Operational excellence cannot be achieved by technology alone. An effective sales and operations planning process is essential to successfully implementing any integrated management system. "Enterprise Sales and Operations Planning" illustrates the effective real-world implementation of this powerful process.

Enterprise Sales and Operations Planning illustrates:

  • How sales and operations planning can improve operational performance including on-time customer deliveries, inventory control, quality and profits

  • How people and processes, not just technology, ensure success

  • How to implement the mechanics of S&OP to improve a company's top-line revenue and bottom-line performance by linking strategy to execution

  • How S&OP can be used successfully to anticipate downturns and upturns in business so that companies can consistently achieve their financial goals

  • How companies using this method have improved execution of business strategies which leads to increased market share and shareholder value

Course Overview


Traditional business models measure and hold executives and managers accountable for

achievement of annual plans which are often underpinned by assumptions that in a fast

changing world are no longer relevant. Sales & Operations Planning has been enhanced to

match the challenges of the new world.

This course provides a practical understanding for managers, team leaders and project

leaders of the role of Integrated Business Planning and its powers to maintain plans across

the business that are relevant to changes in the company and its marketplace. It enables

them to design the management process for Integrated Business Planning and to

understand the supporting processes required to make it robust, and outlines proven

methods for successful introduction and management.

Course Objectives & Benefits:

v     Understand the needs of the business and how integrated Business Planning can be used to control it day by day whilst driving to its strategic goals

v     Design and implement the processes for Integrated Reconciliation leading to a successful Management Business Review and educate its users

v     Understand the roles of the product co-coordinator, the demand manager, and the supply planner and work with them to design and implement all its elements of a seamless company process

v     Understanding of the process in sufficient depth to enable its application to the entire business

v      Establish the process to interpret the messages and information from all parts of the business and prepare management information for effective senior decision making in the Management Business Review

v     Interface with other business units and users in a large company to ensure that this process is a robust fit with others

v   Use the Oliver Wight Proven Path process and workshops to accelerate implementation and understand the role of the Oliver Wight ABCD Checklist to set excellent standards

v      Facilitate senior managers in the use of the process and stop them from its abuses through old behaviours

v      Establish the sting knowledge of all participants and design the education plan for successful implementation and management


Your Take-aways:

v     The value of Integrated Business Planning in the business and how it can be used to tackle significant issues.

v     How the entire process works and how it is adapted for complex situations

v    In overview how to set up and design the supporting elements in Product Management, Demand  Management and Supply Management

v     In detail, how to design and implement the integrated reconciliation element to give an ongoing picture of the business and its issues

v   How to agree and establish the agenda and report pack for an efficient Management Business Review and the role of the Integrated Business Planning coordinator

v     How to analyse and present issues for resolution at the Management Business Review

v      How to implement a new process using the Oliver Wight Proven Path process and how to establish the company timetable for its everyday use

v    The role of the Oliver Wight Class A Checklist for Business Excellence in setting excellent standards for the process

v     The roles of all the key people in the process and its supporting steps and the imperative behaviours for success


About the Instructor



Peter Metcalfe brings a wealth of experience in Marketing, Sales, Finance and Strategic Planning. He has spent 28 years working for major ‘blue chip’ Consumer Goods businesses and has a passion for delivering best practice integrated business processes to ensure efficient bottom-line success. He has specialist experience in implementing Global and Local Sales & Operations Planning processes

In addition to front line Sales & Marketing experience, Peter has implemented Global and Local Sales & Operations Planning processes with a strong emphasis on Strategic Deployment, Demand Planning and Product Management. He has worked closely with Supply Chain, Finance and Human Resource professionals to ensure that the Commercial aspects of Business Planning are integrated to all cross-functional planning activities.

Peter complements his sound technical and practical experience with the Oliver Wight Proven Path approach to solving business problems with a personal style that is equally effective at all levels of organization. He provides practical and professional guidance and education services with a special emphasis on the integration of Commercial Management and Supply Management processes.



Master Class Registration Details

Date & Time:

18 & 19 May 2010, 0900hr - 1700hr


TLI - Asia Pacific Executive Learning Centre, NUS
(location map)

Fee (nett):

S$ 499.00
10% discount available for the following:
- Members of SBF, SMa, SLA.
- NUS/DMP Alumni
- Group of 3 from the same company


A Certificate of Attendance will be issued to participants who have attended the 2-day Masterclass.