Pipeline Performance Reporting
Understanding the Pipeline Pursuits reporting feature
GovTribe offers useful and easy-to-understand reporting tools focused on your business development Pipelines and Pursuits. These reports are useful in monitoring and managing Pursuits in your Pipeline(s).
You can view Pipeline Performance Reports for a single Pursuit, all Pursuits, or any subset of your Pursuits using filters.
To access and view Pursuit Reports:
Step 1. Go to: Main Menu >> My GovTribe >> Pursuits A list of your Pursuits will be displayed.
Step 2. (Optional) Filter the Pursuits, if desired. For example, if you have multiple Pipelines, use the Pipelines Filter to view only one Pipeline, or filter by Pipeline Stage. If you do not apply a filter, the report will reflect all of your open Pursuits for all Pipelines.
Step 3. Click the Reports tab.
The Reports screen displays three Reports, each described below:
The Funnel report is a visualization of your in-process, active Pursuits.
Each bubble on the chart corresponds to one of your Pursuits. The size of the bubble indicates the dollar value of the Pursuit, relative to others. Hover over one bubble to view the name and estimated value.
The horizontal X-axis of the chart shows the number of stages across all Pipelines, counting down to a terminal state on the right side (won, lost, or abandoned).
The vertical Y-axis shows your P-Win: your estimate of your percent chance of winning the bid, you have defined for each Pursuit (defined in the “Details Tab” section of the Pursuit - see Step 2: Find and Add Pursuits to Your Pipeline for more information). The higher up the plotted pursuit, the higher the chance you have estimated for winning the associated contract (or grant).
In general, it’s best for your plot to roughly look like a diagonal line from bottom left to upper right, with larger bubbles moving toward the right as they move through your Pipeline stages. This would indicate that you are focusing your resources on higher-value Pursuits that you believe you are positioned to win.
Bubbles that deviate from the expected pattern are ones that may require some attention during pipeline review meetings.
Outliers in the upper left quadrant should raise questions about high levels of confidence for early stage opportunities. Perhaps they are a renewal of a contract that you already hold, or a sole-source award - or perhaps the person responsible for the Pursuit has not done their due diligence and properly estimated the P-Win.
Outliers in the lower right quadrants should raise concerns about improperly allocated business development resources and manpower (e.g., should we be spending time on bids we believe we have very little chance of winning?).
There are a number of helpful stories a funnel chart can communicate, and building a regular pipeline review meeting around this chart can help your organization develop solid best practices with regard to P-win estimation and bid/no-bid decision-making.
The Projected Revenue report is a column chart that illustrates your expected future revenue by month, quarter, or year (FY or CY). The default timeframe is today’s date through to the same date the following year (you can change this timeframe if you want).
For Pursuits to appear in the report, they must include an estimated award date, estimated value and P-Win (defined in the “Details Tab” section of the Pursuit - see Step 2: Find and Add Pursuits to Your Pipeline for more information).
The purpose of this chart is to help your team in assessing the estimated and probable future value of the active Pursuits in your Pipelines.
The Won / Lost / Abandoned report provides a visualization and leaderboard-style summary of your completed Pursuits - those that you have Won, Lost, or Abandoned.
The column chart at the top left illustrates the total dollars won, lost, and abandoned by month, quarter, or year (FY or CY).
The donut chart at the top right shows the same information, but in aggregate for the entire period indicated by the date ranges at the top of the chart. The inner ring of the donut chart summarizes the number of pursuits won, lost, and abandoned, often referred to as "Win Rate." The outer ring shows relative dollar values of pursuits won, lost, and abandoned, often referred to as "Capture Rate."
The bottom half of this report provides a breakdown of the pursuits you have won, indicating which Pipelines, NAICS categories, Agencies, and Contracting Officers that have been most successful for your business.