GreenMove : Sales forecasting and strategic steering in a high-growth sustainable mobility company

This case places students in the role of a management controller in a fast-growing sustainable mobility company facing significant uncertainty. It focuses on the challenges of producing reliable sales forecasts in a context of rapid growth, strong seasonality and limited historical data. Students are required to develop a B2C sales forecast using a simple method and to critically assess its assumptions. Beyond calculation, the case emphasises the strategic role of forecasting in supporting decision-making, resource allocation and investor communication. It also highlights the limitations of traditional forecasting approaches in dynamic environments. Students are encouraged to propose more robust and adaptive methods. Finally, the case develops their ability to formulate structured and actionable recommendations. It is particularly suited for courses in management control, budgeting and strategic steering.

Understand the strategic role of sales forecasting in a high-growth and uncertain environment;
Apply a basic forecasting method and critically assess its underlying assumptions;
Analyse the implications of forecasts for operational, financial and strategic decision-making;
Formulate structured and actionable recommendations as a management controller.

Sales forecasting
Management control systems
Strategic steering
High-growth firms
Uncertainty and decision-making
Sustainable mobility

Master (M1, M2)
Mastères spécialisés
MBA
Executive MS
Cadre
Dirigeant

Sustainable urban mobility

PPT de Débrief

Année de la problématique : 2026

Livraison : Livraison par lien de téléchargement

Nombre de pages : 11

Temps d'utilisation : 3h00