How to prevent your tpm project from failing


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How to prevent your tpm project from failing

  1. 1. How to Prevent Your TPM Project from FailingMay 18, 2011
  2. 2. Meet the ExpertsJoel CartwrightTradeInsight Powered by MEIDirector, Pre-Sales ConsultingPam KiessTradeInsight Powered by MEIProject Manager 2
  3. 3. Today’s Plan MEI Overview Preview Common Pitfalls How to “Course Correct” Q&A
  4. 4. About Us Established in 1983 Headquartered in Montreal, Canada Client base is made upOver 50 Employees located 50+ clients ranging from throughout North America $40M to $3B+ in sales A leading developer of TPM software that enables CPGcompanies to successfully plan, execute and analyze all SaaS based, backwardaspects of the trade promotion compatible solution management cycle
  5. 5. Clients Successful with TPM
  6. 6. Nearly 4 in 10 of all TPM Implementations Fail* * 38%, according to the MEI 2010 Trade Promotion Management Survey
  7. 7. Why We’re Here…High open deduction balanceInventory/Service level issuesOver/Under trade spend accrualsSignificant use of ad hoc toolsMistrust of information
  8. 8. Choose Your Course
  9. 9. 10 Common PitfallsX X X Absent or Lack of Sales Poor change ineffective involvement management processesX Inadequate training X IT and/or data constrained solutions X Insufficient resourcesX Disconnect with organizational strategy X Deficient project sponsorship X Complex processes and/or functionality X Failure to complete project
  10. 10. Common Pitfalls Absent or Lack of Sales Poor change ineffective involvement management processes IT and/or data Insufficient Inadequate training constrained resources solutions Disconnect with Deficient project Complex processes organizational sponsorship and/or functionality strategy Failure to complete project
  11. 11. Lack of Sales Involvement Imposed systems and controls can result in poor compliance, lower data integrity and limited management value Critical to involve Sales in the roll out and ongoing •  Engage key Sales Leader(s) as Sponsor •  Include sales colleagues on TPM teams •  Identify Agents of Change in organization to champion
  12. 12. Poor Change Management Align management with project goals Address change in job function and expectations within key roles Align performance goals, KPI’s and incentives Demonstrate and deliver value to stakeholders Provide for and respond to feedback
  13. 13. Inadequate Training1.  Identify experience gaps & tailor training to audience2.  Ensure strong power-user community3.  Provide ongoing training & development opportunities4.  Adopt Train-the-Trainer approach5.  Invest in brokers too!
  14. 14. Complex Processes or Functionality
  15. 15. Complex Processes or FunctionalitySimplify, simplify, simplify!•  Balance control and ease of use•  Leverage industry/vendor best practices•  Avoid exception-based processes Document processes!…in a manner easily understood by stakeholders
  16. 16. IT/Data Constrained Solutions 1.  An issue of cost and priorities versus capabilities 2.  Revisit implementation assumptions and seek new perspective 3.  Data Integrity is VITAL to instill confidence in users
  17. 17. The Road to Success Current Process Enhanced Compliance Processing Costs Cost Reduction Trade Effectiveness Improved Productivity Optimization & Accuracy Trade Hidden Costs Savings Managed Automated Manual
  18. 18. Back to the Drawing Board? Relaunch
  19. 19. In Your words… Challenges?
  20. 20. Thank You QA &
  21. 21. Contact InformationJoel Cartwrightjcartwright@tradeinsight.com859.491.0042Pam Kiesspkiess@tradeinsight.com303.680.6652