Granular Demand Forecasting

Invest in sophisticated forecasting methods that go beyond revenue projections to include the specific skills required for anticipated opportunities in the pipeline and account plans.

Scenario Planning

Develop multiple workforce scenarios (optimistic, pessimistic, most likely) to understand potential impacts on staffing levels, aligned with the risks in the pipeline and account plans. This allows for more agile responses when market conditions change.

Data Analytics for Demand

Build and adopt analytics and data visualizations that highlight the inherent risks within your current forecasts.

For your account plans and opportunity pipeline, identify the resources and infrastructure needed.

Gather insights from your sales team (who are on the front lines), marketing, customer service, and industry experts. Their experience and understanding of market nuances are invaluable.

Compare your forecasted resource demand with your current resource capacity. This will highlight where you need to invest (shortages) or where you might have excess (surpluses).

Define measures corresponding to your upfront investments and costs associated with your account plans and opportunity pipelines.

Incorporate upfront investments and costs as part of deal pipeline reviews with your team. Discuss the status of each deal, identify any potential roadblocks, and update cost projections.