Category Management is a strategic approach to procurement. According to CIPS, it is defined as “a

rigorous fact-based, end-to-end process for proactively collaborating with stakeholders to develop

and implement sourcing strategies that deliver significant value from an organisation’s external

spend.”

Unlike tactical or reactive procurement, which focuses on immediate needs or firefighting, category

management emphasises long-term planning, data analysis, supplier relationships, and alignment

with business objectives. It goes beyond simply planning purchases in advance [which could apply to

“planned procurement”] by integrating market intelligence, risk assessment, and value optimisation.

Being strategic means that category management seeks not only cost savings but also innovation,

sustainability, and resilience. It requires cross-functional collaboration and the use of analytical tools

like Kraljic matrices, total cost of ownership, and supplier segmentation.

Therefore, the most accurate categorisation is strategic procurement, not merely tactical or planned.

[Ref: CIPS L5M6 Study Guide, p.2 – Category Management as a strategic approach]

Survival of the fittest in supplier management means driving competition by focusing heavily on

price reduction, with minimal emphasis on building long-term relationships. This approach treats

suppliers as interchangeable, encouraging them to compete aggressively for contracts.

It can yield short-term cost savings but risks damaging supplier collaboration, innovation, and

resilience. It is suitable for commodities or non-strategic items where price is the dominant factor.

Other approaches differ:

Trust-based or partnership models balance price with collaboration.

No-cost modelling focuses on process transparency.

Strategic alliances prioritise innovation and value creation.

Category Managers must carefully choose when to apply “survival of the fittest” as it may undermine

long-term supplier stability if used indiscriminately.

[Ref: CIPS L5M6 Study Guide, p.160 – Supplier relationship models]

A Direct Category refers to spend on items that are directly linked to the production of goods or

delivery of services. For manufacturers, this includes raw materials, components, and items required

in high volumes that form part of the finished product. These categories are critical because supply

disruptions or price volatility can have significant impacts on production and customer delivery.

Conversely, Indirect Categories refer to goods and services not directly linked to production, such as

cleaning services, IT systems, or office supplies. Effective management of direct categories often

involves long-term supplier relationships, strategic sourcing, and risk management. Since they

directly affect business continuity, procurement strategies must prioritise availability, cost stability,

and quality. Category managers often use Kraljic’s Matrix and forecasting tools to design robust

sourcing strategies for direct categories.

Reference: CIPS L5M6 Study Guide, p.4

A SWOT Analysis distinguishes between internal factors (strengths and weaknesses) and external

factors (opportunities and threats). Strengths are internal capabilities, resources, or skills that give

the organisation an advantage in the market—such as strong supplier relationships, unique

expertise, or cost leadership. Weaknesses are internal limitations, such as lack of investment, poor

technology, or inadequate processes. These are factors the organisation has direct control over and

can improve. On the other hand, opportunities and threats are external influences outside the

business’s direct control, such as market trends, legislation, or competitor actions. For category

management, applying SWOT allows managers to assess the current position of categories and

design strategies that build on strengths and address weaknesses. This analysis also ensures that

procurement strategies remain aligned with organisational goals and competitive environments. The

correct recognition of internal versus external factors is essential to avoid misdiagnosis and wasted

effort.

Reference: CIPS L5M6 Study Guide, p.121

Kaizen translates to “continuous improvement” in Japanese. It is a philosophy that encourages

making small, incremental changes that collectively lead to significant performance enhancements

over time. Within procurement and category management, Kaizen focuses on ongoing collaboration

with suppliers to identify ways to reduce waste, improve quality, and optimise processes. Unlike one-

off cost-reduction initiatives, Kaizen is embedded in the organisational culture and requires

engagement from all levels of the supply chain. For example, small adjustments in packaging design

might reduce material use, leading to cost savings and environmental benefits. This approach fosters

long-term supplier partnerships and supports innovation. In competitive markets, organisations that

adopt Kaizen are more resilient and adaptable, making it a key concept for category managers to

understand.

