Leadership, Team Support and Category Management

Posted on November 27th, 2012 by

Photo of blue scaffolding

Business Profile

Facilities Management Division of a European-wide Technical Services Provider in the fields of Electrical, Mechanical and ICT Engineering and Construction with 27,400 employees and an annual revenue in excess of 5 billion Euros across Europe, including an annual turnover in excess of £515m in the UK and Ireland.

Business Challenges

  • Procurement activity devolved across the business with little historical control or guidance on ‘best practice’
  • Stakeholder community resistant to change as have historically been fully accountable for their own P&L at client level
  • Data integrity lacking and poor, minimal visibility of spend by supplier, region or business unit
  • Need to save money quickly and make real reductions to the bottom line
  • Strategic vision unclear beyond the need to reduce cost

What we did

As achieving focus quickly was key, we:

  • undertook a full Spend Diagnostic, working from raw data and interviewing multiple stakeholders, generating a 12-month plan by Category with potential gains and approach to take to market
  • allocated a full-time ‘change agent’ to the programme to ensure that the strategy was adhered to, the team bonded and stakeholders’ needs met
  • ensured that the ‘commercial’ sensitivities were embraced, brokering approaches to market in such a way that the client would not be compromised
  • supported and led category-level activity to yield results.

Business Impact

As timing was key, we:

  • delivered against the categories we had been allocated
  • supported the new Head of Function, ensuring successful integration into the project
  • maintained and built rapport and expectations with stakeholders, successfully creating a centralised approach to buying for selected categories of spend


Mike helped develop, train and roll out a category management programme identifing savings across various spend areas.

The results were impressive and his stakeholder/supply chain engagement skills are excellent.

I haven’t worked with many people as good as Mike in my 20 years of supply chain.”

– Supply Chain Director