The cost of forecasting errors when managing B2B deals | Enable

▤ Summary

In rebate management, reporting on expected earnings – particularly when deals are based on spend target bands – is a tricky business. • Oversimplified projections - Your forecasts are failing to account for all of the data and knowledge you have, e.g. predicting straight lines for future purchasing of seasonal products. Strategic decisions are often made based on what you disclose in these spreadsheets, and any forecasting error could result in stakeholders losing trust with your finance team. In the case of rebate earnings, for example, the first consequence of forecasting errors is a lack of trust: people will stop using them internally, meaning that everyone returns to flying blind. Key strategic business decisions can only be made when based on accurate information: which requires having a firm grip on financial forecasting process.

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$50M to $100M