IBF Discussion Group on LinkedIn: Changing Sales Forecast in the Same Month and Why?

January 18, 2012
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IBF Discussion Group on LinkedIn: Changing Sales Forecast in the Same Month and Why?

Tweet For those of you on LinkedIn, be sure to sign up for the Institute of Business Forecasting and Planning discussion group.  This is an active (and addictive) forum for sharing information and perspectives on a wide variety of forecasting & planning topics. The following question was posted by  Reno DiGenova, the VP – Replenishment,…

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Reducing the Heartburn From Change Management for a New Forecasting & Planning Process

January 5, 2012
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Reducing the Heartburn From Change Management for a New Forecasting & Planning Process

Tweet Have you ever pitched a new idea or process improvement where everyone agreed, but  you kept running into road blocks once you began the implementation? It seems that most everyone believes in “change” until it starts to affect them. The more you can manage or mitigate change, the more successful you will be.  There…

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Never Good Enough: The Blind Spot in Forecasting & Planning

December 21, 2011
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Never Good Enough: The Blind Spot in Forecasting & Planning

Tweet Motivational speaker Lou Tice called it a “Scotoma”—an area of partial alteration to one’s field of vision.  Allstate Insurance represents something similar in one of it’s television commercials featuring a man by the name of “Mayhem”.  In this particular ad we see Mayhem clinging to the side of an unsuspecting woman’s SUV claiming to…

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2012 Forecasting Performance Objectives

December 15, 2011
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2012 Forecasting Performance Objectives

Tweet Forecasting performance objectives are usually set in one of three ways: Relative to “best-in-class” industry benchmarks. Improvement over prior year performance. Arbitrarily – based on what management wants or needs to happen. All three are wrong. There are many perils in relying on industry benchmarks to set your own organization’s performance objectives, the most…

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Managing Risk and Forecasting for Unplanned Events.

October 6, 2011
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Managing Risk and Forecasting for Unplanned Events.

Tweet How often have you heard these words during a meeting in your office? “Say what?  Forecast for an unplanned event?  Isn’t that like buying flood insurance in Phoenix? Regardless of whether or not we choose to plan for them, catastrophes happen. However planning ahead can mean the difference between success and failure when these…

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LEANing Into a Better Forecast

August 24, 2011
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LEANing Into a Better Forecast

Tweet “So, even a well thought-out forecasting process can be wasteful if it is not done properly.” This was a remark made by one of the attendees who came to hear my “Lean Forecasting & Planning” presentation at IBF’s recent Business Forecasting & Planning Academy @ 2 Levels.  This declaration was also one of the…

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