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How to influence change: Convincing the Operations Manager

I am in charge of sales and marketing of industrial sugar . Have a new order for a very specific sugar product, that should start production in 12 months time. For this, one of our plants should undergo significant adaptations to the current site which will include the addition of a new piece of equipment and a large extension to the plant. The Operations Manager, who is responsible for the factory has given a firm no - however, this is the best option available.

What can be done in this situation to convince the Operations Manager to take on the manufacture of this new product?

- How might I influence the Operations Manger round to your way of thinking?
- How might I overcome their objections?
- Who else might I involve?
- What are the alternative approaches ?
- What negotiation skills can be used and why?

Solution Preview

One of the oldest challenges in any business is the relationship between sales and marketing and the operations managers at the plants. Whether its capacity demands from sales toward managers to meet a sales target, or a marketing campaign such as a specific sugar as is the case here. The burden typically falls on sales and marketing to justify their new product or idea to the operations manager in order to gain the necessary buy in required to continue with the product. Some of the obstacles that the sales manager must overcome and suggestions for solutions are as follows:

How might I influence the Ops Mgr to buy into my way of thinking?

One of the most powerful tools that can be used to convince an unpersuasive Ops Mgr into your way of thinking is to inundate them with data. Gather sales forecasts, proof of orders, demand numbers, statistics that show the return on investment for the Ops Mgr and his / her Plant. The goal is to take away all the argument through ...

Solution Summary

One of the oldest challenges in any business is the relationship between sales and marketing and the operations managers at the plants. Whether its capacity demands from sales toward managers to meet a sales target, or a marketing campaign such as a specific sugar as is the case here. The burden typically falls on sales and marketing to justify their new product or idea to the operations manager in order to gain the necessary buy in required to continue with the product. Some of the obstacles that the sales manager must overcome and suggestions for solutions are as follows...

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