Forecasting Revenue in Professional Service Companies

Kevin Foley

Foresight: The International Journal of Applied Forecasting, 2013, issue 29, 5-13

Abstract: ÒWhat will our revenue be this year?Ó Your firmÕs financial experts will spend countless hours on this one question; it will keep the CEO, CFO, and possibly the investment advisors and shareholders working late into the night. Kevin Foley writes here that, for professional service firms, models of revenue forecasts should effectively represent the opportunities, proposals, and backlog in the sales pipeline, and not merely the judgmental projections of sales and project teams. He offers a template for constructing revenue forecasts and using them to improve organizational processes. Copyright International Institute of Forecasters, 2013

Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:for:ijafaa:y:2013:i:29:p:5-13

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