Welcome!

Web 2.0 Authors: Liz McMillan, Yeshim Deniz, Pat Romanski, Carmen Gonzalez, Jason Bloomberg

Related Topics: Cloud Expo, SOA & WOA

Cloud Expo: Article

Cloud Finance: Best Practices for Implementing Rolling Forecasts

How rolling forecasts can enable sound Business Decisions

Everyone wants a crystal ball to be able to peer into the future. For businesses, that desire becomes a necessity because having a vision of the future allows for better and more strategic decision making in the present.

Rolling forecasts built on driver-based and project-based planning do just that, creating a framework that supports better decision making. A rolling forecast simply means that each quarter or month, a company projects four to six quarters or 12 to 18 months ahead.

This allows executives and key decision-makers to see both a financial and operational vision of the future. It also helps them assess next steps in their execution of their plan, understand critical pivot points in the plan and better judge the impact the economy may have on their plan.

We have seen rolling forecasts can replace annual planning cycles with a continual planning process that results in more regular business reviews that look to the future. These reviews enable managers to understand problems, challenges and trends sooner and improve their proactive approach to those problems, challenges and trends.

Here are the top 10 best practices for implementing them:

1. You need a system and Excel is not a system (it's a personal productivity tool). In the next nine best practices we will outline functionality and practices that will outstrip the capability of Excel spreadsheets. The challenge we have seen arises when companies start rolling forecasts in Excel and then can't keep them up to date because it isn't just a single forecast. Once a baseline forecast is created, additional analysis/versions will be required to:

  • Understand the impact of major and minor alterations to the plan
  • Run the plan against different drivers
  • Copy the plan as a baseline for other plans
  • Perform variance and sensitivity analysis

To get the most out of rolling forecasts you need a system that can provide the necessary functionality to accommodate your budget, forecasting, planning, strategic management and measurement needs. Excel will be to labor intensive, prone to error and too difficult to provide the reporting.

2. Understand your objectives of creating a rolling forecast. This will drive all of the other best practices related to rolling forecasts. While the overall objective of planning is to a) create a financial view of the vision for the future and to know the decisions you need to make and b) understand the financial impact of those decisions before you need to make them, your objectives and focus for the rolling forecast will dictate the areas of the plan that need more detail. As an example:

  • If your strategic plan calls for acquisitions you may consider building the plan with a high-level summary input of drivers that help plan for acquisitions.
  • If you want to better manage finished goods inventory you may focus more on customer/product forecasts and inventory management.
  • If cash is tight you will want to focus on timing of events around cash, i.e., payables and receivables policies, cash borrowings, line of credit.

The challenge is, there isn't one overriding holistic model format that allows you to account for all of these in a first pass rolling forecast implementation.

3. Identify the rolling forecast duration. The challenge with rolling forecast duration is it sounds easy until you put pen to paper and begin to implement it. There are a number of questions:

  • Will you re-forecast every month or every quarter? (many of our customers re-forecast monthly)
  • Will you add a new month to every forecast or just add a new quarter at quarter end? (our customers either add new periods quarterly or start planning for a two year time frame)
  • How long should the rolling forecast be--12 months 15 months 18 months, or should you start by forecasting out two years and at the end of the first year tack on another year?
  • How will the mechanics work of rolling in actual?

As a starting point, make sure your forecasting time frames are consistent with your business cycle and business needs. If sales 15 months from now are dependent on capital expenditures today, it is important to create rolling forecasts out past 15 months. It is also important to have a minimum of quarterly bias to the rolling forecast. That is, don't tack on an additional month to a rolling forecast at the end of every month, wait until quarter end and then add a new quarter, otherwise each month you are making preparers think about a new forecast period.

4. Identify the rolling forecast comparison periods. While this sounds relatively straightforward, it gets tricky when you consider the need for comparison columns in reporting. It is tricky because you need to compare to multiple periods/combinations of actual and forecast. With annual plans we compare the combination current year actual for closed periods and forecast for remaining periods to last year actual. We think in terms of annual sales and annualized expenses. With rolling forecasts we need to also roll in the actual and shift the comparison periods. We must be able to not only provide annual comparisons, (i.e. How will this year compare to last year?, Where will we end up for this year?) but we also need to provide how this 12/15/18 month rolling plan compares to the 12/15/18 actual results. This requires access to roll the forecast periods but also roll the comparison periods, for not just actual, but also for prior year actual.

