Forecasting & Pipeline - Elements of a Robust Forecast

We’re back and celebrating two whole years of Tea & Timbits! 🎉 And what better way to mark the occasion than by talking about one of the driest-yet-most-vital topics in business development: forecasting and pipeline management?

In this episode, we kick things off with a tale of boardroom betrayal and the ever-predictable rise of internal politics (spoiler alert: it doesn’t end with a contract). Then, we dive headfirst into the murky waters of sales forecasting. Is it useful? Is it theatre? Turns out... it's both.

We unpack:

• Why most forecasts are a polite fiction

• What actually makes a forecast useful (spoiler: it's not wishful thinking)

• The critical link between past data, client insights, and reality-based projections

• Why a well-weighted pipeline is your best friend

• The danger of promoting deals just because someone said “let’s talk again”

Plus, we argue about percentages, reminisce about bad decisions, and resist the urge to turn this into a three-part forecasting saga (for now).

Whether you're a sales vet or just trying to get a handle on your numbers, this one’s got something for everyone—especially if you enjoy a bit of schadenfreude.