sales operations planning

At Perlinski & Company, we believe that the core of any company is the ability for its executives and employees to work in concert to efficiently deliver its product or service to its customer.

In order to achieve this goal and have a strong core, alignment and commitment are required at all levels. The way to achieve alignment and commitment is through communications. Over the last two decades, a great deal of study has gone into the benefits of highly structuring the detailed communications required to optimize a company across all functions. The result of these studies has become the modern Sales and Operations Planning (S&OP) process.

A survey, published by Aberdeen Group (2005), indicated that best in class companies reported 12.5% higher % gross margin than industry norm, and 23% higher than those with less integrated and focused S&OP practices. For a company with $500 million in annual revenue, this difference amounts to $60 million in annual gross margin versus the average company, and $115 million versus the laggards.

Ask yourself the following questions:

  • Is there a clear link between the business plan and the operations of each department?
  • Do you have an effective means of orchestrating all departments towards the same targets?
  • Does your planning process yield a realistic plan capable of achieving the company‚Äôs objectives?
  • Are decisions ever made in Operations, Marketing, Finance, Sales, Service or Product Development that surprise other organizations?
  • Do your detailed operating plans and projects clearly support a master game plan?
  • Do you have one set of numbers visible to all?
  • Do you have balance in supply and demand while maintaining focus on P&L?
  • Do you typically discuss

What, (who?) caused this problem?
Or…
How will we meet the numbers?

To ensure alignment between sales and operations, Perlinski & Company has authored best practices around the integration of these core capabilities within an organization as depicted below to achieve a an effective S&OP practice.

in our own words

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P&C Expansion into the Public Sector

Perlinski & Company (P&C) consultants have decades of experience in successful performance assessments, project planning, execution and implementation in the private, public and government sectors. We have successfully completed several Performance Audits for the State of Utah and are expanding to other states.

Giving Back to the Community

At P&C we strongly believe in giving back to the community, we have recently joined the Temecula Valley Chamber of Commerce in a concerted effort to strengthen corporate ties with surrounding communities. P&C executives will actively participate in outreach programs, business summits, and events in hopes of sharing our success and bettering our community. We hope to expand our outreach efforts to our offices in Orange County & the Bay Area. Please visit the Temecula Chamber of Commerce website for more information and check back with us often for updates and news of upcoming Perlinski & Company community sponsored events near you. You can also follow us on Twitter: @perlinskico.com

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