Category management

The use and management of external resources is becoming increasingly important in the business operations of companies. Procurement plays a crucial role in exploiting these resources and the opportunities of the supplier market. A proactive and systematic approach to the supplier market can only be ensured by categorizing and managing procurement categories.

In this training, you will learn the processes, influence methods, and analyses needed to implement category management. You will also receive a practical toolkit for implementing a category strategy.

After you have completed the training

• you understand the strategies that affect procurement and the role of procurement in implementing strategies
• you will learn how to create a category strategy that serves as a guideline for your actions
• you will learn the processes of category management
• You can analyze procurement from a category perspective.

The training material is based on extensive practical experience and a strong grasp of the latest academic research in the field. During the training, case studies are discussed and reviewed, and group work is done, where you can apply what you have learned in theory to practice. At the same time, you will be equipped to utilize the methods and tools in practice and as a development aid in your own operating environment.

Introduction to Category Management

• What is category management, what does it aim for and why?
• What are the benefits – and how are the benefits demonstrated?

Main principles and pillars of category management

• The most important main principles of category management
• The pillars on which category management is built

Strategic sourcing and category-impacting strategies

• Taking the customer perspective into account
• The organization's strategic goals
• Procurement strategy and objectives

Category strategies and the strategy process

Category management processes

• Category management and leadership – a process perspective
• Creating a Category Management Model Step by Step
• Analysis tools and methods

Category management in a pioneering company, Timo Palmu, Global Category Manager, Kone Corporation (Case)

Creating a category plan

• How to create a successful category strategy?
• Structure and content of a category strategy
• What does a successful category correspond to?

Implementing category strategy and leading change

• Operating models, influencers, risks and dependencies
• Building a category team
• The role and duties of a category manager
• Stakeholder analysis and influence structures from a category perspective
• Influence in H2H relationships

Continuous analysis, reporting and development of the category

• Category performance metrics
• Category-specific risk analyses

Future challenges

• What does the future look like?
• What challenges should we be prepared for?

The trainers are Hanna Pajunen-Muhonen and Lauri Vihonen.