Simplifying sales and operations planning: analysing the influence of process steps on soft issues using design and engineering methodology for organisations

Abstract

Purpose: This research aims to study the relationship between the steps of Sales & Operations Planning (S&OP) and the emergence of soft issues, such as communication challenges, coordination bottlenecks, and conflict resolution difficulties. Design/methodology/approach: Employing the Design & Engineering Methodology for Organisations (DEMO), a business process mapping tool, it describes the steps within S&OP, uncovering its complexity, and identifying key interaction points. By mapping S&OP through DEMO, the study simplifies the process, uncovering potential sources of soft issues encountered by the members of S&OP. Findings: Anticipated findings include an interaction model illustrating communication patterns within the S&OP process, aiding in identifying conflictual stages. The research also identifies key soft issues associated with each step of S&OP. Additionally, the study confirms the robustness of certain process steps while recommending improvements, particularly regarding the involvement of top management. Research limitations/implications: The research acknowledges limitations, emphasizing potential constraints in the DEMO methodology, where only one Model of DEMO has been generated for S&OP. Implications include the need for further validation of the identified soft issues and continuous refinement of S&OP to address the challenges highlighted. Practical implications: This research also confirms the robustness of some of the steps and their importance, and it also recommends some improvements in specific stages like the ones related to the involvement of the top management. By tackling both the soft side of S&OP, and the complexity of this process, it provides direct insights to enhance these issues. Originality/value: This research contributes to the existing literature on S&OP by addressing both the soft aspects and the complexity of the process. The use of DEMO as a novel methodology adds originality to the study, paving the way for its potential application in future research within the operation field.