Post by Gregg Caplitz on Jul 28, 2021 10:53:32 GMT
Post your answers to the following questions:
Salesforce: How do we use it as a tool?
Salesforce is used to track potential sales leads from prospect to successful attaining the contract. It is an update of the original Contact management Software where sales leads where tracked and followed. FedCap uses Salesforce to track contracts that have been successfully bid and entered into vs. contracts that we did not successfully obtain.
What is a "pipeline" and how might it impact your work?
A sales pipeline is the contracts that have been successfully obtained and represent “business” in the pipeline. A pipeline is the flow of business that is coming into the various subsidiaries of FedCap and represents potential revenue. The key, of course, is that this is potential revenue since many of these contracts are performance based so they represent potential dollars as opposed to actual dollars.
The pipeline affects CWS by determining potential revenue. We have been very successful in winning RFPs but less successful in fully actualizing the revenue generated from them in the post-Covid world.
What did the pipeline report tell you?
The pipeline report told me that effectively all of the growth in contracts came from overseas primarily in the UK. Most domestic entities were down double digit percentages over budgeted contract amounts. This represent both opportunity and risk for FedCap. The amazing growth in the UK and to a lesser extent in Canada has masked disappointing US results which is a trend we must be aware of and reverse.
C. Review the two Metrics that Matter (MTM) Reports (To be Emailed).
Post your answers to the following questions:
What surprised you?
The dramatic decrease in total numbers of individuals served from approximately 81,000 in 2019 to 66,000 in 2021. Simultaneously there were significant increases in individuals who received a job increasing from approximately 4,000 to just shy of 6,000. In a similar fashion, other measurements increased. This indicates more effective presentation of services even though serving fewer individuals.
What trends do you see?
A decrease in total served across the FedCap companies most likely as a result of Covid. Percentages of people achieving work were around 30% with a goal of 50%. Revenue trends were also negative.
Are there any trends that cause you concern?
I am concerned with the negative trends in domestic measurements and the reliance on UK and Canada to a lesser extent to supply growth and profitability.
How will you use MTM in your own work?
My job has increasingly become revenue generation where I am overseeing a team that produces RFP and contract bids for CWS. I am coming to understand the differences between potential and actual revenue generation and the need to focus on actualization rates. To achieve financial results.
Salesforce: How do we use it as a tool?
Salesforce is used to track potential sales leads from prospect to successful attaining the contract. It is an update of the original Contact management Software where sales leads where tracked and followed. FedCap uses Salesforce to track contracts that have been successfully bid and entered into vs. contracts that we did not successfully obtain.
What is a "pipeline" and how might it impact your work?
A sales pipeline is the contracts that have been successfully obtained and represent “business” in the pipeline. A pipeline is the flow of business that is coming into the various subsidiaries of FedCap and represents potential revenue. The key, of course, is that this is potential revenue since many of these contracts are performance based so they represent potential dollars as opposed to actual dollars.
The pipeline affects CWS by determining potential revenue. We have been very successful in winning RFPs but less successful in fully actualizing the revenue generated from them in the post-Covid world.
What did the pipeline report tell you?
The pipeline report told me that effectively all of the growth in contracts came from overseas primarily in the UK. Most domestic entities were down double digit percentages over budgeted contract amounts. This represent both opportunity and risk for FedCap. The amazing growth in the UK and to a lesser extent in Canada has masked disappointing US results which is a trend we must be aware of and reverse.
C. Review the two Metrics that Matter (MTM) Reports (To be Emailed).
Post your answers to the following questions:
What surprised you?
The dramatic decrease in total numbers of individuals served from approximately 81,000 in 2019 to 66,000 in 2021. Simultaneously there were significant increases in individuals who received a job increasing from approximately 4,000 to just shy of 6,000. In a similar fashion, other measurements increased. This indicates more effective presentation of services even though serving fewer individuals.
What trends do you see?
A decrease in total served across the FedCap companies most likely as a result of Covid. Percentages of people achieving work were around 30% with a goal of 50%. Revenue trends were also negative.
Are there any trends that cause you concern?
I am concerned with the negative trends in domestic measurements and the reliance on UK and Canada to a lesser extent to supply growth and profitability.
How will you use MTM in your own work?
My job has increasingly become revenue generation where I am overseeing a team that produces RFP and contract bids for CWS. I am coming to understand the differences between potential and actual revenue generation and the need to focus on actualization rates. To achieve financial results.