Business Development Summary

The Business Development Summary charts displays a breakdown of total pipeline by stage for the current year, as of today's date, and for the prior year, as of the same date in that year. Each colored segment in the bars represents the contribution of the corresponding stage to the total pipeline. The prior year pipeline amount and current pipeline amount display above their respective charts.

In addition, the year-to-date bid rate and win rate display below the pipeline charts.

To see the pipeline data for a specific stage, position the mouse pointer over that segment. When you do, CFO Dashboards displays the stage name, pipeline amount, and percentage of total pipeline.

Click Show Details to go to the Business Development dashboard to view and analyze business development at a more detailed level.

As Of Date

The Business Development Summary analytics reflect the pipeline amounts and bid and win rates as of today's date.

Pipeline Amounts

Pipeline amounts can be either unweighted or weighted based on probability:

• The unweighted pipeline amount for a stage is the sum of the estimated revenue amounts for the opportunities currently assigned to the stage.
• The weighted pipeline amount for a stage is the sum of the weighted estimated revenue amounts for the opportunities currently assigned to the stage: Weighted estimated revenue = Estimated revenue X Probability

Use the Pipeline Probability Weighting options on the Business Development dashboard to switch between weighted and unweighted pipeline amounts. Use the Probability > option on the Business Development dashboard to include only opportunities with a win probability greater than a specified percentage.

Opportunities Included in Current Pipeline

Which opportunities are included in your current pipeline is based on the stage each opportunity is currently assigned to. Your system administrator specifies which stages are included in current pipeline, either when configuring Capture Analytics or, if your firm does not use Capture Analytics, when extracting data from an alternative data source. Opportunities assigned to a current pipeline stage are automatically included in the calculation of current pipeline amounts, and opportunities that are not assigned to one of those stages are not included.

For example, if your firm has a Won stage but does not want to include won contracts in current pipeline amounts, the system administrator does not include that stage, and the opportunities assigned to that stage are excluded from current pipeline amounts.

Bid Rate Calculation

If you select Count in Select Bid and Win Rates Based On on the Business Development dashboard, the bid rate is calculated as follows:

• Number of bid opportunities / (Number of bid opportunities + Number of no-bid opportunities)

If you select Amount in Select Bid and Win Rates Based On, the bid rate is calculated as follows:

• Total estimated revenue for bid opportunities / (Total estimated revenue for bid opportunities + Total estimated revenue for no-bid opportunities)

Win Rate Calculation

If you select Count in Select Bid and Win Rates Based On on the Business Development dashboard, the win rate is calculated as follows:

• Number of won opportunities / (Number of won opportunities + Number of lost opportunities)

If you select Amount in Select Bid and Win Rates Based On, the win rate is calculated as follows:

• Total estimated revenue for won opportunities / (Total estimated revenue for won opportunities + Total estimated revenue for lost opportunities)

Filter Options

Use the filter lists on the KPI Summary dashboard, along with the Probability > option and the filter lists on the Business Development dashboard and Forecasts dashboard, to focus the Business Development Summary on...

• Opportunities that are associated with a specific company (if your firm has multiple companies in Costpoint)
• Opportunities that are associated with selected organizations. Use the icon at the top of the Org filter list to display organization codes for all levels of the organization structure or only the organization codes for a specific level.
• Opportunities with a win probability greater than a specified percentage
• Opportunities that are associated with selected clients
• Specific types of opportunities

If the Business Development Summary Is Not Visible

If your firm decides to not load the necessary pipeline data into the CFO Dashboards data model, the Business Development Summary does not display.