World Class Integrated Business Planning Blue PrintPosted by Drew Larson on March 29th, 2016 Markets that 21st century organizations compete in are increasingly dynamic, complex battlefields. Financial success in such battlefields hinges on developing new levels of planning, execution, and continuous improvement capabilities. With this basic principle in mind, and building on lessons learnt from helping hundreds of global corporations deal with operational complexity and variability, we have formulated a unique set of process & technology innovations. We call this set of innovations the mPower system for Integrated Business Planning. What are the capabilities that mPower provides to help an organization become world class at IBP? A typical global corporation is competing in multiple market segments simultaneously (multiple product categories, different market regions). Let us consider each “market segment” that the corporation competes in as a battlefield. The objectives for the market segment can be different at different points of time, ranging from share growth to profit harvesting. Each market segment has different needs and requires specific strategies around product (features, variety, cost, time to market), marketing (launch, advertisement & promotion vehicles, pricing), sales (different channel types, distribution reach), and supply chain (cost, order lead times, flexibility and product configurability). The mPower approach calls for a management system that drives the decision making across R&D, Marketing, Sales, Supply Chain and Finance to be synchronized in a way that achieves the enterprise’s goal as a whole in the battles for every market segment. The mechanism to drive this synchronization is the Integrated Business Plan. The Integrated Business Plan is the financial plan for the enterprise made up of the detailed battle plans for each Market Segment. The detailed battle plans comprise of sub-plans (functional plans) for Product development, Marketing, Sales, Supply Chain and Finance with clear ownership established. As battle conditions change, the system creates rapid synchronization across all the sub-plans to still achieve the objectives of the overall financial plan and the objectives of the battle plan for each Market segment. For example, let us say that the battle plan for a particular market segment has been drawn up with a product sub-plan calling for certain features to be delivered in the upcoming launch of a product. However, marketing has come up with intelligence that a competitor is bringing in a couple of features that might change the nature of the battle. Going after these new features could:
What is the right decision? To make an “Optimal” fact based decision the following questions need to be answered rapidly:
Making the above decision clearly requires a rapid dialog between Product Development, Supply Chain, and Sales & Marketing & Finance. Once the decision is made, it has to be reflected in the changed sub- plans of sales, marketing, product, supply, and finance organizations, with clear accountability. For another example, let’s assume that the finance organization recognizes the need for a 10% reduction in the budgeted costs because revenue is not trending to plan for a market segment. What is the best place to make the cost cuts across R&D, Sales, Marketing, Supply Chain, or a combination if the goal is to minimize the impact on the objectives in the financial plan? How such decisions are made by the various functions in their sub-plans and rapidly synchronized across the other functional sub-plans in the enterprise will be the key to winning in the battlefields that are 21st century markets. With that context, the key elements of the mPower system for IBP are the following: A.) End-to-End Visibility – Available at the fingertips of management
B.) Plan Creation Process – Aligning Market Opportunities, Strategies, Resources, and Initiatives
C.) Plan Execution & Plan Adjustments – Quick, Optimal Response to Variations, and Rapid re-synchronization of plans
D.) Post Game Analytics – Driving Accountability & Continuous Improvement
About the Author o9 Solutions have built an Intelligent Decision Management Platform for Visibility, Analytics, Planning, Collaboration, and Continuous Improvement across Sales, Supply Chain, Product Innovation, Integrated Business Planning & more. Its system that changes when the business changes. Management made smart, simple, and fun. Like it? Share it!More by this author |