The Role of Forecasting and Strategic Consensus in Improving S&OP Process Performance: The Dafram S.p.A. Case

The thesis investigates the role of forecasting and strategic consensus in enhancing the performance of the Sales and Operations Planning (S&OP) process, with a specific focus on the case of Dafram S.p.A., a leading Italian valve manufacturer. Through a combination of quantitative and qualitative analysis, the research aims to explore how effective demand forecasting and alignment of strategic priorities among various management levels contribute to improving S&OP outcomes. The first part of the study delves into the theoretical foundations of demand forecasting within the S&OP framework, discussing both qualitative and quantitative methods that enable companies to anticipate future market trends and customer demand. The emphasis is placed on how forecasting tools, if correctly integrated, can significantly enhance decision-making processes across departments, ultimately optimizing operational and strategic planning. The second part addresses the concept of strategic consensus, defined as the shared understanding of organizational goals across different management levels, and its critical importance in achieving alignment within the S&OP process. Using a quantitative approach, this section and the following one introduce the calculation of within-group strategic consensus through structured questionnaires distributed among Dafram’s management team. The results aim to quantify the degree of consensus and its impact on decision-making effectiveness. In the final part, the qualitative analysis focuses on Dafram S.p.A.'s current S&OP process and strategic alignment. The objective is to assess how well the company's strategic priorities are harmonized across different departments and to provide actionable recommendations for improving the integration between strategic goals and operational execution. The analysis includes suggestions for enhancing both forecasting accuracy and strategic alignment to further refine Dafram’s S&OP process and boost overall performance. To conclude, the combination of quantitative metrics and qualitative insights provides a comprehensive evaluation of how forecasting and strategic consensus can drive better operational outcomes and ensure long-term strategic success within the context of S&OP.