Full Sail Partners Blog

Why DEI&B Matter in Project Based Firms

Posted by Evan Creech-Pritchett on March 14, 2024

03-14-24 DEIB-Human Resources-Banner

Fostering Diversity, Equity, Inclusion, and Belonging (DEI&B) is not just a moral imperative but a strategic necessity for project-based firms. DEI&B creates environments that go beyond just diversity and inclusion, aiming to build equitable spaces where individuals feel welcomed, valued, and empowered. Surprisingly, not every company has a DEI&B initiative in place. Let’s review the core aspects of DEI&B, and what implementation strategies firms can use to promote these values.

Diversity

Diversity, the first pillar of DEI&B, acknowledges the variety of human characteristics and identities within a group or organization. It goes beyond just race and gender, encompassing various aspects that we don’t always think about such as age, ability and disability, socio-economic status, religion, nationality, and many more. In the context of project-based firms, where collaboration and innovation are key, recognizing and embracing diversity is especially important. Recognizing this is the foundation for fostering an environment where each team member's strengths and talents can thrive, ultimately contributing to the overall success of the projects and the organization.

Equity

Equity is about ensuring fairness, impartiality, and justice in the treatment of individuals, particularly in environments with historical disadvantages. Project-based firms need to actively address systemic biases, structural inequalities, and discriminatory practices. Achieving equity in a company involves creating policies and procedures that reward based on personal merit, ensuring everyone has an equal chance to succeed no matter what groups they may belong to.

Inclusion

Inclusion is the creation of environments where all individuals feel welcomed, respected, and valued. In project-based firms, inclusive practices involve actively embracing diversity and fostering a sense of belonging. This means creating spaces where people of diverse backgrounds, identities, and perspectives can thrive, express themselves authentically, and engage in meaningful collaboration without fear of discrimination.

Belonging

Belonging is the newest addition to DEI&B. It goes beyond diversity and inclusion, addressing individuals' emotional and psychological need to feel connected and respected within their professional environments. The feeling of belonging involves creating spaces where people can bring their whole selves to work, form genuine connections, and contribute to a collective identity and purpose.

Importance of DEI&B to Project-Based Firms

Beyond being morally imperative, DEI&B is crucial for project-based firms for several reasons: Fosters Positive Employee Engagement: DEI&B creates a positive and inclusive work culture, leading to higher employee engagement and satisfaction. Drives Innovation: Diverse teams bring a variety of perspectives and ideas, driving innovation and problem-solving in project-based settings. Broadens Talent Pool: Embracing diversity expands the talent pool, bringing in individuals with different skills, experiences, and viewpoints. Maintains Competitive Advantage: Companies with diverse teams often outperform their peers, maintaining a competitive advantage in the market.

Methods to Foster DEI&B in the Workplace

We’ve seen why DEI&B is important, but how do we go about putting these systems in place? Here are several ways that project-based firms can implement various initiatives to foster DEI&B:

  • Diverse Hiring Practices: Actively seek diverse candidates and create inclusive hiring processes. Remember to look deeper into the categories we don’t always recognize, like nationality, socio-economic status, and age.
  • Training and Education: Provide ongoing training on diversity, equity, and inclusion to enhance awareness and understanding.
  • Employee Resource Groups (ERGs): Establish ERGs to provide support, networking, and mentorship for underrepresented groups.
  • Flexible Work Policies: Implement flexible work policies to accommodate diverse needs and promote work-life balance. This can include options for hybrid and fully remote work.
  • Leadership Development: Invest in leadership development programs that prioritize diversity and inclusion.
  • Diversity Metrics & Accountability: Establish measurable goals and hold the organization accountable for progress.
  • Employee Engagement Activities/Events: Organize activities and events that encourage diversity and promote inclusion. These can be as simple as company mixers, sporting events, or other group activities.
  • Promotion of Diversity in Content and Marketing: Ensure that marketing materials and content reflect the diversity within the organization.

Making Diversity Programs Effective

Initiating diversity programs can be challenging, but it is essential for the success of DEI&B. Companies need to do three things in order to make an effective diversity program.

  1. First, you must recognize the full spectrum of diversity. As we’ve talked about already, not all aspects of diversity are easy to see. Understand that diversity encompasses various categories beyond gender and race, including gender identity, age, ability, religion, political beliefs, and socioeconomic status.
  2. Second, embed DEI&B in the company culture. Company culture is many things: the embodiment of a company’s values, its mission, and even its environment. DEI&B should be ingrained in the philosophy of the company.
  3. Finally, appoint DEI&B Leaders. Designate a group responsible for DEI&B programs and initiatives to ensure focused attention and progress. This group does not necessarily have to be management, instead, a dedicated team or individual can ensure focused attention and steady progress in promoting diversity and inclusion within the organization.

Conclusion

Embracing and valuing the concepts of DEI&B in project-based firms not only aligns with social responsibility, but also drives positive organizational outcomes. By actively fostering diversity, equity, inclusion, and belonging, project-based firms can create environments where individuals thrive personally and professionally, ultimately contributing to the success and innovation of the organization. To learn even more about DEI&B and how Full Sail Partners is helping firms with this initiative, check out the replay of our LinkedIn Live by clicking the image below.

New call-to-action

Management of Change Series: The Role Human Resources Plays in Effective Change Management

Posted by Tasia Grant, PHR on March 08, 2024

03-07-24 MOC-Human Resources-Banner

The goal of change management is to facilitate successful transitions within a company from the current state to a desired future state. This involves effectively managing the people, processes, systems, and culture impacted by the change to minimize resistance, mitigate risks, and achieve the desired outcomes. In every company, HR’s main role is to function as the “grease” if you will between the goals of the company and how the people in the company contribute to achieving those goals. 

According to an article from AIHR, HR plays a variety of roles in supporting change:

  • Being an active member of the change management team.
  • Being a coach to a manager who is a change leader.
  • Providing training on change management.
  • Helping to build processes the organization can follow for change management.
  • Leading the change as HR professionals.

Managing the People 

How do HR professionals help employees embrace change?

Companies are truly the embodiment of the people who work there. Each employee is both a distinct, individual working personality and a significant piece of the whole company. And because company leaders recognize the importance of their people, the HR function plays a vital role in the overall change management process. Communicating directly with leadership, HR helps people get ready for change by supporting employees throughout the change process, providing transparency, addressing concerns, explaining the reasons behind the change, and soliciting feedback. With employee buy-in, morale will remain strong through the journey of change.

Managing the Processes

How do HR professionals help engender a culture that accepts and supports change? 

Training and Development: HR identifies the skills and knowledge gaps that may arise due to the change and develops training programs to equip employees with the necessary competencies to adapt to new processes, technologies, or ways of working. They also provide coaching and support to managers to help them lead their teams through change effectively. 

Change Readiness Assessment: HR conducts assessments to gauge the company's readiness for change, including evaluating the current culture, identifying potential resistance, and assessing the capacity for change adoption. Based on these assessments, HR develops strategies to address any barriers to change.

Change Planning and Implementation: HR collaborates with other departments to develop change management plans that outline the objectives, timelines, resource requirements, and communication strategies for implementing the change. They coordinate with project teams to ensure that change initiatives are executed smoothly and effectively.

Employee Support and Assistance: HR provides ongoing support to employees during the transition period, offering resources such as counseling services, employee assistance programs, and access to relevant information to help them cope with any challenges or uncertainties arising from the change. 

Performance Management: HR revisits performance management systems and processes to align them with the new objectives and priorities resulting from the change. They may adjust performance metrics, goals, and feedback mechanisms to ensure they support the desired outcomes of the change initiative. 

Culture Alignment: HR works to align the organizational culture with the desired state by promoting values and behaviors that support the change. They may initiate culture change initiatives, promote collaboration and teamwork, and recognize and reward behaviors that demonstrate alignment with the change objectives. 

Feedback and Continuous Improvement: HR gathers feedback from employees and stakeholders throughout the change process to assess the effectiveness of change initiatives and identify areas for improvement. They use this feedback to refine change management strategies and ensure that future changes are implemented more successfully. 

Minimizing Resistance to Change

How can HR professionals prevent common roadblocks to change?

Suggestions from a Principal Change Management Advisor at Prosci are:

Getting in Early to the Process: HR must be present at the early stages of the change process. Often, team leaders, project managers and executives forget about the “people side” of change in their efforts to move forward. It is very important for HR to be there at the beginning of the change process to advocate for the employees.

Having Clear Communications: Lack of clear communications in companies can lead to unnecessary misunderstandings. HR will be the mediator between change management teams and employees, so they need clear communications to update people on the change timeline. In order to have a successful employee experience and keep morale high, communication is a necessity.

Getting Leadership Support: Leadership must back all processes in change management. There needs to be a clear vision for change that HR professionals can understand. Then they can relay change objectives to the rest of the company in a consistent manner.

Managing Expectations: HR professionals should manage leadership and employee expectations during change initiatives. With good communication and the right support, HR teams can manage expectations, preventing push back and increasing buy-in from all team members.

Explaining Cultural Shift: Many people comfortable with the existing culture become resistant to change. HR professionals can work with those individuals to show the value of the cultural change and how it will benefit everyone in the long run. This will take the fear out of those resistant to the changes and make the transition easier.

Leading an Effective Change and Getting Desired Outcomes

HR professionals taking proactive steps to avoid the challenges that come with change management can increase the likelihood of success in change management initiatives. Getting buy-in from leadership at the outset will lead to employee buy-in and increased morale. Furthermore, clear communication, employee engagement, careful planning, and ongoing support are essential for navigating change successfully. As HR plays many roles in supporting change, it is an essential part of any change management plan and should be included from the beginning of the process.

 

New Call-to-action

Artificial Intelligence and Machine Learning? Not Science Fiction Anymore

Posted by Aria Bounds on February 29, 2024

02-29-24 AI Not Science Fiction - Banner

As many relate these terms with science fiction and robotics, artificial intelligence (AI) and machine learning can cause some confusion. Based on common knowledge, this is a rational thought. However, AI and machine learning technologies have been and continue to be incorporated into many software applications and personal assistant tools such as Siri and Alexa. Furthermore, it is important to note that AI and machine learning have some slight differences. So, in this blog, let’s take a closer look at AI and machine learning and how Deltek is using these technologies to improve the experience for Deltek Vantagepoint users. 

Getting Smart with Artificial Intelligence 

Simply stated, AI is the principle that machines can make smart decisions and complete tasks using logical intelligence. In theory, this means that machines using AI exhibit cognitive functions like those performed in human minds. AI works by using algorithms, and in many cases, multiple complex algorithms stacked on top of each other. Typically, these algorithms can learn from data, enhancing the ability to make smarter decisions. 

The late Larry Tesler, a computer scientist who worked for many major corporations, tried to define AI. His theorem stated that “AI is whatever hasn’t been done yet,” meaning that intelligence is ever-changing. However, once something becomes common, it transitions to machine learning. Tesler’s theorem is often referred to when discussing the difference between AI and machine learning. 

Being Efficient with Machine Learning 

So, based on Tesler’s theorem, machine learning is a subcategory of AI and focuses more on the idea that machines can learn and adapt through experience. Like AI, machine learning uses algorithms to perform tasks without being programmed to, but it achieves goals by learning and figuring things out over time. In machine learning, the commonly accepted approaches are divided into four categories: 

Reinforcement Learning – a computer program navigates a dynamic environment to achieve a goal, such as a car on a racetrack. The car is given positive reinforcement when it stays on the course and negative reinforcement when it leaves the track. Over time, the program will be able to drive the car through the entire track. 

Supervised Learning – the program is given inputs and desired outputs and then it creates the connections. An example of this is creating models to predict the weather. 

Unsupervised Learning – As the name suggests, the program is given no pre-existing labels and left to figure out patterns in the data on its own. This technique is often used in marketing to identify clusters of potential customers. 

Semi-Supervised Learning – Mixing Supervised and Unsupervised, the program is given a mix of labeled and unlabeled data. This technique is often used to build translation models, as labeling all possible translations is expensive and time-consuming, but making assumptions on unlabeled data is much cheaper. 

Using AI and Machine Learning within Deltek Vantagepoint 


Deltek is advancing "Smarter Projects" by integrating thoughtful AI integration into Vantagepoint, aiming to enhance project management for project-based businesses. By leveraging generative and traditional AI, Deltek will be enhancing automation, improving data accuracy, and saving time. This goal is to support business leaders and project managers in winning and managing projects more effectively, streamlining client relationships, and project delivery. Some examples that are already available include the following.

Client Smart Summaries™ with AI:

  • Automatically generates summaries of client information using generative AI.
  • Enables executives and project managers to be well-prepared with a comprehensive understanding of client history, ongoing projects, and potential opportunities.
  • Aids in nurturing client relationships and winning more projects by staying informed.

Click here to see a Client Smart Summary in action.

 

Hey Deltek Digital Assistant:

  • Utilizes natural language for task management, like setting reminders, adding new contacts, and locating client records.
  • Designed to simplify tasks for business development leaders and executives, enhancing productivity.

Capture New Leads on Mobile:

  • Vantagepoint CRM mobile app allows for the direct addition of contacts by taking a picture of business cards using Intelligent Character Recognition technology.
  • Streamlines the process of capturing new leads and contacts, saving time and reducing manual entry.

Building a Smarter Pipeline:

  • Offers enhanced visibility into project successes and current pipeline, facilitating more informed decision-making.
  • Features a visual pipeline view, enabling teams to easily identify opportunities and threats.
  • Eliminates the need for multiple reports by providing a unified location for pipeline management.

Deltek's integration of AI and Machine Learning into Vantagepoint is setting a new standard for efficiency and intelligence in project management. With innovations like Client Smart Summaries™, the Hey Deltek Digital Assistant, mobile lead capture, and smarter pipeline management, Deltek is empowering businesses to navigate the complexities of project-based work with unprecedented ease and insight. These tools not only save valuable time but also enhance the accuracy and relevance of data, helping business leaders and project managers forge stronger client relationships and achieve greater success in their projects. As Deltek continues to push the boundaries of technological innovation, Vantagepoint users can look forward to even more advanced features that will further transform the landscape of project management.


It’s Time to Embrace AI and Machine Learning 

Identifying and clarifying the difference between AI and machine learning is important since you’ll likely be hearing these terms used interchangeably from now on and far into the future. We have already seen how Deltek Vantagepoint has comprehensive AI and machine learning solutions available for users. And there are even benefits to using AI outside of Deltek solutions.

I’ve found AI to be a handy tool when developing software. AI has changed how we access information on the internet – providing summaries of multiple different search results all at once, offering suggestions from official support sites, and more. AI makes finding answers to problems easier, and even when it can’t provide an accurate answer, AI still manages to point me in the right direction to find the answer. 

While most day-to-day use won’t be the same as my own, search engines now have AI supporting their search tools. For example, Bing has an AI chat that can provide context for your internet searches. It even finds answers for you that would usually take digging into multiple different websites to find.  

So, this is no longer a thing of science fiction. AI and machine learning have been added to technologies and industries that we interact with daily, providing us with comprehensive solutions to speed up data processing. It’s a science that is here to help, so don’t shy away from using your apps, websites, and smart devices that have AI!

Stay up to date with all of Deltek Vantagepoint's new features by visiting our "Powering Project Success" mini-demo series. Click the image below to watch today.

New call-to-action

 

When to Consider Utilizing Revenue Generation in Deltek Vantagepoint

Posted by Terri Agnew, CPA on February 22, 2024

02-22-24 - Revenue Generation - Banner

Revenue Generation is a feature in Deltek Vantagepoint that allows a professional services firm to define how a project should calculate revenue. This process is not turned on “out of the box” as firms can choose if and how they would like to utilize this feature. Vantagepoint’s default revenue method is “B,” meaning revenue is recognized only when a project is billed. Although this method works well for projects invoiced monthly for time & materials incurred, it doesn’t always align with all project types.

Additionally, utilizing the “B” method can restrict a firm from invoicing throughout the month as generally all costs should be posted and then invoiced to properly match revenue and expenses. Billing all at the end of the month can create a backlog and delay month-end closing processes. Therefore, if your projects are not billed monthly, the billing doesn’t match how the project should recognize revenue, or you don’t want to hold up your close process until all invoicing is completed, your firm should consider utilizing Revenue Generation.

Pursue Revenue Generation Methods

After deciding that revenue generation is right for your professional services firm, the next step is to decide on the revenue method(s) to be utilized for your projects. Revenue generation is flexible in the fact that methods can be different on different levels of a project’s work breakdown structure. Furthermore, your firm can create custom revenue methods if you feel one of Deltek Vantagepoint’s predefined methods doesn’t suit your needs.

Deltek Vantagepoint’s Standard Predefined Methods

The three most popular predefined methods are the Work In Progress (W), the Percent Complete Method (P), and the Multiplier (M) methods. See below the formulas and a brief discussion of when firms may choose to utilize these methods.

Work in Progress Method (W)

Job-to-Date Revenue = Job-to-Date Billings + Work-in-Progress @ Billing

Deltek Vantagepoint recognizes revenue as job-to-date billed plus work-in-progress at billing rates. This method works well for projects normally termed “hourly” or “time and materials.” One of the great features of this method is you can invoice anytime during the month and expenses posted after the invoice will still be recognized for that month and this method will match revenue and expenses. One disadvantage of this method is the formula has no limit set so if your project is “hourly to a max,” this method will not stop at the “max.”

Percent Complete Method (P)

Job-to-Date Revenue = (Percent Complete*Fee) + Job-to-Date Reimbursable Expenses

This method recognizes revenue based on a percent complete entered on the project times the compensation on the project, plus reimbursable expenses. This method does require the percent complete field to be entered, usually at the lowest level of the project where the revenue is to be recognized. The good news is there are several places to update this field – in Dashboards, in the Revenue Generation action bar, and the Project Review area. The bad news is that it does require updates regularly.

In general, this method works well when projects have milestone billings, often called “lump sum contracts” or “fixed fee” projects. On these types of projects, you may have a billing schedule that does not match your level of effort in a month. For example, if your milestones state that you can’t invoice until you have hit 25% complete, but this month you have completed 15%, you may want to recognize 15% now and not wait until you hit 25%. In this case, the percent complete field would need to be entered as 15%. In summary, this method produces revenue based on the percent completed, not invoiced, but that percent does need to be entered into the system with some “manual intervention.”

Multiplier Method (M)

Job-to-Date Revenue = (Job-to-Date Direct Labor x Multiplier) + Job-to-Date Reimbursable Expenses

The Multiplier Method recognizes revenue based on labor incurred times a multiplier identified on the project in the “Multiplier/Amount” field. This method can be used on projects that are billed hourly or percent completion-based. Usually, when using this method, the multiplier is set once and reviewed periodically but does not need to be updated as frequently as the P method. The pro of this method is that it requires less maintenance than the P method, but the con is that it may not be as accurate. The multiplier is project-specific, which allows flexibility.

User Defined Revenue Methods

If the above methods don’t meet your professional services firm’s needs, Deltek Vantagepoint has the flexibility to create as many revenue methods as needed.

For example, if you would like to use an hourly method, like W, but would like to add a maximum amount to the calculation, there is a “Subject to Max” option that can be utilized in a formula. Likewise, if you would like to compare two formulas and have the system recognize revenue based on the “lessor of” the two calculations, that is also an option. There are many fields available to create a User Defined Calculation from project fields such as budget or compensation fields, from billing terms such as rates or Add-Ons, or even from User Defined Fields on a project.

Choosing the Best Revenue Generation Method(s) for Your Professional Services Firm

As you consider the possibilities of revenue generation within Deltek Vantagepoint, it's crucial to refine your approach to ensure it aligns with your firm's unique project management and financial tracking needs. The flexibility offered by Vantagepoint enables a tailored revenue recognition process that can significantly enhance your financial accuracy and project oversight. To effectively implement and benefit from this feature, consider the following:

  • Assess Project Requirements: Evaluate the specific needs of each project or project phase to select the most appropriate revenue generation method. This assessment should consider the billing schedule, project duration, and the nature of the work (e.g., hourly, fixed fee, or a combination).
  • Implement a Hybrid Approach: Don’t hesitate to employ multiple revenue generation methods within a single project where necessary. This flexibility can accommodate diverse billing arrangements and project work phases, ensuring revenue is recognized in the most accurate manner across your portfolio.
  • Create Your Own Calculations: Leverage the capability to create custom revenue calculations to address any specific challenges or goals your firm has. This customization can help in situations where predefined methods fall short, ensuring your revenue recognition practices precisely match your operational and financial strategies.
  • Document and Standardize: Establish clear documentation of your chosen revenue recognition methods and the rationale behind them. This documentation will serve as a valuable reference for your team and ensure consistency in application across projects.
  • Engage in Thorough Testing: Before fully integrating a new revenue generation method into your operations, conduct comprehensive testing. This testing should simulate various project scenarios to uncover any potential issues and ensure the method performs as expected under different conditions.
  • Review and Refine Regularly: Adopt an iterative approach to your revenue generation strategies. Regular reviews allow you to adjust methods as your firm evolves and as projects present new challenges or opportunities for financial management optimization.

By thoughtfully selecting and applying revenue generation methods, your professional services firm can achieve a higher level of financial clarity and project management efficiency. Deltek Vantagepoint’s flexibility not only accommodates a wide range of project types but also empowers your firm to adapt and thrive in the dynamic professional services landscape. Embrace the opportunity to fine-tune your revenue recognition processes, ensuring they fully support your firm's strategic goals and project delivery success.

Strategize and Optimize: Revenue Solutions in Deltek

Maximize your Deltek Vantagepoint's Revenue Generation capabilities with Full Sail Partners' Navigational Analysis. Our service streamlines your processes, ensuring your ERP system aligns perfectly with your business objectives. From an initial assessment to a customized action plan, we guide your firm through optimizing system functionality to enhance operational efficiency and financial performance. Elevate your firm's potential—discover how our Navigational Analysis can transform your Deltek setup for optimal success by clicking the image below.

