Improving Large Sales Opportunity Identification Process : Proposal for Developing Demand Plan Accuracy
Syvänen, Tuomas (2020)
Syvänen, Tuomas
2020
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202005087869
https://urn.fi/URN:NBN:fi:amk-202005087869
Tiivistelmä
This thesis focuses on improving the identification process of large sales opportunities in a mid-sized Finnish technology company with a high mix-low volume business. Improving the ability to react on possible large sales opportunities is interesting from supply chain perspective, especially when majority of company’s manufacturing is executed in an Assemble-to-Order basis.
In this study, qualitative and quantitative data collection methods were used, and the selected research method was action research. Current state analysis was conducted to build understanding and awareness of the process and its challenges. The main data sources were questionnaires, key stakeholder interviews, workshops and the case company’s internal material. Based on the collected data, strengths and weaknesses of the current process were identified. Relevant literature was researched in order to find the best practices to improve the process and a conceptual framework was created based of these findings. The conceptual framework was then used in building a draft of an improved process.
As a result, a proposal for an improved large sales opportunity identification process was created with specific improvement actions together with some ideas for further development. Implementing these actions, would help the case company to improve the efficiency of large sales opportunities identification process.
In this study, qualitative and quantitative data collection methods were used, and the selected research method was action research. Current state analysis was conducted to build understanding and awareness of the process and its challenges. The main data sources were questionnaires, key stakeholder interviews, workshops and the case company’s internal material. Based on the collected data, strengths and weaknesses of the current process were identified. Relevant literature was researched in order to find the best practices to improve the process and a conceptual framework was created based of these findings. The conceptual framework was then used in building a draft of an improved process.
As a result, a proposal for an improved large sales opportunity identification process was created with specific improvement actions together with some ideas for further development. Implementing these actions, would help the case company to improve the efficiency of large sales opportunities identification process.