How to sell S&OP internally? Avoid the penguin zone!

02. June 2022

Last week in the iBsing pioneers call we discussed the topic “How to sell S&OP internally?”. Nearly 20 S&OP / IBP practitioners from different industries and regions joined the call. The breakout groups discussed an impressive number of ideas how to address typical objections against S&OP (see post-it notes).

Alexandra Eberhard, Director Supply Chain Global Pharma at Selectchemie AG, provided an excellent introductory presentation. Here are Alexandra’s key take-aways:
⇨ Early C-level involvement and buy-in.
⇨ Listen and improve. Don’t assume, ask.
⇨ Adapt your speech and WIIFT!
⇨ Repeat, repeat, repeat!
⇨ Make them insiders & become an insider.
⇨ Add value & focus on solutions
⇨ Use people’s competitive nature and make it fun!
⇨ Make it easy & understandable.
⇨ Focus on few & important goals.
⇨ Communicate easy, use the same language and 𝒔𝒚𝒎𝒃𝒐𝒍𝒔.

By the way, the 𝒑𝒆𝒏𝒈𝒖𝒊𝒏 is used in Alexandra’s S&OP as a 𝒔𝒚𝒎𝒃𝒐𝒍 for the “𝒇𝒓𝒐𝒛𝒆𝒏 𝒑𝒆𝒓𝒊𝒐𝒅”. The commercial teams are crystal-clear about the importance of proactive tender information outside of the “𝒑𝒆𝒏𝒈𝒖𝒊𝒏 𝒛𝒐𝒏𝒆”.
Thanks to Alexandra and all participants in the iBsing pioneers call.


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