 New Call-to-action

Handling Write-Offs the Right Way

Posted by Lisa Ahearn on February 15, 2024

02-15-24 Handling Write-Offs - Banner

In a perfect world, professional services firms could invoice their clients for every charge to every project, and the clients would pay every invoice. However, in reality, nearly all professional services firms have write-offs. Write-offs can occur when your firm and your client agree that they don’t have to pay an invoice, when the client is unable to or refuses to pay an invoice, or when your firm is unable to bill all project charges to the client.

While writing-off charges is necessary sometimes, the good news is that each of these types of write-offs can be easily handled in Deltek Vantagepoint. Since write-offs impact the firm’s financial statements, it is crucial to have clear guidelines as to the accounting period in which they should be created/posted. In this blog, let’s talk a little bit about how to handle write-offs the “right” way to make the process as painless as possible.

Firm and Client Agree to a Reduction in an Invoice Amount

Did you accidentally invoice the client too much?  Did you send an invoice for a change order before it was fully approved? Or did the client argue about a portion of the invoice, and you agreed to a reduction in the invoice amount? 

When the client does not require a revised invoice, you may choose to do an invoice adjustment through the transaction center. It is recommended to use the original invoice number and date, and the WBS2/3 level from the original invoice. Doing so will result in the adjustment being applied to the original invoice, making receipt more efficient. One thing to consider when using this method is that if you keep invoices on file, the PDF invoice stored on the project will not show the adjustment. If the PDF invoice was later needed, it could be confusing that the total no longer matches the invoice amount that shows in the system.

If the client requires a revised invoice, or if you prefer to make sure the invoice on file matches the amount the system shows as billed, you may instead choose to void and reissue the invoice through Interactive Billing in Deltek Vantagepoint. Voiding an invoice reinstates the charges that were included with the invoice (which allows you the option to hold or write-off charges) and you would issue an invoice for the new amount. When voiding an invoice, it is best to post the void before running the revised one.

It is important to note that voiding an invoice will affect the financial statements, so be sure to void in a current, open accounting period. Another consideration with issuing a revised invoice is what invoice date to use. If it is agreed that the payment terms can start on the date of the original invoice, you can change the invoice date in the billing session options.

A Client is Unable to or Refuses to Pay an Invoice

Did your client go out of business? Did a portion of your work fail to meet expectations? And, did it result in the client refusing to pay?

Many professional services firms track an Allowance for Bad Debts against Accounts Receivable. When a client cannot or will not pay an invoice, it is likely that you will want to put the write-off against the allowance. The most efficient way to do this is to process a zero-dollar cash receipt. Select the invoice as though you are paying it, then enter an additional line in the cash receipt and select either the bad debt contra-asset or expense account.

Many firms use an indirect account for a bad debt expense. But, if your firm prefers bad debt expense to be a direct expense, you could set up a project as a regular charge type and a direct expense account to be used exclusively for recording bad debt.

If your firm reports on a cash basis, and you do not want to show any revenue or expense, Deltek Vantagepoint can accommodate that as well. In AR Mapping accounts, set up your Allowance for Bad Debts as an invoicing account (leave all other fields blank unless you also want a separate AR column). Then when you need to write off an AR invoice, process a negative invoice transaction using the original invoice number, WBS level(s), invoice section(s), and the Allowance for Bad Debts account.

If you do not have a bad debt allowance, you can void the invoice as explained previously and write off the transactions (explained in the next section). You could also choose to do a credit memo. The credit memo function reverses the invoice but does not reinstate the charges to Interactive Billing.

The Firm is Unable to Bill All Project Charges to the Client

There are several reasons you may not be able to bill all the charges on a project to the client including inefficiencies during work performance, going over budget, training new staff, and resource turnover. GAAP guidelines indicate that potential losses are to be recognized as soon as known. When it is known that charges cannot be billed to the client, use the write-off function in Interactive Billing.

This function will cause the items to be excluded from invoicing, thereby not recording revenue. If your professional services firm uses revenue generation, then to exclude write-offs, make sure the formula is set up accordingly. Using the write-off function for charges will not remove the charges from project reporting, except in cases where you choose to exclude charges to be written off such as on the Unbilled Summary report.

On reports where you can select to show the billing status of charges, items that have been marked for write-off have a status of W, and items that have been written-off have a status of X. If tracking/reporting of write-offs is desired, you could choose to use the project detail report. Then on the options tab, only include charges with the X or W status.

Visibility Around Write-Off Amounts

Using Deltek Vantagepoint, there is visibility around write-offs. As mentioned, to see the specific items written off, you can use a report such as a project detail and include only items with the X or W status. Since typically no revenue is recognized for written-off items, there are other areas that you can see write-offs and their impact as well:

  • As negative profit on the Project Earnings and Office Earnings reports when run at cost
  • As a negative variance on the Project Earnings and Office Earnings reports when run at billing
  • In Project Review at cost and billing in the profit/variance box

Use Deltek Vantagepoint to Manage Write-Offs

As discussed, there are several reasons that professional services firms experience write-offs. When write-offs are necessary, know that Deltek Vantagepoint can be set up and used to process them the “right” way, while also providing visibility so that your firm has a handle on its financial statements. If your professional services firm needs assistance in this area, don’t hesitate to contact us for more details.

 

 New call-to-action

Improve Project Planning with Deltek Vantagepoint

Posted by Rana Blair on February 08, 2024

02-08-24 Improve Project Planning with DVP-Banner

For professional services firms, having a reliable project planning tool is critical to ensuring projects are profitable. In a competitive landscape, successful project execution hinges on the effectiveness of project planning, driving the need for firms to invest in tools that not only meet but exceed expectations. Therefore, a project planning tool needs to be intuitive for users and must improve project scheduling and resource planning.

With Deltek Vantagepoint, project planning has been taken to the next level with a focus on the features and functionality that project managers need. This advanced tool is carefully crafted to specifically cater to the distinct needs of project managers, making sure it not only meets, but also anticipates their requirements. Here are some key features of Vantagepoint that will assist project managers with delivering successful and profitable projects.

Start Early with Templates

Getting a project off to a good start needs a bit of an early boost. Luckily, Deltek Vantagepoint helps out by offering practical ways to help plan things out early. Here’s what you need to know to get a head start.

  • Successful Delivery: This starts long before contracts are signed so consider creating the plan when the project is first entered in a Pursuit Stage. Vantagepoint offers a variety of methods that can be used to efficiently create a preliminary plan.
  • Project Templates: Firms can create multiple templates for use in creating new project records or when adding structure to a project. Using Project Templates allows users to quickly add the phases of work that are typical for the projects.
  • Projects Used as Templates: Firms can create Project records that can serve as templates for creating new records. These records can hold typical Work Breakdown Structure (WBS) elements like Project Templates but can do much more. The records can serve as a plan template that will allow the user to instantly create a plan with Schedule Durations, Generic Resources, and Planned Hours.

Aside from the ease of creating a project plan, planning the project in advance allows professional services firms to proactively manage pricing and resourcing.

Keep the Schedule Updated

Keeping the project schedule updated is a pivotal aspect of effective project management, and Deltek Vantagepoint equips users with powerful tools for this purpose. The plan Gantt charts are a great tool for managing the dates in a plan. The Schedule Tab allows planners to visually manage dates, durations, and dependencies for project delivery phases. Users can also adjust the project schedule from any level of the project by simply dragging and dropping the timeline bars and reviewing the Critical Path on demand, ensuring a clear understanding of key project dependencies.

Beyond the convenience of schedule management, the real-world impact of keeping the schedule updated becomes evident in staffing discussions. Maintaining an accurate and current schedule is a crucial reference point for conversations surrounding short- and long-term staffing availability. By staying on top of the schedule, project managers can better address staffing needs, optimize resource allocation, and enhance overall project efficiency.

Anticipate Resource Usage Curve

The keystone of true resource planning is predicting resource demands as they will likely occur. All project delivery phases have a ‘curve’ that should be reflected in the resource plan. Deltek Vantagepoint’s Project Planning allows users to plan the hours differently in specific time frames. With the Distribute Hours feature, users can take a more precise approach to planning resource hours over specific date ranges by using hours or percentages per day.

This level of granularity in resource planning is not just about meeting requirements; it's a strategic move to decrease the chance of resource clashes. Understanding the intensity of resource usage during different phases of a project becomes a proactive measure to minimize conflicts and optimize resource allocation. By anticipating resource usage, project managers can navigate the intricacies of resource planning with precision, ensuring easy and efficient workflows that align with project objectives.

Review Performance Against the Baseline

The Baseline serves as the bedrock, outlining the assumptions upon which the scope, schedule, and budget of the entire plan are built. Saving the Baseline at the right time allows users to review the deviations and project the final outcomes.

Deltek Vantagepoint not only facilitates this review but also enhances it by allowing users to compare Baseline values with Estimate at Completion (EAC) values. This comparative analysis can be conducted seamlessly across various platforms, including the Plan, Dashboards, and the Project Review feature. This multi-faceted approach to reviewing performance against the Baseline ensures a complete understanding of how the project is progressing in relation to its initial assumptions.

Take Control of Your Project with Deltek Vantagepoint 

Deltek Vantagepoint Planning and Resource Management allows professional services firms to collaborate and analyze project performance from the pursuit through closeout. Maintaining the plan throughout the life of the project improves financial performance and enhances communication around schedules and resource needs. Furthermore, by using this advanced tool, project managers can proactively minimize resource clashes by anticipating resource usage and ensuring project objectives are met. Take control of your projects today!

New call-to-action

Resume and Project Information Management Using Deltek Vantagepoint

Posted by Lindsay Diven on February 01, 2024

02-01-24 DVP Resume and Project Info - Banner

In the competitive landscape of architecture/engineering (A/E) consulting, two critical assets set firms apart: their people and their projects. As a former marketing director for a large A/E firm, I fully understand the challenges involved in managing these assets effectively. Utilizing Deltek Vantagepoint, we offer streamlined solutions for managing both resumes and project information, ensuring your firm's unique strengths are showcased in every proposal, presentation, and marketing effort.

Strategic Resume Management: Capturing and Updating Professional Profiles

We perceive professional resumes not just as documents, but as dynamic profiles that showcase the strengths of your firm's most valuable assets: its people.

Starting Strong: Capturing New Hire Information

The journey of efficient resume management begins when a new employee joins your firm. This is a golden opportunity to capture their excitement and fresh perspective. Here’s how we recommend utilizing Deltek Vantagepoint and your HR processes to streamline this step:

  1. Coordinate with HR: At the point of hiring, collaborate with HR to integrate marketing and resume information collection into the onboarding process. Utilize HR’s existing data collection methods, adding specific forms or questions relevant to marketing needs.
  2. Gather Comprehensive Information: Collect essential data such as bios, previous projects, licenses, awards, special skills, software proficiency, languages, and contacts. For strategic hires, consider a dedicated marketing onboarding session to align their expertise with your firm’s marketing strategies.
  3. Automate with Deltek Vantagepoint: Leverage Deltek Vantagepoint to automate the information capturing process. This system can be set up to alert the marketing team of new hires, enabling the collection and updating of resume details seamlessly into your database.

Ongoing Updates: Keeping Resumes Fresh and Relevant

Regular updates are crucial to maintain the accuracy and relevance of resumes. Here's a streamlined approach:

  1. Determine Update Frequency: Decide how often resumes need refreshing. This can be annually, bi-annually, or aligned with each person’s work anniversary.
  2. Strategic Distribution: Utilize Deltek Vantagepoint to manage and schedule resume updates using email alert workflows. Provide current resumes to employees, along with clear instructions and deadlines for updates.
  3. Engage Personally: Consider conducting brief interviews or meetings, especially with key personnel, to ensure comprehensive and up-to-date information.
  4. Update the Employee Record: Once the updated information is gathered, use Deltek Vantagepoint to keep your database current. This ensures that any proposal or marketing material has the latest information at hand.

Case Study: Streamlining Annual Resume Updates at a Growing A/E Firm

A prime example of effective resume management was at my previous firm, a growing A/E firm. As the firm expanded to around 300 employees, we recognized the need for a structured yet flexible system for annual resume updates. Our strategy involved breaking down the updates into manageable monthly tasks, leveraging both Deltek and a work anniversary-based schedule. Here's an overview of our process:

Planning Phase: Leveraging Deltek Vantagepoint for Organization

  1. Monthly Employee Selection: Utilizing Deltek, we extracted a monthly list of employees based on their work anniversaries. This systematic approach ensured that every employee's resume was updated annually, without overwhelming our resources.
  2. Preparation of Update Materials: We compiled the existing master resumes from our database, along with a custom-designed resume update memo and instructions.

Gathering Phase: Personalized and Coordinated Efforts

  1. Distributing Update Materials: The update materials were personally delivered to employees in our main office. For our six satellite offices, we collaborated with marketing coordinators or office managers to ensure distribution. In cases where direct handover was not feasible, we used email as an effective alternative.
  2. Setting Deadlines and Reminders: A two-week timeframe was typically given for updates, with reminders set up in Deltek to keep track of deadlines.
  3. Scheduling Interviews When Necessary: For certain key roles or when detailed updates were required, we scheduled one-on-one interviews, adding a personalized touch to the process and ensuring comprehensive updates.

Updating Phase: Keeping Our Database Current

  1. Collection and Review of Updates: We gathered the revised resumes and additional information provided by employees, reviewing them for completeness and accuracy.
  2. Editing and Finalizing Resumes: Necessary edits and rewrites were undertaken to ensure that the resumes accurately reflected each employee's latest achievements and experience.
  3. Database Updating: Using Deltek, we updated our central database with the new information. This not only refreshed individual resumes but also ensured that our entire resume pool was current and ready for use in proposals and marketing efforts.

This case study highlights the efficacy of using a structured, technology-driven approach to manage resume updates in a large firm. By leveraging our Deltek database, we were able to streamline the process, maintain high-quality resumes, and ensure that our marketing and proposal materials always featured the most up-to-date and relevant information about our team members.

Project Information Management: Keeping Project Portfolios Up-to-Date

Just as vital as managing resumes is maintaining up-to-date project information. This includes project descriptions, milestones, and outcomes – all crucial for marketing and business development efforts. Here’s how to effectively manage this process:

  1. Diverse Update Methods: Consider annual updates, project milestones, pursuit-driven updates, award submittals, and initiative-driven updates. Choose the method that best aligns with your firm's needs and project types.
  2. Project Update Process: Establish a routine for gathering project information, such as sending out Project Information Profiles (PIPs) alerts to project teams and scheduling site visits for in-depth understanding.
  3. Automated Reminders and Checkpoints: Use Deltek Vantagepoint to set up workflow alerts for project updates at various milestones, ensuring no project goes unaccounted for.

Forward-Thinking Project Management: Begin with Your Goals in View

An essential aspect of managing project information effectively is to start with a clear understanding of how this information will be utilized. For instance, if a project is a potential candidate for a Design-Build Institute of America (DBIA) award, it's crucial to collect comprehensive design and construction details right from the start. Anticipating the requirements of award submissions or other future uses can guide what data to gather throughout the project's lifecycle. Utilizing past award criteria as a template for data collection ensures you capture all necessary details for future submissions.

Case Study: Site Visit Program

A practical application of this forward-thinking approach can be seen in a construction firm in Florida, which has established an effective site visit program to collect robust project information. Their marketing manager shared insights into their process, which I’ve adapted to optimize using Deltek Vantagepoint.

  1. Pre-Visit Preparation: Prior to site visits, a Project Information Profile (PIP) is sent to the project team via an email alert workflow. The project engineer fills in key details like project costs, square footage, and client information into the project record linked in the email.
  2. Collaborative Meetings: The project's key personnel, including the project manager, safety manager, and quality control manager, convene to discuss the project with the marketing representative. These meetings, often accompanied by informal gatherings over meals, foster open communication and information sharing.
  3. On-Site Insights: The marketing representative tours the site, gaining a visual understanding of the project. This first-hand experience is invaluable when drafting project descriptions and stories later.
  4. Drafting the Project Story: Back in the office, the marketing representative uses the insights gathered to draft a compelling narrative of the project, which is then refined and stored in Deltek Vantagepoint.
  5. Final Review and Approval: The draft is sent back to the project team for final review and approval, ensuring accuracy and completeness.

Additional highlights of their site visit program include:

  • Continuous Engagement: A marketing representative is assigned to each project from start to finish, responsible for collecting initial information, attending key meetings, and ensuring all relevant documents are stored in Deltek Vantagepoint. Because Vantagepoint project records often get created in the pursuit stage, the marketing coordinator field is often populated in the project record.
  • Strategic Site Visits: Site visits are conducted at critical project milestones, such as kickoff, mid-point, and completion, to gather dynamic information, including lessons learned and design insights. Workflow alerts and reminders can be sent to applicable project leads when such milestones are met.
  • Leveraging Award Criteria: Award submission questionnaires are used to guide the questions asked during site visits, ensuring comprehensive data collection aligned with potential award submissions.
  • Integrated Photography Sessions: Marketing representatives coordinate with photographers during project photoshoots, ensuring visual documentation aligns with the project's narrative.

This case study exemplifies the benefits of a strategic, goal-oriented approach to project information management. By integrating these practices with Deltek Vantagepoint, marketing professionals can ensure their project portfolios are detailed, up-to-date, and ready to meet any marketing or proposal need.

Integrating Resume and Project Information Management

Combining the management of resumes and project information provides a holistic approach to showcasing your firm's capabilities. Both elements are integral to crafting compelling proposals and presentations, and their management should be interlinked for maximum efficiency and impact.

  1. Unified Database Management: Use Deltek Vantagepoint as a central repository for both employee and project information, ensuring consistency and ease of access.
  2. Streamlined Processes: Establish integrated workflows in Deltek Vantagepoint for updating both resumes and project information, reducing duplication of efforts and enhancing collaboration between departments.
  3. Regular Reviews and Updates: Schedule periodic reviews of both resumes and project portfolios to ensure they reflect the most current and relevant information, leveraging automated reminders and scheduling tools within Deltek Vantagepoint.

Transform Your CRM Practices with Deltek Vantagepoint Workflows

Mastering the art of resume and project information management is crucial for A/E/C firms striving for excellence. Full Sail Partners' expertise, coupled with the power of Deltek Vantagepoint, provides a robust solution to streamline these processes, ensuring your firm's assets are always up-to-date and compellingly presented. Embrace these strategies to transform your information management into a strategic asset, enhancing both marketing and business development efforts.

As a next step in your journey to CRM excellence, we invite you to watch our webinar: "Automating CRM Success with Deltek Vantagepoint Workflows." You'll learn how to build and implement effective Vantagepoint workflows for CRM information collection and management, gaining insights into streamlining updates for projects in pursuit, enhancing project information management for proposals, and optimizing employee data processes. Just click the image below to watch today.

 

New call-to-action

 

 

Management of Change Series: The Many Faces of Marketing in Managing Change

Posted by Evan Creech-Pritchett on January 18, 2024

01-18-24 Marketing Managing Change-Banner

Marketing is like the Swiss Army knife of a company. Whether it's analyzing market trends, crafting messages that resonate with customers, or collaborating with top-tier decision-makers, marketers are the glue that holds these diverse aspects of a business together. By actively embracing change, they not only stay ahead of the curve but also contribute significantly to the company's adaptability and long-term success. Let's explore a bit about what marketing entails and how it is beneficial for companies to embrace change.  

The Many Faces of Marketing in Managing Change

The External Researcher

Marketing serves as the economic detective, constantly staying ahead of industry and economic developments. The role involves continuous research and analysis, with a particular focus on external factors that impact the business. Marketing often uncovers the initial clues to market change, making it an integral part of the change detection process.

This role involves monitoring competitor movements, tracking consumer behavior shifts, and anticipating economic trends. By interpreting these clues, marketers not only provide early warnings about potential disruptions but also position the company strategically to proactively respond to emerging opportunities. In essence, they act as the business's radar, navigating through the dynamic landscape to ensure it stays on course despite the change in economic currents.

The Positioner/Communicator

Once change is detected, marketing's role evolves into that of a positioner and communicator. The task is to internally convey the change to the executive team and then respond through market communications to customers, essentially defining the company's market positioning. Internally, marketing collaborates with the executive team to determine necessary business changes, constructing communications that help employees understand the impact of the change positively and accurately. In positioning, marketers look into the perspectives of customers, competitors, and industry analysts, communicating through various channels such as social media, articles, papers, and presentations. These external communications demonstrate the company's awareness and capability to navigate a changing environment while providing value to customers. The Executive Team Participant

Marketing teams function as analysts, consistently monitoring the industry landscape to anticipate future business trajectories and align the company accordingly. Serving as the middleman of both customer relations and the company's positioning, marketing assumes a pivotal role in internal transformations. Effective communication stands as a cornerstone, entailing the reinforcement of core messages through systematically delivered and timely directives. Leveraging a proactive communication approach across various channels ensures that our workforce is well-informed at every step of the way, fostering an environment valuing input and feedback.

The Technology Evolver

While marketing spearheads internal changes, it must also adapt its own processes, especially in terms of technology. Forbes.com refers to this as "Adaptive Marketing," emphasizing that marketers must embrace change rapidly and radically due to evolving technologies. Implementing process changes and calculating organizational impacts become differentiators, emphasizing that technology alone does not solve problems; it merely highlights them.

One such technology is AI. Marketers use AI to make engaging social media captions and blogs, leveraging algorithms that analyze user behavior for optimized language and style. Additionally, AI tools curate video content by identifying and cutting out snippets of interest, intelligently captioning them for social media sharing.

This integration not only expedites content creation but also helps to build personalized connections with the audience. Embracing AI is crucial for marketers navigating evolving technology, offering efficiency and a competitive edge. The integration of AI into marketing processes allows for a responsive approach, aligning campaigns with ever-changing audience preferences. In the era of adaptive marketing, AI serves as a powerful ally, adding to human creativity and driving impactful, data-driven initiatives.

The Influencer of the Company Culture

Having a good company culture is important. It's like the secret sauce that helps our team do their best work. At Full Sail Partners, our organizational culture revolves around collaboration and adaptability to change, and we prioritize creating an engaging and fun work environment.

