Constructing and Maintaining the Market Requirements Definition - The Critical Missing Link in Sales Forecasting
Business Process Management
Training
Provided by Manufacturing Executive Institute
Forecasting requires data from the past (historical sales data), data from the present (direct communications with sales staff and customers) and data the future (the Market Requirements Definition, or MRD). The MRD is a document that expresses all that needs to be known about products, markets and customers; looking into the future. The MRD is the Chief Forecastera ™s view into what will likely occur in the future, given the companya ™s resource focused on products and markets.
Related Jobs or Careers: Chief Sales Forecaster, CFO, Sales Manager, Sales Director, COO, Operations Executive, CFO,
|
|
||||||||||
Constructing and Maintaining the Market Requirements Definition - The Critical Missing Link in Sales Forecasting
Forecasting requires data from the past (historical sales data), data from the present (direct communications with sales staff and customers) and data the future (the Market Requirements Definition, or MRD). The MRD is a document that expresses all that needs to be known about products, markets and customers; looking into the future. The MRD is the Chief Forecaster s view into what will likely occur in the future, given the company s resource focused on products and markets.
Executives, sales management and the Chief Forecaster rely on the MRD to provide guidance. For the executives, this guidance tells them what products and services are planned to be sold in specific markets. For sales management, the MRD provides resource guidance by defining the resources the company will likely expend to reach specific markets and customers. To product development managers, the MRD provides guidance for new product introductions and defines how new products will fit into the current suite of products. Finally, for the Chief Forecaster, the MRD provides guidance about future demands. With historical demand being managed with statistical methods and current data coming directly from the field, the Chief Forecaster needs to fill-in the missing future data before a solid forecast can be developed. The MRD provides guidance around how the company intends to go to market and what the expectations of the market will be.
This valuable 1-day Manufacturing Executive Institute 4th Friday - "Supply / Demand School" Workshop has been specifically designed to provide a clear understanding of how to construct and maintain a Market Requirements Definition document. Participants will learn the contents of the MRD as well as how to acquire the data required by the MRD and how to maintain that data to keep it relevant. Using lecture, illustrative case studies, participatory break-out sessions and exercises, this workshop will address:
1. Overview of the Market Requirements Definition and why it
is SO important to the sales forecasting process.
2. How the MRD is used by the Chief Forecaster and other
constituents.
3. Ownership responsibilities of the MRD who is really
responsible for the development and upkeep of the MRD?
4. Contents of the MRD a detailed look at what goes into this
document.
5. MRD Maintenance schedule and required revision activities.
6. Different documentation approaches cases studies from the
best of MRD s.
Technical, organizational and behavioral impediments to successful and rapid deployment of the MRD will also be addressed so that participants can return to their respective companies and begin development and implementation of their own MRD the following Monday.
www. mfgexecutive. com
Executives, sales management and the Chief Forecaster rely on the MRD to provide guidance. For the executives, this guidance tells them what products and services are planned to be sold in specific markets. For sales management, the MRD provides resource guidance by defining the resources the company will likely expend to reach specific markets and customers. To product development managers, the MRD provides guidance for new product introductions and defines how new products will fit into the current suite of products. Finally, for the Chief Forecaster, the MRD provides guidance about future demands. With historical demand being managed with statistical methods and current data coming directly from the field, the Chief Forecaster needs to fill-in the missing future data before a solid forecast can be developed. The MRD provides guidance around how the company intends to go to market and what the expectations of the market will be.
This valuable 1-day Manufacturing Executive Institute 4th Friday - "Supply / Demand School" Workshop has been specifically designed to provide a clear understanding of how to construct and maintain a Market Requirements Definition document. Participants will learn the contents of the MRD as well as how to acquire the data required by the MRD and how to maintain that data to keep it relevant. Using lecture, illustrative case studies, participatory break-out sessions and exercises, this workshop will address:
1. Overview of the Market Requirements Definition and why it
is SO important to the sales forecasting process.
2. How the MRD is used by the Chief Forecaster and other
constituents.
3. Ownership responsibilities of the MRD who is really
responsible for the development and upkeep of the MRD?
4. Contents of the MRD a detailed look at what goes into this
document.
5. MRD Maintenance schedule and required revision activities.
6. Different documentation approaches cases studies from the
best of MRD s.
Technical, organizational and behavioral impediments to successful and rapid deployment of the MRD will also be addressed so that participants can return to their respective companies and begin development and implementation of their own MRD the following Monday.
www. mfgexecutive. com
About The Training Provider: Manufacturing Executive Institute
Manufacturing Executive Institute - MEI is a training and publishing organization dedicated to bringing revelant manufacturing and distribution industries knowledge to individuals who are interested in dramatically improving their company's performance. MEI delivers knowledge to these communities in three ways: 1. Live training programs 2. Web-based Training programs 3. Publications. Additional resources include Manufacturing...
