Post by Lori Hebert on Jul 28, 2021 13:26:27 GMT
Pipeline Review
Salesforce: How do we use it as a tool?
Salesforce is a customer relationship management (CRM) platform. It is used to identify customer satisfaction along with providing a platform that can be used by various departments (marketing, sales, commerce, IT) anywhere. It can be used to manage existing contract performance and then use that performance data for projecting business growth needs. I have not been involved with Salesforce and how we are using it as an organization but would imagine we are using it for the defined use.
What is a "pipeline" and how might it impact your work?
A “pipeline” is a means of classifying and tracking potential opportunities. Marketing/sales use pipelines for lead generation and seeking out qualified opportunities. Business development use pipelines for classifying opportunities as they move from qualified to submitted to committed.
Having a funnel system for potential, qualified, submitted, awarded, and lost business would greatly impact Granite Pathways overarching goal of expanding services outside of Mental Health and Substance Use. We are collectively working on seeking out opportunities, this is something I am going to bring back to our team to inquire if leadership has a pipeline and if not, how can we collectively begin this process.
What did the pipeline report tell you?
A few things stood out to me on this report, the growth in both new and renewed contracts from Q1 to Q2 was almost an overall 50% increase. The 98% renewal/recompete win rate tells me that as an organization we provide excellent service across the globe. The 14% new win rate tells me we are not using this metric in going after new contracts to the best of our ability.
Metrics that Matter Review
What surprised you?
The length of service and retention data surprised me and excited me. To see that long term, over 5 years of service, increased across the board highlights the shift of the organizations culture to not only top qualify service for those we serve but an increased focus on professional development for our front-line workers along with expanding growth opportunities within the organization.
What trends do you see?
Comparing the economic well being data from Q4 2019 to the first half of 2021 we see that even though the total number of participants served is lower the well being indicators have an increase in all areas other than housing. This trend identifies a few things, as a country we have a huge gap in affordable housing for families. It also shows me that as an organization we are committed to our mission of promoting economic well being with those we are serving.
Are there any trends that cause you concern?
Total served across the Fedcap Group companies had a decrease during the pandemic, more concerning is to see the continuous decrease trend from each first half in 2018 to 2021. It will be interesting to see the trend from 2021 to 2022 first have of served numbers with the Canada and UK contracts added to the organization.
How will you use MTM in your own work?
I use MTM data everyday for the Strength to Succeed contract from program performance to staff development. Much of what we collect for the quarterly reporting is used in our state and federal reporting, there we are able to show and validate the impact of the work the program does with parents along with highlighting the amplification services the program is providing beyond the scope of service.
A light bulb did go off for me as I was reviewing the MTM and the Pipeline reports... I have been incredibly focused on just the Strength to Succeed program, as a leader it is time for me to burst that bubble and look at expanding my knowledge of Fedcap services and market share outside of Granite Pathways programs. This will not only expand my mindset, it can be a part of leveraging the metrics in seeking out opportunities for revenue expansion.
Salesforce: How do we use it as a tool?
Salesforce is a customer relationship management (CRM) platform. It is used to identify customer satisfaction along with providing a platform that can be used by various departments (marketing, sales, commerce, IT) anywhere. It can be used to manage existing contract performance and then use that performance data for projecting business growth needs. I have not been involved with Salesforce and how we are using it as an organization but would imagine we are using it for the defined use.
What is a "pipeline" and how might it impact your work?
A “pipeline” is a means of classifying and tracking potential opportunities. Marketing/sales use pipelines for lead generation and seeking out qualified opportunities. Business development use pipelines for classifying opportunities as they move from qualified to submitted to committed.
Having a funnel system for potential, qualified, submitted, awarded, and lost business would greatly impact Granite Pathways overarching goal of expanding services outside of Mental Health and Substance Use. We are collectively working on seeking out opportunities, this is something I am going to bring back to our team to inquire if leadership has a pipeline and if not, how can we collectively begin this process.
What did the pipeline report tell you?
A few things stood out to me on this report, the growth in both new and renewed contracts from Q1 to Q2 was almost an overall 50% increase. The 98% renewal/recompete win rate tells me that as an organization we provide excellent service across the globe. The 14% new win rate tells me we are not using this metric in going after new contracts to the best of our ability.
Metrics that Matter Review
What surprised you?
The length of service and retention data surprised me and excited me. To see that long term, over 5 years of service, increased across the board highlights the shift of the organizations culture to not only top qualify service for those we serve but an increased focus on professional development for our front-line workers along with expanding growth opportunities within the organization.
What trends do you see?
Comparing the economic well being data from Q4 2019 to the first half of 2021 we see that even though the total number of participants served is lower the well being indicators have an increase in all areas other than housing. This trend identifies a few things, as a country we have a huge gap in affordable housing for families. It also shows me that as an organization we are committed to our mission of promoting economic well being with those we are serving.
Are there any trends that cause you concern?
Total served across the Fedcap Group companies had a decrease during the pandemic, more concerning is to see the continuous decrease trend from each first half in 2018 to 2021. It will be interesting to see the trend from 2021 to 2022 first have of served numbers with the Canada and UK contracts added to the organization.
How will you use MTM in your own work?
I use MTM data everyday for the Strength to Succeed contract from program performance to staff development. Much of what we collect for the quarterly reporting is used in our state and federal reporting, there we are able to show and validate the impact of the work the program does with parents along with highlighting the amplification services the program is providing beyond the scope of service.
A light bulb did go off for me as I was reviewing the MTM and the Pipeline reports... I have been incredibly focused on just the Strength to Succeed program, as a leader it is time for me to burst that bubble and look at expanding my knowledge of Fedcap services and market share outside of Granite Pathways programs. This will not only expand my mindset, it can be a part of leveraging the metrics in seeking out opportunities for revenue expansion.
