Sustainable Growth in Products &
Services
22nd March 2013
Duncan Brock, Customer Relationships Director
Leading global excellence in procurement and supply
Goal
To deliver sustainable sales of products and services with CIPS to be seen as
the ‘go-to-place’ to help develop organisational Procurement and Supply
know-how.
Why is this important to CIPS?
Corporate revenues for CIPS have the potential to increase significantly
over the next 10 years, which will generate additional margin that can be
invested back into the on-going development of the Institute.
There is increasing demand from Corporates & Public Sector organisations
for our support to help them develop the capabilities of their procurement
and supply teams & processes.
Corporates will help drive our international expansion as they are looking
for consistent products, services and solutions delivered globally.
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Leading global excellence in procurement and supply
SWOT Analysis
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Strengths
Improving brand – becoming recognised globally.
Trusted as a provider – integrity and independence
Excellent list of reference customers
Unique offerings – Corporate Award, Qualifications,
Certification.
 Increasing demand.
 Good sector presence & case studies in Aerospace &
Defence, Oil & Gas, Engineering, Public Sector.
 Increasing global footprint with growth in regional
offices.
Opportunities
 Large potential corporate market, globally.
 Increasing demand for our current core offerings.
 MENA, China, Africa, UK – strong pipeline of demand
with our growing presence in these markets.
 Turkey, Switzerland, Poland, France, Denmark,
Sweden, India, US, Canada.
 Broaden our products and services to become the
“go-to-place” – CIPS First.
 Win & secure longer term corporate relationships.
 Academies – we have a small share of the market.
 Increase our presence in other sectors.
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Weaknesses
IPR ownership across all products and services.
Limited ability to deliver in other languages.
Inconsistency across regions in selling core products.
Lack of procurement knowledge in sales teams.
High dependency on suppliers for delivery.
Limited delivery capability in US, apart from eLearning.
No business development capability in the US, India
and the rest of Europe (except Turkey).
 Lack of money to invest in on-going development &
upgrades of core offerings.
Threats
 ISM – protect the US and global expansion.
 Other professional bodies enter the market.
 Loss of existing customers through products becoming
old & less relevant.
 Technology led entrants into our core market.
 In house training revenues reduce as consultancies
take our customers – limited differentiation.
 Local sourcing by procurement teams.
 Our suppliers take business from our customers.
 Brand reputation impacted by poor quality delivery.
Leading global excellence in procurement and supply 3
Strategic Themes
• Customer retention and development
• Sector growth
• Geographic growth and spread
• Increasing CIPS profile in Corporates
• Generation of new leads
• Increasing breadth of services
• Margin growth
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Leading global excellence in procurement and supply
Sector Growth
Growth sectors
Current good footprint
Growth sectors
Building presence &
footprint
Aerospace & Defence
UK Public Sector
Oil & Gas – growing to Engineering
Energy
Automotive & Transport
Food & Drink
Pharmaceuticals
Financial Services
Mining
Potential sectors for
future growth
Telecoms & IT
Construction
Retail
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Leading global excellence in procurement and supply
Strategic Enablers
• People
• Processes & measures
• Marketing & PR
• Product development
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• Procurement insights
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Leading global excellence in procurement and supply
Two questions for you …
1. What do you think CIPS needs to do to increase our
corporate revenues and margins in your sector/
geography?
2. Looking forward to 2017, what additional products and
services should CIPS provide for corporates?
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Leading global excellence in procurement and supply