How is that sales and marketing can pry money from top management for almost any hare-brained scheme, while supply chain managers scratch and claw for scraps? It's all about the fine art of persuasion.
Art van Bodegraven was, among other roles, chief design officer for the DES Leadership Academy. He passed away on June 18, 2017. He will be greatly missed.
A quick trip to the merry old land of Oz reminded me that success involved a number of participants, with different skills, weakness, and roles. But they all needed a central rallying point, a focus, a vision, and a mission, with a leader to get behind. At the end, they were all winners—no one had to be sacrificed for the greater good. And Dorothy, the leader, did not have to plead for help or beg for support.
Today's topic is persuasion, and you are already seeing that persuasion is not entreating, groveling, abject begging, or pitiable pleading. In our supply chain management roles, we often need to persuade others to make decisions or take action. But we are frequently not very good at the task, and we wind up as the ones quaking at the prospect.
SPELLBINDERS AND DREAMWEAVERS
It seems as if the sales and marketing folks can pry money and support out of senior management for almost any hare-brained scheme. And the IT mafia dons have a particular genius for securing funding and human resources for technology that costs twice as much and takes twice as long as promised to implement, with every likelihood of either failure or suboptimization.
Meanwhile, we scratch and claw for enough scraps to keep the ship afloat and the trucks running. Those few among us who succeed in aligning both the stars and the C-suite elicit wonder and envy. How do they do it—and without breaking a sweat?
It's not all that mysterious. It's not, as my friend says, rocket surgery. Nor is it too difficult to master, given practice and an understanding of what traits and behaviors make some people "naturals" at persuasion. Hold tight. The secrets are about to be revealed. Here's what you have to do:
Understand the audience(s). You have to know whom you are trying to persuade of what. Identify all those who need to come around to your position. Craft your message to resonate with all of them. Know—and push—their hot buttons, without losing those with different motivations. Create a scenario and story line that unify all of your selling points to all audiences.
Be assertive. Display confidence, but don't be a know-it-all. Be firm, without pushing people away with aggressiveness. In-your-face quickly becomes out-of-the-room. Be patient. Give people time to absorb your message, even if it means coming back later after some "cook" time.
While you want to avoid being a jerk and generally behaving like a used car salesperson, don't shrink back into the paneling and go all wishy-washy either. Make statements; don't ask questions. Don't feel, think, or hope; know, believe, and have the data. Never undermine your message with modifiers such as "possibly," "hopefully," "with luck," and the like.
Connect—and keep connecting. Start off with personal references, not just blather like "How's the short game coming?" Revealing a bit of your authentic personal self is enormously empowering and generates trust, with reciprocal confidence.
Continue the proactive connection throughout your discussion. Make and maintain (without staring) eye contact. Be enthusiastic, without shaking your pompoms in mindless cheerleading. Use individuals' names throughout, naturally and comfortably. People love to hear their names and respond positively in return. Get proficient and positive in all aspects of nonverbal communications.
Get to the point, but on a clear path. Be clear; be concise. Be ready to lay out the vision, the path, and the end game in terms that a child could understand. But don't be terse, and don't skip anything mission-critical on the way to the inescapable conclusion. Above all, when the decision-makers are on board, stop selling. Babbling on and on can undo—forever—all the good work you've done so far.
Along the way, keep reeling in key audiences, those you want and need to get the go-ahead from. Acknowledge their points of view. Respect their objections. Listen, listen, and listen some more. Then, ask good questions—and answer them solidly, even if it takes a followup session to come to closure.
Know when to step back; understand the ramifications of delay and the folly of pushing for action when the decider-in-chief is not yet ready. If your proposition is sound and you've done all the other things right, you will only inspire more confidence in people by respecting others' need to process and internalize.
Please the masses. Successful persuaders build up loyalty and respect in advance of need. They sacrifice for others, but not in a martyr-syndrome way. They give ground, even give in, when the stakes are not astronomical. They have the backs of those who work for them, for those they work for, and for any executive or function they can help. Those who seem to be the golden children are savvy enough to not waste time winning minor battles if it could cost them the war.
Part of success is being liked. Making people happy is a great continuing strategy, but it begins with the vital first impression. Within the first seven seconds of meeting you, the people you're trying to influence, persuade, or lead decide to like you—or not. Start with upright posture, but not a military brace. Have a firm handshake, but not an iron grip. Smile. Open your shoulders, and use all of your positive body language skills. Then keep it up. After the all-important seven seconds, audiences will be looking for cues to validate their first impression.
Build and maintain context. Whatever the motivations, preferences, styles, or hot buttons of those in your audience, you must create a vision that encompasses all of what you are promoting or proposing: the bigger picture, the end-to-end scenario, the position and impact in a model of corporate performance, the frame that wraps around the picture. All the facts, data, and business cases in the universe are weakened without a context that makes the new conveyor, the ERP system, the new product line, or the functional reorganization within supply chain management sizzling hot and easy to buy into.
