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Do you have a hole in your forecast?
It can be an uncomfortable feeling especially if the hole or the gap to target is large.
When this situation occurs it’s easy to be sucked into focusing on the size of the hole, rather than the ways to fill it.
Ominous reports from Finance don’t help create a positive mood either.
Sometimes, the news of being way off “forecast” comes as a shock.
That’s usually when revenues are on target but profitability isn’t.
Weeks or even months can go by with the problem unseen.
Problems with a sale with a lower than expected margin often surface later.
The lower than expected margin is exposed post-delivery.
Often it’s “extras” that were offered to win the deal that cause the damage.
If they’ve hit your margin, they were an expensive means of acquisition.
But sometimes, it’s offer the better deal or lose the sale.
Wherever your particular hole is located, in margins, revenue or both, the thing to do is regroup.
You may also need to re-forecast.
If, the latter, the revised numbers should be realistic and achievable.
Either way, you will need to market strongly in the time remaining.
Working with a partner that understands what it takes to win sales could be very helpful.
It’s what we do.
To discuss the possibility of working together on a short or long-term basis, email david@theexhibitionagency.com
Very best,