Future Purchasing Category Management Survey – Full Report Available Now

We have kept you up to date with the whole process behind the Future Purchasing Category Management (“CatMan”) survey and report, from asking you to complete the survey through to the initial results emerging – and very interesting they are too.

We are pleased to say that the whole report is now available; those who completed the survey should already have had their copy. It really is essential reading and reference for anyone who runs – or is attempting or hoping to run – a CatMan process. It not only contains the results of the survey but a wealth of information, guidance and advice that will help any organisation using CatMan, all based on Future Purchasing’s years of experience in this area.

One innovation this year is the deeper statistical analysis that has been undertaken by Professor Marc Day of Henley Business School. That shows for the first time two key linkages. Firstly, Day has identified the really critical success factors; the aspects of CatMan process and activity that play the most vital role in driving a successful outcomes.

So there are four absolutely key points here –if you can honestly answer “yes” to each of four questions then there is a very high probability that you will have a successful CatMan programme. They are a subset of 19 indicators that together give a very strong view of the key points to consider when implementing the programme.  Paying attention to these does not guarantee success, but the evidence suggests that they are the aspects of CatMan that really need considerable focus if you want to maximise your chances of success.

One of the four is, perhaps not surprisingly, “There is strong support for category management form business stakeholders outside of procurement”.  We say not surprisingly, but this and other findings certainly suggest that the idea of the procurement function ploughing a lone furrow with CatMan is most unlikely to work. You need to get people engaged.

The second issue addressed through the statistical analysis is the link between overall organisational performance and category management competence. Day has been able to establish a statistically valid linkage here, that basically says those organisations that are better at category management perform better overall – and even put some quantification around that.

Switched on readers will immediately spot that this is very interesting from a business case point of view. How better to justify the introduction of CatMan, or indeed strengthening and investing in the approach if you already have it in place! We will come back to that issue later this week and explore in more detail just what this means.

You can now request the whole report here. Requests will go through Future Purchasing rather than giving you an instant download, purely so that the firm don’t find every other consultant copying their ideas and processes. (You will however be able to access the short summary immediately). As we said earlier, there is a huge amount of intellectual property continued in the report, not just survey data. But as long as you are a genuine practitioner, you’ll get a copy.

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