This commitment is evident in the events our marketing team organizes, both internally and externally. These events also serve several purposes. Beyond providing a source of enjoyment, they are designed to strengthen team bonds, encourage idea sharing, and even attract new talent. Whether it's a casual gathering or a virtual meet-up, these marketing events play a pivotal role in maintaining connectivity and enhancing collaborative efforts within our team.

Furthermore, we emphasize open communication as a fundamental aspect of our work culture. Ensuring that every team member has a voice is of paramount importance to us. We value the contributions of each individual, fostering an atmosphere where everyone feels acknowledged and appreciated. In our recent company get-together, we had everyone share where they were and what the weather was like. It was a cool way to get everyone involved, and since our team is all over the place it was interesting to hear the range of weather. Marketing also created the "Virtual Water Cooler" on our Microsoft Teams where folks can post birthdays, life events, and other non-work things. This positive atmosphere contributes to the resilience and adaptability of our work culture, particularly in the face of dynamic changes in the marketing and technology landscape.

Marketing Roles Organically Manage Change

Adapting to change is a constant in the business world, and marketing teams play an organic and pivotal part in ensuring smooth transitions. Marketers continuously engage in market research, create internal communication strategies, and position businesses effectively to keep them ahead. Functioning as early detectors, they monitor external factors, providing crucial insights for strategic adjustments.

Moreover, once a change is on the horizon, marketers collaborate with leadership to ensure a positive and accurate message to the team. And, as with our own team, marketing excels at fostering a positive company culture through organized events, both in-person and online, strengthening team bonds and fortifying our work culture. In essence, the many faces of marketing naturally set the stage for managing the ongoing challenges of a dynamic business environment.

 

New Call-to-action

 

 

The Secret Sauce to Retrieve Deltek Vantagepoint Information - Searches

Posted by Amanda Roussel on January 11, 2024

2024 - DVP Searches - Banner

In today's fast-paced business environment, finding internal information quickly is crucial. Surveys reveal that professionals often spend a significant chunk of their time just searching for necessary data and files. Deltek Vantagepoint, with each update, continues to streamline this process, making it even more efficient for users to retrieve project data and contacts. The enhanced search functionality acts as a virtual "easy" button, empowering users in professional services firms to locate precise information swiftly, leading to more insightful dashboards and reports. Let's dive into how these improvements elevate the user experience in Vantagepoint. 

The Basics 

The Search field in Vantagepoint now offers an intuitive interface with an updated Saved Searches menu. This menu not only provides quick access to frequently used searches but also includes newly added filters and sorting options. 

Screen Shot 2024-01-05 at 3.29.23 PM

Custom and Shared Searches: A New Dimension

In addition to the standard searches like “Active,” “All,” and “My Company,” the updated Vantagepoint introduces more nuanced custom and shared search capabilities. Users can now create highly tailored searches that align with their specific project needs. Shared searches, curated by Vantagepoint administrators or power users, are now more refined, displaying results tailored to each user’s role and permissions.

Navigating Saved Searches with Enhanced Preview Options

The process of navigating through saved searches has been simplified. Clicking on a search now brings up an enhanced preview box, showcasing a more detailed snapshot of the results. This allows for quicker scanning and locating of specific records.

Screen Shot 2024-01-05 at 3.29.39 PM

Enhanced Record and List Views

Upon selecting multiple results, the updated interface presents a more organized record-by-record view. Users can toggle through records effortlessly and switch to the ‘List View’ for a comprehensive, sortable, and filterable table of records.

Screen Shot 2024-01-05 at 3.29.51 PM

At the top of the screen, it shows the total number of records. Each one has its own page, and users can toggle through each record using the arrows next to the record numbers. Users can also see the records in List View by clicking the List icon.

Screen Shot 2024-01-05 at 3.37.02 PM

List View shows all the selected records in a sortable, filterable format. They can also be edited or modified from the List View table.

Screen Shot 2024-01-05 at 3.30.08 PM

Streamlining Searches with the "Active Only" Toggle Feature

In Vantagepoint 6.5 released in fall 2023, a new feature streamlines the search process: the "Active Only" toggle. This convenient filter is present in the "Find [record]" field, enabling users to swiftly narrow down their search to only active records with a simple flip of the switch.

Screen Shot 2024-01-05 at 3.30.29 PM

The "Active Only" toggle remembers your preference even after you log out, ensuring a consistent and efficient search experience in subsequent sessions. This enhancement has been integrated into a variety of forms across the system, from Billing to Resource Management, ensuring that users can maintain productivity with ease.

Creating Custom Searches

Custom searches have become more user-friendly. The interface guides users through a straightforward process of defining search criteria with improved field lookups and operator options. This update ensures that users can pinpoint the exact data they need with minimal effort.

Basic Custom Search

In the Contacts Hub, click the New Search button, and the new search window will appear over the current screen.

Screen Shot 2024-01-05 at 3.30.50 PM

By default, it is auto-populated with “Active” in the Contact Status field. Beneath Contact Status, there are three columns. These columns are used to define the criteria for the search:

  • Field Lookup: Look up fields available within the Hub (in this case, Contacts).
  • Operator: The operator options tell Vantagepoint how to look for information. For example, if the Field Type is “Firm Name,” the operator options include options like “Contains” or “Is Empty.” Date-based fields include terms like “Is Today.”
  • Value: This is the “what” that the search engine is looking for, such as “ABC Company” or “March 1, 2021.”

Vantagepoint automatically generates results below the search bar. The ability to quickly preview search results allows users to tweak the search criteria until they find exactly what they need without having to open a new search each time.

From here, users can click “Apply All” to be taken to the record-by-record view of their search results.

Screen Shot 2024-01-05 at 3.31.02 PM

Advanced Custom Searches: A Deeper Dive

The Projects Hub now offers more complex search functionalities. Users can perform layered searches, combining multiple criteria to drill down to very specific project data. The interface intuitively guides users through setting up these advanced searches, making it accessible even for complex queries.

By default, the Project Status in the top row is set to Active. To view dormant or inactive projects, users can click the “X” next to the status and make another selection.

To perform a more advanced search, such as all the projects assigned to a certain project manager within a certain industry, users can combine search criteria.

  • In the second row, enter “Project Type” as the Field, “equals” as the Operator, and “Educational/Educational Facilities” as the Value.
  • Add a new row. Enter “Project Manager” as the Field and “equals” as the Operator. Enter the project managers’ name(s) as the Value.

Note that, based on this field type, the available options for Value will appear in the dropdown box. Results that don’t match the query will appear as well but are shown as grayed out.

Screen Shot 2024-01-05 at 3.31.15 PM

Advanced Search Settings: Tailored to Your Needs

The Advanced Settings in the search box have been enhanced to provide even greater flexibility. Users can now specify their search criteria at various levels – from the overall project to phase or task level, accommodating a broader range of search needs for different users.

In this case, if the project managers had been assigned to specific tasks or phases of projects, that would show up here, in addition to project-level assignments.

Screen Shot 2024-01-05 at 3.31.27 PM

Leveraging Power Search for Optimal Results

These enhanced search capabilities are just the tip of the iceberg. Deltek Vantagepoint's latest version offers a wealth of features designed to optimize data retrieval for project-based and professional services firms. To fully grasp these advancements, we encourage you to explore our mini demo, which covers both the basics of searching and some more advanced searching features.


New call-to-action

Running an Effective Meeting: 4 Key Strategies for Productive Collaboration

Posted by Sarah Gonnella on January 04, 2024

01-04-24 MARKETING MEETING - Banner


In today's fast-paced professional services firms’ environments, meetings play a crucial role in fostering collaboration, aligning teams, and achieving organizational goals. However, ineffective meetings can be a drain on productivity and morale. To ensure that meetings are valuable and efficient, it is essential to follow certain best practices. In this blog post, we will explore four key aspects of running an effective meeting: setting clear objectives and goals, planning the meeting and agenda, employing a skilled facilitator, and having a diligent note-taker.

1. Objective and Goals of the Meeting:

The success of any meeting hinges on having a clear objective and well-defined goals. Before scheduling a meeting, it is crucial to determine how it aligns with the broader growth efforts and yearly goals of both the team and the organization. By doing so, the meeting becomes a strategic tool for progress. Participants can better understand the purpose of the gathering and how their contributions fit into the larger picture.

For example, the goal of a marketing, business development, or sales-oriented meeting is to ensure you are accomplishing the goals set out in your yearly business plan. Within the Architectural, Engineering, and Construction (AEC) industry, that includes ensuring you know what is going on with your project pursuits. Key objectives in bi-weekly meetings would include knowing recently won/lost pursuits, new pursuits and managing follow-up on upcoming proposals, along with understanding resource forecast projections. An example core objective in a quarterly meeting would be evaluating where you are against your goals.  

2. Meeting and Agenda:

To run a productive meeting, careful planning is essential. The meeting should involve the relevant team members and decision-makers who can contribute to the agenda items. The agenda itself should be thoughtfully structured, with a focus on deadlines and the outlined steps needed to meet them. By sharing the agenda in advance, participants have time to review and prepare, ensuring a more engaged and productive discussion. Balancing chit-chat time and getting down to business is important, as it fosters team cohesion while still maintaining a professional atmosphere. Coming out of the meeting, attendees should know their action items and tasks to accomplish.

3. A Good Facilitator:

A skilled facilitator plays a vital role in guiding the meeting towards its objectives while ensuring active participation and collaboration. The facilitator should encourage open discussion, allowing all voices to be heard. Additionally, the facilitator should review outstanding items from previous meetings to track progress, providing context for the current discussion.

Staying focused and time-conscious is crucial, as it helps keep the meeting on track and ensures that all agenda items are addressed. If new topics arise that are not on the agenda, the facilitator can suggest moving them to a "parking lot" list, to be covered either if there is enough time or in the next meeting. A good facilitator is like a good train conductor who sees the path ahead and knows when to slow down and when to speed up to accomplish the items that are most impactful to keep the department or company running smoothly.

4. Note-Taker:

An often-underestimated role in meetings is that of the note-taker. The note-taker should diligently document meeting minutes, capturing important discussions, decisions, and action items. By doing so, a reliable record of the meeting is created which ensures that information is not lost. Clear documentation of action items, next steps, and responsible parties is crucial for accountability and follow-up.

Furthermore, sharing the meeting minutes afterward is essential to keep all participants informed and ensure that everyone is on the same page. With the advent of AI, note-taking might become a thing of the past. I know our team has been exploring software that will assist with analyzing the content, offering summaries, outlining tasks with due dates, and even providing insights based on the discussion.

Follow Key Strategies to Ensure Productive Meetings

Running an effective meeting requires careful planning, active facilitation, and diligent note-taking. By setting clear objectives and aligning the meeting with broader goals, you create a purpose-driven environment. Thoughtful planning, involving the right people, and sharing the agenda in advance help participants prepare and contribute effectively. A skilled facilitator encourages collaboration, keeps the meeting on track, and addresses outstanding items. Lastly, a diligent note-taker documents important insights and ensures that action items are clearly defined. By following these strategies, you can transform meetings into productive spaces that drive progress and foster teamwork at your professional services firm.

New call-to-action

Top 5 Deltek Vantagepoint Mini-Demos of 2023

Posted by Evan Creech-Pritchett on December 28, 2023

Client Newsletter_Banners-02

As Full Sail Partners launches another exciting new year, we thought it would be a great time to reflect back on the Top 5 Deltek Vantagepoint Mini-Demos of 2023! Chosen for their popularity, they showcase cutting-edge features that have resonated with users across diverse roles in professional services firms. Each leverages the expertise of our various presenters to create a profound impact on your use of Deltek Vantagepoint. Whether project managers, finance experts, or sales and marketing leaders, these mini-demos were designed to elevate your proficiency with Deltek Vantagepoint. So, without further ado, here are the top 5 mini-demos of 2023! 

#5: Finance & Project Accounting Oversight in Deltek Vantagepoint Dashboards 

Kicking us off at number 5 we have "Powering Project Success with Deltek Vantagepoint – Finance & Project Accounting Oversight in Deltek Vantagepoint Dashboards." In this demo, Theresa DePew, Senior Finance Consultant, showcases the transformative potential of Vantagepoint dashboards. She provides insights into navigating critical financial metrics such as revenue, expenses, and profitability. Theresa's expertise ensures that you not only gain a comprehensive understanding of these dashboards but also acquire the skills to make informed decisions and take proactive measures in managing your finances and projects adeptly. 

Some of Theresa’s favorite dashparts, including Profit & Loss (P&L), Accounts Receivable (AR), Cash Receipts, Billing Review, and Draft Invoice Approval, are featured prominently in this mini demo. These dashparts serve as integral tools, offering quick snapshots of income statements, simplifying collection tracking, and streamlining billing processes. Use this Deltek Vantagepoint mini demo to learn how to enhance your skills and leverage the ultimate tool for success in project management. 

#4: Different Ways to View & Manage Resources in Deltek Vantagepoint 

Learn the capabilities of Deltek Vantagepoint's Resource View with our fourth most popular mini-demo, "Powering Project Success with Deltek Vantagepoint – Different Ways to View & Manage Resources in Deltek Vantagepoint." Here, Principal Consultant, Terri Agnew, demonstrates how to make Resource View an essential asset in your resource management toolkit. 

She guides you through the three distinct capacity views offered by this powerful tool. Explore Planned Hours for a simplified understanding of your team's scheduled workload, utilize Scheduled % to identify resource allocation through a heat map, and delve into Utilization % to effectively track resource utilization against targets. This mini demo offers the insights needed to optimize your team's scheduling and utilization with Deltek Vantagepoint. 

#3: Utilize Schedule Dependencies for Resource Planning 

Coming in at our third most popular mini-demo is "Powering Project Success with Deltek Vantagepoint – Utilize Schedule Dependencies for Resource Planning." This time, Terri shows you how pivotal schedule dependencies can be for resource planning. This mini demo takes you through the creation of four distinct types of dependencies and illustrates three different methods for applying dependency relationships between phases, tasks, and labor codes. 

Terri also explains how schedule dependencies empower you to build meaningful relationships within your project, providing a holistic view of the overall schedule. This mini demo not only demonstrates the practical application of these features but also emphasizes their significance in easily updating schedules as dates change allowing you to elevate your project management capabilities. 

#2: Maximizing Efficiency and Accuracy in Invoice Creation with Vantagepoint's Mark-Up on Draft Invoices Feature 

For our second most popular spot, we have the mini-demo "Powering Project Success with Deltek Vantagepoint – Maximizing Efficiency and Accuracy in Invoice Creation with Vantagepoint's Mark-Up on Draft Invoices Feature." Here, Theresa DePew, Senior Finance Consultant, demonstrates the prowess of Deltek Vantagepoint's mark-up on draft invoices feature, showcasing how it can streamline your invoice review process, minimize errors, and enhance overall efficiency. The mark-up feature enables quick additions or removals of items, fee adjustments, and the inclusion of notes or comments for additional context.  

In this mini-demo, Theresa guides you through the creation of a draft invoice, demonstrating how to mark-up items, adjust fees, and incorporate vital notes, ensuring your clients receive comprehensive and accurate information. Also spotlighted are time-saving techniques such as reusing common billing items and tracking invoice status and history. See how Deltek Vantagepoint's mark-up on draft invoices feature can elevate your billing process and contribute to more effective client relationship management.  

#1: Project Management Oversight in Deltek Vantagepoint Dashboards 

Last, but certainly not least, we have "Powering Project Success with Deltek Vantagepoint – Project Management Oversight in Deltek Vantagepoint Dashboards” at our number 1 spot! In this mini demo, our expert, Rana Blair, Principal Consultant, demonstrates how these dashboards can revolutionize your workflows and provide invaluable insights. Whether you're a project manager, finance or project accounting professional, or a sales and marketing guru, this mini demo is tailored to focus on specific areas of business, driving your success to new heights. 

The number one rated mini demo offers visibility into crucial metrics such as budget, schedule, and resource allocation, allowing you to identify potential issues and take proactive steps to keep your projects on track. Rana also points out her favorite dashboards and dashparts, including My Team’s Project Performance Dashboard, My Project Performance Dashboard, and My Project Percent Complete Entry from Dashboards. Get crucial insights into budgets, schedules, and resources to elevate your project management game. 

Powering Your Project Success in 2024 

Now that you’ve been able to review the Top 5 Deltek Vantagepoint Mini-Demos of 2023, it is an ideal time to choose what topics best fit your professional services firm. Whether you're needing to sort out your finances, manage resources, create invoices, or keep tabs on projects, these top five mini-demos can help ensure you get better at fully utilizing your Deltek Vantagepoint system in the new year. They are available to watch on demand, and as always, Full Sail Partners would love to assist you in further exploring these Deltek Vantagepoint features.  

To find these mini demos as well as the others that are part of our Powering Project Success with Deltek Vantagepoint click the image below. 

New call-to-action

Tips From Our Full Sail Partners’ Experts on Wrapping Up Year-End for Professional Services Firms

Posted by Evan Creech-Pritchett on December 21, 2023

12-21-23 Tips for Wrapping up Year End -  Banner

The end of the year is just around the corner, and with so much left to do, we'd like to offer you insights from our team to ensure the transition into the new year is as seamless as possible. Each person brings a unique viewpoint, and together, we've compiled a practical guide for professional services firms. It's more than just a checklist—it's a roadmap to help you tackle the challenges and opportunities that come with wrapping up one fiscal year and starting another. So, let's jump into these tips from our experts and get ready for a smooth transition into the new year. 

Streamlining Your Project Pipeline in Deltek Vantagepoint CRM

As we approach the end of the year, we first must emphasize the importance of reviewing and refining the project pipeline in Deltek Vantagepoint CRM. This strategic move goes beyond database maintenance; it ensures a more accurate forecast of potential revenue for the upcoming year.  

Our Marketing Manager, Lindsay Diven, suggests focusing on these tasks: 

Assess Project Stages and Estimated Fees

Evaluate the current pursuit stages of each project and categorize them based on proposal status, shortlisting, or other decision stages. This step helps understand resource engagement and identify potential revenue stagnation points. Additionally, review estimated fees for relevance based on market trends and project scopes. 

Update Probabilities and Close Dates

Review and adjust probabilities and close dates to reflect the current likelihood of project success. Pay special attention to potential projects with outdated close dates. This ensures a realistic view of the pipeline's health and potential revenue. 

Take Decisive Action on Stale Pursuits

Avoid the common pitfall of holding onto pursuits unlikely to materialize. Take decisive action on pursuits with outdated close dates. Revive projects with potential, or close out those with no activity, allowing for a more focused pipeline. 

To prepare for 2024, cleaning up the project pipeline is an essential step for professional services firms in preparing for the new year. Ensure the CRM reflects the most current and accurate data, enabling a strategic approach and better resource allocation for 2024. 

Navigating Year-End Software Updates for Seamless Financial Operations

Regarding software, staying ahead of the curve will ensure the smooth continuation of your financial processes and position your professional services firm to adapt swiftly to any changes in tax regulations or reporting requirements. 

The Crucial Role of Software Version Management

Heath Harris, our IT Services Support Manager, underscores the critical role of software version management as we approach the year-end. Specifically, he emphasizes the significance of ensuring that your professional services firm is operating on the latest two versions of Vantagepoint. This strategic move is not merely a technical necessity; rather, it holds the key to unlocking seamless year-end tax and 1099 updates within the Deltek Vantagepoint system. 

The importance of this directive becomes even more apparent when considering the complexity of year-end financial processes. Staying current with software versions not only guarantees access to the latest features and enhancements but also safeguards your financial systems against potential vulnerabilities. In a landscape where regulatory changes can occur swiftly, being on the cutting edge ensures your financial team is well-equipped to handle any updates or modifications required for compliance.

Navigating Deltek Vision's Year-End Update

Heath also provides a heads-up about Vision's anticipated year-end update slated for mid-December. This message is particularly pertinent for those professional services firms relying on Vision for payroll processing and managing 1099s. Timely awareness of Vision's update schedule allows your team to plan and execute necessary updates and upgrades with precision.  

Financial Preparedness for the New Fiscal Year

In navigating the complexities of financial management, one of our Senior Consultants, Lisa Ahearn, imparts two beneficial tips that can significantly impact your professional services firm’s fiscal preparedness for the upcoming year. 

Initializing 1099 Reporting

Lisa's first critical tip centers on the initiation of 1099 reporting. After completing the Accounts Payable (AP) payment runs for the current fiscal year, and upon opening the new fiscal year, Lisa advises firms to proactively initialize their 1099 reporting. This strategic move is not merely an administrative task but a pivotal step in ensuring that your organization is well-positioned for accurate and timely reporting as you transition into the new fiscal year. By initiating this process before any payments are made in 2024, you pave the way for a seamless and compliant handling of 1099 reporting obligations.

Initializing the New Benefit Accrual Year

Lisa's second tip underscores the importance of initiating the new benefit accrual year. After finalizing all benefit accruals and adjustments for the current fiscal year, and upon the commencement of the new fiscal year, Lisa recommends taking proactive steps to initialize the benefit year. This strategic move is a proactive measure that ensures your firm is ready to handle benefit accruals in the upcoming year efficiently. By initializing the benefit year before any accruals are done in 2024, you set the stage for accurate tracking and management of employee benefits, contributing to a smooth and compliant benefits administration process. 

Elevating Year-End Efficiency with Vantagepoint 6.5 Features

Designed to enhance year-end processes and elevate overall operational efficiency, Joel Slater, our Client Solutions Manager, offers two game-changing features in Deltek Vantagepoint 6.5. These are invaluable tools that professional services firms should take advantage of during year-end transitions. 

Unlocking Efficiency in Invoice Approvals

Joel highlights the power of Intelligent Character Recognition (ICR) in Vantagepoint 6.5, emphasizing its ability to perform Automated AP Magic. This cutting-edge feature streamlines the traditionally time-consuming task of invoice approvals. By leveraging ICR, professional services firms can automate the extraction of relevant data from invoices, saving substantial time and ensuring accuracy in the approval process. Joel's insight positions this feature as a cornerstone for organizations seeking to streamline financial workflows, a crucial aspect in ensuring a smooth year-end transition. 