5. Understand/analyze the dynamics of revenue and expense in your business and their related drivers. Rolling forecasts won't work if you create them from a bottom up forecast every quarter--they need to be driver based. This provides flexibility in the planning process and agility when you re-plan or create alternate plans. It also helps managers focus on what is really important. Over time, some of the drivers will be replaced if they are found as an inconsistent predictor of results and the stronger drivers will evolve to KPIs and used for goal setting. In addition, over time forecasts will also start to use consistent models and model drivers.

As an example, sales units should drive production volumes. Price increases could drive (or be driven by) material and labor cost increases.

To help understand what drives your business you can ask these questions:

  • How does this line item affect our bottom line?
  • Will $1 (pick appropriate unit of measure, thousands, millions, billions) in sales affect this account?
  • How does this number change our bottom line?

To be successful doing rolling forecasts it is important to use drivers to eliminate detail while creating a realistic expectation about the future.

6. Plan capital and strategic projects separately from the rolling forecast. Capital and strategic projects should be layered separately into the plan. Projects have two unique characteristics that require this:

  • They are time independent of a typical rolling forecast. Projects can last months to years and treating them with the same duration as a forecast doesn't provide the complete story around the projects.
  • They typically have a lot of dependencies which means project expenditures can be moved out or in a plan for a variety of reasons.

Projects should be treated as separate entity/profit center and have the ability to be move in and out of rolling forecasts. In addition they should have the ability to move time frames and adjust for changes in project scope.

7. Start with a small select group of key department/operations managers, plan on increasing the scope over time and plan on continual improvement over time. While conventional wisdom is to involve as many participants as possible, many companies find it easier to start with a small group that cuts across the major departments and gradually involve more executives, lines of business managers and operational managers as processes, methods are refined. Let the small group get some practice with the process. It will help flush out the process and the more practice they have at preparing forecasts, the better they will become and the more mentoring they can provide as you add additional participants. Typically there is a risk (including career risk) if you roll something out that isn't totally baked or based on theory, which could result in confusion, especially if you are doing it with a large group within the company.

As you expand the scope of the plan and the more people share in the plan the closer to reality the plan will be and the better the execution.

In addition you should plan for and build in a process of continual improvement. Managers should learn from their forecast accuracy record by carrying out postmortems on forecast. The objective is not to punish the guilty but to better understand how to do better, what changed, what were we surprised about, where what should we do differently to turn out better forecasts. To improve forecast, it is important to understand the cause for variability and learn to reduce them through postmortems.

8. Consider the rolling forecast as your baseline plan. Once you have the completed rolling forecast for the period/month, use it as your baseline plan. From this plan finance can massage drivers, adjust values and analyzing alternate scenarios, black swan events and potential significant events, to create a picture of alternate futures and be prepared to make decisions if situations arise.

This does requires the flexibility in the tool you are using to "mash up" scenarios and compare scenarios from different sources.

9. Tie your rolling forecast to your strategic plan. Rolling forecasts, if well prepared, form the backbone of a new and much more useful information system that connects all the pieces of the organization and gives senior management a continuous picture of both the current position and the short term outlook.

10. Analyze/understand how external conditions impact your performance. Business does not operate in a vacuum. Plan on qualifying the key external drivers of your business.

Do not confuse rolling forecasts with targets you receive your bonus on. Regarding targets and profitability, is it better to hit your target or gain targeted market share? Leading organizations are placing forecasting at the center of the management process. It becomes the essential tool for business managers to support their decision making, not just another management chore that needs to be done and they are basing targets not on fixed revenue numbers but rather percentages based on external market indicators.

Adaptive organizations focus less on annual budgets targets or long-term views/targets generated from within the company based on incremental sales and income year over year and focus more on rolling views and goals based on market conditions like achieving market share or achieving cost efficiencies over the competition by benchmarking against competition or similar public companies.

One Caution
As you consider implementing rolling forecasts remember the purpose is to provide a vision for the future and support better decisions. If you try to motivate behavior based on this forecast the results and plans get skewed and the usefulness of the solution is compromised. Forecasts should not be used by executive management as a tool for questioning or reassessing performance targets. This means forecasts and targets must be independent if you want to obtain both relevant action plans and reliable forecasts that allow risks and opportunities to be identified and corrective action taken in the best interest of the company (which may be in conflict with the target). If you do merge the two, the term "sandbagging" comes to mind.

Conclusion
Many businesses have yet to discover the full benefits of evolving their planning process to include complete and accurate rolling forecasts. With so many external factors that affect the bottom line for these businesses, including the volatility of the economy, creating rolling forecasts is a sound way to ensure strategic decisions are made. Businesses need an accurate picture of a future in order to chart a course towards it.

