In this environment, predicting what the business will look like in two or three years time is more difficult but more important than ever. A robust Integrated Business Planning (IBP) process is non-negotiable and this stands of falls by the accuracy of the demand plan.
Management of the sales pipeline is key, as is identifying opportunities and vulnerabilities and managing the variability around them through to fruition or otherwise.
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