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A rapidly growing private telecommunications company was unable to forecast its revenue precisely as a result of complex service delivery processes and dependencies on vendors.  This lack of prediction control led to two major obstacles for the company:

  • Investors were hesitant to provide funds to a rapidly growing business that was unable to predict its cash flow; and
  • Large amounts of cash were kept on-hand to fund day-to-day operations because the amount of cash available as revenue could not be relied upon.

David designed a high-level process flow, working from metrics and systems the company already had in place, to determine the lifecycle of an order.  Collecting historical data about all orders, he constructed a mathematical model to describe the probability of an order moving to the next step in its lifecycle and the expected velocity for orders to move through each step.

Applying this new model to current orders yielded a basic prediction for the company’s revenue.  The model was then enhanced with two key adaptive features:

  • All probabilities were recalculated daily based on new events, and
  • Older data was systematically discounted by gradually diminishing its weight in probability calculations.

With these two enhancements in place, the model was accurate to +/- 1% of revenue at a 45-day horizon.

The company was able to immediately improve its cash management procedures, reducing the amount of cash-on-hand needed because revenue from operations was extremely accurate.  This refined control over revenue flow also led to immediate reductions in risk and improvement in return on long-term cash.

As the company moved into the IPO process, the ability to predict revenue more precisely than competitors demonstrated greater management control over the business, leading to more confidence by investors.  In turn, such accurate prediction led to a stronger IPO and share value than those of competitors who were unable to demonstrate similar levels of financial forecasting.

Testimonials

Cory contributed great thought leadership to our project - especially in the area of adult learning and best practices. He was attentive, diligent, and a pleasure to work with. If you're looking for a strategic consultancy with a diverse yet competent portfolio, RAW Consulting should be your clear stop!

Annaliese Wimbleton
Global Innovation Manager / Whirlpool Corporation

Cory’s interdisciplinary background gave him the ability to see patterns and solutions across different domains that were not apparent to others on the team. These valuable insights have led to opportunities for improvement in the way Intel manages its relationships with academic institutions. I am looking forward to my next occasion to work with Cory.

Ken Anderson
Principal Researcher / Intel Corporation

David has the uncanny gift of identifying business needs by asking on-the-mark questions at a macro level and translating them to applications in a most granular and accurate fashion.

Gerard Broussard

I had the opportunity to hire Cory to document a multi-year, multi-institution (academic and industry) research network that involved over 70 participants with as many projects. Cory conducted interviews with key members of the research network, reviewed key projects, analyzed this data, and produced a detailed report on the activities of the network, with an emphasis on analyzing the structures of collaboration that did and did not work. The report was simply outstanding. Throughout the project, Cory constantly excelled in both his social skills and his research skills. His deliverables were on time and thorough, and his insights were exceptional.

Carl DiSalvo
Associate Professor / Georgia Institute of Technology

Cory is a top notch professional. In addition to being a strong Human Factors consultant, he was also instrumental in management collaboration and decision making. His expertise, focus, and creativity under pressure made him a tremendous asset to our team.

Paul Cutsforth
District Sales Manager / Cequent Performance Products

I hired Cory to lead the design and development of a website documenting the research network. Cory identified a great designer/ developer and managed the project perfectly. The design and content were outstanding, and the website launched on schedule. Simply put, Cory is outstanding and I will hire him again.

Carl DiSalvo
Associate Professor / Georgia Institute of Technology

I engaged with Research At Work Consulting for review of the University of Michigan Enterprise Analytics Roadmap. We asked the RAW team to look for areas that were either underrepresented or missing. Since we thought we had done a comprehensive roadmap, we were surprised with the results. The RAW team did an excellent job of comparing our roadmap to national standards and identifying areas requiring additional definition. It was a thoughtful and thorough review.

Mary Hill
Director of Data Management Services / University of Michigan Medical School

David has a superior ability to quickly assess a situation and identify business needs then translate them into an action plan.

Kerry Little

David drove the project to completion and was extremely effective in a difficult corporate environment. I would hire him again without question.

Warren Schlicting
Senior Vice President / Comcast

Cory was a pleasure to work with on a critical training development project. He brought deep knowledge of adult learning theories to his work and presented us with practical suggestions that improved our training delivery almost immediately. In addition to delivering the project, Cory also helped us to gain better insight into our own processes and work culture.

Sara Ulius-Sabel
Global Innovation Senior Manager / Whirlpool Corporation