Skip to content
Search AI Powered

Latest Stories

basic training

How to win funding (and influence people)

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.

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.

The Latest

More Stories

U.S. map with drought risk

Everstream Analytics quantifies how climate risk affects supply chains

Supply chain risk analytics company Everstream Analytics has launched a product that can quantify the impact of leading climate indicators and project how identified risk will impact customer supply chains.

Expanding upon the weather and climate intelligence Everstream already provides, the new “Climate Risk Scores” tool enables clients to apply eight climate indicator risk projection scores to their facilities and supplier locations to forecast future climate risk and support business continuity.

Keep ReadingShow less

Featured

packaging supplies plastic films

Innotex Packaging launched from merger of three companies

The investment firm LongueVue Capital has bundled three shipping product companies together to create Innotex Packaging Solutions, calling it an integrated flexible packaging solutions provider that unites Summit Plastics, ClearView Packaging, and Fredman Packaging.

According to New Orleans-based LongueVue, the “strategic rebranding” brings together the complementary capabilities of these three companies to form a vertically integrated flexible packaging leader with expertise in blown film production, flexographic printing, adhesive laminations, and converting.

Keep ReadingShow less
Stampin’ Up!’s Riverton, Utah, distribution center

Stampin’ Up!’s Riverton, Utah, distribution center

Picking reimagined

What happens when your warehouse technology upgrade turns into a complete process overhaul? That may sound like a headache to some, but for leaders at paper crafting company Stampin’ Up! it’s been a golden opportunity—especially when it comes to boosting productivity. The Utah-based direct marketing company has increased its average pick rate by more than 70% in the past year and a half. And it’s all due to a warehouse management system (WMS) implementation that opened the door to process changes and new technologies that are speeding its high-velocity, high-SKU (stock-keeping unit) order fulfillment operations.

The bottom line: Stampin’ Up! is filling orders faster than ever before, with less manpower, since it shifted to an easy-to-use voice picking system that makes adapting to seasonal product changes and promotions a piece of cake. Here’s how.

Keep ReadingShow less
autostore AS/RS at toyota materal handling site

New AutoStore AS/RS at Toyota Material Handling’s DC will increase parts volume and fulfillment speed

With its new AutoStore automated storage and retrieval (AS/RS) system, Toyota Material Handling Inc.’s parts distribution center, located at its U.S. headquarters campus in Columbus, Indiana, will be able to store more forklift and other parts and move them more quickly. The new system represents a major step toward achieving TMH’s goal of next-day parts delivery to 98% of its customers in the U.S. and Canada by 2030, said TMH North America President and CEO Brett Wood at the launch event on October 28. The upgrade to the DC was designed, built, and installed through a close collaboration between TMH, AutoStore, and Bastian Solutions, the Toyota-owned material handling automation designer and systems integrator that is a cornerstone of the forklift maker’s Toyota Automated Logistics business unit. The AS/RS is Bastian’s 100th AutoStore installation in North America.

TMH’s AutoStore system deploys 28 energy-efficient robotic shuttles to retrieve and deliver totes from within a vertical storage grid. To expedite processing, artificial intelligence (AI)-enhanced software determines optimal storage locations based on whether parts are high- or low-demand items. The shuttles, each independently controlled and selected based on shortest distance to the stored tote, swiftly deliver the ordered parts to four picking ports. Each port can process up to 175 totes per hour; the company’s initial goal is 150 totes per hour, with room to grow. The AS/RS also eliminates the need for order pickers to walk up to 10 miles per day, saving time, boosting picking accuracy, and improving ergonomics for associates.

Keep ReadingShow less
US Bank truck shipments Q3

U.S. Bank: truck freight shipments and spending slow their decline

Truck freight shipments and spending continued to contract in the third quarter, albeit at a slower pace than earlier this year, according to the latest U.S. Bank Freight Payment Index.

“The latest data continues to show some positive developments for the freight market. However, there remain sequential declines nationwide, and in most regions,” Bobby Holland, U.S. Bank director of freight business analytics, said in a release. “Over the last two quarters, volume and spend contractions have lessened, but we’re waiting for clear evidence that the market has reached the bottom.”

Keep ReadingShow less