Viewpoint January 2017


Future Purchasing Viewpoint
FP Header Jan 2017
Mark Webb

Mark Webb

Managing Director,
Future Purchasing

Welcome to the January edition of FP Viewpoint.

We have now launched the 2016-17 Category Management Report and will be sharing highlights throughout 2017.

We have grouped the highlights into key themes and this month we are focusing on the business case for category management. Blindingly obvious you might think, but it is surprising how many teams are underfunded and cannot deliver their potential.

As well as the scale of opportunity, we are also including a fantastic new model that confirms the impact of category management on company performance.

Read The 2016-17 Category Management January Highlights >

Get in touch with all feedback on:

+ 44 (0)778 6078417 or email

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Benchmark Your Category Management Capability

Future Purchasing can benchmark your Category Management capability using our Catman Adoption Framework™ . This confirms the scale of additional benefit available to your organisation by optimising Category Management. We compare you against “world class” performance across 100 criteria and work with you to prioritise the improvement areas, develop an implementation roadmap and quantify the additional value available. The process takes 3-5 days and we believe this is the most effective way to start unlocking the 83% - 400% additional value available from Category Management.

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“Developing a Business Case for Category Management Improvement”

Our analysis confirms the financial scale of opportunity available, for all teams, by improving category management. We did this by identifying the category strategy spend coverage and savings rates achieved by respondents to our survey.

Professor Marc Day from Henley Business School used the survey data to build a unique model that links 19 Top Category Management Capabilities to Category Management Performance and Company Performance . This is a key feature in the report and we are providing access to the model in this month’s download along with details of the key measures of category management performance identified.

“The Art of Procurement Future of Procurement”

Listen to this podcast of an interview we undertook in January with Phil Ideson from The Art of Procurement where we pick apart some of the key findings, and understand what differentiates the leaders from followers in terms of their approach to category management, and the subsequent results that they enjoy.

knowledge hub Most Popular Recent Blog

The Most popular recent blog we posted is by Allison Ford-Langstaff: Stakeholders in
Procurement Negotiations
- where Allison examines how stakeholders roles in negotiations can be used to dramatically improve outcomes.

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