Edition: Business + Insights Pro Add-on, Enterprise + Insights Pro Add-on
User-level: Permissions are set at an Organisation level by System Administrators
Who this is for: Principals, directors, finance team
Dashboard Explained
Forward view of expected new revenue from active proposals over the next 3–12 months. Pipeline Forecast translates current business development activity into a projected revenue contribution, weighted by probability, so the firm can see whether the pipeline is sufficient to meet forward targets.
New in Insights Pro: This dashboard did not exist in Analytics Plus.
How to use it
Use Pipeline Forecast in monthly finance and leadership reviews to assess whether the business development pipeline is sufficient to meet forward revenue targets. If weighted pipeline is well below target for the next 3 months, there is likely not enough new work in the pipeline to fill the gap — this should trigger a business development prioritisation conversation. If unweighted pipeline is high but weighted is low, the proposals in the pipeline have low probability — focus on identifying why and whether those opportunities are genuinely worth pursuing.
Understanding your data
Key Fields | How it's Calculated |
Unweighted Pipeline by Month | Sum of fee estimates for all proposals with an expected close date in each forward month, regardless of probability |
Weighted Pipeline by Month | Sum of (fee estimate × probability %) for proposals with an expected close date in each forward month. Gives a risk-adjusted revenue forecast from the pipeline |
Pipeline by Stage | Total pipeline value broken down by proposal stage (Submitted, Shortlisted, Awarded) for each forward month. Higher-stage proposals are more likely to convert |
Expected Close Date | The anticipated decision date entered on each proposal. The month of this date determines where the proposal appears in the forecast |
Cumulative Weighted Pipeline | Running total of weighted pipeline value from the current month forward, showing cumulative business development potential over the forecast horizon |
Filters
Period: Forward date range (next 3–12 months)
Office: Filter to one or more offices
Proposal Owner: Filter by the person leading the proposals