Category Management has been called the universal tool to make cost-cuts and to put procurement on the strategic agenda within companies. After a promising start, most companies experience issues maintaining cost-cutting measures, and the process loses its intended impact. 

During the Category Management education, you will be trained in how to implement the category approach, the principles and the concept in your company. We will look at the possibilities and risks within the process and how you can create long-term and effective results.

Through practical examples and exercises, you will learn to use models and concepts that can help you develop and implement category strategy in your company. You will learn to analyze the market and how to chose suppliers.

The education consists of 5 modules, with category management as the line of approach.

Module 1: the category approach in procurement. We concentrate on the approach, the principles and the concept behind category management and discuss possibilities and risks. We will also look at how the approach can be embedded in your organization, and how you create long-term and effective results.

Course content:

• What is the category approach in procurement?
• How is this approach different from other approaches to procurement?
• What are the elements in a category line of approach to procurement?
• What are the possibilities and risks of this line of approach to procurement?

Module 2: internal analysis – spend management. We provide the means to make a company relevant categorization of spend. You will gain knowledge of the analysis of spend and how to use it in relation to focus areas, priorities and objectives.

Course content:

• Establishing spend
• Categorizing spend
• Analyzing spend
• Determining focus areas and objectives
• Use of spend analysis in day-to-day work

Module 3: external analysis – market analysis. Going through different tools to gather market analysis, we will discuss methods of data collection and the related issues.

Course content:

• With which tools and models can we analyze the current and future situation within the product category and/or the line of business?
• Which methods are used in data collection and what are their strengths and weaknesses?
• How is the competition developing? Is it an attractive line of business?
• How do the different players position themselves?
• How are the power structures and conditions in this line of business?

Module 4: category strategy. We will present the elements in a category strategy. You will get an introduction and exercises in some of the most applied models and concepts in a category strategy, and if you want to, we can use your company’s particular case as an exercise in the course.

Course content:

• What is a category strategy?
• What does a category strategy contain?
• How do you develop a category strategy?
• What should you consider when developing a category strategy?

Module 5: supplier control. Through cases, exercises and discussions, you will learn to gather knowledge of which factors are essential for choice of and evaluation of your suppliers.

Course content:

• How do you establish a list of suppliers?
• How can the organization be involved?
• How do you develop a score model for selection?
• How do you select the right suppliers?
• How do you evaluate the suppliers?
• Which factors are essential for the ongoing evaluation?
• How do you make the ongoing dialogue with the suppliers?
• How do you secure action in case of performance deficiency?

Challenge session: The education in category management ends in a challenge session as certification of your education. When graduating, you will receive a certificate and the chance to call yourself “DILF Certified Category Manager”.

Synopsis and presentation

You will be asked to prepare a brief synopsis based on a case/category from your company (max. 4 pages) and a presentation (PowerPoint-presentation on major findings, max. 10 minutes) to present to you fellow participants and teachers.

What is a synopsis?

A synopsis is a brief text, that provides an outline of your assignment or case. The elements in a synopsis are the same as in a larger assignment and includes an exposition, an analysis and a conclusion. You can, however, organize the synopsis due to the given category issues and challenges your company might face. In your synopsis you must discuss and validate the models and methods you want to use in order to develop a category strategy, which is the result/conclusion of your synopsis. A synopsis has two purposes:

• It should show that you can structure your knowledge.
• It should support your oral presentation

Presentation/challenge session

The following challenge session should outline the essential points, methods and considerations from your synopsis and ultimately present your category strategy. The purpose of the presentation is for the teacher and the participants to challenge the elements in your synopsis and the final category strategy.

Teaching method

The education is built on active participation, and you will benefit the most by taking an active part in the activities.

You will receive the course material via e-mail before course start. You will also receive a link to a DiSC personality analysis that you should complete beforehand.

Who should attend the education?

The education is intended for both public and private procurers, category managers and procurement managers responsible for a procurement division. If you are new to the area and wishes to learn more, you are more than welcome to participate as well.

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