Understanding Procurement: The Kraljic Portfolio Matrix
Understand one of the most important tools of Procurement
Many B2B sales people plan and aim for a strategic relationship with their customer. What they forget is this kind of depends on whether the customer wants a strategic relationship with them!
Today, the customer's Procurement function is highly sophisticated. They have their own model for deciding how strategic the suppliers' offers are and very few make the strategic grade.
This model is the Portfolio Matrix (originally developed by Peter Kraljic).
This short course explains what it is, how it works and why it is so important.
David is a business-owning management consultant, trainer, lecturer and coach in the areas of procurement, supplier relationship management (SRM), key account management (KAM), negotiation skills development, transformation and performance management. An inspirational leader with deep knowledge and practitioner experience of the whole suite of procurement strategies, tools and techniques gained over 17 years in consumer goods, automotive and aerospace & defence. A Fellow of the Chartered Institute of Purchasing & Supply (FCIPS), also serving as a non-exec Board member for 3 years to 2005. Previously judge on CIPS Awards panel in 2005. Member of the Chartered Institute of Marketing. David also leads the UK Advisory Board of the Strategic Account Management Association (SAMA). David gained an MBA in Strategy and Procurement Management (with Distinction) from the University of Birmingham (since 2009 he is visiting lecturer to the same programme), he also lectures in SRM and negotiation on the university’s MSC for NHS Management.