Developing a category strategy is a critical process for procurement professionals, marketers, and business leaders aiming to optimize their organization’s approach to sourcing, product management, or market positioning. A well-crafted category strategy aligns business objectives with market opportunities, but its success heavily depends on effective stakeholder collaboration. Engaging stakeholders ensures buy-in, uncovers valuable insights, and mitigates risks. Below are actionable steps to work effectively with stakeholders when developing a category strategy.
Start by identifying all relevant stakeholders. These may include internal teams (e.g., finance, operations, marketing), suppliers, customers, and even external partners like industry experts or regulatory bodies. Use a stakeholder mapping tool to categorize them based on their influence and interest in the category strategy. For example:
High influence, high interest: Engage closely (e.g., senior leadership).
High influence, low interest: Keep informed (e.g., legal team).
Low influence, high interest: Consult for insights (e.g., end-users).
Low influence, low interest: Monitor but don’t prioritize.
This mapping helps prioritize communication efforts and tailor engagement strategies.
Each stakeholder group has unique goals. For instance, procurement may prioritize cost savings, while marketing may focus on brand alignment. Conduct one-on-one interviews, surveys, or workshops to gather insights into their priorities. Ask questions like:
What are your key challenges in this category?
What outcomes do you expect from this strategy?
Are there any risks or constraints we should consider?
Document these insights to ensure the category strategy reflects diverse perspectives and aligns with broader organizational goals.
Foster open communication by creating a collaborative environment. Schedule regular touchpoints, such as workshops or steering committee meetings, to involve stakeholders in the strategy development process. Use tools like Miro, Trello, or Microsoft Teams to facilitate real-time collaboration and idea-sharing. Transparency is key—share progress updates, challenges, and decisions to build trust and maintain alignment.
Stakeholders often have varying levels of familiarity with category strategy concepts. Use clear, jargon-free language to explain the process, goals, and expected outcomes. Tailor your communication style to the audience—executives may prefer high-level summaries, while operational teams may need detailed plans. Visual aids like charts, timelines, or infographics can help convey complex information effectively.
Category strategies rely on data—market trends, spend analysis, supplier performance, etc. Involve stakeholders in reviewing this data to ensure it resonates with their expertise. For example:
Procurement teams can validate cost models.
Marketing can provide insights into customer preferences.
Suppliers can share supply chain constraints.
Collaborative analysis ensures the strategy is grounded in reality and increases stakeholder ownership of the final plan.
Conflicts may arise due to differing priorities (e.g., cost vs. quality). Address these proactively by facilitating discussions to find common ground. Use frameworks like SWOT analysis or decision matrices to evaluate trade-offs objectively. Be transparent about what’s feasible within budget, timeline, or market constraints to manage expectations effectively.
Present the draft strategy to key stakeholders for feedback. Highlight how their input shaped the plan to reinforce their value in the process. Use their feedback to refine the strategy, ensuring it balances competing priorities. Once finalized, secure formal approval from high-influence stakeholders to solidify commitment.
A category strategy isn’t static—it evolves with market conditions and business needs. Keep stakeholders engaged post-implementation by sharing performance metrics, soliciting feedback, and involving them in periodic reviews. This ensures the strategy remains relevant and adaptable.
Working with stakeholders when developing a category strategy requires intentional planning, clear communication, and a collaborative mindset. By identifying stakeholders early, understanding their needs, and involving them throughout the process, you can create a robust strategy that drives value and secures long-term support. Effective stakeholder management isn’t just about getting buy-in—it’s about building partnerships that sustain success.
© 2025 Lasso Supply Chain Software LLC
Get instant access to our report on the Top Procurement Trends of 2025 by filling out the form below.
Get instant access to our report on the Top Procurement Trends of 2025.
