OPERATIONAL RULES

Forecast Inclusion Is Binary, Not Discretionary

An opportunity is either in the forecast or it is not, based entirely on whether it satisfies all Open Opportunity existence requirements. Those requirements are: a defined value, a defined Buyer, a creation date, an assigned owner, Vendor Intent specific to the Opportunity, a status of Open, a stage, an Expected Close Date, and a scheduled Next Step with an assigned owner. Forecast inclusion is never a matter of seller opinion, manager discretion, political consideration, or confidence level. Any opportunity that meets all requirements is in; any opportunity that fails any requirement is out.