Embedding_the_Category_Management_Mindset_-_Denali_Group

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Nicole wants to hire a supplier to provide Negotiations Training for her team Option 1 – Do it herself • Nicole finds supplier on her own • Negotiates deal • Submits PO Option 2 – Engage Category Management • If Nicole is aware, she can reach out to Category Management team for support with her request. • Training Category is currently unmanaged, therefore it is not clear whether the team can support her request or recommend preferred suppliers Option 3 – Reach out to Buyer Team • If Nicole is aware, she can reach out to the US Buyer Team for support with her request. • Functional SPOC or Sourcing Lead will support Nicole as much as they can, but since the Category is unmanaged, it is unclear what support will be. Nicole has 3 primary options: 1) Do it herself 2) Engage Category Management 3) Reach out to Buyer Team She may not know about option 2 or 3 © 2014 Copyright Denali Sourcing Services Inc.. All Rights Reserved. Key Takeaway – Engagement model with Procurement is unclear and without prior awareness, it is unlikely that stakeholders like Nicole know how to get support 14
Nicole wants to buy something Nicole reaches out to a Centralized Sourcing Team (CST) CST works with Nicole to understand what she wants to buy • Requirements • Timelines • Budget • Preferences CPT decides on the best solution • Catalog Buy • Card Buy • Quick Buy from preferred suppliers • Quick Bid/SOW • Competitive Bid, Sourcing Event • Contract Negotiation • Strategic Sourcing Event CPT assesses the request • Nicole’s requirements • Complexity • Procurement Strategies & Guidelines • Policy & Best Practices © 2014 Copyright Denali Sourcing Services Inc.. All Rights Reserved. 15
Page 1 and 2: Shelley Millis-Wight, Senior Manage
Page 3 and 4: § The Era of Category Management i
Page 5 and 6: Category Management Era Strategic S
Page 7 and 8: In conclusion: our major contract e
Page 9 and 10: CM S C SM UNDERSTAND YOUR CATEGORIE
Page 11 and 12: 1. Drives the overall vision and st
Page 13: " Finding new suppliers that can pa
Page 17 and 18: Business Stakeholders Category Mana

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