“You are entitled to your opinion. But you are not entitled to your own facts.”
Daniel Patrick Moynihan
Once I conducted an S&OP audit at a country organisation that was 𝐟𝐚𝐦𝐨𝐮𝐬 𝐟𝐨𝐫 𝐢𝐭𝐬 𝐞𝐱𝐜𝐞𝐥𝐥𝐞𝐧𝐭 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐫𝐞𝐬𝐮𝐥𝐭𝐬 𝐚𝐧𝐝 𝐭𝐞𝐚𝐦 𝐜𝐮𝐥𝐭𝐮𝐫𝐞. I was wondering what it was that they were doing differently than the other S&OP teams.
At the Executive S&OP board meeting, there was a highly engaged discussion about how to best tackle a big business opportunity. Each function lead was openly sharing the own 𝐨𝐩𝐢𝐧𝐢𝐨𝐧, and several conflicting strategies were proposed. Finally, the Managing Director looked at the S&OP lead, who had not said a word yet, and she asked him: “What do the 𝐟𝐚𝐜𝐭𝐬 tell us? Could you provide us an overview?” The S&OP lead was explaining the situation based on historical data and different scenarios. He also 𝐜𝐨𝐧𝐧𝐞𝐜𝐭𝐞𝐝 𝐭𝐨 𝐭𝐡𝐞 𝐨𝐩𝐢𝐧𝐢𝐨𝐧𝐬 of the department leads. Quickly the team came up with a plan that was well understood and supported by everybody.
A 𝐬𝐨𝐥𝐢𝐝 𝐬𝐞𝐭 𝐨𝐟 𝐟𝐚𝐜𝐭𝐬 and 𝐫𝐢𝐠𝐡𝐭 𝐛𝐞𝐡𝐚𝐯𝐢𝐨𝐮𝐫𝐬 are the secret of success!