhaps you’ve identified procurement software that will halve the time spent on manual processes and free up the team to concentrate on strategic initiatives. Maybe you’ve worked out how to slash supply chain emissions with a relatively simple change in suppliers. Or maybe – most exciting of all – you’d like to leverage the power of volume discounts by joining a group purchasing organization (GPO) like Una.

The business case

Whatever your idea, you’ll need a business case to share with others and to help clarify your thinking. Writing a business case doesn't have to be overly formal. Start by clearly stating the problem or opportunity you're tackling. Then, outline your proposed solution and how it fits with what the organization is more resilient supply chain—these are your selling points.

Don't forget to consider the risks, too; mention any potential hiccups like resource issues or implementation challenges, and suggest ways to handle them. Add in some financial projections and timelines to paint a clear picture of the expected outcomes. Wrap it up with a convincing summary that emphasizes why moving forward is a smart choice, showing both the upside and your awareness of the risks involved.

The change management plan

Writing a change management plan is all about keeping things smooth as you roll out your new initiative in procurement. Start by clearly explaining what changes are happening and why they’re important. Identify the people you’ll need – starting with decision-makers at the top – to make your change happen.

Next, identify the key players who will be affected by the change and how you’ll communicate with them throughout the process. Be sure to outline the training and support people may need to adapt comfortably.

Also, create a timeline that shows when everything will happen, so everyone knows what to expect. Don’t forget to plan for feedback—regular check-ins can help you spot any issues early. Finally, make a list of milestones so you can celebrate small wins along the way to keep everyone motivated and engaged. By taking these steps, you’ll set the stage for a successful transition and help your team feel more confident about the changes ahead.

Build a coalition of advocates for your idea

The fact is that nobody – not even the CEO – can bring new ideas to life alone. That’s why building a coalition of advocates is essential for gaining traction and support across your organization.

Begin by identifying key individuals—those who are influential within the procurement team and others who will be impacted by the changes. Engage them from the start to share your vision and hear their perspectives; this collaborative approach helps refine your strategy. Encourage these advocates to champion the change by communicating its benefits to their peers, fostering excitement and buy-in.

Hold regular check-ins to keep everyone aligned and informed, and celebrate their efforts to promote the initiative. By creating a strong network of advocates who are committed to your vision, you not only amplify your message but also build yourself a “crew” to help you overcome inevitable challenges during the change journey.

Tap into the power of storytelling

Don’t be boring! Harnessing the power of storytelling can make a huge difference. Start by crafting compelling narratives that connect the change to the everyday experiences and emotions of your audience. Share real stories about how the change will positively impact individuals and teams, making the message relatable and inspiring. Use anecdotes to illustrate challenges overcome or successes achieved. These can be as creative or as whacky as you like (see Una’s famous mayonnaise anecdote) because the idea is to grab people’s attention in an environment where every idea is competing for space.

This approach not only humanizes the change but also helps create a sense of community and shared purpose. Encourage team members to share their own stories and experiences, fostering an engaging dialogue that keeps everyone invested in the process. By weaving storytelling into your communication, you create an emotional connection, making the change feel less daunting and more like an exciting journey to be a part of.

Celebrating milestones

Start by defining what success looks like at each stage—set clear, measurable goals, like reducing sourcing time by 20% or improving supplier engagement scores within six months. Break the overall journey into manageable steps with specific timelines, ensuring everyone knows what to expect along the way. As you hit these milestones, take the time to acknowledge and celebrate them with your team, whether through shout-outs in meetings, team lunches, or recognition on internal platforms. This not only boosts morale but also reinforces the importance of progress.

While it’s essential to have a structured timeline, remain flexible; be prepared to adjust your steps as circumstances change, whether due to new challenges or insights gained during the process. By keeping the focus on both celebration and adaptability, you create a positive environment that motivates everyone to stay engaged and committed to the initiative’s success.

Overcoming resistance

One thing for certain is that you can expect to run into some form of resistance – from the decision-maker who loves to say ‘no’, to the colleague who says ‘we’ve always done it this way.’ Start by figuring out where the pushback might come from—maybe people are worried about extra work or just feeling uncertain about what’s ahead. It’s important to acknowledge these worries openly; let your team or colleagues know you get it, and share clear information to ease their concerns.

Keep the conversation going by checking in regularly to help people feel heard. And don’t forget about change fatigue! If people are feeling overwhelmed, reconsider the pace or timeline of your initiative. By being proactive and creating a supportive atmosphere, you can tackle resistance head-on and build excitement for the change you're rolling out.

Get started

Generating momentum for your new ideas in procurement doesn’t have to be daunting. By intentionally designing your approach, rallying advocates, communicating effectively, celebrating milestones, and addressing concerns, you’re well on your way to driving meaningful change.

This is your chance to make a real impact, and every great initiative begins with that first step. So why wait? Take a deep breath, open up a new document, and get started on that business case!

For more tips and tricks, check out Una's resource center dedicated to empowering procurement.