Move a Bottleneck Category Without Pretending It Is Leverage

The hidden risk The category is small on the spend report but critical to quality release. The buyer has little short-term leverage because the approved supply base is thin. Bottleneck work starts by protecting continuity, not by chasing a discount. Kraljic bottleneck logic Assure -> Reduce dependency -> Create options A bottleneck category asks for supply assurance first and competitive leverage later. Wrong reflex Treat it as tail spend and pressure price. Risk falls before leverage is forced. Use leverage tactics only where the supply market gives you leverage. 01 Assure 02 Redesign 03 Options Near-term continuity Decision 1

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