The Sales and Operations Planning Report

The Sales & Operations Planning Report



A senior executive-led business risk management process

This survey and white paper from Protiviti and APICS, the global leader and premier source of the body of knowledge in operations management, seeks to add further to the research on emerging sales and operations planning (S&OP) best practices and capabilities. It should prompt leaders to question, and help them understand, the maturity of S&OP at their own companies. In addition, leaders can use this as a framework to take the lead to improve S&OP, and by extension, their overall value chain risk management and control capabilities.

These are challenging times for product producers. Recent research shows that supply-related risks now rate as the single top threat to companies’ revenues. As a result, organizations have become sensitive and highly vulnerable to supply interruptions. Since customers increasingly demand more choices, flexibility and lower costs, their loyalty is not a guarantee. At the same time, emerging risks, as well as traditional value chain risks and challenges, are causing executives and stakeholders to demand comprehensive risk management practices and capability design and implementation to protect their interests and help ensure growth and profit targets are met. S&OP has reemerged as a proven and leading value chain risk management practice for executives and managers in top companies.