Today we'd like to feature a new research paper authored by Spend Matters UK/Europe's Peter Smith: Indirect Category Sourcing Savings : Fact or Fiction? Delivering Credible Benefits from Sourcing and Category Management Programmes. You can download it for free by clicking the link above. Peter says:
"I’ve co-authored it with Ed Cross, (pictured here), Executive Director of Xchanging Procurement Services, also a serious triathlete and heavy metal music fan. (I’d love to say we developed the material during our regular 20-mile training runs… but I’d be lying).
We start by looking at what makes sourcing and category management programmes successful. As well as technical skills, procurement has come to understand that people skills are also vital.
“That is because sourcing and category managers still have to persuade the business – budget holders, senior executives and users of the goods and services – to play their part in the process. Otherwise, how can procurement be sure that requirements and specifications are accurate and appropriate? How can you possibly select suppliers without involving the people who will have to actually work with them, day to day? And if you do not obtain that buy-in, then too often procurement ends up with contracts in place, but very low internal compliance to those deals.
But we then suggest that there is a third and less often considered critical success factor – what we have called “Programme and Delivery Management”.