This intensive one-day workshop explores implementing a category strategy covering intermediate to advanced level. It includes identifying key success factors, and key barriers to success throughout the procurement cycle that impact on the success of implementation of a category strategy.
Introduction
This workshop aims to develop capability in implementing category strategies, focusing upon the second two phases of the category management framework. It explores in detail the tools, techniques and methods category managers use to add value to these phases.
This course is designed for:
The workshop will benefit category managers who wish to develop their existing capability in the implementation of category management plans.
Course structure
There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.
Benefits of attending
Attendance will help raise capability in the implementation of category management plans, and the processes and tools that may be used to assist the realisation of benefits through execution of a category strategy.
As well as this participants will gain three key benefits from attending:
- More sensitivity to the role the category manager as change agent
- More sensitivity to the challenges and opportunities of implementing different strategies
- Less likelihood of the category management process failing to realise the planned benefits
Key learning outcomes
- Implement category management plans for a variety of categories which are compliant with the category management framework with strategies that are appropriate for the category
- Identify barriers and enablers for a variety of category strategies and develop implementation plans to address the challenges and opportunities
- Develop ‘dashboards’ of KPIs and performance metrics to track progress in benefit realisation
- Synthesise information from a variety of sources to develop coherent implementation plans that enjoy the support of stakeholders
Course Content
The category management process in overview
- The category management framework
- Category management implementation
- Translating goals into specific targets
Key principles of project and change management
- Why do some projects fail?
- Kotter’s approach to change management
- Building a “guiding coalition”
Strategy implementation
- Identify a sponsor
- Develop a project charter
- Setting realistic targets; “how much by when?”
Demand management strategies
- Review of demand management strategies; what are the key barriers?
- Review of demand management strategies; what are the key enablers?
- Key elements of a change programme to implement demand management
Sourcing strategies
- Review of sourcing strategies; what are the key barriers to success?
- Review of sourcing strategies; what are the key enablers of success?
- Key elements of a program to realise potential sourcing benefits
Contract management strategies
- Review of contract management strategies; what are the key barriers to success?
- Review of contract management strategies; what are the key enablers of success?
- Key elements of a program to realise potential contract management benefits
Manage for outcomes 1/2
- Defining “buckets” of benefits
- Relating the range of metrics to category complexity and the Value Risk Matrix
- Measurement and reporting upon progress
Manage for outcomes 2/2
- Supplier relationship management in practice
- External relationship mapping
- Aligning participants with category goals
Review and refresh
- Stakeholders and strategy development
- Risk and strategy development
- Governance, engagement and control
