Sarah Edwards, Chief Product Officer, Kantata
Beyond the Numbers: Breaking the Monthly Forecasting Rollercoaster. This is the second article of a two-part series "Building a Future of Forecast Confidence" contributed by Sarah Edwards, Chief Product Officer, Kantata.
For professional services organizations, accurate forecasting needs to be more than just crunching numbers—it's about breaking free from the cyclical patterns of over-optimism and harsh reality checks that many organizations experience as they analyze forecast performance for a month. When I work with businesses in the sector that struggle to understand the variance they're seeing in their forecast vs. actual performance, I talk to them about what I call the "Monthly Forecasting Rollercoaster." This phenomenon sees forecasts go through a number of stark peaks and troughs before arriving at their destination.
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