The ‘Massive Problem’​ at the Heart of Procurement?

I’m always supportive of people debating the merits (or otherwise) of Supplier Relationship Management (SRM) as the topic needs much better understanding amongst practitioners than it current has. Moreover, I still consider it to be the greatest opportunity for buying organisations to secure optimum value from their supplier relationships and,
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Selling to the Professional Buyer: The Toughest of Times for Sales?

Sales has never been the easiest of careers to embark on. Calling on prospects with solutions the decision-maker doesn’t see the need for (or one that is simply dealing with other priorities) is a tough but necessary ask. It takes a special blend of personal resilience, character and optimism to make
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Successful supplier relationship management needs a ‘sense of purpose’

Getting the fundamentals right is key to SRM success, says supply chain management expert David Atkinson By Tom Holmes, Marine Trader Editor Most change programmes fail because of a lack of senior management buy-in and a haphazard approach. That was the opening message from David Atkinson as he began his talk on
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SRM Video Series: #1 What Are You Doing It For?

In my thirty-one years (so far) of working in the procurement field, I’ve seen the profession grow in stature, and as my mentor Professor Andrew Cox has said, witnessed procurement become something of a science. When I started out ‘Purchasing’ was all about being able to negotiate deals with (mostly)
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Sourcing: The Heart of the Matter

Book Review: Sourcing Portfolio Analysis by Andrew Cox These days there is no shortage of advice for procurement and supply chain management practitioners, be it from blogs, white papers, surveys, consultancies and, somewhat less often, well-written books that delve deeper into the subject. It seems that we have reached a
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