CATEGORY-MANAGEMENT5 MIN READ
Move Stakeholders From Brand Names to Outcomes
Use outcome-based questioning to loosen an over-specific stakeholder requirement.
Mina M IT applications owner 1 Acknowledge 2 Separate 3 Roles Named supplier request 20 sec IT asks for 700 ToolForge Pro licenses, same as last year. The category manager must protect speed and competition at the same time. 700 licenses requested supplier named before requirement Outcome spec Acknowledge -> outcome -> constraints -> evidence -> route
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