Category Management: |

Category Management

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Category Management Best Practice Guides

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Category Management:

argues that successful adoption of a fast, flexible process is a core competence of procurement.

	Category Management report part 3 In Part 3 we share findings that cover LEARN building block i.e. the way that organisations train and educate their staff in using the Category Management process and toolkit in the most effective way.	PDF Available
	Category management report part 2 In Part 2 we share findings that cover the BUILD i.e. the initial design and creation of the core Category Management process and toolkit	PDF Available
	Category Management Report Part 1 The 2012 Category Management survey provides detailed insight into the best practices that differentiate Category Management Leaders from Followers. We have designed the report in a modular format based on the FP Category Management Building Blocks.	PDF Available
	FP Category Management Survey 2012 – Key Findings This one page summary provides some of the key headlines and statistics from the 2012 Category Management Survey – including: the additional value available from optimising category management, level of spend covered by category strategies and the proportion of respondents that consider themselves as Category Management Leaders.	PDF Available
	Refreshing the Category Management Process Category management has been the cornerstone of procurement excellence for more than a decade, but in many firms it has lost touch with business needs. This CPO Agenda article (Spring 2009) covers how premium drinks maker Diageo put some fizz back into a universal practice.	PDF Available
	Five Laws of Category Management This DILF Orientering article (October 2010) outlines five critical success factors of category management including internal alignment, careful planning, stakeholder outcomes, good programme governance, and a well trained team.	PDF Available
	CPO Communiqué: Quick Wins & Speed Sourcing: Productivity & Demonstrable Results CPOs regularly revisit quick wins with their teams. This Communiqué: describes the key steps. Case Study: LG Electronics.	PDF Available
	CPO Communiqué: Five Laws of Category Management Category management is the heartland process of modern professional procurement. Here are five golden rules. Case Study: GSK.	PDF Available
	Insight Guide: Category Management & Sourcing Strategy: Using Source Plans as Business Plans Emphasises the role of structured source planning as a critical building block of procurement competence and distinguishes between three types of plan.	PDF Available
	Insight Guide: Embedding Strategic Sourcing in the Organisation Highlights the critical success factors for successful implementation of strategic sourcing.	PDF Available
	Insight Guide: Measuring the Success of Category Management Focuses on the indicators of world class category management capability that lead to successful change programmes in procurement.	PDF Available
	Insight Guide: Engaging Stakeholders and Creating a Pipeline of Sourcing Projects Covers the formalisation of the category planning approach in order to build a category wave plan.	PDF Available
	Insight Guide: Maximising Value from Category Management: First Law Outlines the typical sources and levers of value which can be achieved from category management through full internal alignment.	PDF Available
	Insight Guide: Proactively Managing Change in Category Management: Second Law Outlines the typical issues that need to be proactively managed by Procurement teams in order to drive successful category management.	PDF Available
	Insight Guide: Outcomes Led Approach to Category Management: Third Law Identifies the key factors to move from a traditional procurement approach to an outcomes led category management approach.	PDF Available
	Insight Guide: Programme Governance in Category Management: Fourth Law Outlines the critical success factors for good programme governance in category management.	PDF Available
	Insight Guide: Critical Category Management Activities: Fifth Law Identifies the 15 critical activities that need to be managed persistently, robustly and successfully within a “best in class” category management process.	PDF Available
	Insight Guide: Lean Category Management, Part 1 Describes how to apply lean thinking to the development of a category management process.	PDF Available
	Insight Guide: Lean Category Management, Part 2 Summarises the implications for applying lean principles to building and applying category management processes.	PDF Available
	Insight Guide: Category Management – Avoiding Savings Leakage Identifies ways that procurement teams can reduce the 40% difference between their claimed savings and the actual realised value.	PDF Available
	Insight Guide: Updating & Refreshing Category Management Processes Outlines 10 guiding principles to follow when updating and refreshing a category management process.	PDF Available
	Insight Guide: Flexible Application of Category Management Process Identifies how to use technology to provide different routes through the category management process, ensuring it can be applied to all categories and suppliers.	PDF Available
	Insight Guide: Project Management Tools for Category Management Details the five project management tools that are essential for keeping category management projects on track.	PDF Available
	Insight Guide: Creating a Category Management Dashboard Outlines the typical approaches used and issues encountered with sourcing scorecards.	PDF Available
	Insight Guide: Importance of Governance in Category Management Provides a typical governance structure for strategic sourcing projects and seven keys to success.	PDF Available
	Insight Guide: Five Building Blocks of Category Management Provides a summary of the five building blocks for best practice category management.	PDF Available
	Insight Guide: Ten Ways to Improve Strategic Sourcing Provides some pointers to making sourcing strategy more strategic, while addressing ten structural weaknesses that Future Purchasing has identified within major companies.	PDF Available
	Insight Guide: Creating World-class Sourcing Strategies Outlines the key content for a world class sourcing strategy and the enablers for strategy development.	PDF Available

