1. Divide your sales or revenues
into logical categories that have similar characteristics and respond to
similar variables. Hopefully your financial statements or other management
reports are grouping your revenues this way.
3. Do some research in trade and
economic publications about factors concerning your industry, your customers or
client groups, your product, your geographical region, etc. This will serve to
broaden your "horizons" and give you a larger frame of reference
within which to make decisions. You can go to your trade association, the
research desk at a public library, the library at a local college or university
or the Washington Small Business and Technology Development Center and talk to
their information specialist to get leads.
4. List and analyze the specific
variables that will affect each category of your sales or revenues for your
forecast period. This will involve a very thorough process that will consider
several variables. Some of them are:
Price
Customer Demographics
Product Availability or Production Capacity
Marketing Plans and Budgets
Geographical Market Changes
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