Our Insights

Category management training: We’re having a chocolate moment

There’s an exercise I use on category management workshops that invites people to list the first 8 words they think about when they think about the word ‘chocolate’.

The outcome of the exercise is the realisation that often even the most popular word is only shared with about half of the group.

That is, even for such a simple word such as chocolate we’ve got different interpretations. Yet when speaking to others we assume we’re talking from the same page – and get frustrated when people react differently than we would about the subject.

On the workshop we often explore what the different interpretations might be to words we use often – for example, procurement, internal stakeholders and suppliers will have very different interpretations about what the following words mean:

• Procurement
• Supplier management
• Category Management

After the workshop when misunderstandings arise they’re often labelled as “We’re having a chocolate moment” which allows any judgement to be released and an exploration to take place of to find common ground.

Do get in touch if you’d like to develop the behavioural, communication and language skills of your team further [[email protected]].

I explore the chocolate moments we have with clients around use of ‘process’ and ‘toolkit’ in my post What do The Great British Bake Off and Category Management have in common?

latest Future Purchasing INSIGHTS

transparent spacer

insight guides

Building team strength in procurement

This insight guide explores the leadership and team capability factors that clearly influence the ability of procurement to deliver better results. Focusing on these areas provides benefits that are far larger than the investment needed to secure them.

By Mark Hubbard | 09/02/21 | 3 MIN READ


Category management is much more than strategic sourcing

Category management is the strategic end-to-end process for managing categories of related supplier spend that aligns business goals and requirements with supply market capability. It transforms the long-term value achieved from an organisation’s total supplier spend and delivers a blend of value including improved service, reduced risk, lower cost, higher revenue and ultimately better organisational…

By Simon Brown | 04/10/22 | 2 MIN READ

case study

Procurement transformation and quick win savings

A medium-sized insurance company, with a large number of insurance offices across the UK. Our client wanted to drive a change programme in procurement and reduce costs by using category management as a key enabler.

By Simon Brown | 04/02/21 | 2 MIN READ