The "black and white" art of forecasting...
It wasn't too long ago that I was working with someone who was interested in becoming a distributor, which in itself is a very workable idea, but the strategic reasons were reflective of someone who was losing their way and trying to solve a problem with the wrong solution.
There came a point in our conversations where it was time to get very "black and white" with all of it... we needed to literally put pen to paper (or the modern version we affectionately call excel) and build out "the numbers for this idea". We needed to forecast the revenue this idea would generate, how much it would cost to run, and understand what the operating income would look like*.
We needed a fina