Global Account Management

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

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

Looking through the eyes of procurement…

Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. We began by reveiewing our latest research into the Sales: Procurement relationship. View here: The Sales & Procurement Relationship. There were some excellent discussions around the role of procurement

Attend our S2P Workshop Birmingham Dec 4th

Our workshop to share our Selling to Procurement (S2P) research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the research, we decided that it was critical to help our clients better manage the relationship with professional buyers. This will be a great opportunity

Case Study: Global Facilities Management: revitalizing and re-launching KAM in tough times

It’s tough out there for sales people. One of the, largely-invisible, casualties of the global financial meltdown are sales and marketing budgets that have been cut and business development projects cancelled or moved to the right. If you are a Sales leader for your business, you’re probably thinking that now is the worst time

Selling to Procurement – Complete the 2012 survey

In 2007 Four Pillars (under previous name Mosaic SRM) ran a research study on how key account managers were dealing with the new relationships many of them were (sometimes reluctantly) experiencing with their customers’ procurement professionals.  Procurement had emerged as a key player in a game from which previously they


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