Solutions

Forecasting

The Critical Role of Forecasting in Business Planning

The inherent uncertainty of the business environment complicates planning and coordination of essential business functions. Understanding fundamental market drivers and their influence in shaping product demand is integral to good business planning and full utilization of company resources.

Additionally, revenue and profitability forecasts are critical for optimizing resource allocation across a product portfolio and driving marketing strategy. Underestimate product potential and you could miss significant opportunities due to manufacturing shortages or lack of budget. Set the numbers too high and you risk overspending, affecting sales force motivation, disappointing investors, and potentially missing out on better opportunities.

Forecasting involves more than generating a series of numbers. The art of forecasting balances the ability to account for significant market factors with simplicity and transparency, empowering your organization to make optimal business decisions.

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Forecasting
practice

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Judith Kulich

Judith Kulich
Practice Lead

Featured Case Study

Create Robust Forecasts that Drive Your Marketing Strategy

ZS will help you understand the market potential of your products and work with you to establish clear and robust processes that result in transparent, credible forecasts and efficient resource utilization.

Our approach to forecasting accounts for the unique market complexities and life cycle considerations of each product. We customize our tools and processes to provide wide-ranging benefits:

  • Our process fosters knowledge sharing among relevant stakeholders to better frame the business question, select the right approach, and guide key assumptions
  • We cater our forecasts to the needs of the individual customers – from marketing, strategic planning, and business development teams to sales operations and finance units
  • Our forecasting models allow you to quantify uncertainties in market assumptions and run scenarios that measure effects on potential demand, going beyond revenue numbers to truly build a solid foundation for your marketing strategy
  • We provide training and extensive documentation along with user-friendly tools – including our web-based ZS Forecast Manager – so our clients can successfully adopt the forecasting process within their organization
  • Our forecasts fit seamlessly into our portfolio management capabilities, helping our clients analyze a product’s value in the context of their entire offering

Contact ZS

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about our
Forecasting
practice

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Judith Kulich

Judith Kulich
Practice Lead

Featured Video

Why is ZS the Best Partner to Help Build Your Forecasting Capabilities?

ZS’s broad sales and marketing experience, coupled with deep forecasting expertise, are unmatched—making us a valuable partner for any forecasting engagement:

  • We have successfully completed thousands of forecasting engagements across multiple industries, including pharmaceuticals and biotech, medical device, consumer goods and others
  • We leverage our unparalleled capabilities in market research, pricing, sales and data analytics to bring the highest level of sophistication to our forecasts and forecasting platforms
  • Our flexible platforms are easy-to-use and internalize while providing appropriate analytical rigor, improving efficiency, enhancing consistency, and supporting collaboration across your organization
  • Beyond individual product forecasts and platforms, we help our clients build forecasting capabilities – incorporating industry best practices with the specific needs and culture of their organization
  • We understand the the multiple dimensions involved in developing excellent forecasts and the critical role forecasting plays in driving good decisions

We take a highly collaborative approach to ensure that we design the right solution to meet your needs. With more than 2,000 consultants in 20 offices worldwide, we have the size and stability for a long-term partnership.

Contact ZS

Learn more
about our
Forecasting
practice

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Judith Kulich

Judith Kulich
Practice Lead

Featured Whitepaper

Contact ZS

Learn more
about our
Forecasting
practice

Send an inquiry
Judith Kulich

Judith Kulich
Practice Lead