Throughout the process, practice and use your evolving emotional intelligence (EQ) skills. Be aware of yourself and of your audiences. Adjust and respond in ways that you may discover on the fly as you genuinely interact with an audience you are in the act of persuading. And do this without stammering, hesitating, or displaying uncertainty or weakness.
IS THAT ALL?
Pretty much. And the total package is easier to outline than to execute. But as you consciously develop and apply these key tools in the art of persuasion, you will get better and better.
And you'll be on the way to being envied and admired as "one of those people" who can get things done.
Progress in generative AI (GenAI) is poised to impact business procurement processes through advancements in three areas—agentic reasoning, multimodality, and AI agents—according to Gartner Inc.
Those functions will redefine how procurement operates and significantly impact the agendas of chief procurement officers (CPOs). And 72% of procurement leaders are already prioritizing the integration of GenAI into their strategies, thus highlighting the recognition of its potential to drive significant improvements in efficiency and effectiveness, Gartner found in a survey conducted in July, 2024, with 258 global respondents.
Gartner defined the new functions as follows:
Agentic reasoning in GenAI allows for advanced decision-making processes that mimic human-like cognition. This capability will enable procurement functions to leverage GenAI to analyze complex scenarios and make informed decisions with greater accuracy and speed.
Multimodality refers to the ability of GenAI to process and integrate multiple forms of data, such as text, images, and audio. This will make GenAI more intuitively consumable to users and enhance procurement's ability to gather and analyze diverse information sources, leading to more comprehensive insights and better-informed strategies.
AI agents are autonomous systems that can perform tasks and make decisions on behalf of human operators. In procurement, these agents will automate procurement tasks and activities, freeing up human resources to focus on strategic initiatives, complex problem-solving and edge cases.
As CPOs look to maximize the value of GenAI in procurement, the study recommended three starting points: double down on data governance, develop and incorporate privacy standards into contracts, and increase procurement thresholds.
“These advancements will usher procurement into an era where the distance between ideas, insights, and actions will shorten rapidly,” Ryan Polk, senior director analyst in Gartner’s Supply Chain practice, said in a release. "Procurement leaders who build their foundation now through a focus on data quality, privacy and risk management have the potential to reap new levels of productivity and strategic value from the technology."
Businesses are cautiously optimistic as peak holiday shipping season draws near, with many anticipating year-over-year sales increases as they continue to battle challenging supply chain conditions.
That’s according to the DHL 2024 Peak Season Shipping Survey, released today by express shipping service provider DHL Express U.S. The company surveyed small and medium-sized enterprises (SMEs) to gauge their holiday business outlook compared to last year and found that a mix of optimism and “strategic caution” prevail ahead of this year’s peak.
Nearly half (48%) of the SMEs surveyed said they expect higher holiday sales compared to 2023, while 44% said they expect sales to remain on par with last year, and just 8% said they foresee a decline. Respondents said the main challenges to hitting those goals are supply chain problems (35%), inflation and fluctuating consumer demand (34%), staffing (16%), and inventory challenges (14%).
But respondents said they have strategies in place to tackle those issues. Many said they began preparing for holiday season earlier this year—with 45% saying they started planning in Q2 or earlier, up from 39% last year. Other strategies include expanding into international markets (35%) and leveraging holiday discounts (32%).
Sixty percent of respondents said they will prioritize personalized customer service as a way to enhance customer interactions and loyalty this year. Still others said they will invest in enhanced web and mobile experiences (23%) and eco-friendly practices (13%) to draw customers this holiday season.
That challenge is one of the reasons that fewer shoppers overall are satisfied with their shopping experiences lately, Lincolnshire, Illinois-based Zebra said in its “17th Annual Global Shopper Study.”th Annual Global Shopper Study.” While 85% of shoppers last year were satisfied with both the in-store and online experiences, only 81% in 2024 are satisfied with the in-store experience and just 79% with online shopping.
In response, most retailers (78%) say they are investing in technology tools that can help both frontline workers and those watching operations from behind the scenes to minimize theft and loss, Zebra said.
Just 38% of retailers currently use AI-based prescriptive analytics for loss prevention, but a much larger 50% say they plan to use it in the next 1-3 years. That was followed by self-checkout cameras and sensors (45%), computer vision (46%), and RFID tags and readers (42%) that are planned for use within the next three years, specifically for loss prevention.
Those strategies could help improve the brick and mortar shopping experience, since 78% of shoppers say it’s annoying when products are locked up or secured within cases. Adding to that frustration is that it’s hard to find an associate while shopping in stores these days, according to 70% of consumers. In response, some just walk out; one in five shoppers has left a store without getting what they needed because a retail associate wasn’t available to help, an increase over the past two years.