More Stories By Jon Kondo

Jon Kondo is president and CEO at Host Analytics, a leading provider of Software-as-a-Service (SaaS) based Corporate Performance Management (CPM) solutions. As CEO, he has led the company to record growth, partnerships, and industry accolades. Jon holds an MBA from Thunderbird School of Global Management and a BA in Business Economics from UC Santa Barbara.

@ThingsExpo Stories
"There is a natural synchronization between the business models, the IoT is there to support ,” explained Brendan O'Brien, Co-founder and Chief Architect of Aria Systems, in this SYS-CON.tv interview at the 15th International Cloud Expo®, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
The major cloud platforms defy a simple, side-by-side analysis. Each of the major IaaS public-cloud platforms offers their own unique strengths and functionality. Options for on-site private cloud are diverse as well, and must be designed and deployed while taking existing legacy architecture and infrastructure into account. Then the reality is that most enterprises are embarking on a hybrid cloud strategy and programs. In this Power Panel at 15th Cloud Expo (http://www.CloudComputingExpo.com), moderated by Ashar Baig, Research Director, Cloud, at Gigaom Research, Nate Gordon, Director of T...
The definition of IoT is not new, in fact it’s been around for over a decade. What has changed is the public's awareness that the technology we use on a daily basis has caught up on the vision of an always on, always connected world. If you look into the details of what comprises the IoT, you’ll see that it includes everything from cloud computing, Big Data analytics, “Things,” Web communication, applications, network, storage, etc. It is essentially including everything connected online from hardware to software, or as we like to say, it’s an Internet of many different things. The difference ...
Cloud Expo 2014 TV commercials will feature @ThingsExpo, which was launched in June, 2014 at New York City's Javits Center as the largest 'Internet of Things' event in the world.
An entirely new security model is needed for the Internet of Things, or is it? Can we save some old and tested controls for this new and different environment? In his session at @ThingsExpo, New York's at the Javits Center, Davi Ottenheimer, EMC Senior Director of Trust, reviewed hands-on lessons with IoT devices and reveal a new risk balance you might not expect. Davi Ottenheimer, EMC Senior Director of Trust, has more than nineteen years' experience managing global security operations and assessments, including a decade of leading incident response and digital forensics. He is co-author of t...

ARMONK, N.Y., Nov. 20, 2014 /PRNewswire/ --  IBM (NYSE: IBM) today announced that it is bringing a greater level of control, security and flexibility to cloud-based application development and delivery with a single-tenant version of Bluemix, IBM's platform-as-a-service. The new platform enables developers to build ap...

