Main content

  • Principles of forecasting: what level and detail
  • Integrating with the Sales and Operations Planning Process
  • Understanding available forecast methods and forecast systems
  • Proper use of statistical forecasting techniques and “advanced” forecasting software
  • “Best fit” forecasting methods
  • Validating the accuracy of historical data
  • When to use sales input to the forecast, and when to ignore it
  • Constraining the forecast because of capacity issues
  • Forecast consumption
  • Documenting assumptions
  • Market and competitive intelligence in the forecasting process
  • Simulation not statistics
  • Finding and fixing bias
  • Finding the real causes of forecast error
  • Budgets versus forecasts
  • Alternatives to forecasting
  • Linking with customers
  • The role of people in forecasting and sales planning
  • Who should be responsible for the forecast and sales plan
  • Role of Demand Managers / Forecast Analysts
  • When to fire the forecaster
  • Surviving inaccurate forecasts