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Malvern Investment Partners

Malvern Investment PartnersMalvern Investment PartnersMalvern Investment Partners

Preparation - Credibility - Discipline

Preparation - Credibility - DisciplinePreparation - Credibility - DisciplinePreparation - Credibility - DisciplinePreparation - Credibility - Discipline

Quality of forecast - Q oF F

  

“The most important number in a company is the forecast, and it’s moved from just talking to your sales manager to something that’s a combination of art and science”

  

Carl Eschenbach, Sequoia Capital

The Buyer's Most Important Question

What will happen in the future - next month, next quarter, next year?

What is QofF ?

  A service to:

  1. Assess the company’s ability to meet its monthly revenue forecast
  2. Implement a methodical process for improving a company’s forecasting accuracy  

Why is QofF is Necessary?

  1. Buyers desperately want to believe the Seller's forecast, but rarely have enough data-driven back-up to have confidence 
  2. Accurate forecasting competency builds credibility with a Buyer
  3. Credible forecasts shrink due diligence time


Forecast Inputs

  1. PO's in the Backlog
  2. Unweighted High Probability Opportunities from the Sales Pipeline
  3. Management 'Best Estimates' of Future Revenue

QofF Outputs

  1. Monthly Revenue Scorecards - Star Rankings by Product Line and Sales Rep
  2. Detailed PVM (Price-Volume-Mix) Analysis

Key Success Factors

  1. Owner recognizing a historical record of forecasting competency is valuable
  2. Process must be driven by owner
  3. Improving forecasting accuracy is required time commitment
  4. Coordination amongst CFO, COO, Sales Leader
  5. Buy-in from sales team
  6. Training
  7. Disciplined monthly follow through
  8. Communication results
  9. CRM Utilization - basic functionality 


  • Deal Elements
  • Uniqueness
  • New Book: Credibility

MALVERN INVESTMENT PARTNERS

114 N. WAYNE AVE., WAYNE, PA 19087

610-420-2868 | DFASTUCA@MALVERNIP.COM

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