How stakeholder salience changes across project phases

Choose a project phase

Start-up  ·  Phase 1 of 4

Award the contract

The supplier will give Friday’s installation slot to another customer unless the contract is signed. Only the procurement manager can approve the award.

Procurement manager’s salience   Definitive

  • Power · present
  • Legitimacy · present
  • Urgency · present

Project manager’s next step
Ask the procurement manager to review the final terms and sign before the slot expires.

Design  ·  Phase 2 of 4

Choose the payslip layout

Payroll is deciding how to show overtime on payslips. Both layouts cost the same and are covered by the contract. Procurement can still block new spending, but there is no purchase or deadline for the manager to act on.

Procurement manager’s salience   Dormant

  • Power · present
  • Legitimacy · absent
  • Urgency · absent

Project manager’s next step
Let payroll choose the layout. Bring procurement back in if a design change affects the price or contract.

Delivery  ·  Phase 3 of 4

Review an optional extra

The supplier quotes for an extra reporting module. The procurement manager must approve any new spending. The quote is open for three weeks and the team can keep working while it decides.

Procurement manager’s salience   Dominant

  • Power · present
  • Legitimacy · present
  • Urgency · absent

Project manager’s next step
Book a commercial review before the team orders the module.

Closure  ·  Phase 4 of 4

Agree weekend support

At handover, the supplier asks for an extra fee to cover the weekend. The team believes support is included. The first live pay run starts tomorrow, and only the procurement manager can agree revised terms.

Procurement manager’s salience   Definitive

  • Power · present
  • Legitimacy · present
  • Urgency · present

Project manager’s next step
Call procurement today. Check the support clause with the supplier and get written confirmation of cover before handover.