Reference: CIPS L5M6 Study Guide, p.40

The Pareto Principle, also known as the 80/20 Rule, states that around 80% of outcomes are

generated by 20% of inputs. In category management, this means that a small number of categories

often account for the majority of total spend. Identifying these high-impact categories allows

procurement professionals to focus resources where they deliver the most value. For example,

managing a few strategic or high-spend categories rigorously may yield more savings and risk

reduction than spreading efforts across all categories equally. The principle reinforces the need for

prioritisation and focus in procurement strategies. While Six Sigma and Porter’s Five Forces are

useful tools in other contexts, they are unrelated to spend distribution. Applying Pareto effectively

helps organisations achieve better results with limited resources by focusing on what matters most.

Reference: CIPS L5M6 Study Guide, p.22

Although some organisations mistakenly use Category Management and Strategic Sourcing

interchangeably, they are not the same. Strategic Sourcing is a philosophy or approach to

procurement, while Category Management is a structured process, applied most effectively through

recognised frameworks like Kraljic or Kearney’s 7-step model. Category Management is strategic, not

tactical, and focuses on long-term value creation, supply market management, and alignment with

organisational objectives. A direct quote from L5M6 states: “Category Management is a process and

is applied most effectively when using a recognised framework and supporting tools.” This clarity

ensures that organisations do not reduce Category Management to short-term sourcing exercises.

Instead, it emphasises cross-functional collaboration, innovation, and market analysis to achieve

sustainable value.

Reference: CIPS L5M6 Study Guide, p.49

A bull industry is one that is experiencing sustained growth, driven by technological innovation,

consumer demand, or favourable market conditions. The opposite is a bear industry, which is in

decline. The terms are borrowed from stock market language but are also used in category

management to describe the overall trajectory of an industry. For ABC Ltd, operating in a bull

industry means it must prepare for higher demand, increased competition, and potential supplier

shortages. This requires a proactive category strategy that focuses on securing long-term supplier

relationships, investing in innovation, and managing risks associated with rapid growth. Recognising

industry cycles ensures that procurement strategies are forward-looking and aligned with long-term

organisational objectives. Misclassifying an industry’s trajectory could lead to missed investment

opportunities or poor resource allocation.

Reference: CIPS L5M6 Study Guide, p.150

The two most important factors when assessing supply chain risks are Severity and Likelihood. These

are typically measured on a scale [e.g., 1–5], with the product of the two giving a risk score.

Severity measures the potential impact on the organisation if the risk materialises. For example,

supplier insolvency may severely disrupt operations.

Likelihood assesses the probability of the event occurring.

The combination of severity × likelihood determines whether a risk is low, medium, or high, and

informs mitigation strategies.

Other options are less central:

Location may influence likelihood but is a sub-factor.

People involved is not a formal assessment criterion.

Cost can be a consequence but is part of severity, not a separate factor.

Using severity and likelihood ensures risks are prioritised based on both impact and probability,

allowing category managers to allocate resources effectively.

[Ref: CIPS L5M6 Study Guide, p.40 – Risk assessment and mitigation protocols]

The International Association for ContractCommercial Management [IACCM], now known as

WorldCC, provides frameworks to help organisations select the most suitable sourcing and

contracting models. For category managers, this is particularly valuable when deciding whether a

transactional, relational, or investment-based model best fits the organisation’s needs.

It does not directly choose suppliers or perform market analysis; rather, it guides decision-makers on

the structural relationship with suppliers. For example, IACCM provides tools to decide whether to

adopt outcome-based contracts, performance partnerships, or traditional transactional agreements.

Benchmarking may be a separate exercise, but sourcing models determine the governance and risk-

sharing approach that underpins supplier relationships.

CIPS encourages procurement professionals to be familiar with IACCM’s role, as it reinforces the

need for strategic selection of sourcing models rather than a one-size-fits-all approach.

[Ref: CIPS L5M6 Study Guide, p.31 – IACCM and sourcing model selection]