Power vs empowerment: navigating tricky stakeholder relationships in Procurement

Stakeholder relationships in Procurement aren’t always straightforward. 

They can be complex, tense, or even a little frustrating, especially when you're trying to drive change.

Power struggles often emerge, becoming an additional barrier when all you're trying to do is add value to your stakeholders and the organisation.

This week’s newsletter explores how to pivot from an approach of power to empowerment, enabling Procurement to lead with influence and partnership rather than getting stuck in battles over control.

Power and empowerment both play a role in how Procurement interacts with stakeholders, but they create very different outcomes.

Power: control and authority

Power struggles are often sparked by phrases like:

• “We control the budget, so we make the decisions.”
• “This is how it’s always been done.”
• “Just get the contract signed, we’ll engage Procurement earlier next time.”

Power is about asserting control and enforcing rules. Sometimes that’s necessary for accountability and risk management. But when power is used without curiosity or collaboration, it quickly becomes a barrier to progress.

Power without trust leads to resistance. 

It can turn into a battle of wills; using policy and process as weapons instead of tools.

Empowerment: influence and partnership

Empowerment is about shaping outcomes with people, not for them. It sounds like:

• “What do you need from Procurement to succeed?”
• “Let’s work together on the sourcing strategy.”
• “How can we support your goals more effectively?”

This shift, from control to enablement, turns Procurement from a roadblock into a valuable partner. Empowered stakeholders are more engaged, more informed, and far more likely to collaborate.

When challenges arise: power struggles and silos

You’ve likely come across one (or all) of these scenarios:

• Procurement is brought in after a supplier is already selected.
• The value of Procurement is repeatedly questioned.
• Stakeholders push for risky shortcuts that jeopardise ethics or quality.

Our instinct in those moments might be to double down on rules. Say “no.” But there’s another way.

It’s often more effective to pivot your thinking and messaging, shifting from rule enforcement to solution creation. This doesn't mean lowering standards. It's more about flexing how we communicate while staying grounded in what matters.

Here are some useful reframes:

• “Let’s find a way to meet your need and stay compliant.”
• “Here’s how our process protects everyone involved.”
• “Help me understand what’s driving this urgency, so we can find a solution.”

Seeking to empower your stakeholder avoids handing over complete control and focuses more on sharing it with purpose.

When power battles arise: greater control comes from your response

Power struggles are emotionally charged. 

But how you respond matters more than the situation itself.

Here are some practical steps that may help:

1. Pause and reflect: what’s the real issue? Is it about the process, or something deeper?
2. Recognise the dynamics: name the power play mentally, without reacting to it (a previous newsletter I wrote about rescuing might help - click here)
3. Lead with curiosity: ask questions that open dialogue and lower the temperature.
4. Reconnect on shared goals: refocus the conversation on what you both want to achieve.
5. Pivot with purpose: if your default approach isn’t landing, change your tone or focus. Stay flexible, not passive.

Your response can shift the energy between you from conflict to collaboration.

Other small shifts that make a big difference

Our mindset plays a key part when it comes to our stakeholder approach. Here are some other reframes that might help:

1. Try shifting from “no” to “what’s possible”: turn barriers into open doors.
2. Move from a mindset of “we own this” to “we enable this”: position your Procurement role as a catalyst, not a controller.
3. Pivot from “process first” to “people first”: build relationships before you need to enforce rules.

Moving forward: power comes from a place of lack, empowerment builds connection

The corporate environments we work in are often complex and managing stakeholders is no longer enough.

Procurement needs to mobilise and motivate; and power struggles push people apart instead of bringing them together.

Empowerment creates allies. It turns resistance into momentum. It’s less about winning the argument it’s more about working with people toward a shared goal.

A position of influence doesn't focus on clinging tightly to control. A more helpful, sustainable and collaborative way is to know how - and when - to share power to move forward together.

What’s your approach when stakeholder tensions rise? How do you pivot your strategy in the moment?

How Coaching For Procurement Ltd can help

Coaching For Procurement Ltd offers a full suite of coaching solutions designed to empower and support Procurement leaders and their teams; from Procurement team coaching through to ILM qualifications using the unique P.R.O.C.U.R.E® coaching methodology and frameworks, as well as 1:1 coaching. We work together on your inner game at these pivotal moments of your Procurement journey.

If you would like to explore a coaching approach to building Procurement's impact, please reach out to find out more: www.coachingforprocurement.co.uk/contact-me

And speaking of pivots...I am delighted to share that I will soon be releasing a podcast called Procurement Pivots in a special collaboration with Donna Bowden. Click follow on the page to hear when the first episode is released!