Demand Management
Demand Management: Changing the Rules of Engagement
Executive Report: Q1 2010
Author: Michelle Perkins
Demand management as a term is often mentioned but infrequently explained or understood as a procurement technique, yet its usage has been growing in recent times - partly in response to recessionary pressures and the need to cut operating costs. However, with sustainability key to the corporate agenda, one could argue that the concept of 'total cost', much promoted by the procurement profession, can no longer be regarded as simply a financial measure.
So, while not a new concept in itself, this quarter's Executive Report looks at how demand management can change the rules of engagement. It examines the key enablers necessary for implementation, the ways in which it alters buying behaviours, nurtures relationships and develops skills, as procurement continues to evolve from order placer to strategic partner in the business.
In this report:
- What is Demand Management?
- The current state of Demand Management
- Business drivers, benefits and opportunities
- Procurement's role
- Challenges for procurement
- Key enablers: environment, people, process and tools
- Future outlook
- Case studies
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