Visualizing Crucial Metrics with Precision

Joel also invites users to step into a KPI wonderland with the introduction of the Key Performance Indicator (KPI) Dashpart in Vantagepoint 6.5. This feature transforms data evaluation into a dynamic visual experience. Users can now highlight crucial metrics with conditional formatting, offering a comprehensive and visually engaging representation of key performance indicators. This not only enhances the clarity and insight derived from data but also empowers decision-makers with a more intuitive understanding of their professional services firm’s performance. As businesses navigate year-end reviews and planning, this becomes another invaluable tool for strategic decision-making and performance analysis. 

Cultivating Positive Leadership for Year-End and Beyond

Finally, in the realm of leadership and team dynamics, Sarah Gonnella, our VP of Marketing and Sales, shares some interesting insights on the importance of fostering a positive workplace culture, especially pertinent during the holiday season and into the year-end. Her guidance extends beyond conventional business strategies, emphasizing the pivotal role of positive leadership in shaping a thriving and motivated team.  

Advocating for compassion, active listening, constructive feedback, empowerment, and encouragement of self-care, she aims to create a supportive environment that acknowledges the human aspect of work. Sarah's holistic leadership philosophy serves as a compass, guiding teams not only through the holiday season but also into the new year, fostering resilience, innovation, and collective success. 

Position Yourself for a Prosperous New Year

As we wrap up 2023 and get ready for whatever 2024 throws our way, our team at Full Sail Partners wants to share some helpful insights. We aim to make it easier for our clients and other professional services folks to handle year-end stuff smoothly and start the new fiscal year on a good note. Whether it's simplifying how you work, keeping up with software updates, or promoting positive leadership, we hope these tips come in handy as you finish up your year and kick off a new one. Looking for extra tips to ensure a successful year-end? Explore our webinar, "Sleigh Your Year-End with Full Sail Partners," and get even more valuable insights from our team! 

Holiday Party

Deltek Vantagepoint CRM Workflow Examples to Streamline Data Management

Posted by Lindsay Diven on December 14, 2023

12-15 CRM Workflow Examples to Streamline Data Management- Banner rev

For marketing professionals and business developers in project-based firms, managing client relationships effectively is critical. Deltek Vantagepoint workflows provide powerful tools to automate and enhance your CRM processes, ensuring your team stays ahead in your competitive markets.

Below are five different CRM workflow examples that you can create in Vantagepoint to help speed up and automate your data management processes. Read to the end to get a bonus tip and some additional information about workflow actions and maintenance.

1. Automate Role Assignments for Efficiency

Consider the setup of a new potential project within your CRM system. The usual process may involve manually assigning a client manager or principal based on client relationships and organizational hierarchies—a task prone to human error and time-consuming cross-referencing. However, with Deltek Vantagepoint workflows, these assignments can be automated.

CRM Workflow Example: When you enter a new potential project into the system, the workflow can automatically assign the client manager and principal based on predefined rules related to the client and their organization. This not only reduces the potential for errors but also streamlines the process, freeing up your team to focus on strategy and client engagement.

2. Proactive Alerts for Immediate Action

Alerts are a critical component of staying proactive and responsive. In Deltek Vantagepoint, workflows can be set to trigger alerts—both emails and notifications—based on specific conditions within the CRM.

CRM Workflow Example: When a project’s stage is changed to “Won” or “Awarded,” an automated email can be sent to the project team, finance, and operations, prompting them to continue the project setup process. This seamless communication ensures that everyone is on the same page and ready to move forward without delay.

3. Uphold Data Quality with ‘Data Police’ Workflows

Data integrity is a non-negotiable aspect of CRM systems. Workflows in Deltek Vantagepoint can act as your 'data police', ensuring that data quality is maintained without the need to make every field mandatory.

CRM Workflow Example: If a new contact is added without crucial information such as their title or email, a workflow can display an error message, prompting the user to complete these fields before saving. This enforces data integrity rules while maintaining user-friendliness. Similarly, if a field critical for project execution is missing—such as a contact’s role or key project detail —a warning can prompt the responsible party to complete this information before proceeding.

4. Automated Reminders for Timely Follow-ups

Workflows can also be employed to keep your team on track with their responsibilities, from updating records to renewing licenses.

CRM Workflow Example: If a proposal’s due date passes without a change in its stage, a workflow can automatically send a reminder to the responsible team member. Similarly, reminders for license renewals or contract expirations can be set, ensuring compliance and uninterrupted service.

5. Dynamic Field Requirements Across Pursuit Stages

Tailoring the amount of information required at different stages of a project pursuit can greatly enhance CRM efficiency, a strategy highlighted by Stacey Ho from Otak. In Deltek Vantagepoint, workflows can be set up to adjust field requirements as a project moves from an early pursuit stage to a contracted project.

CRM Workflow Example: At the “proposal submitted” stage, the workflow might prompt users for comprehensive data including estimated fee, project manager name, etc., while at the “lead” stage, it focuses on basic project information like client name and project name. This ensures relevant and timely data collection without overwhelming the user.

Implementing Stacey Ho’s approach in your Deltek Vantagepoint workflows means your data collection is as dynamic as your pursuits, ensuring you have the right information at the right time to make informed decisions.

Bonus Tip! Proactively Audit Your CRM Data with Scheduled Reports

Regular data audits are crucial for maintaining the accuracy and relevancy of your CRM system. While not technically a workflow, you can leverage the power of monthly scheduled reports to keep your data in check. Instead of overwhelming annual audits such as when you’re preparing your firm’s holiday cards, monthly reports break down the data review process into manageable segments. This allows for more frequent and focused evaluations of your CRM data, ensuring its ongoing accuracy and usefulness.

And a bonus to routine data auditing is that you can see who is creating the records and use these monthly reports as an opportunity to do continuous CRM training!

Example: Set up a monthly report in Deltek Vantagepoint to track new and modified firm and/or contact records. This report can highlight changes in contact details, the addition of new firms, or updates to existing records. You can also create these reports to show you who created the record. By regularly reviewing this report, your team can quickly identify and rectify discrepancies, update obsolete information, and confirm the integrity of new data entries.

These reports enable your team to proactively address data discrepancies and maintain a high standard of data quality. Regular monitoring ensures that your CRM database is not just up to date, but also a reliable foundation for your marketing and business development activities. Diverse Workflow Types to Enhance Your CRM Approach with Deltek Vantagepoint In the realm of CRM management using Deltek Vantagepoint, it's vital to recognize the different types of workflows available to optimize your processes.

User-Initiated vs. Scheduled Workflows

User-Initiated Workflows: These are activated by direct interaction—when a team member makes a change to a record and meets certain criteria, the workflow jumps into action. This hands-on approach ensures that workflows are triggered by deliberate updates, making sure that every client interaction is captured and acted upon.

CRM Workflow Example: A director of marketing updates the status of a marketing campaign. Upon saving, a user-initiated workflow can trigger a sequence of follow-up tasks for the team to execute, ensuring that no opportunity for client engagement slips through the cracks.

Scheduled Workflows: This workflow type functions autonomously, running at predetermined times regardless of user activity. It’s the silent engine in the background, keeping the CRM machine well-oiled and functional without the need for constant user intervention.

CRM Workflow Example: Imagine a scheduled workflow that evaluates project stages every Friday at 5 PM. If a project in an “In Pursuit” stage step has been idle for a certain period (more than 60 days, for example), the workflow can prompt a notification to the assigned business developer to take action.

Workflow Actions: The Muscle Behind Automation

Workflow actions are the actual mechanisms by which automation is applied within your CRM. While these may vary across different systems, Deltek Vantagepoint offers a robust selection of actions:

  • Errors or Warnings: These are crucial for maintaining data accuracy. If a field is incomplete or incorrect, the system can flag this with an error or warning—either as a simple notification or by preventing the user from proceeding until the issue is rectified.
  • Email Alerts: Tailored emails can be dispatched to specific individuals or groups based on their role or involvement with a record, such as notifying a Project Manager when a project is awarded.
  • Alert Notifications: Similar to email alerts, you can send a notification to a selected person or group when the conditions that you specify for the workflow are met, ensuring visibility and prompt attention.
  • Field Updates: Changes in one part of the record can trigger updates in another, keeping the data congruent and up-to-date without manual entry.
  • Activity Creation: A core function in Deltek systems, this action can, for instance, automatically schedule a debriefing meeting when a project is marked as lost.

Advanced users may also employ more complex actions such as executing stored procedures or SQL scripts, providing a level of customization and control suited to unique business requirements.

Incorporating these varied workflows into your CRM strategy with Deltek Vantagepoint not only increases efficiency but also provides a structured, error-minimized approach to client relationship management. Understanding and utilizing the full spectrum of workflow actions available in Deltek Vantagepoint is key to harnessing the full potential of your CRM system, turning routine data management into strategic asset management.

Regular CRM Workflow Maintenance

Maintaining the efficiency and accuracy of your workflows is as crucial as setting them up. Julie Huval from Beck Technology shares a proactive approach to ensure that your Deltek Vantagepoint workflows continue to function optimally.

Biannual Workflow Checkups: To keep workflows running smoothly, it’s important to conduct regular maintenance. Beck Technology implements a biannual cleaning routine, which involves revisiting and updating their workflows to ensure they align with current business processes and data requirements.

Example: Julie maintains a running list on their Kanban card of items to be reviewed and cleaned every six months. This list serves as a living document, constantly updated with new items identified by the team. When the scheduled cleaning quarter arrives, a new Kanban card is created from this master list to guide the cleaning process, ensuring nothing is overlooked.

Adopting a similar maintenance strategy for your Deltek Vantagepoint workflows, as practiced by Julie Huval and her team at Beck Technology, can significantly enhance the longevity and effectiveness of your CRM system. Regular maintenance not only keeps your workflows aligned with your current business needs but also paves the way for continuous improvement and efficiency in your data management practices.

Leverage Deltek Vantagepoint CRM Workflows for Competitive Advantage

By embedding Deltek Vantagepoint workflows into your CRM strategy, you can enhance the productivity of your marketing and business development teams. The automation of mundane tasks, timely alerts, strict data governance, and the setup of automated reminders can transform the pace and precision of your client management operations, ultimately contributing to a streamlined, efficient, and more profitable business practice.

As we've explored the various ways Deltek Vantagepoint can revolutionize your CRM strategy, remember that these insights are just the beginning. To truly harness the full potential of these dynamic workflows, firsthand experience and guidance are invaluable. We invite you to watch our webinar, where we'll dive deeper into the practicalities of setting up and optimizing various CRM workflows in Deltek Vantagepoint. Click the image below to access the webinar.

New call-to-action

What is the Difference Between Project Backlog and Project Forecasting?

Posted by Scott Seal on December 07, 2023

12-06-23 Backlog and Forecasting_BannerIf you're neck-deep in the world of professional services consulting, you know that staying on top of your financial game isn't just about counting beans; it's about smart planning and even smarter execution. That's where getting cozy with project backlog and project forecasting comes into play. They're like the dynamic duo of the project management world, and if you're in charge of the purse strings or the big decisions at your professional services firm, you'll want to give these two the attention they deserve.

So first off, let’s break each of them down:

  • Project Backlog: This is your bread and butter—it's all the work you've already won but haven't done yet. Think of it as your safety net; it's work that you can bank on in the short term. And it's a gold star for your marketing or business development team, too, because it means they've been doing something right. But here's the kicker: it's not just about having a backlog; it's what you do with it. Manage it well, and you're looking at a smooth road to profit town. Mismanage it, and well, it's a bumpy ride.
  • Project Forecasting: Forecasting, on the other hand, is your crystal ball. It's a bit more elusive, a cocktail of educated guesses and wishful thinking. The business development and marketing folks have their ear on the ground, listening for the rumble of potential projects. They're not sure bets like your backlog, but with a savvy mix of hope and pragmatism, they plot out what could be coming down the pipeline.

Now, when you put backlog and forecasting together, you get a killer combo that gives you the full picture: cash flow in the immediate future and what your workload might look like down the line.

Leveraging Project Backlog and Project Forecasting for Optimal Performance

Mastering your backlog and forecasting is crucial for various roles within your professional services firm:

  • For Project Managers: Clear visibility into the project backlog means you can allocate resources effectively, prevent scheduling conflicts, and maintain optimal workflow. Deltek Vantagepoint, for instance, can provide the granular insight you need to ensure that projects are adequately staffed and that timelines are met, minimizing the risk of underutilization or bottlenecks.
  • For Business Developers: Your backlog is your success story in numbers—it's proof of performance that you can showcase to potential clients. Knowing what's in the pipeline helps you strategize new business pitches and align offerings with market demand. When it comes to forecasting, having a robust prediction tool allows you to prioritize pursuits based on the likelihood of project acquisition and future revenue potential. Deltek Vantagepoint's pipeline management tools ensure you're targeting the right opportunities at the right time.
  • For Marketing Teams: Backlog data informs you when to double down on lead generation efforts or refine targeting strategies. It's a barometer for market engagement, guiding you on when to accelerate awareness campaigns or capitalize on high demand. With Vantagepoint Marketing Campaigns, you can gauge campaign impacts on your forecast and backlog, enabling data-driven marketing decisions.
  • For Financial Controllers: Backlog and forecast reports are not just numbers; they're predictors of your firm's financial health. They validate if revenue projections are on track and highlight discrepancies that need attention. The accurate and detailed reports from Deltek Vantagepoint can assist in adjusting financial strategies, whether it’s scaling operations or tightening budget controls.

By integrating tools like Deltek Vantagepoint to manage backlog and forecast, every role from project management to business development can benefit from increased visibility, better decision-making capabilities, and a stronger strategy for sustainable growth.

How to Implement a Backlog and Forecast Strategy

It is not complicated. The project backlog and project forecasting process needs only to provide a standard tool for company-wide project planning and review. Use the following three steps to initiate a project backlog and project forecasting process.

Step 1: Begin with a Detailed ‘Bottom-up’ Forecast

Project managers, your weekly routine should include a thorough review of your project backlog. Prioritize the projects with more than a 60% likelihood of commencement. Allocate your team members, estimate the required hours, and plan out the next eight weeks. It’s a practical exercise in resource allocation and workload management.

The benefits?

  • You'll balance team capacity against project demands, considering downtime for vacations or training.
  • You’ll monitor project progress and ensure you're on track with milestones.
  • You’ll forecast potential revenue by aligning upcoming work hours with billing rates.

Step 2: Consolidate Insights at a Management Level

Once project managers provide their data, it's time for leadership to analyze it. This aggregation step allows for spotting trends, potential resource sharing, future revenue projections, and early detection of budgetary issues or hiring needs.

Step 3: Validate Your Forecast

Compare your projected outcomes with the actual data. This step verifies the accuracy of your forecasting and provides a basis for adjustment and improvement.

With Deltek Vantagepoint, you can streamline these processes, enabling your leadership, project management, finance, business development, and/or marketing teams to detect trends, identify efficiency opportunities, and enhance decision-making with data-driven dashboards.

This approach is about more than just numbers; it's about using data to tell the story of your professional services firm’s trajectory, making informed decisions, and navigating your firm's path forward with confidence. Let’s get started on making backlog and forecasting integral parts of your strategic toolkit.

Ready to Navigate Your Firm's Future with Clarity?

Chart a course for success with Full Sail Partners. Our expertise in working with professional services firms and Deltek Vantagepoint positions your firm to master both project backlog and forecasting, transforming data into actionable insights. Connect with us to see how we can help you optimize your operations and elevate your project management strategy.

New Call-to-action

Financial Management Trends from the 44th Deltek Clarity A&E Study

Posted by Evan Creech-Pritchett on November 30, 2023

11-30-23_Clarity_Financial_Management_Trends_Banner

Welcome to the final installment of our comprehensive series recap of the 44th Annual Deltek Clarity Architecture and Engineering (A&E) Study. Today, we embark on an in-depth exploration of the financial management trends found in the newest Deltek Clarity A&E Industry Report which focused on 2022 fiscal data. This report offers a rich tapestry of insights, shedding light on the critical financial dynamics that are currently influencing the industry.   

Join us as we dissect the key findings and trends, providing you with a better understanding of the financial landscape in the architecture and engineer

 

A Year of Remarkable Financial Success

In 2022, A&E firms achieved remarkable financial success, building on the bullish goals they set for themselves in 2021. One of the standout trends in the industry was the ability of firms to leverage direct labor costs and subconsultants effectively to drive increased revenues in 2022, leading to substantial improvements in operating profit (EBIT). Notably, revenue growth outpaced growth in headcount and wages, and firms achieved gains across various financial metrics.

This indicates the ability of A&E firms to make strategic investments during favorable economic conditions. On average, firms’ financial performance outshone expectations. To sustain this momentum, firms must continue to focus on key financial management trends and top financial initiatives.

Addressing Top Financial Challenges

As we look into the financial landscape of 2023, it's important to note that the most prominent challenges faced by A&E firms remain consistent with those of previous years.

  • Finding and Retaining Qualified Staff: This is the most prominent financial challenge identified by firms in 2022 and it remains the top concern, with 65% of A&E firms identifying it as one of their top three challenges.
  • Increasing Profitability: 45% of respondents indicated that increasing profitability was one of their top challenges. To handle this, A&E firms continue to refine their strategies and use technology and process improvements to reduce project delivery costs, particularly for time-intensive and manual tasks.
  • Managing Growth: Tied with increasing profitability, growth management is a concern for 45% of companies in the A&E sector. Firms must address the challenge of managing growth effectively by balancing robust pipelines of new projects with existing resources to ensure profitable project delivery despite rising costs.

Financial Improvement Initiatives

Once again, this year’s financial improvement initiatives are very similar to the previous year. Below are some of the critical initiatives that A&E firms have highlighted as requiring attention throughout the current year and into the next:

  • Business Process Improvements: The most significant initiative of the year, as indicated by over half of the firms surveyed (55%), is prioritizing business process improvements in their financial strategies.
  • Training Project Managers on Financials: Ensuring that project managers have a strong understanding of financial management principles is essential for optimizing project delivery. This initiative was the leader in last year's results, but it has dropped to a close second this year with 52% of A&E firms citing a need for improvement.
  • Increase Talent Spending: Investing in hiring and retaining top talent is critical to achieving sustainable growth. By attracting and retaining the industry's brightest minds, A&E firms not only ensure their competitive edge but also foster a culture of innovation and excellence that permeates every project they undertake.
  • Better Managing Growth: A&E firms recognize the need to drive efficiency and effectiveness in pipeline management, talent development, project execution, and cash flow management. Streamlining these critical aspects of their operations allows them to not only meet client demands but also adapt swiftly to industry changes, ensuring long-term viability in an ever-evolving market.
  • Business Process Improvements: By identifying and implementing process improvements, sucA&E firms can reduce time-consuming manual tasks, minimize errors, and enhance productivity, ultimately freeing up resources to focus on strategic initiatives that drive growth and innovation.

The Path Forward for Financial Management

This section of the 44th Deltek Clarity A&E Industry study delved deep into the financial management trends within the A&E industry, offering a comprehensive view of the financial dynamics shaping this sector. This year we witnessed remarkable financial success, with firms strategically leveraging their resources to achieve impressive revenue growth, outpacing the expansion of their workforce and wage costs. As they continue to navigate the ever-changing economic landscape, these A&E firms must remain vigilant in their approach to financial management.

To gain a more comprehensive understanding of this year's financial trends and their implications for the architecture and engineering sector, we encourage you to explore the complete 44th Annual Deltek Clarity A&E Report. It provides an in-depth analysis and a wealth of insights, serving as an invaluable resource for professionals and organizations in this ever-evolving industry.

 

New call-to-action

Deltek Vision and Vantagepoint Year-End Preparedness - Are You Ready?

Posted by Scott Gailhouse on November 16, 2023

11-16 Year End Preparedness - Banner

As we approach the end of 2023, there is no time like the present to prepare for the year-end close which marks the final accounting process to wrap up the fiscal year. Advanced planning and organization can significantly ease this process for your accounting team, assuring a seamless transition into the new year. In this blog, let’s go over some of the most important items to help ensure a smooth transition to the new fiscal year in Deltek Vantagepoint and Vision.  


Document and Organize Your Procedures

Start by meticulously documenting your year-end procedures, encompassing not only tasks performed in Deltek Vantagepoint and Vision but all accounting functions. This comprehensive reference guide will not only assist your team this year but also in the years to come. Additionally, when creating your accounting calendar, ensure that it covers a wide spectrum of financial activities, not just limited to year-end tasks. This holistic approach is key to ensuring that all aspects of your financial management are well organized. It is also essential to share the accounting calendar with the entire staff so that they understand expectations. This is particularly necessary, especially surrounding timesheet and expense report deadlines.

