Forecasting for firms selling projects or jobs "to order"

Firms selling projects or jobs to specific customers on a "to order" basis face far different sales forecasting task than firms producing for inventory. The model described here utilizes a bottom-up approach in forecasting new business for a to-order firm using three key factors that can be estimated by a firm's marketing or sales manager. These three factors are analyzed empirically using a sample of one year's new business proposals from a large multiproject manufacturing firm.