Michael Jordan writes about the "push" versus "pull" of procurement in the world of corporate real estate:
Yesterday some of my colleagues and I met with the head of corporate real estate of a very large, global corporation. We were explaining how we assist groups like hers in adding a higher level of value for their company. In some cases, this is a pull (the company execs are asking for more) and in some cases this is a push (execs don’t know what to ask for). This organization was in the latter category.
Pushing for a higher value add position requires a different approach than answering the call. You have to sell an opportunity. In some ways this is even more difficult than scrambling to placate a frustrated c-suite.