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Forecasting : Roles, Steps and Techniques
Meaning of Forecasting:
In preparing plans for the future, the management authority has
to make some predictions about what is likely to happen in the
future.
Forecasting provides them this knowledge. Forecasting is the

process of estimating the relevant events of future, based on
the analysis of their past and present behaviour.
On the basis of the definition, the following features of

forecasting can be identified:
1. Forecasting relates to future events.

2. Forecasting is needed for planning process because it
devises the future course of action.
3. It defines the probability of happening of future events. Therefore, the happening of future
events can be precise only to a certain extent.
4. Forecasting is made by analysing the past and present factors which are relevant for the
functioning of an organisation.
5. The analysis of various factors may require the use of statistical and mathematical tools and
techniques.
Role of Forecasting:
Since planning involves the future, no usable plan can be made unless the manager is able to
take all possible future events into account. This explains why forecasting is a critical element in
the planning process. In fact, every decision in the organisation is based on some sort of
forecasting.
It helps the managers in the following ways:

1. Basis of Planning:
Forecasting is the key to planning. It generates the planning process. Planning decides
the future course of action which is expected to take place in certain circumstances and
conditions. Unless the managers know these conditions, they cannot go for effective planning.
2. Promotion of Organization:
The objectives of an organisation are achieved through the performance of certain
activities. What activities should be performed depends on the expected outcome of these
activities. Since expected outcome depends on future events and the way of performing various
activities, forecasting of future events is of direct relevance in achieving an objective.
3. Facilitating Co-ordination and Control:

Forecasting indirectly provides the way for effective co-ordination and control.
Forecasting requires information about various factors. Information is collected from various
internal and external sources. Almost all units of the organisation are involved in this process.
4. Success in Organisation:
All business enterprises are characterised by risk and have to work within the ups and
downs of the industry. The risk depends on the future happenings and forecasting provides help
to overcome the problem of uncertainties.
Steps in Forecasting
The process of forecasting generally involves the following steps:
1. Developing the Basis:
The future estimates of various business operations will have to be based on the results
obtainable through systematic investigation of the economy, products and industry.
2. Estimation of Future Operations:

On the basis of the data collected through systematic investigation into the economy and
industry situation, the manager has to prepare quantitative estimates of the future scale of
business operations. Here the managers will have to take into account the planning premises.
3. Regulation of Forecasts:
It has already been indicated that the managers cannot take it easy after they have
formulated a business forecast. They have to constantly compare the actual operations with the
forecasts prepared in order to find out the reasons for any deviations from forecasts. This helps
in making more realistic forecasts for future.
4. Review of the Forecasting Process:

Having determined the deviations of the actual performances from the positions forecast
by the managers, it will be necessary to examine the procedures adopted for the purpose so
that improvements can be made in the method of forecasting.
Techniques of Forecasting
There are various methods of forecasting. However, no method can be suggested as universally
applicable. In fact, most of the forecasts are done by combining various methods.
A brief discussion of the major forecasting methods is given below:

1. Historical Analogy Method:
Under this method, forecast in regard to a particular situation is based on some
analogous conditions elsewhere in the past. The economic situation of a country can be
predicted by making comparison with the advanced countries at a particular stage through
which the country is presently passing.
2. Survey Method:
Surveys can be conducted to gather information on the intentions of the concerned
people. For example, information may be collected through surveys about the probable
expenditure of consumers on various items. Both quantitative and qualitative information may
be collected by this method.
3. Opinion Poll:
Opinion poll is conducted to assess the opinion of the experienced persons and experts
in the particular field whose views carry a lot of weight. For example, opinion polls are very
popular to predict the outcome of elections in many countries including Philippines. Similarly, an
opinion poll of the sales representatives, wholesalers or marketing experts may be helpful in
formulating demand projections.
4. Business Barometers:
A barometer is used to measure the atmospheric pressure. In the same way, index
numbers are used to measure the state of an economy between two or more periods. These
index numbers are the device to study the trends, seasonal fluctuations, cyclical movements,
and irregular fluctuations.
5. Time Series Analysis:

Time series analysis involves decomposition of historical series into its various
components, viz. trend, seasonal variances, cyclical variations, and random variances. When
the various components of a time series are separated, the variation of a particular situation, the
subject under study, can be known over the period of time and projection can be made about
the future.
6. Regression Analysis:
Regression analysis is meant to disclose the relative movements of two or more inter-
related series. It is used to estimate the changes in one variable as a result of specified changes
in other variable or variables. In economic and business situations, a number of factors affect a
business activity simultaneously.
7. Input-Output Analysis:
According to this method, a forecast of output is based on given input if relationship
between input and output is known. Similarly, input requirement can be forecast on the basis of
final output with a given input-output relationship. The basis of this technique is that the various
sectors of economy are interrelated and such inter-relationships are well-established.
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Forecasting : Roles, Steps and Techniques

Forecasting provides them this knowledge. Forecasting is the

On the basis of the definition, the following features of

1. Forecasting relates to future events.

It helps the managers in the following ways:

3. Facilitating Co-ordination and Control:

2. Estimation of Future Operations:

4. Review of the Forecasting Process:

A brief discussion of the major forecasting methods is given below:

5. Time Series Analysis:

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