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Effective URL: https://www.gartner.com/smarterwithgartner/5-ways-to-mature-sales-and-operations-planning-sop-in-supply-chain?msID=c53cc...
Submission: On November 17 via manual from IN — Scanned from DE
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<a href="javascript:void(0)" data-value="MEXICO">Mexico</a>
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<li>
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<li>
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<li>
<a href="javascript:void(0)" data-value="MONTSERRAT">Montserrat</a>
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<li>
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<li>
<a href="javascript:void(0)" data-value="MOZAMBIQUE">Mozambique</a>
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<li>
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<li>
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<a href="javascript:void(0)" data-value="NORTHERN MARIANA ISLANDS">Northern Mariana Islands</a>
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<a href="javascript:void(0)" data-value="OMAN">Oman</a>
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<a href="javascript:void(0)" data-value="PAKISTAN">Pakistan</a>
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5 WAYS TO MATURE SALES AND OPERATIONS PLANNING (S&OP) IN SUPPLY CHAIN
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April 12, 2021
Contributor: Sarah Hippold
Supply chain leaders who implement a mature S&OP process can expect significant
returns, including increased revenue and profitability.
Download eBook: Supply Chain Leadership Vision for 2022
The S&OP process frequently can be challenging to supply chain planning leaders.
It’s crucial to business success, but rarely delivers on its full potential.
That’s because it relies — more than any other supply chain process — on people
from functions outside the supply chain recognizing and addressing the
interdependencies between projects, product launches and phase-outs, and all the
other things that make up an organization’s business.
“S&OP is the single most important and critical cross-functional process,” says
Micheal Youssef, Senior Director Analyst, Gartner. “If S&OP is done properly, it
leads to significant returns, including increased revenue and profitability.”
Download eBook: 5 Key Trends Transforming Supply Chain
However, supply chain sales operations and planning is often a struggle, because
it consists of so many component pieces and people — all of which must be
aligned to work toward a common goal.
Supply chain leaders can begin to drive more business value from the S&OP
process by improving in the following five areas.
S&OP MUST BE DECISION-ORIENTED
In Gartner’s 2020 Agenda Poll for Supply Chain Leaders, one-third of planning
leaders cited the lack of effective decision making in the S&OP meeting process
as the most critical problem to solve for their function’s overall performance.
Read more: The 7 Dimensions of Digital Supply Chain Planning
S&OP meetings become information-sharing exercises rather than the
decision-making process they’re supposed to be for many reasons. Some attendees
might want to leverage the meeting to showcase the great work they’ve done;
others are interested in doing a “deep dive” analysis on something that went
wrong. Neither contributes to the aim of the meeting. S&OP should be about
decisions and managing exceptions, not about reviewing data.
Rather than stuffing the meeting presentation with tons of analysis and
spreadsheets, it’s better to share those things ahead of time. A good rule of
thumb is that 80% of the slides shown at the actual meeting should require a
decision to be made based on the analysis and numbers that should already be
familiar to all participants.
S&OP MUST BE FOCUSED ON DELIVERING COMPANY OBJECTIVES
To create an effective S&OP process, it’s important to limit the scope and focus
on how the meeting can support the organization’s highest priorities. This works
best when a top-down approach is combined with a bottom-up approach.
The top-down approach identifies the small number of outcomes that S&OP will
deliver really well based on the priorities of the C-suite. The bottom-up
approach is the best method for solving the operational issues — process steps,
agenda items, roles and responsibilities. Once this is set up, the planning
leader must ensure that the meeting stays in line with the executive priorities
and continues to deliver value to the organization.
S&OP MUST BE A MEDIUM-TERM PROCESS
A recent Gartner survey shows that 27% of respondents still have an S&OP time
horizon that is less than 12 months, and 62% of respondents’ S&OP time horizon
is less than 18 months. Short-term S&OP drives more tactical discussions and
decisions in S&OP meetings and fails to enable the participants to look beyond
the 12-month horizon. However, many decisions need to be made well in advance,
such as building and increasing manufacturing or warehouse capacity or
negotiating contract volumes with suppliers.
Read more: Outside-In: A New Mindset for Supply Chain Planning
“S&OP should be a medium-term process that looks on the horizon between 3 and 18
to 24 months into the future. By tackling important issues well in advance,
planning leaders can ensure that things are done on time and for a reasonable
price,” Youssef says.
S&OP MUST BE SCENARIO-BASED
Most organizations wait for something to happen and then respond, but leading
companies plan for multiple eventualities to enable an agile response. For
example, companies that have a more mature planning process create multiple
supply response scenarios. This enables them to decide on the best solution for
the business. Reviewing a handful of scenarios at each S&OP meeting is also a
manageable amount, especially if it follows a structured process.
While basic scenarios can live in an Excel sheet, mature S&OP organizations
deploy advanced analytics tools to calculate scenarios and their impact on the
business in real time. If the database allows, analytics can even provide
decision support and make recommendations.
Download guide: Supply Chain Scenario Planning
S&OP MUST ALWAYS EVOLVE TO IMPROVE
S&OP is a process that must evolve in line with business requirements as well as
product and portfolio changes. Many improvements are incremental, but the
evolution can also occur in much larger leaps, when conditions demand it.
A significant refresh of S&OP may require an enormous level of effort and
investment in technology. When the new process is launched, it may be seen as a
great success. However, without a program of continuous improvements over time,
the new process will become stale, business requirements will change and S&OP
effectiveness will decline in the same way as the previous S&OP process.
Continuous change that adapts to whatever the business currently needs is less
flashy, but more ultimately, more sustainable.
EXPERIENCE SUPPLY CHAIN CONFERENCES
Join your peers for the unveiling of the latest insights at Gartner conferences.
View Conferences
Recommended resources for Gartner clients*:
How to Evolve Your S&OP to Create Business Value, by Michael Youssef
Improve S&OP Decision Making Through Scenario Planning
*Note that some documents may not be available to all Gartner clients.
LEADERSHIP VISION: 3 STRATEGIC ACTIONS FOR SUCCESS
Gartner Leadership Vision provides a data-driven view of 3 strategic actions for
functional leaders to be successful.
Learn More
LEADERSHIP VISION: 3 STRATEGIC ACTIONS FOR SUCCESS
Gartner Leadership Vision provides a data-driven view of 3 strategic actions for
functional leaders to be successful.
Learn More
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