Influencing Skills

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

Procurement: the real challenges to effective working with internal stakeholders

Four Pillars’ work in the procurement sphere often involves working with cross-functional teams in developing category and supplier management strategies. We would go as far to say that effective procurement is most-definitely a cross-functional endeavour, particularly so when strategic categories of supply and key supplier relationships are being considered. Generic

SRM: Setting up for Success

In recent months we’ve seen the re-emergence of Supplier Relationship Management (SRM) as a topical issue and a genuine priority for CPOs. Sadly, the topicality has mainly been case after case of evidently inadequate SRM from ‘bullying’ customers, particularly from the food and beverage sector. Apparently extending supplier payment terms

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

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