Sales & Operations Planning (S&OP) / Integrated Business Planning (IBP) Training Course

Introduction

The Sales & Operations Planning (S&OP) / Integrated Business Planning (IBP) Training Course is a high-impact program tailored for supply chain, finance, operations, and commercial leaders seeking to align strategy with execution across the enterprise. In today’s complex and rapidly shifting business environment, effective S&OP and IBP are essential for balancing demand and supply, improving forecast accuracy, and driving cross-functional collaboration. This course equips participants with the skills to design, implement, and optimize S&OP and IBP processes that increase visibility, agility, and profitability.

S&OP and IBP are critical to achieving synchronized planning across all business units—including sales, marketing, finance, operations, and supply chain. Through hands-on frameworks and industry best practices, participants will learn how to integrate strategic planning with operational execution, enhance scenario planning, and establish governance structures that sustain continuous improvement and accountability across planning cycles.

Target Audience

• Supply Chain and Operations Managers
• Demand Planners and Forecasting Professionals
• Finance and Strategic Planning Executives
• Sales and Commercial Directors
• Business Unit Leaders and General Managers
• S&OP/IBP Project Leads and Process Owners
• ERP and Planning System Analysts

Duration

10 Days

Course Objectives

1. Understand the principles and benefits of S&OP and IBP
2. Design and implement an effective S&OP process
3. Align supply, demand, and financial plans across functions
4. Improve forecast accuracy and demand planning
5. Integrate strategic, tactical, and operational planning
6. Enable better decision-making through scenario modeling
7. Establish performance metrics and governance structures
8. Leverage digital tools and technologies to support IBP

Course Content

Module 1: Introduction to S&OP and IBP

• Definitions and evolution of S&OP and IBP
• Benefits of integrated business planning
• Key components of a mature planning process
• Differences between S&OP and IBP
• S&OP as a competitive advantage in supply chain

Module 2: Demand Planning and Forecasting Fundamentals

• Forecasting techniques and data inputs
• Collaborative demand planning with stakeholders
• Managing demand variability and forecast error
• Role of sales and marketing in demand planning
• Leveraging historical and real-time data

Module 3: Supply Planning and Capacity Management

• Aligning supply with demand signals
• Inventory optimization strategies
• Capacity planning and constraint analysis
• Role of suppliers and production in S&OP
• Balancing service levels, cost, and efficiency

Module 4: Financial Integration and Scenario Planning

• Linking operational plans to financial outcomes
• Budgeting and financial alignment in IBP
• Cost modeling and revenue projection
• Scenario planning for risk and opportunity
• Trade-off analysis across planning options

Module 5: S&OP Meeting Design and Governance

• Monthly S&OP cycle and calendar
• Pre-meeting preparation and data validation
• Executive S&OP meeting structure and outcomes
• Cross-functional collaboration and ownership
• Escalation processes and decision rights

Module 6: Performance Metrics and Continuous Improvement

• KPIs for S&OP/IBP performance
• Planning accuracy and bias measurement
• Root cause analysis for plan variances
• Feedback loops for process refinement
• Benchmarking and best-in-class practices

Module 7: Technology Enablement in S&OP and IBP

• Planning software and digital tools overview
• Integration with ERP, APS, and BI systems
• Dashboards and visual analytics
• Advanced analytics and AI in planning
• System implementation and change management

Module 8: Maturity Models and Strategic Alignment

• Assessing S&OP/IBP maturity levels
• Roadmap for IBP implementation
• Aligning planning with corporate strategy
• Building organizational capability and culture
• Case studies of successful S&OP/IBP adoption

General remarks

• Customizable courses are available to address the specific needs of your organization.
• The participant must be conversant in English
• Participants who successfully complete this course will receive a certificate of completion from Lenol Development Center.
• The course fee for onsite training includes facilitation training materials, tea break and lunch.
• Accommodation and airport pick up are made upon request
• For any inquiries reach us through info@lenoldevelopmentcenter.com or +254 710 314 746
• Payment should be made to our bank