Explosive growth in connected devices. Enormous amounts of data for collection and analysis. Critical use of data for split-second decision making and actionable information. All three are factors in making the Internet of Things a reality. Yet, any one factor would have an IT organization pondering its infrastructure strategy. How should your organization enhance its IT framework to enable an Internet of Things implementation? In his session at Internet of @ThingsExpo, James Kirkland, Chief Architect for the Internet of Things and Intelligent Systems at Red Hat, described how to revolutioniz...
The security devil is always in the details of the attack: the ones you've endured, the ones you prepare yourself to fend off, and the ones that, you fear, will catch you completely unaware and defenseless. The Internet of Things (IoT) is nothing if not an endless proliferation of details. It's the vision of a world in which continuous Internet connectivity and addressability is embedded into a growing range of human artifacts, into the natural world, and even into our smartphones, appliances, and physical persons. In the IoT vision, every new "thing" - sensor, actuator, data source, data con...
Technology is enabling a new approach to collecting and using data. This approach, commonly referred to as the "Internet of Things" (IoT), enables businesses to use real-time data from all sorts of things including machines, devices and sensors to make better decisions, improve customer service, and lower the risk in the creation of new revenue opportunities. In his General Session at Internet of @ThingsExpo, Dave Wagstaff, Vice President and Chief Architect at BSQUARE Corporation, discuss the real benefits to focus on, how to understand the requirements of a successful solution, the flow of ...
"BSQUARE is in the business of selling software solutions for smart connected devices. It's obvious that IoT has moved from being a technology to being a fundamental part of business, and in the last 18 months people have said let's figure out how to do it and let's put some focus on it, " explained Dave Wagstaff, VP & Chief Architect, at BSQUARE Corporation, in this SYS-CON.tv interview at @ThingsExpo, held Nov 4-6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
Focused on this fast-growing market’s needs, Vitesse Semiconductor Corporation (Nasdaq: VTSS), a leading provider of IC solutions to advance "Ethernet Everywhere" in Carrier, Enterprise and Internet of Things (IoT) networks, introduced its IStaX™ software (VSC6815SDK), a robust protocol stack to simplify deployment and management of Industrial-IoT network applications such as Industrial Ethernet switching, surveillance, video distribution, LCD signage, intelligent sensors, and metering equipment. Leveraging technologies proven in the Carrier and Enterprise markets, IStaX is designed to work ac...
C-Labs LLC, a leading provider of remote and mobile access for the Internet of Things (IoT), announced the appointment of John Traynor to the position of chief operating officer. Previously a strategic advisor to the firm, Mr. Traynor will now oversee sales, marketing, finance, and operations. Mr. Traynor is based out of the C-Labs office in Redmond, Washington. He reports to Chris Muench, Chief Executive Officer. Mr. Traynor brings valuable business leadership and technology industry expertise to C-Labs. With over 30 years' experience in the high-tech sector, John Traynor has held numerous...
Bit6 today issued a challenge to the technology community implementing Web Real Time Communication (WebRTC). To leap beyond WebRTC’s significant limitations and fully leverage its underlying value to accelerate innovation, application developers need to consider the entire communications ecosystem.
The 3rd International @ThingsExpo, co-located with the 16th International Cloud Expo - to be held June 9-11, 2015, at the Javits Center in New York City, NY - announces that it is now accepting Keynote Proposals. The Internet of Things (IoT) is the most profound change in personal and enterprise IT since the creation of the Worldwide Web more than 20 years ago. All major researchers estimate there will be tens of billions devices - computers, smartphones, tablets, and sensors - connected to the Internet by 2020. This number will continue to grow at a rapid pace for the next several decades.
The Internet of Things is not new. Historically, smart businesses have used its basic concept of leveraging data to drive better decision making and have capitalized on those insights to realize additional revenue opportunities. So, what has changed to make the Internet of Things one of the hottest topics in tech? In his session at @ThingsExpo, Chris Gray, Director, Embedded and Internet of Things, discussed the underlying factors that are driving the economics of intelligent systems. Discover how hardware commoditization, the ubiquitous nature of connectivity, and the emergence of Big Data a...
Almost everyone sees the potential of Internet of Things but how can businesses truly unlock that potential. The key will be in the ability to discover business insight in the midst of an ocean of Big Data generated from billions of embedded devices via Systems of Discover. Businesses will also need to ensure that they can sustain that insight by leveraging the cloud for global reach, scale and elasticity.
SYS-CON Events announced today that Windstream, a leading provider of advanced network and cloud communications, has been named “Silver Sponsor” of SYS-CON's 16th International Cloud Expo®, which will take place on June 9–11, 2015, at the Javits Center in New York, NY. Windstream (Nasdaq: WIN), a FORTUNE 500 and S&P 500 company, is a leading provider of advanced network communications, including cloud computing and managed services, to businesses nationwide. The company also offers broadband, phone and digital TV services to consumers primarily in rural areas.
SYS-CON Events announced today that IDenticard will exhibit at SYS-CON's 16th International Cloud Expo®, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY. IDenticard™ is the security division of Brady Corp (NYSE: BRC), a $1.5 billion manufacturer of identification products. We have small-company values with the strength and stability of a major corporation. IDenticard offers local sales, support and service to our customers across the United States and Canada. Our partner network encompasses some 300 of the world's leading systems integrators and security s...
IoT is still a vague buzzword for many people. In his session at @ThingsExpo, Mike Kavis, Vice President & Principal Cloud Architect at Cloud Technology Partners, discussed the business value of IoT that goes far beyond the general public's perception that IoT is all about wearables and home consumer services. He also discussed how IoT is perceived by investors and how venture capitalist access this space. Other topics discussed were barriers to success, what is new, what is old, and what the future may hold. Mike Kavis is Vice President & Principal Cloud Architect at Cloud Technology Pa...
Cloud Expo 2014 TV commercials will feature @ThingsExpo, which was launched in June, 2014 at New York City's Javits Center as the largest 'Internet of Things' event in the world. The next @ThingsExpo will take place November 4-6, 2014, at the Santa Clara Convention Center, in Santa Clara, California. Since its launch in 2008, Cloud Expo TV commercials have been aired and CNBC, Fox News Network, and Bloomberg TV. Please enjoy our 2014 commercial.