01The Category Manager and their tools20 min

Understand the Category Manager's role and discover the 6 strategic tools organised in 3 phases.

Objectives

Distinguish the Category Manager's role from that of the traditional buyer
Place the 6 tools within the 3 phases and justify their sequence

Lessons

02Spend Analysis - Where does the money go?30 min

Master spend analysis: the 3 levels of analysis, the 5-step methodology and the essential KPIs.

Objectives

Run a 5-step Spend Analysis and analyse spend across the 6 dimensions
Interpret the 6 key KPIs and detect the 5 classic mistakes

Lessons

03Porter's 5 Forces - Your market position30 min

Apply Porter's model to procurement to assess your balance of power on every supplier market.

Objectives

Score Porter's 5 forces on a supplier market (1-5)
Derive the appropriate negotiation strategy from the overall score (5-25)

Lessons

04Kraljic Matrix - Segmenting your categories35 min

Master the Kraljic matrix to segment your procurement categories into 4 quadrants and define the right strategy for each.

Objectives

Score a category's financial impact and supply risk and position a portfolio on the Kraljic matrix
Choose the strategy specific to each quadrant and plan a repositioning

Lessons

05Supplier Segmentation - Who to work with?30 min

Segment your suppliers into 4 categories and allocate your time optimally to maximise value.

Objectives

Segment a supplier panel into 4 segments through the dual value/performance scoring
Reallocate buyer time and structure and run an SBR

Lessons

06Cost Breakdown & Should-Cost - Negotiating with facts35 min

Break down the costs of a product or service and build a should-cost to negotiate on factual grounds.

Objectives

Break a product price (7 items) or service price (6 items) down
Build a should-cost from market sources and exploit the gap in collaborative or competitive negotiation

Lessons

07Category Strategy Canvas - The synthesis that convinces30 min

Build and present an 8-section Category Strategy Canvas to steer your category strategy and convince management.

Objectives

Assemble the outputs of the 5 tools into an 8-section Category Strategy Canvas
Present it to the executive committee applying the 3 golden rules

Essential Tools for the Category Manager

Course programme

01The Category Manager and their tools20 min

Objectives

Lessons

02Spend Analysis - Where does the money go?30 min

Objectives

Lessons

03Porter's 5 Forces - Your market position30 min

Objectives

Lessons

04Kraljic Matrix - Segmenting your categories35 min

Objectives

Lessons

05Supplier Segmentation - Who to work with?30 min

Objectives

Lessons

06Cost Breakdown & Should-Cost - Negotiating with facts35 min

Objectives

Lessons

07Category Strategy Canvas - The synthesis that convinces30 min

Objectives

Lessons

Ready to start?