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Operations giving Sales the right date to quote without ERP

Selling products on standard lead times cannot continue when there is high due date performance and big sales growth. Something has to give. When sales are growing fast the load on the key resources by definition must also increase. When the load exceeds the capacity the lead times increase and delivery performance deteriorates.

How can Operations ensure the delivery dates are always met despite the growth in sales?

The lead times and delivery performance are determined by very few resources. Consequently the loading of only the few key resources must be monitored closely.
Due-date commitments are given based on the actual load already committed on the key resources and not standard lead times.

This ensures Operations give delivery dates to sales that can be met and there is a real time measure of capacity available. The “committed” date must be available to sales within minutes, as the perception of service and value to the customer for real time communication between Operations and Sales is huge. Ask your sales team, hollow promises are what the market is used to. Trusted commitments could make the difference between winning and losing the sale.

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