Contents -- List of Figures -- Foreword -- Acknowledgements -- About the author -- Introduction -- 01 Lessons learned at Ikea -- Where does Ikea come from? -- Where is Ikea's purchasing going next? -- What results has Ikea produced? -- How is the organization led? -- Why is category sourcing led through a process? -- Lessons learned and reflections -- What challenges might Ikea face in the future? -- 02 How is it done? -- A category sourcing process -- Reflections -- 03 What should the team do? -- The project directive -- Segmentation -- Goals and requirements -- Influence and power -- Reflections -- 04 Where is the money? -- Spend analysis -- Supplier evaluation -- Gap analysis -- Market diagnosis -- Project plan -- Summary and reflections -- 05 Creating the strategy -- Positioning -- Supplier structure -- Value analysis -- Strategy development -- Summary -- Reflections -- 06 The moment of truth -- Tendering -- Contracts -- Implementation -- Reflections -- 07 Leading the business and creating leverage -- Measure and control -- New product development -- Create leverage: new business drivers -- Questions and reflections -- 08 Different categories and other perspectives -- Sourcing of semi-manufactured materials -- Sourcing of components -- Sourcing of branded products -- Indirect sourcing: standard products -- Indirect sourcing: transport (Europe) -- Indirect sourcing: professional services -- Questions and reflections -- 09 From theory to practice -- 1 Establishing a sense of urgency -- 2 Creating the guiding coalition -- 3-4 Developing and communicating a vision and a strategy -- 5 Empowering employees for broad-based action -- 6 Generating short-term wins -- 7 Consolidating gains and producing more change -- 8 Anchoring new approaches in the culture -- Summary -- 10 Success or failure? -- Appendix I: Glossary -- Appendix II: Tools and models.

Appendix III: Afterword -- Notes -- References and Further Reading -- Index -- Untitled -- Untitled.