Selling to Procurement: Understanding Category Management
How your products define you in the eyes of Procurement
Procurement divide up their total spend into different categories and Category Management is how they manage that spend. It is as important to them as market segmentation is to marketers.
Understanding where your spend area fits in to their category approach has enormous implications for what you can achieve as a supplier - even with the best sales people involved.
This short course explains what it is, how it works and why it is so important for sellers to understand.
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.