Category management in purchasing
Subtitle: A strategic approach to maximize business profitability
Publisher: kogan page
Published: 2009
Language: eng
Format: PDF
Number of pages: 302
Table of contents: title: Contents; title: Figures vii; title: Tables x; title: Foreword xi; title: Preface xii; title: Acknowledgements xiv; title: About the author xvi; title: 1. Introducing category management 1; title: Category management explained 2; title: The relevance of category management today 5; title: The impact of technology 6; title: Our love affair with cheap 7; title: Unlocking value from the supply chain 8; title: Segmenting the spend; identifying the categories 10; title: The potential benefits of category management 15; title: Surely someone has already thought of this 17; title: 2. The principles of category management 19; title: The three foundations of category management 19; title: The four pillars of category management 28; title: Summary 40; title: 3. The stages of category management 41; title: A circular process 41; title: Moving through the five stages 42; title: Reviewing process 46; title: Realizing the benefits 46; title: The full process 47; title: Knowing what to leave out 49; title: Process duration 49; title: Before you start 50; title: 4. Stage 1: Initiation 52; title: Kicking off the process 52; title: The initiation toolkit 53; title: Scoping the category project 53; title: Opportunity analysis 56; title: Securing the executive sponsor 58; title: Recruiting team members 61; title: Situation, target, proposal 63; title: The team charter 65; title: Stakeholder mapping 67; title: Communications planning 70; title: Gaining first insights into the category 73; title: Defining the business requirements 79; title: Project planning 88; title: Securing quick wins 89; title: 5. Stage 2: Insight 93; title: Introduction to data gathering 93; title: The insight toolkit 98; title: Convincing the suppliers you mean business 98; title: Internal data gathering 101; title: Supplier data gathering 103; title: Researching the market and potential new markets 103; title: Understanding the supplier’s pricing approach 105; title: Determining where the value is added in the supply chain 114; title: Developing a cost vs price breakdown 117; title: Identifying current vs future technology 124; title: External environment analysis 127; title: Understanding market competitiveness 127; title: Determining potential sources of leverage 133; title: Understanding how the supplier views the relationship/; title: account 149; title: Portfolio analysis with supplier preferencing 156; title: iv  Contents; title: 6. Stage 3: Innovation 159; title: Determining the future sourcing strategy 159; title: The steps towards innovation 160; title: Summarizing the analysis 162; title: Strategic option generation 162; title: Strategic option evaluation and selection 171; title: Building the chosen option 173; title: Risk and contingency planning 175; title: High-level implementation planning 176; title: Creating the strategic source plan 178; title: Source plan sign-off 184; title: 7. Stage 4: Implementation 186; title: Turning the future sourcing strategy into reality 186; title: Turning a strategy into reality 187; title: Detailed implementation planning and project management 189; title: Managing change 195; title: Contract planning 201; title: RFP/RFQ/tender process 206; title: E-auctions 211; title: Supplier selection 219; title: Negotiation 224; title: Finalizing the legalities 227; title: 8. Stage 5: Improvement 231; title: The process of continuous improvement 231; title: Focusing on improvements 233; title: Lessons learnt review 234; title: Supplier relationship management 237; title: A􀄴racting innovation, breakthrough and ongoing valueadding; title: initiatives 242; title: Ongoing alignment with business requirements 244; title: Ongoing market analysis 245; title: Determining when to start the process again 246; title: 9. Making category management happen 247; title: Before you start 247; title: Executive endorsement for a category management; title: programme 248; title: Programme governance 250; title: Contents  v; title: The programme plan 251; title: Benefits measurement and tracking 253; title: Programme reporting 256; title: The right capability 258; title: Programme communications 260; title: E-enabling category management 262; title: 10. What the future holds 264; title: The challenge facing organizations over the next 20 years 264; title: Future implications for purchasing 266; title: Corporate social responsibility 267; title: The global marketplace 269; title: The role of category management for the future 270; title: Appendix 1: Case study: GlaxoSmithKline 272; title: Appendix 2: Case study: the fleet category 280; title: Glossary 291; title: References and further reading 293; title: Index 296