Category Management in Purchasing: A Strategic Approach to Maximize Business Profitability [NOOK Book]

Overview

Category Management is a technique used to understand markets, analyze spending, and make purchasing decisions that save money. It can mean the difference between accepting mediocre goods and services at high cost and effective supply management which delivers real value. By altering how goods are categorized and supplied, it helps shift purchasing from being an error-prone transaction to lowering costs for the business.

Using case studies, diagrams and practical examples, ...

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Category Management in Purchasing: A Strategic Approach to Maximize Business Profitability

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Overview

Category Management is a technique used to understand markets, analyze spending, and make purchasing decisions that save money. It can mean the difference between accepting mediocre goods and services at high cost and effective supply management which delivers real value. By altering how goods are categorized and supplied, it helps shift purchasing from being an error-prone transaction to lowering costs for the business.

Using case studies, diagrams and practical examples, Category Management in Purchasing provides a clear definition and explanation of category management. In this new edition, Jonathan O'Brien presents a step by step process for its implementation and use that companies can readily apply in line with their overall business strategy. This practical toolkit allows readers to analyze complex sourcing situations quickly and develop innovative and creative solutions.

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Editorial Reviews

From the Publisher

Praise for the previous edition: 

"[C]omprehensive. If your organisation has decided category management is worth considering then this is a must-read." —SupplyManagement.com

"[I]t is required reading for anyone who wants to understand Category Management at the highest level. It is an invaluable addition to the professional literature." —Eric Stavrand, eXegy Partners

Buyers Meeting Point - Kelly Barner
"The book provides all the background, strategy and tactics to stage a successful procurement transformation along category lines."
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Product Details

  • ISBN-13: 9780749464998
  • Publisher: Kogan Page, Ltd.
  • Publication date: 7/3/2012
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 2
  • Pages: 320
  • Sales rank: 891,355
  • File size: 7 MB

Meet the Author


Jonathan O’Brien
is a Director and co-owner of Positive Purchasing Ltd., an international purchasing consulting firm and training provider. He has worked all over the world helping global organizations increase their purchasing capabilities.

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Table of Contents


List of figures
List of tables
Foreword
Preface
Acknowledgements
About the author

01 Introducing category management
Using this book
Category management explained
Category examples
How it all started
The relevance of category management today
It’s all about value
Value and the virtual brick wall
The value of maximizing profit
Determining the categories
Surely someone has already thought of this

02 The principles of category management
The three foundations of category management
The four pillars of category management

03 The stages of category management
A circular process
Moving through the five stages
Reviewing process
Realizing the benefits
The full process
Process duration
Knowing what to leave out
Before you start

04 Stage 1: Initiation
Kicking off the process
The initiation toolkit
Scoping the category project
Opportunity analysis
Securing the executive sponsor
Recruiting team members
Situation, target, proposal
The team charter
Stakeholder mapping
Communications planning
Project time planning
Securing quick wins
Gaining first insights into the category
Value levers
Defining the business requirements

05 Stage 2: Insight
Introduction to data gathering
The insight toolkit
Supplier conditioning
Internal data gathering
Supplier data gathering
Market data gathering
Understanding the supplier’s pricing approach
Developing a cost vs price breakdown
Supply value chain analysis
Identifying current vs future technology
External environment analysis
Understanding market competitiveness
Determining potential sources of leverage
Understanding how the supplier views the relationship/account
Portfolio analysis with supplier preferencing

06 Stage 3: Innovation
Determining the future sourcing strategy
The steps towards innovation
Summarizing the insights
Strategic option generation
Strategic option evaluation and selection
Building the chosen option
Risk and contingency planning
High-level implementation planning
Creating the strategic source plan
Source plan sign-off

07 Stage 4: Implementation
Turning the future sourcing strategy into reality
Turning a strategy into reality
Detailed implementation planning
Project management
Managing change
RFP/RFQ/tender process
E-auctions
Supplier selection
Negotiation
Contract planning
Contract execution and management

08 Stage 5: Improvement
The process of continuous improvement
Focusing on improvements
Lessons learnt review
Supplier management and supplier relationship management
Attracting innovation, breakthrough and ongoing value-adding initiatives
Ongoing alignment with business requirements
Ongoing market analysis
Determining when to start the process again

09 Making category management happen
Before you start
Securing executive support
Governance
The programme plan
Benefits measurement and tracking
Programme reporting
The right capability
Programme communications
Scalability for small businesses
E-enabling category management

10 What the future holds
The challenge facing organizations over the next 20 years
Future implications for purchasing
Corporate social responsibility
The global marketplace
The role of category management for the future

Appendix 1: Case study: GlaxoSmithKline
Appendix 2: Case study: the fleet category
Glossary
References and further reading
Index

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