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Oliver Wight EAME Blog

How to Convince Your Colleagues that Integrated Business Planning is Best for Your Business

11 June 2019


So, you’re sold on the idea of Integrated Business Planning and want to make a case for change, but you’re sensing hesitation from your colleagues in Product, Sales, Marketing and Finance functions. Maybe they don’t fully understand what IBP is or the huge benefits it can bring to not only their core functions but in aligning the entire business. Here are some tips to help them understand just what IBP is capable of:

 

No. 1: Explain What IBP Does That S&OP Doesn’t

Sales & Operations Planning was originally designed to be a ‘holistic business planning process’ but over the years it became almost synonymous with a supply chain or logistics solution. Oliver Wight decided to evolve S&OP to Integrated Business Planning, ensuring full business integration across all functions. 

 

Some key differences between the two processes:

  • S&OP is focused on demand and supply, whilst IBP is focused on integrating the entire business
  • Many businesses find themselves firefighting, even with an S&OP process in place, but IBP plans for agile responses and utilises forward planning on a 4 to 36 month rolling horizon 
  • Although S&OP creates a managed working environment, IBP takes it to the next level, creating an empowered environment
  • With S&OP, a business may have multiple agendas, but IBP ensures an integrated business objective so that everyone in the organisation is on the same page

 

WHAT’S IN IT FOR SALES & MARKETING

 

Tip No. 2: Utilise the ‘What If’ Factor

More often than not, for someone to truly understand and support an idea, they need to be educated on the ‘what if’. In other words, why settle for ‘good’ when you could be great with IBP?

 

What if your business was to miss out on:

  • Increased net sales
  • Reduced global inventory
  • Higher levels of financial accuracy
  • The entire business working from one set of numbers
  • Forecast errors halved
  • Production savings

 

Whats in it for Finance 

Tip No. 3: Provide Real Success Stories

Take a look at our Customer Profiles to read some of the key issues faced by our clients across a range of industries. Two great examples of IBP delivering huge results for businesses are leading providers of plumbing and indoor climate solutions, Uponor and global gear pump manufacturer SunTec. Make sure to watch our latest webinar to hear expert advice from Oliver Wight Partners on how you can make an impactful case for change, ready to present to top management. Why not share the link with your colleagues too?

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