What is the most difficult part of implementing S&OP in a mid-size company ($100M)?
Regardless of the size of company, typically the most difficult part of implementing S&OP is gaining and maintaining active participation by the sales and marketing folks. Often they see forecasting and planning as the job of operational, planning or manufacturing people. They would rather spend their time working with customers and marketplaces external from the company. Therefore it is vital to get their attention and show them how an effective S&OP process can benefit them and the customer. In addition, inevitably, a strong, urgent and continuing support from senior management is usually necessary to win and sustain sales and marketing participation. FEEDBACK If you have specific questions about this article or want to discuss it with us, call John Dougherty at 1 603 528-0840. The Partners for Excellence specialize in helping companies set up comprehensive measurement programs and improving overall resource management performance. Contact us at 1 603 528-0840 or email officess@partn
