We rebuilt procurement with one rule - ConvergentIS Podcast

In procurement, resistance is often treated like the enemy. But what if it’s actually your greatest asset? In this episode of The Never-Ending Climb, Sarah Manley Robertson challenges leaders to flip the script on how they view pushback. Drawing from decades of corporate communications and change leadership experience, Sarah explains why resistance is not a sign of failure but a critical source of feedback, insight, and engagement. She unpacks how procurement leaders can move beyond process-focused change to build genuine connection, trust, and buy-in, turning friction into fuel for more effective transformation. From understanding the human biology behind why people instinctively resist change, to practical strategies for validating concerns, normalizing fear, and creating hope, Sarah shows how procurement leaders can unlock the potential in their “middle 33%”—those who aren’t immediately on board but care deeply about getting it right. Whether you’re leading a digital transformation, rolling out new policies, or navigating market disruption, this conversation reveals how leaning into resistance can make your initiatives stronger, more relevant, and far more likely to succeed.