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Category Management in Purchasing

Category Management in Purchasing

A Strategic Approach to Maximize Business Profitability

Jonathan O'Brien

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Benefit from a complete overview and step by step guide to the tools, techniques and application of category management.

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About the book

Category Management in Purchasing is a comprehensive guide to strategic category management, providing a step-by-step guide to its implementation and use. This book provides the necessary tools, techniques and applications that will enable the reader to implement this cost saving purchasing method.

The 3rd edition of Category Management in Purchasing has been rigorously updated to reflect the latest thinking in the field. Jonathan O'Brien shows how a strategic approach needs to work effectively together with other approaches, such as Supplier Relationship Management. He has added important sections on governance, included more supplier and supply chain tools, and introduced a pragmatic route for smaller businesses or those who need step-by-step advice.

The book provides case studies of real companies, including: IKEA, The Body Shop, NHS, Heinz, Cardiff Council, and GlaxoSmithKline.

Table Of Contents

    • 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


Category Management in Purchasing fills a need in the literature available on this topic and provides the reader with a thorough insight into the principles and application of category management.
Ken James, former CEO of the Institute of Purchasing and Supply

I strongly recommend the book as a tool for managers seeking to develop a common approach to category management in their team.
John Whitaker, General Manager, Group Procurement, AP Moller-Maersk, Supply Management

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

Far from this 3rd being a simple re-run of the same old information, Category Management in Purchasing (3rd Ed) includes significant new sections that make it relevant for a larger audience, including governance and category management information for small to medium sized enterprises. The book also includes two compelling looks into the future. One is focused on broad trends in energy, geopolitics, the environment, economic trends, etc. The other digs into the trends of greatest concern for procurement. This section of the book, placed near the end, is worth the purchase all on its own.
Kelly Barner, Buyers Meeting Point

Jonathan O'Brien has managed to encapsulate everything that organizations must put in place to deploy effective category management. A quality read and a great reference manual to keep on hand.
Marc Magistrali, Senior VP Global Outsourcing, KONE Corporation

[C]omprehensive. If your organisation has decided category management is worth considering then this is a must-read.
Supply Management

[I]t is required reading for anyone who wants to understand Category Management at the highest level. It is an invaluable addition to the professional literature.
Eric Stavrand, eXegy Partners

Book Details

  • EAN: 9780749472306
  • Edition: 3
  • Published: 3rd October 2015
  • Hardback
  • Format: 240x164
  • 504 pages

About the Author

Jonathan O'Brien is the CEO of the international purchasing consultancy and training provider, Positive Purchasing Ltd. With over 25 years' 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 and Negotiation for Purchasing Professionals.

Jonathan O'Brien

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