Supplier Management:

targets performance improvement and breakthrough transformation with major suppliers.

	Business Relationship Management: The Four Faces of Building Value with Strategic Suppliers This report summarises the outputs from the "value builder" survey that covered a large number of both buy side and sell side people involved in strategic supplier management in the private and public sectors.	PDF Available
	Value Delivered by Strategic SRM in Major Organisations This report contains the key findings, from joint research by Future Purchasing in the UK and Vantage Partners in the US, into the value created by SRM. It is built on interviews with a wide range of multi-national companies who are seen as leaders in the application of SRM.	PDF Available
	Unlocking the Value of Collaboration with Strategic Suppliers New global research indicates that working closely with strategic suppliers can yield significant value. The key issue is how to harvest it in practice and this is covered in this CPO Agenda article (Winter 2007/8).	PDF Available
	Strategic Relationships How effectively you interact with your key suppliers can have a powerful impact on business performance. This Supply Chain Management Review article (April 2008) focuses on strategic supplier relationship management and how to implement it successfully in the business.	PDF Available
	Building the Case for SRM Many organisations struggle to get maximum value out of supplier relationship management programmes. This CPO Agenda article (Autumn 2009), based on joint research by Future Purchasing and Henley Business School, University of Reading, explores ways to capture and measure the value.	PDF Available
	Supplier Relationship Management 2.0 SRM is undergoing fundamental change and professionalisation as it evolves into a standalone process, the equal of strategic sourcing. This is SRM 2.0, and the implications of the change are detailed in the DILF Orientering article (February 2007).	PDF Available
	Negotiating with Strategic Partners Getting optimum value from major suppliers requires a more sophisticated approach to negotiation skills and behaviour. This CPO Agenda article (Autumn 2007) provides insights into strategic negotiation behaviours.	PDF Available
	CPO Communiqué: Strategic Supplier Management, Part 1: SRM in its Infancy Highlights key findings from the Future Purchasing & Vantage Partners study into SRM value delivery. Case Study: BBC.	PDF Available
	CPO Communiqué: Strategic Supplier Management, Part 2: The Business Case for SRM Outlines eight recommendations for building a business case and demonstrating the value of SRM. Case Study: Future Purchasing and Vantage Partners' SRM Research.	PDF Available
	CPO Communiqué: Strategic Supplier Management, Part 3: The Value of Value Examines four SRM value enablers as well as value capture through reduced costs, increased revenue and reduced risk exposure. Case Study: American Airlines.	PDF Available
	CPO Communiqué: Strategic Supplier Management, Part 4: Organising for SRM Looks at timescales, ownership, structure, accountability, resource requirements and key change management levers of SRM. Case Study: Global Oil Major.	PDF Available
	Insight Guide: Segmentng Suppliers and Relationships: Critical Frameworks for Managing Supplier Strategy Systematises five broad supplier initiatives covering different types of suppliers. Identifies relationship factors that can be used to assess these supplier types	PDF Available
	Insight Guide: Creating & Capturing Value with Suppliers Throughout the work of Future Purchasing, we find that organisations talk about value but don’t take appropriate actions to capture it. This Insight Guide provides a framework connecting supplier value to its financial impact.	PDF Available
	Insight Guide: Making SRM Happen - the Ten Change Levers Highlights the benefits available from SRM; the need to develop a strategy, process and change plan for successful implementation; and provides a framework to assess "SRM change readiness".	PDF Available
	Insight Guide: Developing Skills in Supplier Relationship Management Compares the SRM skills needed by procurement professionals with their sourcing competencies and identifies actions to address the skills shortfall.	PDF Available
	Insight Guide: Value Delivered by SRM Summarises the ten key findings from Future Purchasing’s 2009 SRM value study.	PDF Available

