Women of Influence in Partnership with Decideware

From Chaos to Collaboration: Kim Harrison Johnson’s Playbook for Procurement Success during Transformations

Connecting the Dots

 “Data alone isn’t enough,” Kim explained. “You need to tell a story that helps stakeholders connect the dots and make informed decisions.”

Kim Harrison Johnson, Director of Marketing, Events and Travel at LinkedIn, is no stranger to transformation. Throughout her distinguished career, Harrison Johnson has been at the forefront of significant procurement initiatives, driving not only cost savings but also critical efficiencies that have reshaped the organizations she’s worked for. Her expertise has delivered significant value and operational efficiencies for some of the world’s top brands, solidifying her reputation as a trusted leader in the field.

A key speaker at the 2024 Procurecon Marketing, Harrison Johnson brought a blend of expertise, warmth, and humor to the stage during her recent presentation at the conference on marketing procurement excellence. With a dynamic career that spans transformative roles at some of the world’s largest brands, Harrison Johnson captured the audience with insights on navigating the challenges of marketing procurement during business transformations.

Setting the Scene: A Storm of Change

Harrison Johnson began with a relatable and engaging analogy, asking the audience to imagine their marketing teams under sudden pressure to deliver immediate results. She painted a vivid picture: budgets slashed, urgency skyrocketing, and expectations shifting faster than the winds of change. “What can you do to calm the storm?” she asked, leaning into her decades of experience to provide a roadmap for professionals aiming to transition from being seen as a cost center to a valued partner in their organizations.

This opening set the tone for an inspiring presentation focused on pragmatic solutions, adaptability, and storytelling—a hallmark of Harrison Johnson’s career.

The Power of Transformation

Harrison Johnson’s career, characterized by taking on roles during times of immense transformation, exemplifies a willingness to embrace challenges. She humorously noted her knack for “gravitating to jobs with massive transformations,” which she views not as obstacles but as exciting opportunities to rebuild and innovate.

She outlined key types of transformations she’s encountered, ranging from mergers and acquisitions to technological overhauls and marketing organization resets. Each scenario, she explained, comes with unique challenges but also with unparalleled opportunities to demonstrate value.

“I’ve been in every single type of transformation, sometimes multiple times in the same organization,” Kim shared. Her energy and enthusiasm for problem-solving were evident as she recounted how these experiences have sharpened her skills and perspective. Her mission? To guide her team and organization to not just survive but thrive during these tumultuous times.

Lessons in Leadership: From Rookie Mistakes to Mastery

Kim’s storytelling prowess shone as she reflected on lessons learned. In one particularly humorous yet instructive anecdote, she recounted how, early in her career, she blurted out at a CMO’s meeting, “You have too many agencies!” While her observation was valid, her lack of preparation—having neither data nor stakeholder support—highlighted the importance of backing bold claims with reliable insights.

“I recovered, but that’s a rookie mistake I’d like you to avoid,” she quipped, eliciting chuckles from the audience. The lesson? Socialize ideas with relevant stakeholders and come armed with actionable insights before stepping into high-stakes meetings.

Harrison Johnson also shared an empowering piece of advice from her former boss: “They might not care now, but one day they will, and you need to be ready.” This wisdom reinforced the value of building robust processes and maintaining reliable data, so when the spotlight turns to your team, you’re prepared to shine.

Strategic Excellence: Telling the Right Stories

One of Harrison Johnson’s key takeaways centered on the power of storytelling in procurement. Beyond crunching numbers, she emphasized the need to make complex ideas simple and relatable. “Data alone isn’t enough,” she explained. “You need to tell a story that helps stakeholders connect the dots and make informed decisions.”

By integrating storytelling into her team’s approach, Harrison Johnson has consistently demonstrated how procurement can add strategic value. She encouraged attendees to embrace this skill, noting that while some team members may naturally excel at storytelling, it’s a critical capability that can be developed.

Automation and Innovation: The Future of Procurement

Harrison Johnson delved into leading procurement practices, offering a pragmatic look at tools and technologies shaping the industry. From contract management systems to e-sourcing platforms, she underscored the importance of automation in streamlining processes and eliminating inefficiencies. She candidly shared examples of companies she’s worked with where contract management was an arduous process, sometimes requiring external teams to locate and QC outdated documents.

“COVID taught us the importance of having our house in order,” she said, encouraging organizations to prioritize systems that enable agility and responsiveness.

Beyond tools, Harrison Johnson highlighted supplier innovation as a critical driver of success. She advocated for sourcing partners who go beyond transactional relationships to act as thought leaders, bringing fresh perspectives and solutions to the table.

Customer-Centricity: Building Relationships That Matter

Harrison Johnson’s focus on relationships and customer-centricity resonated strongly. She stressed the importance of understanding what stakeholders truly care about, even if their priorities don’t initially align with procurement goals. “Patience and persistence are key,” she advised. “Lean into their concerns, and over time, you’ll find opportunities to showcase your value.”

One standout example was her experience securing a seat at the CMO’s staff meetings. This access, she explained, allowed her to better understand the marketing team’s pain points and ultimately positioned her team as indispensable partners.

Navigating Obstacles: Budgets and Beyond

When asked about consistent challenges in transformations, Harrison Johnson didn’t hesitate: “Understanding the budget.” She explained that marketing budgets often start as large allocations before being broken into smaller pieces, creating a need for procurement teams to “crawl up the ladder” and trace funding sources to optimize spending.

Harrison Johnson also addressed a critical shift in how agencies are perceived, urging procurement professionals to move beyond viewing agencies as costs. With her background in advertising, she advocates for recognizing the value agencies bring and fostering collaborative relationships.

A Call to Action: Transformations as Opportunities

Harrison Johnson closed her presentation with a rallying call: don’t wait for transformations to happen—use them as opportunities to innovate and build better systems. She encouraged attendees to continuously refine their processes, tighten policies, and share wins to build credibility and trust within their organizations.

Her final piece of advice? Showcase success stories. “Sometimes all it takes is sharing how another team benefited from your work. That peer validation can be incredibly powerful.”

Kim’s Leadership Philosophy: Balancing Humor and Professionalism

Throughout her talk, Harrison Johnson’s warmth and humor stood out. From anecdotes about rookie mistakes to her reflections on navigating mergers, she struck a balance between professionalism and approachability. Her candid, conversational style made her insights relatable and actionable.

In an era where procurement is increasingly recognized as a strategic partner, Harrison Johnson’s perspective is a reminder of the value of adaptability, communication, and continuous learning. Her presentation left attendees not only inspired but equipped with practical strategies to navigate their own transformations.

The LinkedIn Mission: Driving Opportunity

Harrison Johnson’s passion for her work is rooted in LinkedIn’s mission to create economic opportunities for the global workforce. Her commitment to this vision extends beyond her role, as she actively supports students and early-career professionals by offering LinkedIn Premium memberships to help them succeed.

For Harrison Johnson, it’s not just about delivering results—it’s about empowering people, fostering innovation, and building lasting partnerships. Her career is a testament to the impact of approaching challenges with curiosity, resilience, and a sense of humor.

As the audience applauded Harrison Johnson’s presentation, it was clear that her message had struck a chord. In a world of constant change, her insights on thriving during transformations are not just timely but essential.

About the author

Christine Moore is Managing Partner at RAUS Global

The Women of Influence insight series is published in partnership with Decideware

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