S&OP Effectiveness Calls for a Winning Mindset

Getting a cross-functional business governance model like Sales & Operations Planning (S&OP) right is hard. The facts don’t lie. According to Gartner, 67% of companies can not get further than stage 2 out of a four-stage S&OP maturity model. Lora Cecere assessed that 36% of companies’ S&OP efforts are stalled or moving slowly. This lack progress or even stalling of S&OP, can be even despite … Continue reading S&OP Effectiveness Calls for a Winning Mindset

4 Phases of Behavioural Change in the Journey to S&OP Excellence #3

An S&OP implementation requires many changes, not the least behavioural change.  However, there are different behavioural change requirements during a journey to S&OP excellence.  These behavioural changes often require coaching to be addressed properly. In four posts, four coaching phases will be explained to support leaders with behavioural change required to reach S&OP excellence. These are; Coach to change, coach to sustain, coach for excellence … Continue reading 4 Phases of Behavioural Change in the Journey to S&OP Excellence #3

A new definition for Integrated Business Planning

In one of my S&OP pulse check surveys, I asked participants the following question; ‘Do you believe there is a difference between S&OP and IBP?’ Most (48%) of the 120 survey participants believe there is a difference. 20% answered ‘don’t know’ and the remaining 32% believed there is no difference.  The answers made me realize I actually don’t know any widely acknowledged definition for IBP. And … Continue reading A new definition for Integrated Business Planning

Three Critical Soft Benefits you get with S&OP Experience

A lot gets written about S&OP maturity and how S&OP has soft benefits like improved teamwork and collaboration.  Soft S&OP benefits like leadership, cultural and behavioral changes related to S&OP are important. In the end, S&OP is just a bunch of processes, meetings and information which has to be given meaning by people to get value out of it. A lot of the S&OP improvements … Continue reading Three Critical Soft Benefits you get with S&OP Experience

How to prevent Groupthink in S&OP meetings

Groupthink is a psychological phenomenon, which occurs when a group of people, in which the desire for harmony results in an irrational or dysfunctional decision-making outcome. Teams suffering from groupthink, minimize conflict and create an ‘ingroup’ mentality that rejects challenges to current viewpoints, decisions, or the addressing of controversial issues from the ‘outgroup’. We need discussion and challenge, so these are behaviours that need to … Continue reading How to prevent Groupthink in S&OP meetings

How to Prepare for an S&OP Meeting like Rafael Nadal

In the corporate world you can drown in meetings. Estimates are, that if you’re a middle manager, you can spend about 35% of your time in meetings. If you’re in upper management, that goes up to 50%. When we spend up to 50% of our working time in meetings, you would think that we prepare well, are focused and run them efficiently and effectively. We … Continue reading How to Prepare for an S&OP Meeting like Rafael Nadal

The dirty little secrets of S&OP

Sales & Operations Planning (S&OP) as a business process is just over 30 years old. A lot has been written about why S&OP implementations succeed or fail and why many organization are stuck in their maturity. Recently Supply Chain Insights published a report with the following 5 top challenges on why S&OP is a tough nut to crack. 72% has difficulty getting to the right … Continue reading The dirty little secrets of S&OP