Forecast Management Approaches

Where in your organsiation a Forecast is created and maintained can be a critical factor in making the numbers accurate and useful. The owners of a forecast will inevitably skew the data and process to suit their particular business culture and needs and this can hamper efficiency and accuracy when the forecast is applied by other business departments.

  • Independent:
    Each department creates its own forecast.
  • Concentrated:
    One department develops the forecast and others use it.
  • Negotiated:
    Each department creates its own forecast and then representatives from all departments gather to create one forecast.
  • Consensus:
    A committee is formed with reps from each department to create one forecast.

Sales Forecasts usually have Departmental bias: “For example, if residing in logistics, the forecast will be SKUL orientated. If residing in marketing , the forecast will be product line orientated. If residing in sales, the forecast will be sales territory orientated. If residing in finance, the forecast will be dollars orientated. Of course, each of these functional areas has a different time horizon that will affect the orientation of the forecast” *

* Sales Forecasting Management, Mentzer and Bienstock

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