FOODSERVICE JBP GUIDEBOOK The Partnering Group Operator-Manufacturer Joint Business Planning Process...
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Transcript of FOODSERVICE JBP GUIDEBOOK The Partnering Group Operator-Manufacturer Joint Business Planning Process...
FOODSERVICE JBP GUIDEBOOK
The Partnering Group
Operator-Manufacturer Joint Business Planning Process Guidebook and Worksheets
October 2015
The Partnering Group
PURPOSE
This Guidebook is intended to provide Joint Business Planning Practitioners with the process, principles and worksheets to guide their work as business partners.
The Guidebook was developed through the work of an Industry Board made up of 15+ companies led by TPG and IFMA.
It is our intention that the worksheets will be used by the industry as a Best Practices approach to building Joint Business Plans.
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The Partnering Group
DEFINITION - JOINT BUSINESS PLANNING
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Foodservice Joint Business Planning is an
ongoing collaborative process for partners
to identify, prioritize and execute mutually
advantageous initiatives intended to
improve patron’s experience and drive
financial results.
The Partnering Group
CONTENTS
• Foodservice Joint Business Planning (JBP) Best Practice Process
• Process Relationship Diagram
• Process Inputs & Outputs
• The Worksheets
1A. Approvals Tracker
1B. Category Insights Summary
1C. Prioritized Opportunity Summary
1D. Opportunity Insights Summary
3A. Tactical Development Roadmap & Testing Plan
3B. Tactical Development Feedback & Approvals Tracker
5A. Scorecard Performance Analysis (2B)
5B. JBP Learnings & Impact
5C. Plan Communication and Refinements Summary
2A. Key Initiative Summary
2B. Scorecard & Targets
2C. Initiative Team Grid
2D. Key Initiative Summary
4A. Launch/Roll-out Plan
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FOODSERVICE JBP BEST PRACTICE - THE PROCESS
The Partnering Group5
Discovery& Strategic Alignment
Goal Setting &
Initiative Design
LaunchReview
&Refine
① Share Corporate strategies
② Understand capabilities & requirements
③ Identify & prioritize common opportunities
④ Analyze & identify relevant insights
① Leverage opportunities & agree on priority initiatives
② Build scorecard & align on goals & timing
③ Identify development teams
① Collect & assess progress vs. scorecard
② Discuss successes & opportunities for improvement
③ Make plan adjustments
Tactical Development
& Testing
① Build tactical roadmap & testing plan
② Complete tactical development & testing
① Create and communicate launch plan
② Implement/ roll-out/ launch initiative
Align & Proceed
Align & Proceed
Align & Proceed
Align & Proceed
FOODSERVICE JBP BEST PRACTICERepresenting the Ongoing Work of a JBP Relationship
Discovery& Strategic Alignment
Goal Setting &
Initiative Design
LaunchReview
&Refine
TacticalDevelopment & Testing
LaunchReview
&Refine
TacticalDevelopment & Testing
LaunchReview
&Refine
TacticalDevelopment & Testing
Relationship & Opportunity EvolutionInitiative Execution
The Partnering Group6
FOODSERVICE JBP - PROCESS INPUTS/OUTPUTS
Discovery& Strategic Alignment
Goal Setting &
Initiative Design
LaunchReview
&Refine
TacticalDevelopment
& Testing
Inputs
Outputs
Inputs
Outputs
Inputs
Outputs
Inputs
Outputs
Inputs
Outputs
•Corporate strategies•Capabilities summary•Data and insights•Understanding of Pyramid
•List of key opportunities from your organizations perspective
•Strategic alignment•JBP Insight Summary
•Prioritized opportunities
•Insights summary for priority opportunities
•Prioritized opportunities and summary of insights
•Method to set reasonable targets
•Understanding of resources and what each organization is prepared to invest in
•Resources, tools and capabilities needed to bring initiatives to life
•Testing protocols & success criteria
