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Category Archives: And another thing…
Whatever happened to Performance Management?
Somehow or other, the HR function has “stolen” Performance Management! The Chartered Institute of Personnel and Development (CIPD), for example, writes on its website, “Fully realised, performance management is a holistic process bringing together many of the elements that make … Continue reading
Michael Simmons takes the lead in Business Transformation
Four Pillars is delighted and proud to announce that Michael Simmons has been appointed Director of Business Transformation and Organisation Development Services from the 1st March, 2013. Michael brings a huge wealth of experience to Four Pillars in successful business … Continue reading
Posted in And another thing…, Business Transformation, Change Management, Coaching & Mentoring, Leadership & Personal Mastery, Performance Management, Trusted Advisor
Tagged Change Management, Conintuous Improvement, Mentoring, Michael Simmons, Organisation Development, Personal Mastery, Strategic Change, Systems Thinking, Trusted Advisor
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What have you done for them lately? 10 questions to ask your sales force
In this, the second in the Mining Existing Accounts series, ‘recency of purchase’ is considered and with it, a challenge to your sales force is proposed. When working with large accounts it can be easy to lose sight of some business areas … Continue reading
Vinyl Matters: Great LPs the old folks own
Readers of the excellent Spend Matters blog will know that its European leader, the terminally-hip (or is that tragically-hip – sorry, Peter) Peter Smith, regularly supplements his procurement blog with entries dedicated to his listening habits. We hear his recommendations of … Continue reading
Posted in And another thing…, Vinyl Matters
Tagged Bruce Springsteen, Donald Fagen, Echo and the Bunnymen, Genesis, Gil Scott Heron, Grey de Lisle, Hejira, Joni Mitchell, Martin Simpson, Miles Davis, Music, Nick Cave, Paul Buchanan, Peter Hammill, Saint Saens, Springsteen, Steely Dan, Supertramp, The Cure, The Ruts, Tom Waits, Tristan und Isolde, Van der Graaf Generator, Wagner
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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 … Continue reading
Posted in And another thing…, Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiation, Sales Excellence, Selling to Procurement, Strategic Negotiation
Tagged Account Management, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, Strategic Account Management, Trusted Advisor
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Procurement and social media: does it have a future?
In a recent SM100 poll, buyers were asked whether they or their department used social media to help them with their day job. The results were evenly matched. The boom in the use of Twitter, Facebook and LinkedIn is a … Continue reading
Posted in And another thing…, Procurement, SRM
Tagged Facebook, Procurement, Social Media, Supply Management, Twitter
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Coaching with David – what’s it like?
The other day I was asked what kind coach I am; a great question that I’ll try and answer here. Over the twenty or so years I’ve been ‘responsible’ for other people in the various teams I’ve managed in … Continue reading
What They Teach You at Harvard Business School
‘My Two Years Inside the Cauldron of Capitalism’ by Philip D Broughton An interesting piece in the Wall Street Journal this month stated that of the 9000 applicants for the Harvard Business School MBA programme each year, only 12% are … Continue reading
Four Pillars interviewed for Times SCM supplement
This month The Times published Supply Chain 2012, a 16-page supplement on the big issues and trends facing those involved in procurement and supply chain. The report covered procurement, risk, collaboration, SRM, logistics, sustainability and finance, with David Atkinson commenting … Continue reading
Posted in And another thing…, Good Reading, Procurement, SRM, Supplier Management
Tagged Procurement, SRM, Supplier Relationship Management
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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 … Continue reading
