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 Wagonlit Travel executed a new programme of integrating procurement insight into sales and account planning. And how superior insight created competitive and negotiation advantage for the company.
- Recognise their own company challenges in dealing with procurement;
- Track the journey Carlson Wagonlit Travel took into superior procurement insight;
- Understand the supplier-client relationship from the procurement point of view;
- Identify the key Strategic Account Management (SAM) practices required to align to the best Supplier Relationship Management (SRM) practices.
The programme (based on Four Pillars’ training in Selling to Procurement) helped deliver astonishing results for Carlson Wagonlit Travel and the lessons learned have wider application to account managers across industry.
We hope you are able to participate in this SAMA PEC conference. These events hosted by SAMA have, over many years, delivered outstanding learning opportunities for those attending, with SAMA the undoubted leader in strategic and key account management thought leadership.