Case Study: Major UK multi-site operation

National Development Programme for Buyers and Sellers

Business Profile

Part of a global group with over 110,000 employees worldwide, the UK operation has a turnover circa £1.4bn, with a multi-site operation with over 5,000 employees in the food services sector.

Business Challenges

There were many business challenges from both buying and selling perspectives.

From the buying perspective, to:

  • deliver Category Management and Supplier Relationship Management (SRM) training
  • provide the client with a complete ‘tool kit’ and Guide for later reference
  • bespoke the material to the client’s needs.

From the selling perspective, to:

  • help the National Sales Team understand buyers’ psychology relating to winning business and building relationships

What we did

Our engagement was driven by nil plus ultra’s training team, and focused on:

  • Redesigned the Strategic Sourcing strategy to align with current thinking and best-in-class approaches
  • Developed internal competencies through a series of workshops
  • Incorporated client-specific Case Studies to ensure relevance
  • Produced a 400-page A5 comprehensive Guide to Strategic Sourcing & SRM supported by tools and templates
  • For the National Sales Team (approx. 70), again, materials were tailored to the client’s needs

Business Impact

This was a high impact piece of work, highlighted by:

  • Procurement Team upskilled and brought up to date with best-in-class practices and behaviours
  • ROI achieved by one attendee achieving breakthrough cost reductions exceeding 50% for a single category
  • National Sales Team also reported greater success in bid conversion and account retention


“Since running programme there has been a positive step change in our procurement activities. The team now are now working from the same reference point and as a result the approach is more consistent. It is not just the content, it is the way they tailor and deliver the content that adds real value. I would have no hesitation in recommending them to any organisation that wants to develop and/or transform its procurement activity.” - Head of Procurement

“We have used the team for a number of learning and development interventions across many different functions and have always been extremely pleased with the results. Not only have we seen a significant upturn in revenue and confidence as a result of these events, but our people have walked away saying “It was the best training they had ever received, being relevant to their job and in a language they understand.” We will definitely be using Mike and his team again as he delivers real value to our business.” - HR Director