Risk Management & Sustainability:

reviews the emerging field of enterprise-wide risk management.

	Equipped for a Bumpy Ride: Commodity Risk Management A sustained period of volatility in commodity markets demands that procurement develop a more disciplined approach to managing cost risk. CPO Agenda article (Autumn 2008).	PDF Available
	CPO Communiqué: Risk Management, Part 1: Enterprise-Wide Strategy as the Starting Point Provides a 20-point checklist for aligning procurement practice to enterprise-wide risk management. Case Study: Procter & Gamble and Ryanair.	PDF Available
	CPO Communiqué: Risk Management, Part 2: Six Major Risk Management Strategies Covers six major generic risk management strategies, together with three examples of each. Case Study: Hewlett Packard.	PDF Available
	CPO Communiqué: Risk Management, Part 3: Addressing Supplier Insolvency & Disruption Risks Argues for a strengthening of procurement risk management at a time of worsening macro-economic trends due to deficit reduction and unsustainable sovereign debt. Case Study: Tetra Pak.	PDF Available
	CPO Communiqué: Risk Management, Part 4: Value at Risk (VaR): Methodology or Mind-Set? Assesses the relevance of value at risk (VaR) methodologies and how best to apply them in procurement. Case Study: BP.	PDF Available
	CPO Communiqué: Risk Management, Part 5: Deep Values and Behaviour vs. Executional Practice Draws together key operational risk management requirements as well as a number of deeper concerns about complacency over enterprise risk in the supply chain. Case Study: Olympus	PDF Available
	CPO Communiqué: Copenhagen (Dis)ac(cord) Summarises the outcome of climate change negotiations and business leader reaction. Case Study: Tesco & Wal-Mart.	PDF Available
	CPO Communiqué: Sustainable Sourcing: Positioning Best Practice on a Value Curve Positions sustainable sourcing on a performance value curve and benchmarks emerging practice. Case Study: AkzoNobel.	PDF Available
	CPO Communiqué: Responsible Sourcing Continues the debate on sustainability and provides feedback on CPOs' views. Case Study: Toyota.	PDF Available
	Insight Guide: Risk Reduction Through SRM Outlines how SRM is a key tool for reducing ongoing supply risk as well as reducing costs and maximising value.	PDF Available

Stakeholder Management:

provides insights into stakeholder engagement and how to become a “trusted adviser”.

	Insight Guide: Successful Stakeholder Communication Covers the key steps to follow to maximise the impact of your stakeholder presentations.	PDF Available
	Insight Guide: Successful Stakeholder Engagement Highlights the importance of planning and skills development to successfully engage with internal stakeholders.	PDF Available
	Insight Guide: Stakeholder Engagement - Key Competencies Identifies the competencies that need to be developed by procurement professionals to help them become trusted advisors.	PDF Available
	Insight Guide: Becoming a Trusted Advisor Develops the concept of how procurement professionals can become a trusted advisor to their stakeholders, rather than just a service provider.	PDF Available
	Insight Guide: Stakeholder Engagement Training Identifies how to develop an integrated stakeholder engagement training programme where the interpersonal skills development is embedded into real-life procurement activities and events.	PDF Available