•Alignment on:•Tactical roadmap & testing plan
•Timing •Feedback & approvals mechanism
• Complete tactical development & testing
•Understanding of launch resources including:•Responsibilities•Capital investment•Training•Marketing support•Supplier alignment•Timing
•Performance data vs. targets
•Qualitative feedback from stakeholders
•Scorecard analysis •JBP Learnings & Impact
•Communication of plan & execution refinements
•Agreement on• Key initiative(s)• Scorecard/targets• Initiative team
members
•Create launch plan•Communicate launch plan
•Execute launch plan
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FOODSERVICE JOINT BUSINESS PLANNING
The Partnering Group
WORKSHEETS
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The Partnering Group
Worksheets Worksheets Worksheets Worksheets Worksheets
1A. Approvals Tracker
1B. Category Insights Summary
1C. Prioritized Opportunity Summary
1D. Opportunity Insights Summary
3A. Tactical Development Roadmap & Testing Plan
3B. Tactical Development Feedback & Approvals Tracker
5A. Scorecard Performance Analysis (2B)
5B. JBP Learnings & Impact
5C. Plan Communication and Refinements Summary
2A. Key Initiative Overview
2B. Scorecard & Targets
2C. Initiative Team Grid
2D. Key Initiative Summary
4A. Launch/Roll-out Plan
Discovery& Strategic Alignment
Goal Setting &
Initiative Design
LaunchReview
&Refine
TacticalDevelopment
& Testing
JBP PROCESS WORKSHEETSFOODSERVICEJBP Worksheets
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The Partnering Group
JBP PROCESS WORKSHEETS
1C. Prioritized
Opportunity Summary
2A.Key Initiative
Summary 3A.Tactical
Development Roadmap
4A. Launch /
Roll-out Plan
Planning Logic FlowOpportunity > Initiative > Tactics > LaunchFour worksheets form the foundation of the plan
FOODSERVICEJBP Worksheets
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The Partnering Group
1A: APPROVALS TRACKERApprovals stage-gate tracker to be used throughout the JBP process
Output StepOperator Approval /
DateOperator Comments
Supplier Approval /Date
Supplier Comments
1C. Prioritized Opportunity Agreement
2A.Key Initiative Worksheet Review
2B. Scorecard & Target Alignment
2C. Team Assignment Agreement
3A. Tactical Roadmap Review+ 3B
Feedback/Approvals Mechanism Agreement
4A Launch Plan Alignment
5A,B,C. Scorecard Review & Refinement
Agreement
FOODSERVICEJBP Worksheets
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The Partnering Group
1B: JBP INSIGHTS SUMMARY
Sources Insights
JBP Opportunities
• xxx
MACRO - Business environment, FS industry, Consumer/operator/distributor/trends, Menu/eating trends and behaviors
• xxx
• xxx
CATEGORY - Size, Growth, Trends in flavor/format, Segment importance
• xxx
• xxx
CONSUMER - Consumer demographics trends, Attitudes and usage, Path-to-choice
• xxx
• xxx
OPERATOR - Segmentation, Attitudes and usage, Frustrations, Path-to-purchase
• xxx
• xxx
SUPPLY CHAIN / SOURCING – Trends, Advantages, Constraints, Distribution route, Capabilities, Programs
INTERNAL (OPERATOR & MANUFACTURER) – Resources, Skills, Capabilities
FOODSERVICEJBP Worksheets
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The Partnering Group
1C: PRIORITIZED OPPORTUNITY SUMMARY
Priority Alignment Opportunity Name Description Foundation / Rationale
for OpportunityDesired
Outcome
1 xx xx xx xx
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Mutual opportunities are identified based on a sharing of strategies, insights and the areas of leverageable value
FOODSERVICEJBP Worksheets
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The Partnering Group
1D: OPPORTUNITY INSIGHT SUMMARYOPPORTUNITY: ___________________
Observations from Research & Data Analysis
InsightsStrategic Implications
for JBP• xxx• xx
• xxx
• xx
• xxx
• xx
• xxx
• xx
• xxx
• xx
• xx
• xx
FOODSERVICEJBP Worksheets
• xxx
• xxx
• xxx
• xxx
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The Partnering Group
