Business Development

Segmentations / Forecast

Very rarely do organizations effectively segment their markets. All too often we see organizations comfortable in the knowledge that “anyone in a certain position” should require their product – only very seldom is this true. Usually it is a lack of understanding that prevents them from pursuing a segmented approach. If the segmentation of markets does not allow the organization to name, or at least confirm the job title of the potential customer, then the segmentation has not been correctly carried out.

Once it has been completed satisfactorily, then the forecasting process is a relatively simple procedure.