Viewpoint July 2018


Future Purchasing Viewpoint
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How do Leaders Make Category Management a Business Process?

Mark Webb

Mark Webb
Managing Director
Future Purchasing


Welcome to the June edition of FP Viewpoint. A recent blog of ours,  10 Reasons Why Category Management Is Not Just ‘Common Sense’ Hint: It is ‘Rocket Science’  was covered on the Spend Matters blog and received a comment:  “Interesting article. It argues what actually matters is internal and external collaboration: I think that calling this focus “Category Management” does more harm than good” .

This was a useful prompt, because in FP we believe, teach and practice that internal collaboration is central to category management and were slightly surprised to see someone think it was an “add-on”.

It shows that there is still a job to do to get the co-creation of category strategies with stakeholders fully embedded and at the heart of procurement teams activities. Category management needs to be seen as a business process, not procurement process, to achieve this.

Insight Guide  How to make category management  a business process

We would also like to re-brand category management as it is often perceived as mechanistic and procurement-centric, but that’s a discussion for another Viewpoint!

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How do Leaders Make Category Management a Business Process?

Involvement in category projects means that stakeholders have helped to shape the strategy. They have a stake in the success of the strategy – resulting in a different level of commitment to advocating its strengths and implementing its detail.

This month’s research covers:

  • Percentage of survey respondents that have formal category project sponsors from the business
  • Ideal profile for category project sponsors
  • Involvement level of business stakeholders in category strategy approval
  • How to establish a formal category project governance structure
  • Levels of clarity on category management roles and responsibilities for business stakeholders and procurement
  • Three standard roles for procurement in a category project

Insight Guide  How to make category management  a business process

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Most popular recent blog

The most popular blog we posted recently was:

Negotiating With No Defined End Goal. Is Government A Poor Example For Procurement Teams? – where Mark Hubbard takes inspiration(!) from current Brexit and US trade negotiations and draws parallels with related business scenarios. And he does it without putting his head in hands once or telling Boris Johnson what he can do with himself …

How Do You Access Your Creative Side?

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Infographic - The Impact Of Being Great At Category Management

We have summarised the business case for category management using the key findings from our 2016-17 category management survey


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