Many organisations ask for a better communication between sales and production but they lack successful means to it. Sales department’s greatest interest is to do business and get deals. Winning cases means usually making promises to customers while trying to balance between the capacity of own production and being able to give attractive offers. Those promises can set unnecessary burden to the production if the resource management is not transparent and controlled.
Here are few examples of poor communication and consequences of it. Do you recognize any?
Silverbucket’s viewpoint the communication is activated so that sales makes
resource allocations, at least for the unnamed role needs, for the prospect
projects. They create a prospect project or add named or unnamed roles for the
project and make resource allocations. The prospect projects get a probability
so that the allocations are scaled in the main graph (Picture 1: Reservations View). The transition from the
offer phase to production goes smoothly when the needed persons and their
allocations are recognized and visible already in beforehand. This way the resource managers can pursue
proactive resource allocation management.
Picture 1. In the reporting view it is possible to look at the potential load effect of the prospect projects if they go to production.
Picture 2. It is also possible to view at the ongoing tenders if the prospect projects and their resource allocations are up-to-date. You can list all the prospect projects and view the total amount of allocations.
Better communication between sales and production generates transparency to sales pipe, which is followed by a smooth transition from offer phase to production. There are less human resource challenges and resource managers can cut extinguishing fires. The big picture and goal is that the cooperation is as seamless as possible and the right human capacity is assured for the projects. This way the working time is optimized in many ways.