Stop Managing the Past: Forecasting and Backlog Metrics That Drive Profit

There are inherent challenges with the financial statements most integration company leaders use to evaluate performance. By the time those reports arrive, the story has already been written. Traditional financials are essential, but they are lagging indicators—explaining what happened rather than helping leaders influence what happens next. 

To manage proactively, leaders need to focus on the leading indicators that predict future financial performance. 

This webinar explores how integration companies can move beyond reactive reporting and start using operational metrics to guide better decisions. 

Sales forecasting: Learn how probability-weighted opportunities, expected close dates, and project timelines can help predict future work. 

New orders, backlog, and work-in-progress (WIP): Discover how these metrics interact to determine revenue flow, utilization, and ultimately profitability. 

NSCA Director of Business Resources Mike Abernathy will moderate a discussion led by Solutions360 President Joel Harris, joined by integrator panelists, on how these operational reports connect back to financial statements and help leaders better understand trends, labor allocation, utilization, and project performance. 

Attendees will gain practical insights into the metrics that truly drive business outcomes—from sales forecasts to backlog management—and learn how to shift from explaining past results to shaping future performance. 

What You’ll Learn:

• How to use sales forecasting to better predict future revenue and workload
• Why new orders, backlog, and WIP are key leading indicators of financial performance
• How operational reports connect to financial statements to reveal trends and performance gaps
• Practical ways to move from reactive reporting to proactive business management 

Speakers: 

• Mike Abernathy, Director of Business Resources, NSCA 
  
• Joel Harris, President, Solutions360 
  
• Chris Reece, President and CFO, ASW 
  
• Josh Sharp, CFO, S&L Integrated