Breno Jung of Corning, Andrew Speck, and Ganga Siebertz of Cirtuo, next to Mark Webb of Future Purchasing and Travis Johnson of Walmart highlighted the difficulties of defining what ROI means for Category Management and how to measure it. With Return On Investment being a financial indicator that is required at the time of investment, telling a complete and convincing story becomes especially difficult. 

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Over the course of thousands of category strategy developments we hear often; "Short term we need to e.g. perform some sourcing, resolve supply chain disruptions, sort out our quality issues. What do we need a strategy for - isn't that something more mid or long-term?!"

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internal analysis

The internal analysis as the foundation for holistic category strategies

Do you remember the last time you took the wrong ramp onto the highway and how it made you feel? Most people instantly know that they took a wrong turn and hope that the next exit is not too far off. Unfortunately, our brain doesn’t experience the same stress when taking the wrong turn in developing category strategies. Category strategies in Procurement are a methodical approach for defining the best way to buy goods or services for their business. Done right, they help companies align business requirements with market realities to leverage market opportunities and mitigate risks. Done wrong, they might lead us down the wrong road.