Written by Oliver Wight Partner, Rod Hozack, and the final instalment of a two-part series, this paper focuses on the importance of behaviour to influence change, as well as identifying the actions to take to positively impact the long-term demand plan.
Hozack uncovers the remaining six-10 keys offering helpful steps on how to prevent business growth from stalling. Topics covered include: the importance of documenting and measuring ‘assumptions’, managing ‘uncertainty’, how to achieve ‘gap visibility’ and contingencies for ‘closing the gap’.
Do People trust your demand plan? How reducing bias improves credibility and financial performance
One Number Planning; The consequenes and cure for misaligned plans
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