Common Year-End Tasks

Year-end tasks are crucial for maintaining financial integrity. Here are some common practices among professional services firms:

  • Reconcile All Cash Accounts: This crucial task ensures that your financial records accurately match your bank statements. It's a good practice to not only verify transactions but also check for any unusual or unexpected entries that might need adjustments.
  • Credit Card Reconciliations: In the digital age, credit card transactions are commonplace. Ensure that you capture all credit card transactions, making expense reporting a priority. An accurate representation of these expenses is vital for your financial health.
  • File Reconciliation Report: Regular monitoring is the key to catching discrepancies between your general ledger and subledger reports. A monthly check helps in identifying issues early, making year-end reconciliation smoother.
  • Final Invoicing: Efficiently processing all client invoices ensures that you're not leaving any revenue on the table. It's the last opportunity to capture income for the fiscal year.
  • Review Outstanding Accounts Receivables: Diligently following up with clients who have outstanding accounts receivable beyond 30 days can improve your cash flow. Sending past-due statements and making personal contact can expedite collection efforts.
  • Review Unbilled Detail: Properly addressing time and expense transactions that cannot be invoiced helps in accurately reflecting your financial position. Writing off these unbillable expenses is an important step to keep your records accurate.
  • Fixed Assets: Beyond the regular tasks, don't overlook the assessment of fixed assets. Verify their ownership and depreciation, making necessary adjustments. This action ensures that your balance sheet reflects the current state of your assets.
  • Employee Expenses and Accounts Payable: Ensuring that all accounts payable vouchers are recorded accurately is vital. Making contributions to retirement plans and paying vendors and employee expense reports promptly is also a best practice for year-end.
  • Notes Payable: Maintaining alignment between your balance sheet and lender statements is essential. This step can prevent errors or discrepancies in your financial statements.
  • 1099 Forms: Ordering 1099 forms is just the beginning. Make certain that you have collected W-9 forms from vendors or contractors who met the $600 threshold during the year. Timely mailing of 1099 forms is important for compliance with tax regulations.
  • W-2s: If you handle payroll, don't forget to order and mail W-2 forms by the January 31st deadline. Timely distribution of these forms ensures that employees can file their taxes without delays.
  • Budget for Next Year: Setting up your general ledger budget for the upcoming year is a crucial financial planning step. It helps in aligning your financial goals with your operational strategy.

Deltek Customer Care Access

Each year Deltek puts together a year-end guide and checklist. Authorized users would log into Customer Care. Under the section "Learn", click on the option called Year-End Resources. You will then select your product, Vision or Vantagepoint and press "Go". There are Year-End Documentation and Year-End Videos. These complimentary, informative year-end videos are available on-demand viewing 24/7. The training sessions will guide you on how to perform year-end closing for general ledger, accounts payable and payroll, troubleshoot any issues that may arise during the year-end close process, and answer frequently asked questions. 

Be Prepared to Close Out the Year

Ensuring a smooth transition to the new fiscal year in Deltek Vantagepoint and Vision is an important part of the process. When opening the first period of your fiscal year, you're simultaneously launching the new fiscal year.

Several initialization utilities are required based on your professional services firm’s accounting calendar including Open New Period, Open New Benefit Year, 1099 Initialization, and Open a New W-2 Quarter/year. It's important to follow through with these utilities meticulously. If your firm’s database is configured for Multicompany, these utilities would have to be performed in each active company.

Be on the lookout for Deltek's Year-End update at the end of December, which contains tax updates for payroll users. Additionally, refer to Deltek's Vision and Vantagepoint Year-End guide for more detailed information on the year-end closing process. Planning and organization are key to ensuring a smooth year-end close and preparing for a successful start to the new fiscal year. With these additional tasks and tips, you'll be well-prepared for a seamless year-end transition and can confidently set your sights on the financial year ahead.

 

New call-to-action

Deltek Vantagepoint How To: Accessing the Time & Expense and CRM Mobile Apps

Posted by Evan Creech-Pritchett on November 09, 2023

11-09 Mobile Time and Expense - Banner

In today's rapidly evolving business landscape, the demand for seamless remote access to critical data is paramount for professional services firms. You may already have encountered the Deltek Touch Time and CRM mobile applications and have a strong desire to empower your employees while they’re on the go, allowing them to leverage the capabilities of these apps to access your Deltek Vantagepoint data remotely. Whether you envision your staff accessing data from the comfort of their homes and abroad, or you foresee the immense value it can bring to project managers working in the field, we understand that venturing into Deltek Touch Time and CRM mobile applications to access from the web can seem like a daunting prospect. So, in this blog, let us address your concerns and delve into the benefits and safety measures involved for your professional services firm and try to allay your fears.  


Safety and Security

First and foremost, we realize that security is of the utmost importance to your professional services firm. However, when properly deployed with Secure HTTP and a robust password policy, accessing your Deltek Vantagepoint data from anywhere becomes as secure as accessing your online banking information. Your professional services firm’s data integrity remains intact, and you can trust that your business information is protected.

Cost-Effectiveness

Furthermore, for professional services firms, we know that the financial aspect of offering another feature is always a big concern. Yet, with Deltek Touch Time, the cost implications are minimal. The primary expense lies in the initial setup, generally taking no more than an hour or two. The foundation for this access is already embedded in your existing Deltek Vantagepoint installation. So, you can rest assured that the transition to remote access is cost-effective and well worth the investment.

Ease of Configuration

Moreover, configuring Deltek Touch Time for web access is a straightforward process, especially for a single server installation. It can be executed with minimal downtime or even scheduled for after-hours operation with careful planning. In cases where multi-tier installations are involved, there may be a bit of added complexity, but these nuances are well-understood and can be expertly addressed. The Full Sail Partners’ team has a wealth of experience assisting numerous professional services firms in navigating this transition, and we encourage you to reach out to us for any necessary support.

How Can You Access These Features?

Finally, you may be wondering, how do you open Deltek Vantagepoint to the internet to allow your professional services firm’s employees access to new features like Deltek Touch? It’s easy, just follow these steps:

  • Modify your Firewall: Adjust your firewall rules to permit port 443, which facilitates secure HTTP traffic, to be forwarded to your Vantagepoint server. We advise that you test the setup at this point by visiting your Vantagepoint login page, ensuring that everything is still functioning correctly.
  • Checking Domain Accessibility: Verify that the Fully Qualified Domain Name (FQDN) is accessible both internally and externally. Minor adjustments to your Domain Name System (DNS) settings may be necessary to achieve this.

By following these steps, you will seamlessly enable access to Deltek Vantagepoint from both onsite and offsite locations. Once this is confirmed, you can promptly inform all users to utilize the Touch links for their Deltek Vantagepoint requirements. How convenient is that?

Access to Data from Anywhere is Within Your Grasp

The transformation to accessing Deltek Vantagepoint data from anywhere, at any time, is well within your professional services firm’s grasp. You can enjoy the peace of mind that comes with knowing your data is securely protected while remaining readily accessible to all your employees whenever it is needed. We encourage you to share your thoughts regarding having seamless remote access to your essential data with us, and if you require any assistance or guidance, do not hesitate to contact our knowledgeable team at Full Sail Partners.

 

New call-to-action

What's New in Deltek Vantagepoint 6.5

Posted by Evan Creech-Pritchett on November 02, 2023

11-02 Whats New in DVP 6.5 - Banner 2

Deltek Vantagepoint announces an exciting new update, offering a wealth of tools and features to continue to increase collaboration and productivity for project-based firms. Vantagepoint 6.5 includes a substantial release filled with enhancements across multiple modules that benefits different user groups. In this article, I’ll be covering the top 5 features that I think will have the biggest impact in the daily usage. Without further ado, let’s jump right in! 


1. Accounts Payable (AP) Invoice Approvals Enhancements

This update brings significant time-saving enhancements to AP Invoice Approvals, including improvements to Intelligent Character Recognition (ICR), the introduction of a new field, and more. 

  • Intelligent Character Recognition (ICR): One of the standout features of this update is the integration of ICR for AP Invoice Approvals. With ICR, Vantagepoint can read details from uploaded AP Invoice files and automatically populate several key fields in the AP Invoice Approval form. These fields include Vendor, Address, Invoice, Invoice Date, Invoice Amount, and even Currency if you work with multiple currencies.  
  • Streamlined AP Invoice File Uploads: When you upload an AP Invoice file, the system provides a preview pane on the right side of the AP Invoice Approvals form, displaying the uploaded document. While this update may seem small, it’s incredibly helpful when managing multiple files within the same AP Invoice.  
  • Invoice Amount Field: ICR automatically populates the Invoice Amount field on the AP Invoice Approvals form with the total amount from the uploaded file. This field is now always editable, ensuring that the value matches the total amount in the Project Information grid. If there's a discrepancy, the system will display a warning message upon submission. 
  • Adjustable Right Pane: In the Transaction Center, when viewing the AP Invoice Approvals form in Detail View, you can now display a PDF of the AP invoice in a preview pane on the right side. This convenient feature allows you to simultaneously review the invoice while making edits to the invoice and project information. 

2. Smoother Vantagepoint Connections with API Enhancements 

Deltek Vantagepoint 6.5 introduces an array of powerful API enhancements to streamline your workflow. With new AP Invoice Approval API Endpoints, Third-Party Integrations API Endpoints, and the PUT Post Timesheet Entry API Endpoint, integrating with Vantagepoint has never been smoother. 

  • AP Invoice Approval API Endpoints: For those integrating with Vantagepoint, new API endpoints for AP invoice approvals are now available. These endpoints adhere to existing validations, restrictions, and security requirements at the application level, ensuring seamless integration. 
  • Third-Party Integrations API Endpoints: Another API-related enhancement is the introduction of Third-Party Integrations API endpoints. Just like the AP Invoice Approval endpoints, these follow established validation, restriction, and security protocols. 
  • PUT Post Timesheet Entry API Endpoint: To simplify timesheet management, the new PUT Post Timesheet Entry API endpoint allows you to post timesheets for individual employees or multiple employees at once. This API endpoint respects existing validations, restrictions, and security measures. 

3. Long-Awaited Dashparts Types  

The latest additions to Vantagepoint Dashparts offer customized metric presentations, extended role-based security, and improved functionality, streamlining operations for efficient data access and evaluation. 

  • Key Performance Indicator (KPI) Dashpart Type: With this new dashpart type, you can highlight crucial metrics for better data evaluation. Other customization features include changing the background and text colors, turning on/off sorting, selecting the date ranges, adding calculations, adding filters, and more. Even more, you can use the conditional formatting that will dynamically change the tile color when comparing KPI values to static values. 
  • Firm Dashpart Base: This new dashpart base displays firm-related information from the Firms hub, including vendors, clients, competitors, or government agencies. This enables quick access to relevant firm data directly from your dashboard. 
  • Role-Based Security for More Dashpart Bases: Role-based security settings, previously available for Employee dashparts, are now extended to several other dashpart bases, including AR Detail, Project, Project Detail, and Firm. This enhances data security and access control within your organization. 
  • Timesheet Floor Check System Dashpart: This new dashpart empowers you to perform employee timesheet floor checks directly from your dashboard. This feature replicates all actions available in the Floor Check dialog box in the Timesheets module, such as sending reminders, opening or printing timesheets, and checking timesheets from different periods. 
  • Dashpart Calculations: You can now create dashpart calculations based on selected columns in the current dashpart. These calculations respect filters and date ranges applied to the columns, allowing for more precise data analysis. Dashpart calculations are different from calculated fields, which are formulated from all available fields of a dashpart base. 
  • New Columns for the Project Detail Dashpart Base: Additional columns have been added to the Project Detail dashpart base to enhance cash flow visibility for clients using Paid when Paid (PWP) payment terms. These columns provide insights into invoice status, discounts taken, payment dates, and more. 
  • Update to the AR Comment Column: Users can now add or edit AR comments directly from drill-to dashparts with the AR Detail dashpart base, simplifying AR management. 

4. Improved Labor Resource Assignments and Unit Planning 

Deltek Vantagepoint 6.5 brings notable enhancements to the Planning module, aimed at improving the management of labor resources and unit planning within your projects. 

  • Fill Labor Resource Assignments with Planned Hours: On the Labor tab of the Plan form, a new feature called "Fill Hours Per Day" empowers you to assign planned hours to workdays for labor resources based on specific criteria. You can choose to allocate hours based on a set number of hours per workday or a percentage of the employee's hours per day. This streamlines the process of planning labor resources and ensures more accurate assignments. 
  • Unit Planning Enhancements: Unit Planning has also received improvements, allowing you to view planned, actual, and baseline unit data more effectively. This includes the ability to display sub-rows for unit quantities, cost, billing amounts, and allocation in each calendar period of your project plan. Additionally, you can now specify unit planning data export settings based on the desired timescale, whether by day, week, or month. 
  • Plan Expenses and Consultants in Calendar Periods: For companies using the Resource Planning module and planning expenses and consultants, Vantagepoint 6.5 introduces the ability to plan expense and consultant amounts in calendar periods within the Plan module. This feature enhances the granularity of your planning capabilities. System administrators can configure these options in Settings, and individuals can modify them for specific plans if they have the appropriate access rights. 
  • Show the Critical Path on the Gantt Chart: When it comes to project scheduling, understanding the critical path is crucial for project managers. In Deltek Vantagepoint 6.5, you can now visualize the critical path of your project directly on the Gantt chart within the Schedule tab of the Plan form. The critical path represents the sequence of tasks or phases that cannot be delayed without affecting the project's completion date. By toggling on the "Show Critical Path" option above the schedule grid, tasks or phases on the critical path are highlighted in red, making it easier to identify and manage them.

5. New Workflow Functionality

The workflow functionality in Deltek Vantagepoint has been enhanced with two significant features: 

  • After Completion Workflow Type: Vantagepoint 6.5 introduces the "After Completion" workflow type for Application workflows. This workflow type allows you to define additional actions that should occur on a transaction after it has been successfully posted to the database. This feature enhances automation and customization capabilities within your workflows, enabling post-processing actions tailored to your organization's needs. 
  • Support for Alternate Approvers: In the Approval workflows, a new set of options has been introduced to support alternate approvers. These options include "Do Not Allow Employees to Approve More than Once," which prevents an assigned approver from approving a record more than once, and "Do Not Allow Employees to Approve Records They Have Created," which prevents approvers from approving records they themselves created. These options enhance workflow management, impartiality, and control in the approval process. 

Enhancements Abound with Deltek Vantagepoint 6.5

Deltek Vantagepoint 6.5 introduces a wide range of enhancements and features designed to streamline operations, enhance security, and improve functionality across various modules. These updates empower organizations to make more informed decisions, increase efficiency, and maintain data accuracy in their day-to-day operations. With these improvements, Vantagepoint continues to evolve as a powerful and versatile solution for project-based businesses. To see these improvements and more, make sure to watch our “What’s New in Vantagepoint 6.5 Webinar” by clicking the image below.

 

New call-to-action

6 Reasons for Project Based Firms to Have an Integrated CRM and ERP

Posted by Amanda Roussel on October 26, 2023

10-27 CRM and ERP Integration - Banner

For many years, project-based firms have utilized multiple technology platforms to track different pieces of crucial information. Perhaps human resources, finance, marketing, and project managers all have been using a separate platform at the same firm. How does information flow? Is it a manual process, are the systems integrated, or does everything stay siloed? There are numerous benefits to housing enterprise resource planning (ERP) and client relationship management (CRM) information in ONE accessible platform. Here in this blog, let’s check out 6 reasons for project-based firms to have an integrated CRM and ERP.

#1 Simplify, Streamline, and Save

We all want to streamline relevant business and project-based matters where we can, right? Having all CRM and ERP data in one platform, the information only needs to be entered once. ONE TIME. The data entry point can vary from browser to app, to Outlook, or to another platform, but it ultimately only gets typed in once. When integrating CRM and ERP, gone are the days of having to search through multitudes of emails to find out who last spoke to the pertinent client to get important details.

Additionally, having ERP and CRM systems together as one may be a cost savings as well. There's no additional hosting, no, or less, integrations to manage, and no additional platform to learn, maintain, and train on. This is a prime example of the concept that "less is more."

#2 Find the Latest Information with Less Noise

Just think of employee-client interactions and the information that is gathered as a firm resource. Business resources, especially for project-based firms, are meant to be shared efficiently, and that information should be available when others need it. Furthermore, new information is constantly coming in and a CRM tool provides your teams a platform to document and share this information, keeping everyone informed. With one clear space to keep this information organized, you can expect fewer logins, fewer emails, and less noise. Moreover, if CRM data is captured timely and correctly, it takes significantly less time to research the latest communications with clients. This activity tracking can help keep pursuits and projects on track.

#3 Increased Collaboration

Roles within a project-based firm sometimes have a defined description, and oftentimes the same information can be significant to different roles within the business. Whether it's key performance indicators (KPIs), pipeline reports, win rates, resume information, or contact lists, having ERP and CRM data in one place promotes collaboration between departments. This is especially true with human resources, finance, and marketing groups. This sharing of data located in one place allows understanding of other areas of the company, thereby creating a healthier collaborative environment firm-wide.

#4 Transparency Allows for Productivity

Executives, managers, leaders, and even staff, in project-based firms, want to know what work may be coming up. While they all may have their specific reasons for this knowledge, they shouldn't have to rely on someone else to distribute the information that they are looking for when they need it for their own purposes. Transparency can keep employees at all levels informed and therefore productive. And why not allow them to see this information on the platform in which they are already working? 

Whether it's timesheets or project records, most employees are in their firm's ERP daily and should be able to quickly access what information they desire in one place. Employees should have the ability to see the big picture as well as drill down to their specific information.

Take for example, that according to the 44th Annual Deltek Clarity A&E Industry Study, win rates were strong among A&E firms, but there was a decline in the number of proposals submitted. Having the visibility of win rates certainly allows for a stronger Go/No-go process, which allows project-based firms to be selective, and effective, in the work they pursue.

#5 Use Accountability to Create Consistency 

With transparency comes accountability. Principals, seller-doers, and business developers with project-based firms should be held accountable for keeping their colleagues informed. Winning work is imperative for project-based firms, and communications and pursuits are firm resources. For this to be successful, however, there needs to be support and enforcement from all levels of leadership. With an integrated CRM and ERP, information about upcoming pursuits or projects flows freely and everyone can be held accountable. Consistency is crucial to success.

#6 Leap Toward Digital Maturity

Another finding in the 44th Deltek Clarity Study is that more than 82% of A&E firms anticipate being “advanced” or "digitally mature” in the next five years. Strategic technological improvements are a big focus for both project management and financial management. Is your project-based firm part of this trend? Having CRM and ERP woven together is certainly a step toward digital maturity.

Now is the Time to Integrate Your CRM and ERP

These six compelling reasons clearly show the value of integrating your CRM and ERP into one system. You’d agree that every project-based firm would benefit from cost savings and increased collaboration firm-wide among other benefits. Is your firm ready to make the move? If so, one of our CRM consultants would be happy to discuss it with you!

 

New call-to-action

Navigating the Future: Technology Trends in the A&E Sector

Posted by Evan Creech-Pritchett on October 19, 2023

10-19 Clarity Tech Trends- Banner

As part of our ongoing commitment to exploring the latest industry insights, Full Sail Partners has been diligently examining the data from the Deltek Clarity Report, and this blog represents another installment in our series dedicated to this topic. The 44th Annual Deltek A&E Clarity Study is a beacon, illuminating the crucial technology trends that are reshaping the Architecture and Engineering (A&E) sector. Firms are strategically leveraging technology to achieve digital maturity, enhance cybersecurity, and refine business processes. In this blog, we'll dissect key findings from the study's Technology Trends section to provide valuable insights for industry professionals.  

Addressing Top Technology Challenges

To overcome the paramount challenges presented by technology, firms must extend their focus beyond merely recognizing emerging trends. An essential component of success involves equipping their staff with the requisite knowledge and skills to harness these technologies effectively. Establishing a culture of comprehensive education throughout the operational staff is pivotal for the deployment of these solutions. Furthermore, firms can greatly enhance their technology adoption by fostering collaboration with external experts. These experts bring a wealth of experience and specialized knowledge, which can be instrumental in seamlessly and cost-effectively integrating technology solutions into the firm's existing workflows.

Strategic Technology Plans and Digital Maturity

Firms are prioritizing strategic technology plans to navigate challenges related to rising costs and talent management. They're investing in high-impact areas such as project management and financial management. However, an uptick in manual data entry indicates a potential gap between strategic goals and implementation. Despite this, firms are advancing digitally, bringing more operations in-house and empowering staff as technology champions.

Firms are increasingly confident about achieving digital maturity, with 32% now self-classifying as advanced or mature, up from 18% in 2021. Looking ahead, 82% envision advanced or mature stages in five years. However, realizing this vision requires a solid plan and actionable tactics to turn optimism into reality. For more information, take a look at the Digital Transformation Maturity Spectrum in the Deltek Clarity Architecture and Engineering Industry Study, linked at the bottom of this blog.

Managing Technology Costs

Rising technology costs are a significant concern for firms, underscoring the need for strategic evaluation of existing technology to align with overarching objectives. Prioritizing solutions that offer both immediate and long-term ROI is essential for cost-effective technology adoption. Internal champions play a pivotal role by facilitating seamless integration and inspiring colleagues, contributing to heightened employee engagement and retention rates. Cultivating a culture of technology champions ensures that firms maximize their technology investments while enhancing overall workforce effectiveness.

Overcoming Technology Adoption Hurdles

The adoption of emerging technologies presents several challenges, including concerns regarding their relevance, the absence of internal expertise, and potential knowledge gaps among employees. To effectively address these hurdles, firms are encouraged to proactively invest in upskilling their existing staff. This investment not only equips employees with the necessary skills but also fosters a culture of continuous learning and adaptability, crucial in today's dynamic technological landscape. Additionally, leveraging tech-savvy champions within the organization can be transformative. These champions serve as enthusiastic advocates for technology initiatives, bridging the gap between vision and implementation.

Data and Cybersecurity Concerns

Data and cybersecurity are paramount in the A&E industry, with 68% of firms citing it as a top IT operations challenge. Cybersecurity threats impact businesses, making robust security policies and procedures crucial. Ensuring the protection of sensitive information and maintaining clients' trust are central to the industry's continued success.

Redefining Digital Transformation

A&E firms are continually evolving their use of technology to gain a competitive edge. While digital maturity is on the rise in companies of all sizes, technology costs can be a significant barrier. Firms are encouraged to focus on upskilling staff and leveraging existing technology capabilities, as this strategic approach can not only drive operational excellence but also empower firms to navigate the challenges posed by the fast-paced technology landscape effectively. By investing in their workforce and maximizing the potential of their current technology solutions, companies can position themselves as industry leaders ready to embrace the future of technology.

Manual Data Entry: A Persistent Challenge

Even with advanced technological solutions at our disposal, many organizations still find themselves heavily dependent on labor-intensive manual data entry. This dependence spans across various departments, including administrative, accounting, finance, and operations, where human intervention remains a necessity. To optimize their operations and enhance efficiency, these businesses must pinpoint existing inefficiencies and begin to automate their workflows.