2A: KEY INITIATIVE OVERVIEW
Opportunity (from Worksheet 1C) Initiative Name
XX Translate opportunity into a specific & actionable initiative
Initiative Description
• XX• XX• XX• XX
Key Elements (High Level Tactical Overview)
• XX• XX• XX
Success Criteria Elements Out of Scope
e.g. $xM in Sales in first 6/12/18 Months
e.g. $xM in Cost savings by y date
e.g. x% increase in patron satisfaction scores by y date
Resource Needs (People, Capital, External Support) Key Milestones
e.g. Supplier Culinary e.g. Concepts Complete: June 1
e.g. Operator’s Advertising Agency e.g. Test Complete: Sept 1
e.g. Packaging Redesign Cost Estimate: $50,000 e.g. Full Launch: Jan 1
FOODSERVICEJBP Worksheets
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The Partnering Group
2B: SCORECARD & TARGETS
Initiative Name:
Leading / Lagging Key Measures Goal Actual (Through XX/XX)
Status
Leading Measures of Activity
e.g. # of Restaurants Launched into
e.g. 100
e.g. % of Full Truck Shipments
e.g. 85%
Lagging Measures of Outputs
e.g. Units Sold Weekly e.g. 1,000
e.g. Efficiency savings e.g. $500,000
FOODSERVICEJBP Worksheets
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The Partnering Group
2C: INITIATIVE TEAM GRID
Initiative Name:
Supplier / Operator
Name FunctionInitiative
RoleTactical
Responsibilities Email Phone
Operator
Supplier
FOODSERVICEJBP Worksheets
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The Partnering Group
2D: KEY INITIATIVE SUMMARY Combines Worksheets 2A, 2C and 3A
Initiative Name Initiative Description
‘Translate opportunity into a specific & actionable initiative’
Success Criteria Team Members & Roles
e.g. $xM in Sales in first 6/12/18 Months
e.g. $xM in Cost savings by y date
e.g. x% increase in patron satisfaction scores by y date
Tactical Plan
Tactic / Description Owner Key Dates
FOODSERVICEJBP Worksheets
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The Partnering Group
3A: TACTICAL DEVELOPMENT ROADMAP & TESTING PLAN
Initiative Name:
Tactic Owner Support Resources
Milestone? (Y/N)
Week (or Month/add dates)
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FOODSERVICEJBP Worksheets
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The Partnering Group
3B: TACTICAL DEVELOPMENT FEEDBACK & APPROVAL TRACKER
Initiative Name:
Milestone Tactic (from 3A)
Approver & Date Feedback
FOODSERVICEJBP Worksheets
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The Partnering Group
4A: LAUNCH / ROLL-OUT PLAN
Initiative Name:
Launch Step Owner Support Resources Comments
Week (add dates)
1 2 3 4 5 6 7 8 910
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e.g. Training
e.g. Merchandising Support
e.g. New Equipment
e.g. Product delivered to units
FOODSERVICEJBP Worksheets
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The Partnering Group
5A: SCORECARD PERFORMANCE ANALYSISAdd Actual Results to 2B Scorecard
Initiative Name:
Leading / Lagging Key Measures Goal Actual (Through XX/XX)
Status
Leading Measures of Activity
e.g. # of Restaurants Launched into
e.g. 100
e.g. % of Full Truck Shipments
e.g. 85%
Lagging Measures of Outputs
e.g. Units Sold Weekly e.g. 1,000
e.g. Efficiency savings e.g. $500,000
FOODSERVICEJBP Worksheets
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The Partnering Group
5B: JBP LEARNINGS & IMPACT
LearningBased on Scorecard Results
Short-Term Initiative Related Long-Term Relationship Impact
Initiative Adjustment Recommendations
Implications to Relationship – New Opportunities & Areas of
Leverageable Value
xx xx xx
FOODSERVICEJBP Worksheets
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The Partnering Group
5C: PLAN COMMUNICATIONS & REFINEMENTS SUMMARY
Agreed Upon Areas to Change
Priority / Timing of Deliverable / Change
Owner Resources / Cost
xx E.g. Immediate, required in-store in 7 seven days
xx xx
FOODSERVICEJBP Worksheets
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