And another thing…

Thinking about a career in procurement?

I’ve been asked to present to the local girls’ school on the subject of a career in procurement. It’s essentially a talk offering career advice to sixth-formers who are thinking about university and career options. This is the presentation I’ve prepared. If you have teenagers (or even older children, or

Part 2: Procurement: the real challenges to effective working with internal stakeholders (and how to overcome them)

In his previous blog on the challenges of securing stakeholder involvement and buy-in for procurement strategies initiatives, Professor Andrew Cox expands on how these could be overcome, citing IIAPS client cases. Tactical Solutions to the Lack of Cross-Functional Involvement & Buy-in Building on our previous analysis of the 12 Major

A process-based approach to influencing stakeholders and clients

In his previous blog ‘Meeting the challenge of Influencing Stakeholders’, David Atkinson mapped out the role of the ‘Trusted Advisor’ and the ‘client’.  In this second blog in his series on influencing skills, David introduces the ‘Stakeholder Engagement Cycle’, a process that can be used by professional advisors with their

Dirty tricks in Negotiation – survey results and report

Once again Four Pillars has teamed-up with our partners Selling Interactions in surveying professional buyers and sellers and now have our report on the supposed ‘dirty tricks’ in negotiation (all’s fair in love and war, right?) ready for sharing. We thank all who responded to the survey.  We think the results

Whatever happened to Performance Management?

Somehow or other, the HR function has “stolen” Performance Management! The Chartered Institute of Personnel and Development (CIPD), for example, writes on its website, “Fully realised, performance management is a holistic process bringing together many of the elements that make up the successful practice of people management including, in particular,


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