โWhen we give ourselves permission to failโฆwe at the same time, give ourselves permission to excel.โ (Eloise Ristad)
In yesterdayโs iBsing pioneers call we discussed the ๐๐ข๐ง๐๐ง๐๐ข๐๐ฅ ๐ซ๐๐๐จ๐ง๐๐ข๐ฅ๐ข๐๐ญ๐ข๐จ๐ง ๐ข๐ง ๐&๐๐ between commercial and operations. Here some highlights from our discussion.
๐๐๐๐ก๐ง๐ข๐๐๐ฅ ๐๐ก๐๐ฅ๐ฅ๐๐ง๐ ๐๐ฌ:
- ๐ซ๐๐๐: must be comparable, units of measure need to be clear, average selling need to be accessible, level of error needs to be proactively communicated
- ๐บ๐๐๐๐๐: Product families must be segmentedย for reconciliation, statistical forecasts needs to be broken down at country/SKU level and dollarized
- ๐น๐๐๐๐๐๐๐๐: solid metrics and analysis capabilities (bias, FC evolution, etc.) to make disconnects visible
๐๐ฎ๐ฅ๐ญ๐ฎ๐ซ๐๐ฅ ๐๐ก๐๐ฅ๐ฅ๐๐ง๐ ๐๐ฌ:
- ๐ป๐๐๐๐๐๐๐๐๐๐๐ ๐๐๐ ๐๐๐๐๐: Failure is ok, hiding information is not ok
- ๐ฌ๐๐๐๐๐๐๐๐๐: If the commercial team does see the benefit of financial reconciliation to grow the business, the Finance team will get engaged with pleasure.
- ๐ช๐ฌ๐ถ must be a role model for transparency, trust and engagement
๐๐ก๐ ๐๐ฎ๐ฅ๐ญ๐ฎ๐ซ๐๐ฅ ๐๐ก๐๐ฅ๐ฅ๐๐ง๐ ๐๐ฌ ๐๐ซ๐ ๐ญ๐ก๐ ๐ญ๐ซ๐ข๐๐ค๐ฒ ๐จ๐ง๐๐ฌ! ๐๐ ๐ซ๐๐๐?
Thanks to Fabienne Coombs for an exceptionally clear and creative presentation on the topic and all the participants for the excellent discussions in the breakout sessions! S&OP/IBP practitioners who want to join our regular cost-free calls, please let me know!