Post by Leslie on Jul 28, 2021 16:24:04 GMT
Salesforce: How do we use it as a tool?
Salesforce is used as systemwide company management tool to track current and potential business. Salesforce provides a specific and targeted focus on revenue building and company growth. The metrics used in salesforce also predict trends and opportunities for company growth.
What is a "pipeline" and how might it impact your work?
A pipeline is a start to finish overview of a potential funding stream. The Pipeline follows the identification of a potential funding source through the submission of a proposal and identifies the key partners involved in the undertaking as well monitoring submissions for accuracy and fidelity.
What did the pipeline report tell you?
The pipeline is “rich” with potential opportunities
There is a potential to add to the company’s revenue. There a 14%-win rate (awarding of new contracts).
Perhaps more significant is the 98% renewal rate which indicates established relationships are performing well (A good reputation in the industry)
ReServe landed a lucrative Test & Trace contract 3.3million
Wildcat is doing well in their targeted services to support retuning citizens toward participating gainfully toward citizenship and employment
International growth activity is strong
Closed and lost bids represent a significant amount of revenue
The effects COVID-19 had on business growth. However as U.S. and international businesses re-open Fedcap is poised toward a positive recovery
We will likely not meet our business development target goals established for 9/30/2021
There was an increase in FY’21 of potential business moving through the pipeline
C. Review the two Metrics that Matter (MTM) Reports (To be Emailed).
What surprised you?
Educational services funding was strong and ESNY managed a sizeable amount of that portfolio
I was surprised the job placement outcomes were not more significant
The correlation I drew between wellness services and job placement (2019 slide #19/20)
The company is not management “top heavy” – the largest numbers of employees are those in the professional and client centered roles
The company is more diverse than I anticipated. I would be interested in the breakdown by race of the professional/management staff
2019 & 2021 Length of service (average was 5 years) – line staff & professional staff
What trends do you see?
Collecting data on a focused area indicates trends we may have previously missed (helpful)
2019 & 2021 – OSHA certifications exceeded all others (indicating customer preference regarding types of services they want to access)
Interest and steady increase in completion rates in skilled training offering
ReServe is creating new business capitalizing on current governmental priorities – positions the company for continued growth if we perform well
Covid-19 had an impact on numbers served and deliverables reported
Customer satisfaction – it appears services that continued thru the pandemic were appreciated and needed
Are there any trends that cause you concern?
International revenue is out pacing the United States – what can/should U.S. companies learn from the international service model
How will you use MTM in your own work?
MTM provides an overview in service provision that could inform the types of services that are needed most. Programmatically, I would want to align the services provided by my program with the areas of strength reflected in the company. I would also work harder to create partnerships with internal programs to strengthen and support existing services. Finally, in terns of funding and funding opportunities I might drive my efforts closer to programs who are seeing growth.