A closer look at the statistics reveals the extent of this reliance on manual data entry across key organizational departments:

  • A significant 72% of accounting and finance departments within firms rely anywhere from completely to moderately on manual data entry.
  • Similarly, a substantial 74% of Operations/Resource Management departments within these organizations are found to be anywhere from completely to moderately reliant on manual data entry.
  • Furthermore, a staggering 81% of Administrative/Management divisions within firms also exhibit a significant reliance on manual data entry.

These figures underscore the pressing need for organizations to embrace automation and technological advancements to alleviate the burdens of manual data entry and unlock the full potential of their workforce.

Embrace the Future of Technology

To flourish in this technology-driven era, firms must go beyond acknowledging emerging trends; they must empower their staff with the skills and knowledge needed to harness these technologies effectively. Cultivating a culture of comprehensive education across operational staff is pivotal for the successful deployment of these solutions, and collaboration with external experts can significantly amplify technology adoption.

As A&E firms strive for digital maturity and navigate the challenges of rising technology costs, they must continue investing in their workforce and maximizing the potential of their current technology solutions. This strategic approach not only drives operational excellence but also positions companies as industry leaders prepared to embrace the future of technology. Despite the persistence of manual data entry challenges, the industry's resilience and commitment to transformation ensure that the path forward remains illuminated by the beacon of technological progress.

For more details on Technology Trends from the 44th Clarity Study, read the entire report. 

New call-to-action

How Professional Services Firms Benefit from Multicompany in Deltek Vantagepoint

Posted by Scott Gailhouse on October 12, 2023

10-13-23  Benefits of MultiCompany_Banner rev02

Within Deltek Vantagepoint lies an extremely useful tool that, when enabled and configured, allows a professional services firm to manage multiple companies within a single Deltek Vantagepoint database. However, the benefits of multicompany functionality seem to elude many professional services firms that would gain the most from its capabilities. So, in this blog, let’s delve into this multicompany functionality and discuss why, when, and how firms should use this fantastic feature.

Why Use Deltek Vantagepoint Multicompany?

Basically, the need for a multicompany environment comes down to the ability to track entities with separate tax ID numbers in a single Deltek Vantagepoint database. Some of the scenarios that require multicompany management include:

  • Banking relationships
  • Investments and/or holding company requirements
  • Tax reporting
  • Professional licensing requirements
  • Foreign country reporting requirements

Additionally, the need for intercompany billing can occur when two or more related companies make payments on behalf of the other companies. The most common reason for intercompany billing is the sharing of labor resources between companies that have separate payrolls and/or vendor payments for another related company.

When a professional services firm decides to utilize multicompany functionality, it is recommended that sub-ledgers be enabled to track the due to and due from, and clear intercompany balances. With multicompany enabled, users can use both the Accounts Payable and Accounts Receivable aging reports for intercompany balances.

First Determine the Internal Pricing Structure

Upon implementing multicompany functionality in Deltek Vantagepoint, professional services firms must first determine what internal pricing structure to adopt. The options are:

  • Re-class only - moves the transaction to intercompany Accounts Receivable/Accounts Payable at cost
  • Project Centric - leaves the transaction on the books of the project’s company with some amount of compensation also moving to keep the loaning organization whole
  • Employee Centric - moves the transaction back to the employee’s company with some amount of revenue moving back as well
  • High Accountability – which uses a work breakdown structure (WBS) to manage transactions and point directly to the company that owns the transaction

Keep in mind that there is considerable flexibility within the options above. Different methods can be configured for different transaction types. Also, by order of operation, the distinct options can be overwritten at the individual company level or by the project at the lowest WBS level.

Intercompany billing makes accounting’s job easier regarding multicompany transactions. When transactions are made to projects not in the home company (the company where the transaction is being posted), invoices and vouchers are created through a series of postings that are reflected in the general ledgers (GLs) of the respective companies. These invoices and vouchers also appear on the Accounts Receivable and Accounts Payable aging reports noted above. The Accounts Payable and Accounts Receivable balances can then be cleared by using the standard check processing and cash receipt routines.

More Benefits of Multicompany

Using Deltek Vantagepoint’s multicompany functionality provides another benefit to firms with consolidated reporting. Consolidated reporting allows a view of the performance of all the companies within the database. Consolidated groupings can represent all companies or a cross-section of companies depending on the needs of company leadership. The consolidation process incorporates standard eliminations of configured control accounts and client-defined accounts, such as capital investments in related companies. Consolidations are “memo” entries and are not posted to the GL.

A multicompany database permits each company to maintain a unique GL while still only creating one set of shared GL account numbers. Furthermore, professional services firms can restrict GL account numbers, and other master records can be shared and/or restricted as well. Vendors (managed in the Vantagepoint Firms Hub) can be shared across the enterprise. However, the accounting tab is company-specific for account number and 1099 purposes.

In addition to the benefits mentioned above, the multi-currency application works in tandem with multicompany to allow companies to have a unique functional currency – the currency the company does business in. This is an excellent feature for professional services firms that work internationally. Lastly, the consolidation process can include Generally Accepted Accounting Principles (GAAP) compliant currency translations and gains/losses entries.

Take Advantage of Deltek Vantagepoint Multicompany Functionality

Is the multicompany functionality in Deltek Vantagepoint the right fit for your professional services firm? Don't leave it to guesswork. Schedule a Navigational Analysis with Full Sail Partners today. We'll help you assess your firm's unique needs and guide you in determining if the multicompany feature is the best solution for you. Dive deeper, make informed decisions, and ensure your firm sails smoothly towards success. Contact us now and let's chart the best course for your business!

New Call-to-action

Project Management Trends from the 44th Annual Deltek A&E Clarity Study

Posted by Evan Creech-Pritchett on October 05, 2023

10-05-23 Deltek Clarity Recap-PM Trends_Banner2

Full Sail Partners has been closely following the annual Deltek Clarity Architecture and Engineering Industry Study, and in our previous blogs, we've delved into various aspects of this comprehensive report. As we continue our exploration of this year's 44th Annual Deltek Clarity study, we shift our focus to the critical realm of project management within the architecture and engineering (A&E) industry. This sector struggles with numerous challenges daily, and the study offers valuable insights into the current trends and issues affecting project managers. In this blog, we will dissect key findings from the study, particularly homing in on project management challenges and the strategic initiatives poised to address them. 

Project Management Challenges 

In the ever-evolving realm of architecture and engineering, project management is the linchpin of success. However, it's not without its formidable challenges. In this section, we'll delve into these critical challenges, from gaining better visibility into KPIs to grappling with staffing shortages. Furthermore, we will discuss strategies for overcoming them to achieve project management excellence. 

Visibility into Project Management KPIs: Project managers grapple with obtaining clear insights into key performance indicators (KPIs) and the tools required to manage them effectively. This issue affects project performance and client satisfaction. 

Projects on or Ahead of Schedule: 59.76% of projects are on track for schedule and budget. Despite this, staffing challenges continue to persist and impact project outcomes. 

Competing Priorities: A&E firms with well-defined roles, responsibilities, and efficient tools are better equipped to manage project resources. Quality control hubs, such as Centers of Excellence (CoEs) and Project Management Offices (PMOs), are instrumental in driving best practices. 

Staff Shortages: The industry continues to struggle with hiring and retaining skilled staff, with 62% of firms identifying it in their top 3 concerns. Offering tools, training, and attractive work cultures can help attract and retain next-generation project managers. 

Project Management Solutions 

Navigating the intricate landscape of project management in the architecture and engineering industry demands not just an understanding of the challenges but also the strategies to overcome them. In this section, we'll explore proactive solutions that address the industry's top project management challenges. From upskilling and training to streamline project management to harnessing collaborative platforms for improved effectiveness, and investing in technology for seamless connectivity, we'll unravel the keys to project management success.  

Addressing Top Project Management Challenges: To overcome these challenges, A&E firms are reducing their reliance on new project manager hires. Instead, they are focusing on upskilling, training, promotion, and formal career development planning to maintain productivity and deliverable quality. 

Project Management Effectiveness: Staffing issues, strong pipelines, and backlogs combined with increased staffing costs and skill gaps can hinder project management effectiveness. Collaborative platforms and regular training can help bridge these gaps. 

Connecting Teams and Using Systems: A common challenge is connecting all relevant teams on the same platform and ensuring employees use these systems correctly. This requires investment in technology and proper training. 

Project Management KPIs 

Effective project management necessitates careful planning and monitoring through various KPIs. While financial KPIs such as net revenue, profitability, and multipliers are well-tracked, there's room for improvement in non-financial KPIs like client satisfaction, schedule variance, and earned value.  

Balancing Financial and Non-Financial KPIs: Top financial KPIs like net revenue, profitability, and multipliers continue to be tracked by most firms at 94%, 93% and 83% respectively. However, firms showed less reliance this year on the non-financial KPIs like client satisfaction and earned value, at only 36% and 18% of firms tracking these statistics. Achieving a balance between financial and non-financial KPIs is essential for successful project management. Focusing solely on financial metrics can lead to oversight of critical project aspects. 

Project Reporting Accuracy: While A&E firms are gaining confidence in reporting project costs accurately, there's still room for improvement in reporting project schedules. Accurate schedule reporting is crucial for project success. 

Project Management Initiatives 

As the architecture and engineering industry continues to evolve, it's imperative to not only identify challenges but also to proactively address them through strategic initiatives. In this section, we will explore how A&E firms are taking forward-looking steps to enhance project management. These initiatives encompass investing in internal project management expertise, defining roles more clearly, and harnessing the power of technology and software tools to pave the way for a more efficient future in project management.  

Investing in Internal Project Management: A key priority for A&E firms is investing in internal project management, replacing the focus on hiring more qualified staff. Developing best practices and clearly defining roles for project management are also top priorities. 

Leveraging Technology: While technology can provide substantial support in project management, only a small percentage of firms are prioritizing investments in better software tools. Maximizing the value of existing tools and technology is crucial. 

Facing Challenges with Project Management Head on  

The A&E industry faces ongoing challenges in project management, including visibility into KPIs, staffing shortages, and maintaining project schedules and budgets. However, A&E firms are proactively addressing these challenges by investing in training, upskilling, and improved project management processes. Balancing financial and non-financial KPIs, accurate reporting, and leveraging technology will be essential for future success in the industry. By nurturing a culture of continuous improvement and transparency, A&E firms can enhance project management effectiveness and, ultimately, client satisfaction. 

New call-to-action

 

The How-To Guide for Understanding Capacity Calculations in Deltek Vantagepoint Resource Management

Posted by Terri Agnew, CPA on September 28, 2023

9-28-23_ResourceMgmt Views - Banner

Using the Resource View in Deltek Vantagepoint is a quick and easy tool for project-based firms to determine which employees are properly scheduled or utilized, and/or those who may not have enough or too many hours planned. This view has a lot of valuable information on one screen and can sometimes seem a bit overwhelming. So, the content provided here in this blog, which is utilized with Resource Planning licensing, will assist you with the questions like “What do the blue/red/grey colors mean?” or “How is the utilization % calculated” and help make this form one of the most important tools in your firm’s resource management toolbox.  

Three Show Capacity Views 

There are three different options to monitor your resources: Planned Hours, Scheduled %, and Utilization %. Below you will find illustrations showing how these three views are calculated for you to better understand the information Resource View is displaying. 

Planned Hours 

Planned Hours is the simplest of the calculations as it is what it says it is – all planned hours! Use this view to simply check each selected resource's total planned hours for the time period shown in the Forecast Range. Planned hours will be shown for all published plans for ALL types of projects – overhead, promotional, and regular projects. Planned hours will show even if the project is showing a capacity calculation of excluded from scheduled and utilized % on the project’s summary pane. 

ResourceMgmt_01

Scheduled %

When you change the view from Planned Hours to Scheduled %, you will notice the “heat map” will appear. This “heat map” is used to visually draw a user’s attention to which resources are properly scheduled (grey), under scheduled (blue), or over scheduled (red) based on the firm’s chosen thresholds (Settings > Resource Planning > Resource Settings). 

ResourceMgmt_02

The Scheduled % is a calculation of Planned Hours divided by Available Hours for the resource. This view is great to use to get an understanding of if a resource is too busy (red) or has availability to be assigned to more projects (blue) or if they are appropriately scheduled during the timeframe (grey). 

  • Planned Hours - this calculation will include all types of projects (regular, promotional, & overhead). However, if a project shows as “Excluded from Scheduled and Utilization” on the Project’s Summary tab, those planned hours will not be used in this calculation. Note that excluded hours will still show the hours when the details are expanded for the resource. 
  • Available Hours - these are calculated using the employee’s standard hours from their employee hub, less any non-workdays as indicated in Settings > Resource Planning > non-Workdays. 

In the example shown below, I will break down the calculation for the week of 9/4 – 9/10 where Amy Allen is showing over scheduled at 138%. 

Planned Hours / Available Hours = Scheduled %      =     44 / 32 = 138% 

Planned Hours = 59 total hours planned less 15 hours for Greenhouse Café Remodel as that project is currently set to “Exclude from Scheduled and Utilization” in the project. The numerator is 59 -15 = 44 hours. 

*Note when you click on the blue link of each project, a small summary box for the project will appear where you can easily see if a project is “included” or “excluded” from Scheduled and Utilization. 

ResourceMgmt_03

Available Hours – Amy Allen’s standard hours are set as 8 hours per day in her employee hub, which is typical for a full-time 40-hour/week employee. The week of 9/4 – 9/10 contains a Labor Day Holiday in the company’s non-workday settings. As discussed earlier, holiday hours are excluded from available hours. Therefore, the denominator is 40 – 8 = 32.  

 *Note that when you click on a resource’s name, the Employee Card will appear. On that employee card, you will find the Hours/Day in the bottom right of the Profile Tab. 

Now, the shading!  What is this heat map telling you?   

Understandably, being scheduled at 138% would seem to be over scheduled just because it is a relatively large number, but the system is compared to the firm’s Resource Planning Settings. In my demo database shown here, the blue shading indicates under scheduled as under 90%, and the red shading for over schedule when over 105%. Grey is “just right” of 90 – 105%, which this firm has indicated as appropriately scheduled.    

In summary, in my database, a full-time, 40-hour/week employee would show as properly scheduled (grey) if the scheduled hours are between 36 (90% x 40) and 42 hours, under-scheduled would be less than 36 hours (blue) and over scheduled as over 42 hours (red). 

Utilization %

The Utilization % will show the percentage of the planned hours for billable projects (regular/won projects) and those In Pursuit projects marked as “included in scheduled and utilization”. Use this view to show how an employee is tracking against their Target Utilization. Even if an employee is well scheduled, in the example above, if several of the projects are either overhead or In Pursuit and not included in scheduled and utilization, the employee may be shown as under-utilized.  

ResourceMgmt_04

Utilization % is a calculation of Total Billable Planned Hours divided by Available Hours (same calculation as above). 

Total Billable Planned Hours only includes regular projects, no promotional projects nor overhead projects. Regular projects will be all those in the Stage Step of Won and any In Pursuit that are “Included in Scheduled & Utilization” Capacity calculations. 

For this example, I will be showing the calculation for the week of 9/11 – 9/17 from the picture above. In this view, I am also showing a few additional columns in the middle grid that help demonstrate if a project is “billable” or not.   

As you can see, I have one project that is a Lead Stage – Greenhouse Café Remodel, and as discussed above, that project is Excluded from Scheduled and Utilization so those hours will not be included in the numerator. Additionally, there is one project that is overhead (no stage listed), which is PTO.   

Total Billable Planned Hours / Available Hours = Utilization %      =     22 / 40 = 55% 

Total Billable Planned Hours = 53 total hours planned less 15 hours for Greenhouse Café Remodel as that project is currently set to “Exclude from Scheduled and Utilization” in the project, less the PTO hours of 16. The numerator is 53 -31 = 22 hours. 

Available Hours (as stated above) are calculated using the employee’s standard hours from the employee hub, less any non-workdays. This week does not have a holiday and this employee’s standard hours are 8 hours/day so the Available Hours = 40. 

Shading for Utilization %: 

To understand the heat map for the Utilization %, the formula considers each employee’s Utilization Target, which is set in the Employee Hub. This employee, Amy Allen, has a Utilization Target of 75%. 

The threshold calculation is the Utilization % divided by the employee’s Utilization Target. 

For the week ending 9/17, Amy’s planned Utilization % is 55% divided by the target of 75% equals 73%. In my demo database shown here, the blue shading will be under-utilized if the utilization % is under 90%, red shading over 105%, and “just right” or grey is between 90 – 105%. Therefore, since Amy’s threshold calculation is 73%, she is showing blue as that is under-utilized in my database. 

Capacity Calculations Made Easy with Resource View 

So, in summary, the Resource View in Deltek Vantagepoint has a lot of valuable information on one screen. You can use it to navigate to three different views to understand (1) how many hours an employee has planned in total (Planned Hours), (2) if the employee is over/under scheduled (Scheduled %), and (3) if the employee is over/under utilized by simply navigating between the three options in “Show Capacity”. Project based firms should be making the most of the resource management tools available within Deltek Vantagepoint! To learn more about this feature and other Resource Management tools, please visit our webinars located here: Webinars for Project Manager Rockstars! 

 

 New call-to-action

What to Look for in an Outsourced HR Consultant: Tips for Professional Services Firms

Posted by Tasia Grant, PHR on September 21, 2023

09-21-23 What to Look Outsourced HR Banner

In my years of experience as an HR Consultant, I have seen many professional services firms struggling with a variety of HR issues. Let's take this one example for instance - the HR Administrator at a professional services firm has the responsibility of performing complete benefits administration for employees. She has found herself bogged down with benefit administration duties like monthly bill reconciliation, employee enrollments and terminations, and employee questions on coverage and claims processing, etc. She has been spending so much time handling benefit issues that she has not been able to effectively manage the employees’ performance and productivity.   

So, in order to handle this situation, this professional services firm decided to hire an outsourced HR Consultant to assist with Benefits Administration to complete the benefits lifecycle from open enrollment and plan changes to billing and terminations.The HR consulting services freed up time and focus for the HR Administrator to manage other employee affairs more efficiently.  

Determine Firm’s Needs for Outsourced HR 

Outsourcing has become increasingly necessary as HR professionals seek ways to reduce time and resources spent on transactions and administration, so they can concentrate on more strategic activities. According to an article on Essential HR Outsourcing Statistics by ZipDo, June 13, 2023, 56% of organizations have outsourced at least one HR task and 39.8% of businesses outsource HR functions to improve their focus on core business areas. Furthermore, 68% of companies accept that outsourcing their HR functions improved their employees’ overall experience. 

However, it is important initially to understand what the ultimate objective is for each professional services firm to determine how the HR consultant will help you meet that objective. To determine what services you will need, look at your main employee-related pain points and deficiencies as well as your professional services firm’s growth plan.   

Are there very specific issues that need pointed focus like Recruiting/Talent Acquisition, Employee Relations/Employment Law, or Compensation Analysis, or is there a need for an overall evaluation or overhaul of the HR function in general? This will help you determine if you need a consultant or agency with global HR experience or a more specialized HR professional, such as one who specializes in Employment Law or Diversity, Equity & Inclusion (DE&I), etc. It is also beneficial to find an HR partner who understands your industry or even geographic area to provide more relevant and accurate guidance.

Do Your Research  

Once the outsourcing HR needs have been determined, then the hunt for the right Outsourced HR Consultant begins. It is important to research Outsourced HR Consultants that offer the level of service you are seeking based on the scope of the task(s) and desired outcomes for your professional services firm that you have determined based on the assessment of the services needed. Look for HR consultants who have a proven track record or reputation for delivering desired results. This can be acquired from client referrals and research from reputable HR-related or specific industry sources, like SHRM, HRCI, and industry websites, Glassdoor, etc. You should additionally consult with other companies in your industry for referrals.   

Establish a Budget 

HR leaders and the executive committee must also determine the budget designated for Human Capital Management (HCM). It is not always necessary to spend an excessive amount of money on Outsourced HR consulting services. You must take into consideration if the consulting will be on an as-needed General Services Agreement (GSA) basis, which will let you pick and choose your services or even come in to help you with specific projects and training topics. Some may offer the option to call when you have an urgent question or concern. Another choice is a full-scope project contract or agreement with pre-determined goals and targets. The available options per consultant will also help to narrow down the right consultant choices for your professional services firm. 

Get Proposals When Looking for an Outsourced HR Consultant 

We recommend that you request proposals from interested HR consultants. The proposal should include a clearly stated overall objective to ensure it is in line with the professional services firm’s expectation, specific details about what tasks they will complete, the steps involved in accomplishing this goal, estimated time for each task, and final completion target date, and estimated costs of services delivered.  

The HR leaders and the executive committee should compare the proposals and determine which proposal overall best meets the needs of the firm. Then they should conduct interviews to gather details about their services, confirm their ability and desire to meet the expectations of the company, availability, and costs, and obtain references. Be sure to give specific situations that your professional services firm is experiencing to see how they would handle those real situations.  

Find the Best Match for Your Firm 

When looking for the right Outsourced HR Consulting situation, you should have a clear understanding of your company's culture, values, and overall vision. It is very important that as you are vetting consultants, you should communicate this information to them to determine if they would work well with the structure/culture of your professional services firm. All of this should be taken into consideration as they assess and advise the firm. It’s important that you find a consultant that respects the culture you’ve built and won’t disrupt the current dynamic or morale.   

Get Ready to Start Looking for Your Outsourced HR Consultant 

Based on the same ZipDo statistics article referenced above, companies that outsource HR management can see an average cost savings of 20-30% and can save an average of 18 hours per week on paperwork and administrative tasks. Moreover, 60% of businesses with outsourced HR processes have been successful at improving employee morale. These statistics provide compelling evidence of the numerous advantages that come with outsourcing your HR functions. With these insights, you should be motivated and prepared to begin your search for the perfect HR consultant. Want to hear more about the Full Sail Partners’ Outsourced HR Consulting Services? Click the image below to get started.

