Rethinking visibility in Procurement: stories from the coaching room

Visibility is often seen as an important aspect of owning that long desired seat at the table for Procurement.

Take the stage. Command the room. Own the spotlight.

For many of my clients, just reading that sentence makes them want to hide under the desk.

The path to greater visibility in Procurement isn’t one-size-fits-all.

And it definitely doesn’t mean turning into a walking TED Talk.

Yet visibility is seen as essential for that long-desired seat at the table…

Is visibility possible, even if it isn’t the “loud” kind? Sure.

Does it look the same for everyone? No.

The key is to implement a visibility strategy that is aligned with your core strengths and the kind of Procurement leader you actually want to be.

It’s about showing up in ways that feel authentic and impactful.

So let’s break it down and take a more thoughtful look at how some of my clients are nailing their visibility strategy.

The goal behind being visible

Before you switch into performance mode, ask yourself: What do I want to achieve through being more visible?

Do I want to build trust with stakeholders?
Do I want a seat at the table for early-stage conversations?
Do I want to be seen as strategic, not just operational?

Because if the goal is to influence and add value, then shouting louder probably isn’t the appropriate strategy.

Unless your stakeholders are all extroverts who thrive on energy…then, maybe. But still...unlikely.

Also, make sure that the goal is clear – and if your line manager has set it, get curious: what exactly does visibility mean to them? Ask some specific questions about what they would like to see and hear when it comes to being more visible (open questions start with what/where/when/how/who can be very useful here).

Once you’re clear on their expectations, check back in with them and get feedback on what improvements they have seen as you start to work on your goal.

One client initially thought that to be more visible they had to be the loudest in the room, a thought that filled them with dread, given that they identified as an introvert. But once we built out their visibility strategy together, it was a sigh of relief as the plan involved pushing them out of their comfort zone but in a way that matched their career goals and their communication style. Suddenly the idea of visibility felt less overwhelming and more exciting.

Match your strategy to your audience

One of the biggest game-changers for achieving aligned visibility is recognising that it isn't just about what you say, it’s how you say it and who you’re saying it to.

Some of my clients use Insights Discovery to understand their stakeholders’ communication preferences.

And let me tell you, it's like unlocking cheat codes for better conversations.

Whether you're dealing with someone who wants data and detail, or someone who wants high-level vision and pace, when you adjust your style to match theirs, your message lands a lot more effectively.

I once did an exercise with my own team in which we all selected a “how to communicate” and “how not to communicate” statement from our own profiles which resonated most and shared it within the team. These initial signals can be a game changer for how to relate to each other within your team and with your stakeholders.

No profiling tool? No problem. Just start observing. Do they like bullet points or big pictures? Do they get straight to the point or take the scenic route? You’ll learn a lot. Those who appear to want the detail might benefit from a process walkthrough and those who like high-level vision might appreciate a one-pager.

Seek out their communication style and test your communication strategies with them.

Your stakeholders will take more notice of you if you’re speaking their language - a key component of effective visibility.

Try the pre-meeting coffee strategy

One client found real success by ditching the pressure of the big meeting and instead booking informal coffees with key stakeholders beforehand.

No agenda. No PowerPoint. Just a conversation.

This helped them to build rapport, float ideas, get early feedback, and reduce resistance before walking into the room.

By doing this they were able to find common ground on their priorities and find additional things that they had in common outside of work.

By the time the official meeting came around, the stakeholders were already on board and were interested in what the Procurement leader had to say. They understood Procurement’s mission.

Gamechanger.

Look beyond today and build for what’s next

Visibility involves moving beyond today’s priorities. Moving into strategic Procurement means investing in future relationships now. Even if a project isn’t landing until Q4 (or beyond), start conversations early and get to know your stakeholders before the deadlines draw near.

One client found it useful to plot their projects in the year ahead on a timeline and plan in when they wanted to engage with each key stakeholder, alongside their Insights profile colours. Breaking it down made the big picture feel a lot more doable.

Visibility that fits you

The best kind of visibility is the kind that works for you and aligns with your goals. Once you’re clear on this, we can then look to tie it in with your Procurement strategy.

Whether you’re naturally reflective or energised by interaction, there’s a way to be seen and heard that doesn’t require you to morph into someone you’re not. Tune into your communication style, seek to understand theirs, move into your stretch zone without being overwhelmed by fear and show up as the Procurement leader that you want to be.

If you'd like to hear more coaching insights into visibility in Procurement, we covered this topic on the Procurement Pivots podcast last week. You'll find all of our episodes on Apple Podcasts, Spotify and YouTube.

How Coaching For Procurement Ltd can help

Coaching For Procurement is dedicated to providing coaching solutions to the Procurement profession – from 1:1 coaching through to coaching qualifications using P.R.O.C.U.R.E®: a unique flexible coaching framework to unlock potential and a coaching mindset within Procurement talent.