Business Intelligence Center

Exposing the True Sources of Profits

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Abstract:: As the financial crisis focuses companies� attention on external events, we surveyed senior finance executives on their concerns for converting their companies� operations into cash, particularly their views on planning, budgeting, and forecasting practices and their order-to-cash processes. Our research finds that the finance function can be more influential in customer-facing activities, particularly pricing decisions and contracts compliance�areas of the order-to-cash process that currently receive the least amount of detailed analysis. In this report, senior finance executives discuss how their greater involvement in the order-to-cash process may help determine their company�s course�and what internal barriers are preventing enhanced analysis.