 

 New call-to-action

From Learning to Networking: Navigate Deltek ProjectCon 2023 with Full Sail Partners

Posted by Lindsay Diven on September 14, 2023

08-31-23 ProjectCon Banner 02

Why Deltek ProjectCon 2023 is a Must-Attend Event 

Are you prepared to propel your project-based business to the forefront of industry excellence? Look no further than the horizon of Deltek ProjectCon 2023 – an indispensable event for professionals deeply entrenched in project-focused industries. Overflowing with motivation, education, and unparalleled networking prospects, this year's conference emerges as an irreplaceable milestone on your journey.  

As proud sponsors, exhibitors, and presenters, Full Sail Partners eagerly extends an exclusive invitation to navigate this transformative journey, set to unfold at the enchanting Gaylord Palms Resort in Orlando, Florida, from October 16 to 18. Deltek ProjectCon isn't just a conference; it's an experience designed to empower you and your project-based firm.  

First off, here's a closer look at 3 big reasons why you ought to immediately circle this event on your calendar and claim your spot. 

#1: Learning Beyond Limits 

The Deltek annual conference boasts an impressive lineup of 300+ engaging sessions across 15 racks that promise to deepen your product knowledge and provide valuable insights into industry trends. Earn Continuing Professional Education (CPE) credits as you discover innovative solutions and services that will fuel your project success. Whether you're a seasoned professional or just starting your journey, the learning opportunities are boundless. 

Take a moment to review the session catalog here. 

#2: Forge Unbreakable Connections with Your Fellow Deltek Users 

Connectivity is key in the world of project-based business, and Deltek ProjectCon offers unparalleled networking opportunities. Engage with Deltek experts, peers from your related industry, fellow attendees, and, of course, the Full Sail Partners’ Crew! From one-on-one meetings to interactive braindates, you'll forge authentic connections that can propel your career and business forward. 

#3: A Fusion of Fun and Learning 

Deltek ProjectCon understands that it’s not all about business; it’s about having fun and building memories that matter too. Immerse yourself in special networking events, participate in philanthropic activities, and let loose at the epic customer appreciation party. It's a chance to relax, unwind, and recharge while still gaining valuable insights. 

If those reasons alone don’t give you enough motivation to come to Deltek ProjectCon this year, just remember that the Full Sail Partners’ team of experts will be available to conference attendees. We will not only be active participants in the event but will be presenting a valuable learning session that is one of a kind. And just like every year that Deltek has put on the annual conference, we will be bringing the knowledge that comes with more than 275 years of experience with Deltek products. 

Full Sail Partners: Your Guide to Project Management Superpowers 

As we step into our role as sponsors, exhibitors, and presenters at Deltek ProjectCon 2023, Full Sail Partners offers an exciting opportunity to witness our expertise firsthand. Brace yourself for a front-row seat to our presentation, "Unlocking Vantagepoint Integration Superpowers with Blackbox Connector," scheduled for Tuesday, October 17, at 2:00 p.m. ET.  

In this informative session, we’ll unveil how our turnkey Deltek Vantagepoint integration can revolutionize your connections with third-party applications. Say goodbye to coding headaches and hello to our seamless Blackbox Connectors for ADP Workforce Now, SAP Concur, Entrinsik Informer, Intuit Mailchimp, and more. Our low-code implementation strategy saves time, cuts costs, and eliminates upgrade worries, unleashing the true power of Blackbox Connector to transform your business with efficiency and productivity. 

Here’s what you can expect to learn during our session: 

  • Unveiling the key benefits of turnkey Deltek Vantagepoint integrations and their far-reaching effects across diverse business functions. 
  • Unpacking the tactical deployment of low-code strategies, ensuring seamless Deltek Vantagepoint system integration with third-party applications. 
  • Identifying avenues for process enhancement through harnessing the prowess of Blackbox Connector. 
  • Hearing compelling tales of successful Blackbox Connector implementations, directly from user experiences. 

Join our presenters, Pete Nuffer and Sarah Gonnella, in this very enlightening and inspiring session. To ensure you don't miss out, make sure to include our session on your must-attend list. You can conveniently add it to your program by clicking here 

Unraveling the Full Sail Partners’ Experience 

The engagement doesn't stop after the presentation. Our experts are excited to connect with you at kiosk 5A in the lively XPO hall. Keep an eye out for our easily recognizable red shirts – the Full Sail Partners’ Crew is ready to address your questions, provide live demos, and assist you in realizing the full capabilities of your solutions. This is a valuable chance to tap into our collective expertise and equip yourself with the resources necessary to invigorate your project management pursuits. 

And we love meeting new clients “in real life” as well as catching up with familiar faces. So, stop by and say hi! 

Unlock Your Project Management Future at Deltek ProjectCon 2023 

If you're primed to amplify your project-based firm and open the door to unprecedented achievements, then Deltek ProjectCon 2023 beckons. Save the dates – for October 16 to 18 – and immerse yourself in the world of learning, connection, and fun to be had this year at the Gaylord Palms in Orlando, Florida. The horizon of Deltek Project Nation awaits you, and together, we shall cultivate a future where your project management prowess knows no bounds. 

Ready to secure your spot? Click the image below to register for Deltek ProjectCon 2023 today! Be sure to mention you heard about the conference from Full Sail Partners during your registration. We're eagerly counting down the days until we meet you there. We can't wait to see you! 

 New call-to-action

Understanding and Effectively Using Cross Charge in Deltek Vantagepoint

Posted by Scott Gailhouse on September 07, 2023

09-07-23 Cross Charge Banner

The Labor Cross Charge utility of Deltek Vantagepoint is often an underused accounting feature by project-based firms. It is simply not being utilized because users are not quite familiar with the concept and how it could be of benefit. So, first off, the labor cross charge capabilities in Vantagepoint are based on similar theories as multi-company but are focused on the interaction within a project-based company and its organizational breakdown structure (OBS) and only focuses on labor. Before we dive deeper, here are some links to some resources about multi-company functionality and OBS in case you are unfamiliar with these topics.  

High-Level Insight into Cross Charge in Deltek Vantagepoint 

To those unfamiliar with the concept, cross charging is a financial tool that only impacts the general ledger. It does not change project reporting since the time charged to a project remains on the project for billing and reporting purposes. Cross charge is labor-focused and occurs after the timesheet is posted.  

Since Deltek Vantagepoint is project-based, this simply means that time is entered to a project number whether time is spent on a regular, revenue-producing project or an overhead effort. By default, the labor cost follows the project’s organization. If the cross charge process is not configured or run, the labor cost will remain on the income statement of that organization.  

Why Use Cross Charge? 

As financial and operational managers, we know that revenue can only be earned when a cost is incurred. For this reason, cross charge allows project-based businesses to move these elements in and out of various “buckets” within their organization. When a combined income statement is run, all cross charge entries will zero out and the original revenue and cost will remain.  

The cross charge process is used when project-based firms loan and borrow resources at the lowest level of the OBS, which could be:  

  • Office - OBS is organized based on the physical locations of your offices  
  • Department/Discipline - OBS is structured around different functional areas or departments within your organization 
  • Market Sector - OBS is focused on your firm's market sectors   

A good situation for using cross charge would be with a civil engineering firm where projects will be needed for various disciplines. For instance, the survey department would loan their staff to the engineering projects and cross charge would be the financial component to drive and manage the accounting for the labor.  

There are two internal pricing options to choose from when configuring cross charge:  

  1. Project Centric – This is when labor remains on the income statement of the organization where the project resides. A multiplier is then used to move some portion of operational/overhead (OH) costs from the loaning organization to the borrowing organization. This factor could be limited to a fringe benefit rate or represent a breakeven OH rate or even include some profit. The purpose is to ensure that the loaning organization has an incentive to keep their staff busy, but they also need to be mindful not to over-extend their resources. 
  2. Employee Centric – This works by sending labor back to the employee’s organization. Using typical billing rates, although a multiplier can be used, the revenue is moved from the project’s to the employee’s organization. The purpose again is to ensure the loaning organization doesn’t lose the ability to show a profit by sharing their staff.  

Real-life Application of Cross Charge in Deltek Vantagepoint 

Here is a success story where the operational process and projects are built on the premise that fee and scope drive work breakdown structure (WBS) in a client’s Deltek Vantagepoint database. Under this model, high accountability becomes the first option where phases and tasks within a project are assigned to different organizations based on the portion of the work. Employees charge the phase/task that is assigned to the organization they “live” in. This results in more closely managed projects because the profit accountability is shifted back to the organization supplying the labor. This process eliminates the need for cross charge. 

 However, realizing that in order to run successful projects, there is a necessity to anticipate unplanned needs. This means that the project-based firm must have the ability to borrow an employee from another department for a short-term assignment or a last-minute need. For example, the base building studio decides it needs input from the interior design studio. In this scenario, the client falls back on the project-centric method noted above as a mechanism to facilitate resource sharing and not impede project progress. Furthermore, this is a prime example of a need for cross charge.  

Gain Control of Resources with Cross Charge 

The Labor Cross Charge utility in Deltek Vantagepoint can provide the functionality required to ensure an open and smooth process of resource sharing for your project-based firm. With a thorough understanding and effective implementation, cross charge can provide another dimension in managing your business.  

Interested in more information about using cross charge and how it can help unlock the full potential of Deltek Vantagepoint? Want to learn other ways of ensuring your project-based firm is running as efficiently as possible? If so, Full Sail Partners is happy to offer your firm a Navigational Analysis. 

 

 New Call-to-action

44th Annual Deltek Clarity A&E Findings: Human Capital Management (HCM) Trends

Posted by Evan Creech-Pritchett on August 31, 2023

08-31-23 HCM Trends Clarity 44 Report Banner

Human Capital Management is a critical aspect of the architecture and engineering (A&E) industry, as it plays a pivotal role in attracting, retaining, and developing skilled talent to drive business growth. The 44th Annual Deltek Clarity Architecture & Engineering Industry Study highlights key challenges and initiatives related to HCM in the A&E sector. In this blog, we will touch on some findings regarding HCM trends to understand how A&E firms can enhance their HCM strategies to stay competitive and succeed in today's dynamic market. 

Focus on Developing and Cross-Training Existing Staff  

With staffing challenges persisting and the cost of new hires on the rise, A&E firms must shift their focus towards developing and cross-training their existing staff. The Clarity study indicates that the number of firms reporting more open positions in 2022 fell compared to the previous year. To encourage this trend, these professional services firms are increasingly turning their attention to internal talent development to meet project demands effectively. 

To address this challenge, these professional services firms should invest in robust training and development programs that empower employees to acquire new skills and take on more responsibilities. By cross-training staff, A&E firms can create a more versatile workforce capable of delivering projects across different disciplines and specialties. Additionally, these efforts boost employee satisfaction and reduce turnover, leading to a more stable and productive work environment. 

Finding the Right Solutions and Tools for Talent Acquisition 

Acquiring the right talent is an ongoing challenge for A&E firms. This year’s Clarity study highlights difficulties in finding time and budget to select the best technology solutions that can identify and accelerate candidate selection. To address this issue, professional services firms like architects and engineers should explore innovative talent acquisition tools and techniques to widen the candidate pool and streamline the hiring process. 

Furthermore, implementing an efficient applicant tracking system (ATS) can help manage job postings, track candidate applications, and streamline the recruitment workflow. Also, leveraging artificial intelligence (AI) and data analytics in talent acquisition can provide valuable insights for identifying qualified candidates and predicting their potential fit within the organization. 

Offering Competitive Compensation 

In a competitive talent market, A&E firms are facing increasing pressure to offer attractive compensation packages to attract and retain top talent according to the 44th Clarity report. The cost of new hires is rising, and employees are seeking competitive pay and benefits to align with their skills and experience. 

To remain competitive, these professional services firms should regularly review their compensation structures, benchmark against industry standards, and consider geographical variances in salary offerings. Moreover, investing in compensation management tools can facilitate data-driven decision-making and ensure that salary offers are competitive and fair, reducing the risk of losing potential candidates to competitors. 

The Availability of Good Candidates 

Based on this year’s Clarity study, while the turnover rate has stabilized, the availability of qualified candidates remains a challenge. A&E firms should focus on nurturing and developing existing talent while seeking external candidates to fill open positions. Upskilling, cross-training, and offering career development opportunities are essential to position firms for growth. 

Furthermore, creating a strong employer brand through targeted employer branding initiatives and robust employee value proposition (EVP) can help attract diverse and skilled candidates. These professional services firms can additionally leverage their existing employees as brand ambassadors to promote the company culture and highlight growth opportunities within the organization. 

Building Diversity, Equity, and Inclusion (DE&I) Programs  

The 44th Deltek Clarity study emphasizes the growing importance of DE&I initiatives in these professional services firms. Many A&E firms acknowledge the need for DE&I programs but are unsure about how to measure and implement them effectively. 

A&E firms should start by conducting a DE&I assessment to identify areas for improvement and set specific goals for enhancing diversity and fostering a more inclusive workplace. Creating an inclusive work environment requires ongoing efforts, including diverse hiring practices, inclusive leadership training, and regular monitoring of DE&I metrics to measure progress. 

Learn More about HCM Trends from the 44th Deltek Annual A&E Clarity Study 

As seen from the findings of this year’s Clarity report, Human Capital Management is a critical factor in the success of architecture and engineering firms. By focusing on developing existing staff, implementing effective talent acquisition tools, offering competitive compensation, nurturing good candidates, and building robust DE&I programs, these professional services firms can position themselves for growth and stay ahead in a competitive market. Additionally, leveraging technology and data-driven strategies can further optimize HCM efforts, leading to improved employee satisfaction, reduced turnover, and overall business success. As the A&E industry evolves, firms that prioritize and invest in their human capital will be better equipped to tackle challenges and seize opportunities for future growth.  

For more details on HCM Trends from the 44th Clarity Study, read the entire report. 

New call-to-action

Business Development Trends from the 44th Deltek Clarity A&E Report

Posted by Evan Creech-Pritchett on August 24, 2023

08-22-23 Deltek Clarity Business Dev Trends_Banner

In light of the recently unveiled 44th Annual Deltek Clarity Architecture & Engineering (A&E) Industry Study, we now have the opportunity for an in-depth exploration of its key sections, beginning with a comprehensive analysis of the Business Development Trends. In this dynamic industry, architecture and engineering firms are faced with the challenge of navigating a landscape marked by both strong growth prospects and increasing competition. To stay ahead, these professional services firms must adopt a more strategic approach to capture planning, leverage internal resources effectively, and nurture client relationships.  

Here in this blog, let’s delve into some of the key insights and initiatives from the 44th Clarity A&E report that will drive success for these professional services firms seeking sustainable growth and a competitive edge in the market. So, what are some of the latest trends shaping the future of business development in the architecture and engineering sector? 

Revenue Growth Forecast 

This year’s Clarity study predicts a robust but more conservative revenue growth forecast for architecture and engineering firms. While the industry remains strong, A&E firms need to be cautious and strategic in their pursuit of revenue growth. This calls for more careful capture planning and leveraging internal resources effectively to build momentum for future growth. To achieve success in this landscape, these professional services firms must align their strategies with the changing market dynamics and economic conditions. 

Identifying New Prospects and Increased Competition 

Qualifying potential clients that align with an A&E firm's strengths is a persistent challenge in the industry. As markets evolve, firms must be more selective in targeting pursuits that align closely with their offerings, talents, and resources. Simultaneously, they should diversify into markets that align with their long-term business goals. The 44th Deltek Clarity study also highlights increased M&A activity, leading to larger firms with greater resources. This poses a dual challenge for A&E firms, as it both intensifies competition and opens opportunities for collaboration through strategic networking and teaming. 

Time to Nurture Client Relationships 

With the market poised for continued growth, nurturing existing client relationships becomes paramount according to this year’s Clarity study. A&E firms must invest in fostering strong and lasting connections with their current clients. This involves understanding their needs, providing exceptional service, and identifying opportunities to add value. In addition, these professional services firms need to innovate and find creative ways to attract new prospects, leveraging their existing business development talent to cultivate new leads. 

Challenges and Initiatives 

The 44th Deltek Clarity study identifies several challenges faced by architecture and engineering firms. Time constraints, limited resources, and the increasing cost of competing for projects are significant hurdles. To address these challenges, A&E firms are adopting cross-training initiatives. By empowering internal staff to handle business development tasks, these professional services firms can effectively utilize their resources and create a more robust and adaptable workforce. 

Furthermore, implementing a formal go/no-go process is another crucial initiative that A&E firms are focusing on. This process allows firms to evaluate potential projects more objectively, considering factors such as staffing levels and internal business metrics. By making informed decisions on project pursuits, these professional services firms can improve their win rates and optimize their use of resources. 

Net Revenue Growth Forecast 

This year’s study highlights a decline in the net revenue growth forecast for 2023 compared to the post-pandemic high of 17.6% in 2022. While the forecasted growth of 10.2% remains positive, A&E firms need to carefully monitor market conditions and adjust their strategies accordingly. This reduced growth forecast calls for a more cautious and strategic approach to business development, ensuring that firms maintain a strong financial performance despite the changing market dynamics. 

Marketing Techniques and Future Outlook 

A&E firms are employing a mix of marketing techniques to reach and engage their target audience based on the 44th Deltek Clarity report. It notes that social media and client-specific marketing continue to be top strategies, providing these professional services firms with avenues to showcase their expertise and build strong relationships with clients. Additionally, as in-person events become safer post-pandemic, trade shows and exhibits are regaining importance as effective marketing opportunities. 

Looking ahead, A&E firms must remain adaptable and open to emerging marketing technologies. As the industry evolves, these professional services businesses need to embrace digital strategies and explore new avenues to reach potential clients effectively. 

Learn Even More About Business Development Trends for A&E Firms 

The 44th Deltek Clarity A&E Industry Study provides valuable insights into the current and future business development trends in the architecture and engineering sector. By adopting strategic planning, nurturing client relationships, and making the most of their internal resources, A&E firms can navigate the changing landscape and ensure sustainable growth in the competitive industry. Embracing a diversified marketing approach and staying receptive to emerging technologies will position these professional services firms for success in the dynamic architecture and engineering landscape. For more details on Business Development Trends, read the full report. 

 

New call-to-action

Key Performance Metrics for Architecture and Engineering Firms

Posted by Sarah Gonnella on August 17, 2023

08-17-23 Key Performance Metrics for AE Firms Banner

How does your firm measure up? That is the vital question many architectural and engineering (AE) firms should be asking themselves. It is challenging to manage what you are unable to measure! There are several key performance metrics that an AE firm should use to determine its current status. These measurements are important to not only keep you abreast of the condition of your company, but they also allow you to examine the past, so you can plan for the future. Let’s look at a few of the significant performance metrics. 

Proposal Win Rate

When we talk about Proposal Win Rate, we're essentially looking at how effective your business development efforts are at turning potential leads into actual projects. It's like keeping score on how well you're playing the business game! By tracking this rate, you gain valuable insights into what strategies are paying off and which ones might need a little tweaking. 

Even the tiniest improvement in your win rate can have a huge impact on your bottom line. Think about it – landing just a few more projects out of every ten proposals can make a significant difference in your profitability.  

In the fiercely competitive world of AE firms, the ability to gain new business is like having a superpower. It's what sets successful firms apart from the rest. So, honing your business development skills and consistently improving your win rate is critical to your success. 

Here's a pro tip: When analyzing your Proposal Win Rate, pay attention to the reasons behind both your wins and losses. Learning from both successes and setbacks is the secret sauce to continuous improvement. You might discover patterns that can help you replicate your victories or identify areas that need some extra attention. 

Profit

Profit is a crucial metric for any AE firm’s success. It tells you how well your firm is doing financially. It's the money left over after deducting all expenses from your gross income. Profitability metrics help AE firms figure out which projects are worth pursuing. It shows you if you're making enough money to keep your operations going and growing. 

Analyzing your profit helps you make smart decisions about where to focus your efforts and resources. It's like a report card for your financial performance. Being profitable is essential for your firm's sustainability and growth. It allows you to invest in your business and attract top talent. 

But don't get too fixated on profit alone. Keep in mind that different projects may have different profit margins and timelines. 

By keeping a close eye on your profit over time and comparing it to your goals, you can spot areas for improvement and make informed decisions for a prosperous future. 

Labor Utilization

Labor utilization is a metric that helps you measure your team's efficiency. It ensures you have the right number of employees for optimal performance. By analyzing labor utilization, you can identify both high and low performers, enabling you to take targeted actions for improvement. 

To maintain an effective labor utilization rate, review both billable (direct) and non-billable (indirect) hours. Monitoring this metric allows you to make data-driven decisions and allocate resources wisely for maximum productivity. 

A well-utilized team leads to a happy and productive work environment, driving your firm's success. Keep an eye on labor utilization for a thriving team and business! 

Net Revenue/Operating Income

Net revenue and operating income are like a dynamic duo that keeps your business running smoothly and efficiently. Let's take a closer look at these essential metrics and understand why they're crucial for your AE firm's financial success. 

First up, net revenue is the lifeblood of your business. It's the total revenue your firm generates after deducting any discounts, returns, or allowances. Think of it as the fuel that keeps your business engine roaring. Without sufficient net revenue, your firm's growth and sustainability could hit a roadblock. 

Operating income, on the other hand, measures your business's capacity to take on new projects while covering all operating expenses. It's like a litmus test of your firm's operational efficiency. By subtracting your operating expenses from your net revenue, you get a clear picture of how much profit you're generating from your core operations. 

Now, here comes the interesting part: net revenue also sheds light on your firm's relationship with subcontractors. It shows how much of your revenue goes to paying them for their services, leaving you with the revenue that your firm retains for its own services. Understanding this breakdown helps you gauge the impact of subcontracting on your profitability. 

By carefully tracking net revenue and operating income, you can make informed decisions about pricing, resource allocation, and investment opportunities. It's like having a compass that points you in the direction of profitability and growth. 

