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. Following experience as a practitioner and then in consulting with PwC and QP Group, Mark co-founded Future Purchasing, and they have grown from strength to strength since their inception back in 2002. 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. Areas we cover include: 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. For more information, visit: http://artofprocurement.com/fpsurvey