Streamlining a Global O2C Process
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Streamlining a Global O2C Process

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Streamlining a Global O2C Process Streamlining a Global O2C Process Presentation Transcript

  • StreamliningA Global O2C Process Lew Bader SVP Global Order-to-Cash Pearson
  • About PearsonThe worlds largesteducation company,Pearson Education The Financial TimesThe Penguin Group
  • PEOPLE
  • People need to understand thevision• Chart the course• Employ Multiple Option Thinking• Take intelligent risks• Align Goals and Objectives to the vision.
  • SMART Goals Specific Measurable Achievable Realistic Timely
  • You can’t do it too much…Communicate Communicate Communicate
  • Plan and Train Formalize your Plan Knowledge Transfer Knowledge Cascade. DON’T RUSH IT!
  • Plan and Train Don’t forget your retained team!
  • CultureOne size DOES NOT fit allCultural differencesLocal business practices
  • TECHNOLOGY
  • AutomateStandardize EliminatePromote Customer Self-Service
  • Adopt Standard ToolsDevelop Buy Partner
  • PROCESS
  • What is your job?Record Orders?Deliver a product or service?Create and deliver invoices?Collect the cash? Deliver World-Class Service Improve the Customer Experience
  • Take stock of the current stateIs your business changing?What will you have to do in three years… … in3 months?Do you have a plan?
  • Best Practices• Align all of Order-to-Cash - Single Management• Business units focus on commercials…Not transaction processing• Centralize common and standard activities• Find a partner who can do it better than you
  • Governance• Establish effective governance. Meet regularly with: • Executive • Legal • Finance • Sales• Establish realistic credit limits
  • METRICS
  • What Gets Measured Gets Done!
  • Streamlining Global O2C METRICS WHAT GETS MEASURED GETS DONE!•Adopt standard metrics (DSO, Turnaround Results, Customer Satisfaction) and report on them regularly•Keep a scorecard on everyone’s objectives (Milestones, Achievements)