The survey also identified additional frustrations faced by retailers and associates:
challenges with offering easy options for click-and-collect or returns, despite high shopper demand for them
the struggle to confirm current inventory and pricing
lingering labor shortages and increasing loss incidents, even as shoppers return to stores
“Many retailers are laying the groundwork to build a modern store experience,” Matt Guiste, Global Retail Technology Strategist, Zebra Technologies, said in a release. “They are investing in mobile and intelligent automation technologies to help inform operational decisions and enable associates to do the things that keep shoppers happy.”
The survey was administered online by Azure Knowledge Corporation and included 4,200 adult shoppers (age 18+), decision-makers, and associates, who replied to questions about the topics of shopper experience, device and technology usage, and delivery and fulfillment in store and online.
An eight-year veteran of the Georgia company, Hakala will begin his new role on January 1, when the current CEO, Tero Peltomäki, will retire after a long and noteworthy career, continuing as a member of the board of directors, Cimcorp said.
According to Hakala, automation is an inevitable course in Cimcorp’s core sectors, and the company’s end-to-end capabilities will be crucial for clients’ success. In the past, both the tire and grocery retail industries have automated individual machines and parts of their operations. In recent years, automation has spread throughout the facilities, as companies want to be able to see their entire operation with one look, utilize analytics, optimize processes, and lead with data.
“Cimcorp has always grown by starting small in the new business segments. We’ve created one solution first, and as we’ve gained more knowledge of our clients’ challenges, we have been able to expand,” Hakala said in a release. “In every phase, we aim to bring our experience to the table and even challenge the client’s initial perspective. We are interested in what our client does and how it could be done better and more efficiently.”
Although many shoppers will
return to physical stores this holiday season, online shopping remains a driving force behind peak-season shipping challenges, especially when it comes to the last mile. Consumers still want fast, free shipping if they can get it—without any delays or disruptions to their holiday deliveries.
One disruptor that gets a lot of headlines this time of year is package theft—committed by so-called “porch pirates.” These are thieves who snatch parcels from front stairs, side porches, and driveways in neighborhoods across the country. The problem adds up to billions of dollars in stolen merchandise each year—not to mention headaches for shippers, parcel delivery companies, and, of course, consumers.
Given the scope of the problem, it’s no wonder online shoppers are worried about it—especially during holiday season. In its annual report on package theft trends, released in October, the
security-focused research and product review firm Security.org found that:
17% of Americans had a package stolen in the past three months, with the typical stolen parcel worth about $50. Some 44% said they’d had a package taken at some point in their life.
Package thieves poached more than $8 billion in merchandise over the past year.
18% of adults said they’d had a package stolen that contained a gift for someone else.
Ahead of the holiday season, 88% of adults said they were worried about theft of online purchases, with more than a quarter saying they were “extremely” or “very” concerned.
But it doesn’t have to be that way. There are some low-tech steps consumers can take to help guard against porch piracy along with some high-tech logistics-focused innovations in the pipeline that can protect deliveries in the last mile. First, some common-sense advice on avoiding package theft from the Security.org research:
Install a doorbell camera, which is a relatively low-cost deterrent.
Bring packages inside promptly or arrange to have them delivered to a secure location if no one will be at home.
Consider using click-and-collect options when possible.
If the retailer allows you to specify delivery-time windows, consider doing so to avoid having packages sit outside for extended periods.
These steps may sound basic, but they are by no means a given: Fewer than half of Americans consider the timing of deliveries, less than a third have a doorbell camera, and nearly one-fifth take no precautions to prevent package theft, according to the research.
Tech vendors are stepping up to help. One example is
Arrive AI, which develops smart mailboxes for last-mile delivery and pickup. The company says its Mailbox-as-a-Service (MaaS) platform will revolutionize the last mile by building a network of parcel-storage boxes that can be accessed by people, drones, or robots. In a nutshell: Packages are placed into a weatherproof box via drone, robot, driverless carrier, or traditional delivery method—and no one other than the rightful owner can access it.
Although the platform is still in development, the company already offers solutions for business clients looking to secure high-value deliveries and sensitive shipments. The health-care industry is one example: Arrive AI offers secure drone delivery of medical supplies, prescriptions, lab samples, and the like to hospitals and other health-care facilities. The platform provides real-time tracking, chain-of-custody controls, and theft-prevention features. Arrive is conducting short-term deployments between logistics companies and health-care partners now, according to a company spokesperson.
The MaaS solution has a pretty high cool factor. And the common-sense best practices just seem like solid advice. Maybe combining both is the key to a more secure last mile—during peak shipping season and throughout the year as well.