Description
Book SynopsisJonathan O'Brien is the CEO of Positive Purchasing Ltd, the international procurement and negotiation consultancy and training provider. With over 27 years of experience working in purchasing, he has worked all over the world to help global organizations increase their purchasing capability through training, education and working directly with practitioners and executive teams to drive in the adoption of category management and other strategic purchasing methodologies. He is also author of
Supplier Relationship Management, now in its second edition,
The Buyer's Toolkit and his award-winning title
Negotiation for Procurement Professionals, all published by Kogan Page.
Trade Review"This book has quickly established itself as the essential reference book for category management and a practical guide for practitioners. With its thoroughness and insight, it is valuable to both the category novice and the experienced manager and should be on every senior procurement executive's bookshelf." * Peter Smith, Spend Matters *
"O'Brien's ability to objectively re-evaluate his own authoritative perspective on category management - given the significant changes in procurement priorities and the widespread impact of digital technology - is impressive, and allows the reader to chart their future path from a more stategic position." * Kelly Barner, Owner, Buyers Meeting Point LLC *
"This edition is a siginificant step forward. O'Brien's widely acclaimed and established exposition of category management is further complemented by rich new insight from leading practitioners into how organizations can realize an effective implemention of this approach. Another essential tool for the modern strategic procurement leader or practitioner from one of the leading authors in our community." * Philip Ideson, Managing Director, Art of Procurement *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: Introducing category management;
- Chapter - 02: The principles of category management;
- Chapter - 03: Laying the groundwork for success;
- Chapter - 04: Stage 1 – Initiation;
- Chapter - 05: Stage 2 – Insight;
- Chapter - 06: Stage 3 – Innovation;
- Chapter - 07: Stage 4 – Implementation;
- Chapter - 08: Stage 5 – Improvement;
- Chapter - 09: Making category management happen;
- Chapter - 10: Guaranteeing success – Now and for the future
