Strategic Negotiation

Procurement Matters: SEI – What is ‘Best Practice’​?

In the previous two videos in this short series on Supplier-Enabled Innovation (SEI), I placed SEI in the realm of Supplier Relationship Management (SRM), and suggested why innovation capture is an important part of Procurement’s value-improving agenda. I also posed a number of questions practitioners should ask themselves to baseline

Procurement Matters: Supplier-Enabled Innovation and Relationship Management

In this video I discuss Supplier-Enabled Innovation (SEI), and Procurement, and how innovation is an important component of the Supplier Relationship Management (SRM) agenda. We all agree that innovation is a ‘good thing’ and that smart suppliers can supplement the smart people in our organisations in generating new ideas. It’s

Customer Segmentation: Invest in your relationships wisely

One of the challenges that Sales and Key Account Management professionals wrestle with is the issue of how do they segment their customer base so they can adequately prioritise the relationships that are worthy of serious investment. Over the years, Sales and Marketing academics and researchers have developed a 4-box

Supplier Relationship Management – A Personal Journey

10 Minute Read People occasionally ask me why, when there is generally so much attention given to sourcing and procurement tech, do I persist in focusing on supplier relationship management as a means of securing best value from supply relationships.  There isn’t a single reason, but there are two major

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

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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