Negotiation

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

Confusion reigns: ‘win-win’ and power in business relationships

This week we have seen Pfizer’s proposed take over of Astra Zeneca reported prominently in the media with commentators and politicians queuing up to declare the takeover as ‘against the strategic national interest’ and making reference to ‘Pfizer’s predatory asset stripping record’. It is another interesting David and Goliath story

David Atkinson presenting at SAMA Paris conference

Four Pillars will be represented by David Atkinson at the Strategic Account Management Association’s Pan-European Conference in Paris next month. David will be co-presenting with Carlson Wagonlit Travel’s Alison Smith, Senior Director Business Development, EMEA on the topic of:- “Achieving deep procurement insight to build and retain business” How Carlson

The Art of Negotiation at MPI

On Tuesday I had the great pleasure to work with an engaging and enthusiastic group at the inaugural Meeting Professionals International ‘MPI Learns’ event at The May Fair Hotel in London. With an audience of meeting planners and venue managers we discussed the ins and outs of negotiation, as we talked

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

London Selling to Procurement Workshop

Following the success of our recent Birmingham open ‘Selling to Procurement’ workshop, we are running a further workshop on May 23rd in central London. For those of you in sales and account management who regularly meet with professional buyers / procurement, this 1 day workshop will really help you to understand the

SRM Series: #12 Power: A Place in Education and Training?

In this fourth and final blog in a series on power in buyer-supplier relationships from Chris Lonsdale, he argues that it would be a mistake to simply dismiss ‘power’ as ‘bad practice’, and proposes that teaching managers about power is about preparing them for potential manipulation or aggressive behaviour from the other side.

SRM Series: #11 The Use of Power in Supply Markets

In this third in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he asserts that a dominant power position in a business relationship is just that, a position. It doesn’t have to be aggressively exploited. In practice the deployment of power resources is a

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