Category Management Future of Procurement Trends

118: The Differentiators of Category Management Leaders & Followers, w/ Mark Webb

My guest on today’s show is Mark Webb. Mark is the Managing Director of UK based procurement consultancy firm, Future Purchasing.

Future Purchasing undertakes what I think is the leading piece of industry research on the subject of Category Management. They just put the final touches on their 2017 Global Category Management Leadership Report, a research collaboration with Henley Business School.

What I wanted to do in my conversation with Mark is to pick apart some of the key findings, and understand what differentiates the leaders from followers in terms of their approach to category management, and the subsequent results that they enjoy.

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“So much more value can be derived by orienting the business around Category Management, not just the procurement function, and I think so few people have done that.”

In this episode, you will learn:

  • Why Category Management should be a business process, not a procurement process.
  • The background behind the development of the Category Management Leadership Report.
  • What differentiates a leader from a follower.
  • A summary of the key recommendations from the report, highlighting areas with procurement control, and those that require stakeholder engagement.

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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.