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, business development team
Dashboard Explained
Closed proposal outcomes (Won/Lost) by slice and by month, viewable as count, value, or conversion rate. Wins & Losses is the retrospective BD tool — it shows what the firm is winning and losing, and lets you switch between counting opportunities and looking at their dollar value.
Updated in Insights Pro: This dashboard existed in Analytics Plus as "Win Ratio %" by office and month, and has been substantially redesigned for Insights Pro.
How to use it
Use Table Metric to pull whichever specific figure you need into the slice breakdown — e.g. Lost Count to spot slices losing a high volume of smaller opportunities. Drill from Slice into individual Project rows to see which specific proposals make up that figure. Compare the Count vs Value toggle on the charts to check whether win rate by count matches win rate by value; a gap suggests the firm is winning smaller deals and losing larger ones (or vice versa).
Understanding your data
Key Fields | How it's Calculated |
Projects # by Slice | Count of Won and Lost projects per slice, using Project Won/Lost Date |
Projects # & Conversion Rate % by Month | Count of Won/Lost projects per month, plus Conversion % (Won ÷ (Won+Lost)) as a line, using Project Won/Lost Date |
Slice × Month table | Slice-by-month breakdown for the metric selected in Table Metric: Won Fee/Cap, Lost Fee/Cap, Won Count, Lost Count, or Conversion %, drillable by Slice → Project |
Visuals
Projects # by Slice (bar)
Projects # & Conversion Rate % by Month (bar + line)
Slice × Month table (Slice → Project drill down)
Filters
Office: filter by Project Office
Discipline: filter by Stage Discipline
Cost Centre: filter by Stage Cost Centre
Project Manager: filter by Project Manager
Project Status: filter by Project Status
Stage Status: filter by Stage Status
Project Type: filter by Project Type
Account Manager: filter by Account Manager
Stage Fee Type: filter by Stage Fee Type
Project: filter to a specific project
Slice By: choose the dimension for the aggregated graph visuals
Toggles
Count / Value: toggles the bar charts and conversion line between project count and dollar value (does not affect the table)
Won/Lost Date / Start Date / Created Date: changes which date field the charts are calculated against
Project / Stage: whether the selected date is applied at the project level or the stage level
Table Metric: selects which measure the slice × month table shows — Won Fee/Cap, Lost Fee/Cap, Won Count, Lost Count, or Conversion %