Win Rate report

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Use this report as a report card for your business development efforts. It is a listing of wins and losses over a period of time, such as the last month, last quarter, or last fiscal year. It provides valuable insight to trends and information which help your firm take action to increase your win rate in the future.

Using the customize options, you can produce the report in different ways. For example, you can analyze performance for

  • A certain market segment (project type).
  • A department.
  • An individual (project manager, principal, or marketing contact).

You can also use the Win Rate report for competitive analysis to determine your toughest competitors and the markets where you are losing to them. To do so, select to show only the lost projects and sort by Awarded to.

Note: This report includes contract amounts from the production phases which are linked to BD phases. For the report to contain meaningful data, ensure that you entered contract amounts for the lowest-level production phases.

Obtaining the best results

This report includes contract amounts from the production phases that are linked to BD phases. For the report to contain meaningful data, ensure that you entered contract amounts for the lowest-level production phases.

Audience

Principal

Project manager

Marketing manager

Producing the report

From the > Reports menu, click Project > Business Development > Win Rate.

Report options

Option Description

Company

Multi-company only. The report contains information for all companies in your organization, unless you select a specific company in this field.

Project

The report contains information for all projects unless you select a specific project in this field.

Disposition date range

The report contains information for the current month unless you select a different date in this field.

Customize options

Option Description

Report title

You can change the title of the report.

Sort order

Sorts the report by status, client, project, project manager, principal-in-charge, project type, department, or the firm the project was awarded to. If you use multi-company, you can also sort by company.

Print graph

If selected, a graph of the information appears on the report.

BD status to print

Select the appropriate check boxes to include on the report BD projects which your firm won, lost, or declined.

Print customize options on report

If selected, it prints a list of the report options that you select.

Report contents

Column Description

Status

The status of the project or phase

Project/phase

The project or phase

Client

The client you are working for on the project or phase

Awarded to

The firm who won the project or phase

Disposition Date

The date when the disposition of the project or phase was decided

BD Hours

The hours your firm spent on business development (BD) efforts for the project or phase entered to the marketing phase

BD Cost

The cost your firm spent on BD efforts for the project or phase

Note: Cost is raw cost for labor, expense, and consultants

Contract

The contract amount of the project or phase