SOURCE: Cincom Systems

April 24, 2008 11:58 ET

Inefficient Front Office Causes Sales Losses in Complex Manufacturing

Manufacturers Urged to Follow Recommendations Based on Survey

CINCINNATI, OH--(Marketwire - April 24, 2008) - Inefficient front-office processes can cause up to 20 percent in sales losses each year for complex-manufacturing companies, according to a white paper published by Cincom Systems titled "5 Ideas to Ignite IT Success in Your Front Office" (

Front-office inefficiencies are particularly common in complex-manufacturing situations such as build-to-order and engineer-to-order. It's not uncommon to discover that over 95 percent of the lead time in an order is found in the office functions -- and only five percent in the actual production of the product.

"Reducing the length of the sales cycle can be a major factor in increasing company profits and customer value, plus reducing costs," state the authors of the paper. "Sales cycles are obviously longer for customized products, and most companies at least partially justify the 10 percent to 25 percent premium they charge on this factor. But when a good deal of the additional time needed to complete a customized order is spent 'chasing the expert,' then that premium gets eaten up quickly in opportunity costs."

In this white paper, experts from AMR Research and Cincom Systems identify five steps they recommend to increase the performance of front-office systems in a complex-manufacturing setting.

The five ideas build-to-order manufacturers need to consider are:

    1.   Plan for success in the front office.
    2.   Alignment among departments is essential.
    3.   Empower knowledge workers.
    4.   Define and measure the right metrics to improve front-office
    5.   Sustain success.

Download "5 Ideas to Ignite IT Success in Your Front Office" at to learn how better front-office performance translates into greater profitability.

To learn more about Cincom's manufacturing software solutions, please visit

About Cincom Systems

Cincom delivers and supports innovative software and services to simplify complex business processes. For nearly 40 years, Cincom has empowered thousands of clients worldwide to transform their businesses and outperform the competition by providing ways to increase revenue, control cost, minimize risk, and achieve rapid ROI.

Cincom serves clients on six continents including BMW, Citibank, Boeing, Ericsson, Penn State University, Milacron, Siemens, and Trane. For more information about Cincom's products and services, contact Cincom at 1-800-2CINCOM (USA only), send an e-mail to, or visit the company's website at

Trademarks: Cincom and the Quadrant Logo are registered trademarks of Cincom Systems, Inc. All other trademarks belong to their respective companies.

© 2008 Cincom Systems, Inc.

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Contact Information

  • Media Contacts:
    Donna Hedge Burns
    Corporate Public Relations
    Cincom Systems, Inc.
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