With Change comes Discomfort & Risk

Following the Kick-off event for an Executive S&OP implementation, the President of one of our clients said: "We're facing an enormous amount of change and I hope all of you are as uncomfortable as I am. If not, you either don't think this is going to happen or you don't get it, because this is very different from what we do today. Either one is dangerous, because we are going to do this. And we will make it work."

This solidified in our minds the following:

•    In substantive change, there is no comfort.
•    In comfort, there is no substantive change.

Executive S&OP is one of the best 'bangs for the buck' a company can get, but the people must be willing to endure the necessary discomfort. That's why we recommend the Pilot Approach to implementation - to minimize the risk and to ease the discomfort. Our book Sales & Operations Planning: The How-To Handbook is all about this approach and it works every time if followed.


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