Are you simply betting that your future will be bright? Or are you using your data to plan for tomorrow? Forecasting is a way to use pipeline to demonstrate potential future sales. It helps your firm make smarter decisions or know when to course correct. Forecasting can tell you if you need to identify more work, improve your hit rate, recognize “must-win” opportunities, or even when to staff up. If your reports look backward to how you did last month or last year, now is the time to learn to look forward! This session will uncover industry research demonstrating how different firms forecast, what forecasting can tell you, and how to get started today using anything from Excel to a major ERP finance software system. Stacey and Lindsay will show you how your firm, big or small, can take small steps to learn to put the house in your favor.
Lindsay Diven, CPSM, Full Sail Partners
Lindsay is a Senior CRM Consultant with Full Sail Partners. In this position, she works with clients to implement and fully utilize the Deltek CRM platform and meet sales and marketing goals. A former marketing director, she brings 14 years of marketing strategy and management experience to A/E/C firms. Lindsay has worked with both marketing and business development teams to implement business strategies and manage client data in pursuit of increasing sales opportunities and win rates. She also manages Marketers Take Flight, an A/E/C-industry specific marketing and business development training company. She is a Certified Professional Services Marketer (CPSM) who is active with the SMPS Central Florida Chapter and the Southeastern Regional Conference.
Stacy Ho, MBA, CPSM, WSP USA
At WSP Stacey performs data management and analysis of leads/pipeline for several offices and markets across the US. In this role, she regularly analyzes and forecasts data trends and presents data dashboards to management that influence key marketing decision. In her previous marketing roles, she has led pursuit and client strategy sessions, created client and sector growth plans, and managed firm-wide process and database system improvements. She lives by her own motto “Data Entry is Not a Dirty Word” and believes that data managers and analysists are the next generation of key employees every A/E/C firm should have!