Building Revenue Forecasts When Your Assumptions No Longer Apply

Recorded On: 10/06/2020


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The Decision Science team at Memorial Sloan Kettering Cancer Center has been forecasting annual revenue relatively successfully for many years.  But the usual methods rely on the assumption that historical results are likely to be predictive of this year’s outcome for a large part of the operation.  This year that assumption does not hold.  Kate will describe MSK’s standard approach to revenue forecasting, and how they adjusted their approach for 2020 and 2021, leaving time for a conversation with attendees to share thoughts on revenue forecasting in this environment.  Be warned, it’s going to get messy.

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This session is part of the Data Science Now 2020 Bundle.

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Building Revenue Forecasts When Your Assumptions No Longer Apply
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Open to view video. The Decision Science team at Memorial Sloan Kettering Cancer Center has been forecasting annual revenue relatively successfully for many years. But the usual methods rely on the assumption that historical results are likely to be predictive of this year’s outcome for a large part of the operation. This year that assumption does not hold. Kate will describe MSK’s standard approach to revenue forecasting, and how they adjusted their approach for 2020 and 2021, leaving time for a conversation with attendees to share thoughts on revenue forecasting in this environment. Be warned, it’s going to get messy.
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Kate Chamberlin

Senior Director of Decision Science and Prospect Development

Memorial Sloan Kettering Cancer Center

Kate Chamberlin is currently Senior Director of Decision Science and Prospect Development at Memorial Sloan Kettering Cancer Center (MSK).  These teams were united in 2019 to cover the application of data to fundraising decision-making at every level, from strategy evaluation, predictive modeling and process improvement to individualized prospect research and portfolio analysis.  Kate came to MSK in 2006 from Columbia University and previously worked at Arts Horizons, a small arts education agency.  She holds a bachelor’s degree in theatre directing and design from Dartmouth College and an MBA from Columbia Business School, focused on economics and strategy.