Category Management How To

084: How to Engage with Skeptical Stakeholders to Build Effective Category Strategies w/ Bill Michels

Arguably the most critical determinant of a successful category strategy is the ability of the Category Manager to influence their stakeholders.

In today’s Art of Procurement podcast, I welcome Bill Michels, the Founder and CEO of Aripart Consulting on to the show.  Prior to Aripart Consulting, Bill enjoyed a 23-year career leading ADR North America and ADR International which was acquired by the Institute for Supply Management (ISM).

In our conversation, I wanted to understand how procurement professionals can better influence stakeholders as we seek to build more effective category strategies that deliver value over and above cost savings.

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“In Direct procurement you really have a lot of control over stakeholders but if you are working in Indirect procurement and you are trying to drive a category strategy you really have no control and all you can really do is try and influence the spend.”

In this episode, you will learn:

  • What are the differences between a category strategy that seeks to drive cost savings vs. seeking other sources of value?
  • What are the 10 key components of any category strategy (and which is the most important)?
  • How can you sell the concept of participating in a category strategy to a skeptical stakeholder?
  • How do you take a category strategy that has picked away at the low hanging fruit and take it to the next level?

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About the author

Philip Ideson

Philip Ideson is passionate about the role that procurement professionals and leaders can plan in creating competitive advantage for their organizations in ways that go beyond the traditional value proposition.

Philip founded Art of Procurement as a way for the procurement community to learn from each other, increasing the impact they have on their organizations. In 2017, he co-founded Palambridge, a virtual platform of procurement experts, technology, and intelligence. Palambridge provides a broad range of flexible procurement solutions, available on-demand.

Prior to Art of Procurement and Palambridge, Philip enjoyed a career that spanned the procurement value chain, working across three continents for organizations such as Accenture, Procurian, Ally Financial, Pfizer and Ford Motor Company.