The demand consensus meeting is one of the most important steps in Sales and Operations Planning (S&OP). Its output, the demand plan, serves as the foundation for all subsequent S&OP processes. This makes it crucial to focus on the right discussion topics during these meetings.
But how do you separate the essential from the non-essential? Which items deserve attention and which can safely be left to the models? The answer is: focus on exceptions.
In practice, demand planning teams rely on data analyses and exception reports that highlight issues such as high forecast errors, unusual sales patterns, or significant volume shifts. These are complemented by qualitative assessments, including product relevance, strategic importance, or executive-level attention.
Here are ten proven filters and approaches that help structure consensus meetings more effectively:
- Relevance filter: Discuss only products with significant revenue or major variances.
- Spotlight on new products: From approval through launch and post-launch tracking.
- Trend and seasonality check: Identify and discuss notable changes in demand patterns.
- Budget gap test: Any deviation >10% from plan requires review.
- Volume drivers: Pay attention to large customers and product families.
- Recurring issues: Revisit unresolved topics from the previous month.
- Data quality check: Address anomalies such as zero sales or imbalances.
- Buzz effects: Factor in viral trends, competitor moves, or new channels.
- Strategic importance: Some products matter far beyond their volumes.
- Forecast errors: Items with the largest deviations must always be on the agenda.
By combining solid data with sound judgment, consensus meetings become more focused, transparent, and effective — strengthening both decision-making and supply chain resilience.
Professional Development Tip:
If you want to deepen your expertise in planning and S&OP, the ASCM Planning Certificate is the perfect choice. Together with our accompanying webinar series starting on October 31, 2025, you’ll gain hands-on methods to lead consensus meetings more efficiently and elevate your supply chain competencies.
