Greg Spira observes that forecasts are like opinions in many companies. Everybody seems to have one, and that’s a problem. He does more than criticize this mindset that drives poor business performance. He offers his experience on the planning principles – and executive behaviors –needed to reach consensus and keep plans aligned.
Spira highlights how executive behaviors can make – or break – a company’s ability to plan and execute well. “Executives must develop the right behaviors around the truth,” he writes.
Do People trust your demand plan? How reducing bias improves credibility and financial performance
Blind Spot - How Demand Management and Integrated Business Planning Are Used to Optimize Trade Spend Investment
Demand Control - An often missing link in a demand management process:
Demand Management - A sales and marketing process
Demand Management - Lessons Learned
Demand Planning - Where Does it Fit in the Organization