Tag: Foresight

Analytics
Mike Gilliland 0
Forecasting vs. budgeting in S&OP

Chris Gray of Gray Research is a longtime contributor to the practice of Sales and Operations Planning. He is author of several books on S&OP, software selection, and other supply chain related areas, including Sales and Operations Planning Standard System (2007). In 2006 he co-authored Sales & Operations Planning –

Advanced Analytics | Analytics
Mike Gilliland 0
Brilliant forecasting article from 1957!!! (Part 2)

Combining Statistical Analysis with Subjective Judgment (continued) After summarily dismissing regression analysis and correlation analysis as panaceas for the business forecasting problem, Lorie turns next to "salesmen's forecasts."* He first echoes the assumption that we still hear today: This technique of sales forecasting has much to commend it. It is based

Advanced Analytics | Analytics
Mike Gilliland 0
Gaming the forecast

Business forecasting is a highly politicized process, subject to the biases and personal agendas of all forecasting process participants. This is why many -- perhaps most -- human adjustments to the forecast fail to make it better. And this is why relative metrics, such as FVA, are so helpful in

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