The BMTG Masterclass in Category Management for Procurement (2 Days)

Course Overview

Category Management is a strategic approach that organises procurement resources to focus on specific areas of spend known as categories. A category is the logical grouping of similar expenditure items, such as spend on packaging materials, advertising agency services or IT hardware. Category management is the cross-functional business process used to manage these categories to satisfy business needs, while at the same time maximising the value delivered from the supply base. The results can be substantially better than those gained from traditional transactional based purchasing, and organisations that successfully implement Category Management not only enjoy lower costs but also get significantly more value from their suppliers.

This MasterClass equips delegates with the essential skills required to successfully implement category management within their own organisations, ready to reap the benefits. Teaching is based around a Category Management model containing six key activity steps: starting with spend analysis and category formation; moving through data collection, analysis/option generation, strategy development/approval, and strategy implementation; and ending with management and continuous improvement.

There are plenty of case studies and practical exercises for delegates to practise some of the techniques learnt. Delegates will receive full course notes, templates and a copy of the Course Directors’ book "Building Excellence in Strategic Procurement Management".


MasterClass Outline

Fundamentals of Category Management?

  • The core processes of category management
  • Direct and indirect purchasing
  • Category identification
  • Leadership and management of categories in today’s organisations
  • How major multinationals implement category management

Category Initiation

  • Organisation of the purchasing function to support category management
  • Stakeholder analysis
  • Formation of category team
  • Team charter and governance structures
  • How major multinationals create effective governance structures

Communication skills for category managers

  • Category communication planning
  • Communicating internally with stakeholders
  • Communicating externally with suppliers
  • Communicating across cultures
  • Role play exercises in communication skills

Situation analysis – gathering data

  • Spend analysis down to supplier level
  • Coding systems
  • Spend analysis in action
  • Business requirements
  • Market analysis
  • Supplier analysis – key suppliers in market

Data analysis and option generation

  • Analysis tools: Porter’s Five Forces, Kraljic Matrix, Portfolio Analysis, PESTLE etc.
  • Cost, price and value
  • Sourcing options from sole-supplier to e-auction
  • Identification and prioritisation of category sourcing options
  • Tools in practice

Strategy development and approval

  • Strategy development
  • Category targets – financial and non-financial
  • Savings management and category performance measurement
  • Approval of strategy
  • Category strategies for a major multinational

Strategy implementation

  • Implementation planning and management
  • Change management
  • Sourcing management and contracting
  • Development of an effective SLA (Service Level Agreement) and SMART KPIs (Key Performance Indicators)
  • KPIs that work in practice

Contract and Supplier Management (SRM)

  • Writing successful contracts
  • Managing the contract lifecycle
  • Contract management system
  • Supplier relationship management (SRM)
  • Supplier management in practice – a difficult art explained


Benefits of Attending

By attending this interactive MasterClass you will be equipped with the skills to:

  • Understand the key fundamentals of category management for procurement
  • Become more strategic in procurement thinking
  • Deliver significant cost savings
  • Manage cost, risk and quality throughout the supply chain
  • Identify stakeholder and create effective internal relationships
  • Work cross-functionally in category-management teams
  • Analyse category spend
  • Determine the business requirements for a category
  • Use appropriate tools to look closely at requirements, markets and suppliers
  • Design and implement category sourcing strategies
  • Close effective contracts with suppliers
  • Manage suppliers well, to create further added-value for your organisation


Who should attend?

This highly practical and interactive MasterClass has been specifically designed for:

  • CPOs and Purchasing Directors
  • Purchasing Managers
  • Executive Assistants
  • Category Managers
  • Buyers
  • Finance Managers
  • Supply Chain Managers

PLUS anyone else responsible for purchasing, supply chain or finance

End users who impact or are impacted by procurement or the sourcing process will also benefit from attending this course


Meet your training course director: Steve Mallaband

Steve MallabandSteve is a procurement professional with over 20 years experience, and has held senior positions with several large organisations both in the UK and abroad. During his career he has bought a large variety of goods and services, including capital equipment, engineering services, IT/IS, and packaging materials - very often in an international context. For the last 7 years he has provided training and consultancy to a variety of clients around the globe. He is a knowledgeable, interesting and entertaining presenter who is able to draw on his practical experience as buyer, category manager, procurement manager and VP Procurement to excellent effect.


Meet your training course director: Ros Howard

Ros HowardRos is a professional business trainer with a rich and varied career in industry and education. She believes that excellence in communication and other “soft skills” is vital for business success, and has a real passion for instilling learning in others. For the last 10 years she has provided training, coaching and consultancy to a variety of clients in many different countries and from many different organisations. She is a dynamic and inspiring presenter who, having taught English as a Foreign Language, is particularly sensitive to the needs of the non-native English speakers.

Steve and Ros work together to deliver the category management course, offering you the best of both worlds - a very experienced procurement practitioner backed by an expert in communication and soft skills.


Meet your training course director: Andrew Neilson F.C.I.P.S. (Chartered) F.C.I.L.T.

Andrew Neilson Andrew is a professionally qualified and award-winning procurement and supply chain executive. He has led and developed procurement and supply chain functions within leading UK based, globally reaching organisations including in country management across the Americas and the Far East. He was elected as a Fellow of the Chartered Institute of Purchasing and Supply in 2016 followed closely by becoming a Fellow of the Chartered Institute of Logistics and Transport in 2017.

Andrew has now taken all of his experience into providing expertise to clients / businesses of any size with end to end procurement, supply chain and logistics training / consultancy services on a global basis. Training is delivered to all types of organisations both publicly and on-site/in-house on Supplier Relationship Management, Category Management, Negotiation, Contract Development, Operations Management, Customer Relationship Management and Inventory Management plus anything you need within an end to end Supply Chain.

  • Achieved Chartered status of the Chartered Institute of Procurement and Supply 2019
  • Elected as a Fellow of the Chartered Institute of Logistics and Transport 2017
  • Elected as a Fellow of the Chartered Institute of Procurement and Supply 2016
  • Nominated for National Travel Buyer of the Year 2012
  • Winner of Chartered Institute of Procurement and Supply – Best Purchasing Initiative 2008
  • Finalist - European Supply Chain Excellence Awards – Individual Contribution to Supply Chain within the EU 2008
  • Finalist - European Supply Chain Excellence Awards - Sourcing & Procurement 2008

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