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Regular version of the site

Book chapter

Факторы успеха внедрения технологии планирования продаж и операций: российский и зарубежный опыт

С. 308-320.

It has been long acknowledged that sales and operations planning is of a great importance and value for a business. Nonetheless, every year surveys and reports prove that only a half of all businesses are satisfied with the process and refer to it as successful and effective. This leads to a natural question: what exactly impacts the successful S&OP implementation and execution? To answer this question surveys issued by large consulting companies were reviewed and most frequently proposed success factors and recommendations were chosen. These factors were then divided into several groups basing on what they are impacting and to what extent implementation team can affect them. And, finally, some recommendations aiming at the improvement of S&OP effectiveness were proposed.