For example, if you notice that your net revenue is high, but your operating income is lagging, it could signal inefficiencies in your operations or excessive costs that need addressing. On the other hand, if your operating income is strong, but net revenue is low, it might be time to revisit your pricing strategies or explore new revenue streams. 

In a nutshell, net revenue and operating income are two sides of the same coin. Together, they provide valuable insights into your business's financial health, helping you steer it toward prosperity. 

So, pay close attention to this financial power duo. Regularly monitor their performance, set targets, and use the insights gained to fine-tune your business strategies. With net revenue and operating income on your side, you'll be well-equipped to navigate the waters of profitability and keep your AE firm thriving! 

Backlog

The backlog metric is your firm's project navigator, keeping you on course within your budget. By tracking both ongoing projects and potential wins, it provides a clear picture of your workload and budget needs. This insight helps you plan ahead, allocate resources effectively, and deliver top-notch results to your clients. Regularly keeping an eye on your backlog ensures you stay on track and sail smoothly toward success! 

Client Loyalty

For any AE firm to grow and continue to be successful, client loyalty is a necessity. It is important for both word-of-mouth referrals and repeat business. Meeting client expectations, proactively engaging in client feedback, and acting on areas that need improvement are all essential to keeping loyalty. 

Cost of New Business

When it comes to growing your AE firm, new business opportunities can lead the way. But expanding also means there are costs involved. Measuring these costs helps you choose which opportunities are worth pursuing and if the potential gains are worth the investment. Remember, calculated risks can lead to profitable growth. So, keep an eye on the cost of new business and set your company on a path of strategic expansion! 

Measuring Up the Firm

Keeping a close eye on key performance metrics is the secret sauce to your AE firm's ongoing success. We've explored some noteworthy metrics today, but there's a whole world of data waiting to be discovered. It's up to you to decide which metrics align best with your firm's goals. 

To see how your firm measures up with these KPIs and gain valuable insights into the A&E industry, we encourage you to download the latest Annual Deltek Clarity A&E Industry Study by clicking the image below. This study contains valuable information to aid your decision-making and stay ahead of the competition. 

Remember, the path to prosperity starts with data-driven decision-making. Equip your firm with the right metrics, ensure your team understands the goals, and set sail toward a brighter, more successful future! 🚀 

New call-to-action

Why You Should Be Using Deltek Dashboards

Posted by Lindsay Diven on August 10, 2023

08-10-23 Why you should be using DVP Dashboards_BannerAre you making the most of your time and resources? Well, let me tell you about something that can really give you a boost—Deltek Vantagepoint Dashboards! Dashboards are like the superheroes of your system, but unfortunately, they often go unnoticed and underutilized. They're made up of dashparts, or widgets, which act as your gateway into the magnificent world of your Deltek system. If you're using Deltek Vantagepoint, you're in for a treat because these dashparts are incredibly diverse, offering reports, metrics, links, alerts, tips, and so much more! 

Major Benefits of Deltek Dashboards

Now, let's dive into these major benefits of Vantagepoint Dashboards that will revolutionize the way you work. 

Instant Access to Information 

Imagine waking up in the morning, opening your system, and boom! You're greeted with a dashboard that presents you with all the essential information you need for the day. Daily reports, task reminders, and alerts that require your attention are all neatly displayed, tailored to your specific role. It's like having a personal assistant who ensures you stay on track and meet your goals and objectives. Who wouldn't want that? 

Say Goodbye to Repetitive Navigation 

We've all been there—endlessly clicking through the navigation panel to find the data we need. It's a time-consuming and monotonous task that can drain your productivity. But fear not! Vantagepoint Dashboards are here to rescue you from this clicking madness. By utilizing dashboard components, you can create shortcuts to reports, URLs, records, and more, reducing your clicks to just one or two. That extra time saved allows you to focus on the things that truly matter in your work. It's like having your own teleportation device, whisking you away to the exact information you need with a single click! 

View Role-Specific Data 

We all have unique roles within our firms, and Vantagepoint Dashboards understand that. You can customize your dashboards to focus on the specific data that are relevant to your role. But wait, there's more! Deltek also offers predefined dashboard configurations that can be pushed out to you based on your role. So, if you're a project manager, you can have project budgeting, billing information, and accounts receivable invoicing right at your fingertips. With role-specific data, Deltek Vantagepoint Dashboards equip you with the tools necessary to excel in your job. It's like having a personalized command center that caters to your every need. 

Enhanced Data Visualization 

Deltek Vantagepoint Dashboards are designed to present complex data in a visually appealing and easy-to-understand format. By utilizing charts, graphs, and other visual elements, these dashboards transform raw data into meaningful insights. You can quickly grasp trends, spot anomalies, and make informed decisions without getting lost in a sea of numbers. 

Real-Time Updates 

Stay on top of your game with real-time updates provided by Vantagepoint Dashboards. No more waiting for manual reports or struggling with outdated information. Dashboards pull data directly from your database, ensuring that you have the most up-to-date information at your fingertips. This real-time access enables you to respond swiftly to changes, address issues promptly, and make agile business decisions. 

Collaboration and Transparency 

Vantagepoint Dashboards promote collaboration and transparency within your organization. You can share dashboards with team members, enabling everyone to access the same data and metrics. This fosters better communication, alignment, and teamwork across departments. Whether it's sharing project progress, financial metrics, or sales performance, dashboards facilitate a unified understanding of your firm's goals and progress. 

Customizable and Flexible 

Vantagepoint Dashboards offer a high degree of customization and flexibility. You can tailor your dashboards to suit your specific needs, preferences, and roles within the organization. Choose the metrics that matter most to you, arrange them in a way that makes sense, and create a personalized view of your data. This flexibility ensures that you have a dashboard that perfectly aligns with your workflow and helps you focus on what's important. 

Improved Efficiency and Productivity 

By centralizing relevant information and providing quick access to key metrics, Vantagepoint Dashboards significantly improve efficiency and productivity. Instead of spending time searching for data or generating reports manually, you can focus on analyzing insights, identifying areas for improvement, and taking proactive actions. Dashboards streamline your workflow, eliminate unnecessary steps, and allow you to work smarter, not harder. 

Now that you've witnessed the awesomeness of Deltek Dashboards, it's time to harness their power and boost your productivity to new heights. Regardless of your role, these dashboards offer benefits that can supercharge your workday. From instant data access to time-saving navigation and role-based setups, there's something for everyone. So, don't wait any longer—unleash the full potential of dashboards at your firm! 

Experience the Power of Deltek Vantagepoint Dashboards: Watch the Recap of Dashboard-Palooza's Electrifying Acts! 

Did you miss out on the electrifying events of the year? Don’t worry! We've got you covered. Dashboard-Palooza was a roaring success, providing attendees with valuable insights and actionable takeaways. It showcased the true power of Deltek Vantagepoint Dashboards, empowering collaboration, and efficiency for A&E firms. Whether you're a project manager, a finance or project accounting wizard, or a sales and marketing maestro, these dashboards are designed to help you thrive in your respective domains. Watch all of the Dashboard-Palooza acts by clicking the image below. 

New call-to-action

Maximizing Project Success with Informer's Resource Planning Dashboard

Posted by Timothy Burns on August 03, 2023

08-03-23 Informer Dashboards_Banner

We are excited to introduce you to a game-changing tool that will transform the way project managers review their project financials. Say hello to Informer's Resource Planning Dashboard - a cutting-edge business intelligence tool tailored specifically for project managers, offering instant visibility into your project's performance and empowering you to make well-informed decisions for ultimate success. 

You might be wondering, "What exactly is this Resource Planning Dashboard, and how can it benefit my projects?" Well, let’s dive in and see how. 

Estimate at Completion (EAC) and Revenue Projections

Imagine a project manager, let's call her Lisa, who has been assigned to lead a critical project for her company. Lisa is aware that managing project finances is crucial, but due to various reasons, she neglects to use the EAC and Revenue Projections feature in Informer's Resource Planning Dashboard. 

As the project progresses, Lisa faces challenges in accurately tracking and controlling costs. She relies on outdated spreadsheets and manual calculations, leading to errors and inconsistencies in her financial estimates. Without a clear view of the project's estimated completion costs, Lisa struggles to make well-informed decisions regarding budget allocation and resource management. 

However, with Informer's Resource Planning Dashboard, Lisa gets a comprehensive view of her project's estimated completion costs (EAC). This vital information allows her to accurately assess her project's financial health, giving her and your firm confidence in your financial decision-making.  

Informer Screenshot 01

Informer's Resource Planning Dashboard presents a comprehensive view of your project's estimated completion costs (EAC). This vital information allows you to accurately assess your initiative's financial health, giving you confidence in your financial decision-making. Additionally, the dashboard offers detailed revenue projections, enabling you to forecast your project's income and engage in strategic financial planning. When you have the numbers at your fingertips, financial management becomes a breeze! 

Accounts Receivable (AR) Monitoring 

Now let’s meet John, a project manager leading a crucial infrastructure design project for an engineering firm. Despite being aware of the importance of cash flow management, John fails to use Informer's Resource Planning Dashboard for AR Monitoring. As the project progresses, John faces challenges in keeping track of outstanding payments from clients and subconsultants. 

Without real-time updates on accounts receivable, John is unaware of delayed payments and overdue invoices. This lack of visibility leads to cash flow issues, affecting the project's ability to fund ongoing activities and purchase essential resources. The project falls behind schedule due to the delayed availability of funds, leading to frustrated team members and increased project costs. 

Furthermore, John's inability to proactively optimize the financial situation results in missed opportunities to negotiate payment terms with clients and subconsultants. As a consequence, the project's profitability is compromised, and the firm faces increased financial risks. The cash flow problems escalate, and the project struggles to meet its financial obligations, eventually putting the entire project at risk of failure. 

In this unfortunate scenario, John's failure to leverage Informer's Resource Planning Dashboard for AR Monitoring significantly impacts the project's success. Proper utilization of this feature could have provided him with real-time insights into accounts receivable, enabling proactive cash flow management and ensuring a healthy bottom line for the project. 

Informer Screenshot 02

Effective cash flow management is the lifeblood of any successful project. With Informer's Resource Planning Dashboard, you receive real-time updates on accounts receivable, making it easy to track outstanding payments effortlessly. By staying on top of your cash flow, you can proactively optimize your financial situation and ensure a healthy bottom line for your projects. This feature alone can help you navigate through financial challenges like a pro! 

Resource Optimization 

Imagine Sarah, a project manager leading a critical project for her company. Despite being aware of the importance of resource optimization, Sarah fails to utilize the Resource Planning Dashboard effectively. As the project progresses, Sarah struggles to identify top-performing team members and allocate resources strategically. 

Due to the lack of actionable insights into her project team, Sarah faces challenges in maximizing productivity. She might unknowingly assign tasks to underperforming or overwhelmed team members, leading to delays and compromised project quality. As a result, the project timeline extends beyond the initial projections, causing frustration among clients and eroding their confidence in the project's success. 

Moreover, without the necessary information to optimize resources, Sarah's project team experiences burnout and low morale. The lack of recognition for high-performing individuals, coupled with the inefficient allocation of resources, creates a sense of disengagement within the team. 

The consequences of poor resource optimization are severe. The project incurs additional costs due to inefficiencies and missed deadlines. Clients become dissatisfied with the project's progress and may consider terminating the contract, impacting the company's reputation and future business opportunities. 

In this unfortunate scenario, Sarah's failure to leverage the Resource Planning Dashboard for Resource Optimization significantly impacts the project's success. Proper utilization of this feature could have empowered Sarah to identify top performers, allocate resources efficiently, and unlock her team's full potential. The project would have progressed smoothly, meeting deadlines, and delighting stakeholders with successful outcomes. 

Informer Screenshot 03

The Resource Planning Dashboard provides actionable insights into your project team members, helping you identify top-performing resources. Armed with this knowledge, you can strategically allocate resources, maximize productivity, and enhance overall project execution. It's like having a secret weapon to unlock your team's full potential! 

Empower Your Project Managers with Informer’s Resource Planning Dashboard 

Informer's Resource Planning Dashboard is designed to simplify project management and empower you with the tools you need for unparalleled success. From financial insights to resource optimization, this dashboard covers all the bases, ensuring that your projects are on the path to greatness.  

Are you excited to take your project management game to new heights? Let's embrace the power of Informer's Resource Planning Dashboard and watch the short demonstration by clicking below. Happy planning! 

 

New call-to-action

 

How Deltek Vantagepoint Dashboards Empower Collaboration and Efficiency for A&E Firms

Posted by Lindsay Diven on July 27, 2023

07-27-23 DVP DP Dashboards - Banner

This summer, we hosted Dashboard-Palooza, a virtual mini-demo series that highlighted the enhanced dashboard functionality of Deltek Vantagepoint. These demonstrations showcased how these powerful dashboards can revolutionize collaboration and efficiency for A&E firms. Our experts took center stage and provided actionable insights to project managers, finance and project accounting teams, as well as sales and marketing professionals, helping them drive their success. Let's recap the highlights from each mini demo. 

Project Management Oversight in Deltek Vantagepoint Dashboards 

Traditionally, project performance is measured monthly after time and billing has been processed. This leaves a gap in time where many issues could have been detected and addressed. What’s more, is that users must read every line in a report to understand what is important. 

In our opening act, Rana Blair, our rockstar expert, demonstrated how Deltek Vantagepoint's Project Management Oversight Dashboards can empower project managers to gain valuable insights and streamline their workflows. These dashboards offer visibility into key metrics such as budget, schedule, and resource allocation, enabling proactive steps to keep projects on track. Rana showcased her favorite dashboards and dashparts as summarized below. 

My Team's Project Overview Dashboard 

Project team leaders, principals, and directors can gain quick insight into their team’s performance even when they are busy with other competing priorities like business development, management meetings, issues to respond to, and several projects to monitor performance for. This dashboard makes it easy to see project performance for their team. It’s designed to identify when something is out of tune. 

0727-Dashparts_01

My Project Performance Dashboard 

An individual project manager needs a bit more detail. Reports can provide a lot of facts and figures but may be difficult to interpret what it all means. A dashboard like the My Project Performance Dashboard provides basic visual information about the state of the projects, lets the project manager quickly see where projects might be going sideways and offers the ability to jump to the issue to dig in further. 

Keeping the users in your Deltek Vantagepoint system with the data increases the likelihood that they will see and address issues in a timely manner. 

0727-Dashparts_02

My Project Percent Complete Entry from Dashboards 

The interactivity of Dashparts is increasing with every release of Deltek Vantagepoint. Most dashparts can be built with drill down capability and the ability to jump from the dashpart to the specific record for a closer look.  

The Project Percent Complete Dashboard is no different. This includes a simple project list on the right-hand side. Users can click on the contact’s name, for example, to bring up the contact information to quickly send an email or make a phone call. This dashboard also includes one of the most popular interactive dashparts, Percent Complete Entry. Users can update the weighted percent complete for their projects. It’s never been easier to update percent completes! 

0727-Dashparts_03

Click here to watch the opening act of the Dashboard-Palooza to quickly oversee and manage your project performance. 

Finance & Project Accounting Oversight in Deltek Vantagepoint Dashboards 

Theresa DePew took the stage for the second act of Dashboard-Palooza, where she showcased the Finance & Project Accounting Oversight Dashboards of Deltek Vantagepoint. With these dashboards, finance, and project accounting professionals can stay on top of critical metrics like revenue, expenses, and profitability. Theresa's mini-demo empowered attendees to make informed decisions and manage finances and projects like pros. Just a few of the dashboards are summarized below. Watch the entire second act by clicking here. 

Finance Dashboard 

This dashboard provides a snapshot of the firm financials. We’ve built this dashboard to include Profit & Loss Accounts Last 3 Months, AR Unpaid Detail, and Receipts -This Month dashparts. 

0727-Dashparts_04

Billing Review Dashboard 

This billing review dashboard provides an at-a-glance view of your firm’s unbilled and accounts receivable. You’ll notice that this is a project-based dashboard that allows you to add a filter at the top of the dashboard which filters the data for the entire dashboard not just a dashpart. This filter uses the same project records saved searches that you would find in the Projects hub. 

0727-Dashparts_05

Draft Invoice Approvals and Unbilled for Project Managers’ Dashboard 

A&E firms need to bill clients in a timely manner to have a steady cash flow to run their firms. That’s why keeping track of invoice approvals and those projects that have yet to be billed is so critical. This dashboard makes it easy for project managers, principals, and accounting teams to quickly see and manage the invoice process. Best of all, this is an out-of-the-box dashboard that comes built for you with Deltek Vantagepoint. 

0727-Dashparts_06

Project Financials Dashboard 

This dashboard was created by one of the Full Sail Partners’ consultants. The “Billed Amount by Target Sectors” shows you how much has been billed by Project Type (or market sector). This dashboard also contains “YTD Billings and Revenue” and “Project + Linked Promo Cost” dashparts. 

0727-Dashparts_07

If you would like to see these dashboards in more detail, check out Theresa’s mini-demo here. 

Marketing & Sales Oversight in Deltek Vantagepoint Dashboards 

In the final act of Dashboard-Palooza, Amanda Roussel took us on a journey through the Marketing & Sales Oversight Dashboards of Deltek Vantagepoint. Attendees discovered how these dashboards can help teams identify opportunities, optimize strategies, and drive revenue growth. Amanda's featured dashboards and dashparts included: 

Firms’ Sales & Marketing Dashboard 

This informative dashboard offers valuable insights and customization options for showcasing marketing stats and individual performance metrics. It includes a Pursuit Count chart displaying pursuits at different stages, with estimated and weighted fees. The dashboard also features a Proposals Submitted This Year section, a Year-to-Date Projects Awarded overview, a comprehensive Sales Pipeline view, and a Client Activity Status report. With visual representations, filtering options, and color-coded indicators, this dashboard empowers A&E firms to optimize marketing strategies, track progress, and nurture client relationships effectively. 

0727-Dashparts_08

My Active & Upcoming Proposals Dashboard 

This next Dashboard in Deltek Vantagepoint focuses on personal involvement within pursuits. The "My Pursuits by Stage" chart provides a filtered view, displaying stages from lead to contract management, along with estimated and weighted fees. The "My Active Pursuits" table, specific to the Business Development Lead, offers insights into upcoming proposal due dates and enables sorting and filtering. The "My Activities" dashpart allows for efficient task management, with toggles for timeframes, completion markers, and notes. The "My Sales Awarded YTD" tracks estimated fees for awarded projects. Lastly, the "My Pursuits + Linked Promo Cost" dashpart showcases promotional project details, including linked promotional costs, hours, and a visual indicator for high percentage charges. 

0727-Dashparts_09

Firm Hit Rate Performance Dashboard 

The Firm Hit Rate Performance Dashboard in Deltek Vantagepoint provides an overview of the firm's success rate. The "Firmwide Hit Rate YTD" chart calculates hit rates based on estimated fees, presenting the percentage of awarded versus lost projects. The "Hit Rate by Project Type YTD" breaks down hit rates by project categories, displaying wins versus losses and estimated fee amounts. Additionally, the dashboard offers insights into the reasons for winning and losing projects in the last quarter, represented by pie charts based on project count. The "Pursuits Won & Lost Last Quarter" section on the right-hand side provides a summary of the firm's performance in terms of pursuits won and lost. 

0727-Dashparts_10

By leveraging Deltek Vantagepoint's Marketing & Sales Oversight Dashboards, A&E firms can unlock the power of data-driven decision-making, ultimately achieving remarkable sales and marketing results. To see all of these in more detail, check the final act of this series. 

Experience the Power of Deltek Vantagepoint Dashboards: Watch the Recap of Dashboard-Palooza's Electrifying Acts! 

Dashboard-Palooza was a tremendous success, providing attendees with valuable insights and actionable takeaways. Deltek Vantagepoint Dashboards empower collaboration and efficiency for A&E firms, enabling project managers, finance and project accounting teams, and sales and marketing professionals to thrive in their respective domains. Click the image below to watch each act in the show. 

 

 

New call-to-action

 

From Good to Great: How Strong HR Practices Propel Professional Services Firms Forward

Posted by Tasia Grant, PHR on July 20, 2023

07-20-23 From Good to Great How Strong HR Practices Propel Professional Services Firms Forward_Banner

It is often the case that many professional services firms underestimate the need for robust Human Resources (HR) functions until they find themselves in a critical situation. Some firms may recognize the need for assistance but struggle to determine the specific type of support required. Here are common statements we frequently hear from clients:  

  • “We have purchased our new HRIS system and are ready to implement but we don’t have structured HR processes and procedures in place, so we don’t know where to start.” 
  • “We are a small family-oriented company that has managed so far with payroll, our admins and our executives taking care of the main Human Resources needs.” 
  • “The managers are responsible for addressing the employee concerns and needs for their departments.” 
  • “We have experienced so much turnover, especially in our HR Department. We need to assess our job descriptions and determine what we really need as a company.” 

Do any of these situations resonate with your firm? If so, it is clear that your organization would greatly benefit from the expertise of an HRNA (Human Resources Navigational Analysis). 

The Consequences of Neglecting HR Guidance 

First and foremost, let us consider the profound impact of operating a firm without an HR department or the guidance of an HR professional. This includes, but is not limited to, the following: 

  • The potential for litigation issues such as discrimination or harassment lawsuits. 

  • Low employee morale results from insufficient workforce engagement efforts, ineffective recruiting practices, subpar performance management, and undefined company culture. 

  • Non-compliance with company policies and relevant governmental regulations. 

  • High turnover rates due to non-competitive benefits and compensation plans, inadequate or unstructured training and development programs, and a lack of employee recognition initiatives. 

Statistics That Highlight the Necessity of Dedicated HR Personnel 

According to a recent 2023 article in LegalJobs, several HR statistics support the essential requirement for dedicated staff and leadership in managing HR functions. Consider the following: 

  • 43% of HR professionals find it challenging to recruit employees due to intense competition. 

  • 60% of candidates abandon job applications if they are overly complex. 

  • Nearly 30% of new employees quit within the first three months. 

  • 74% of new employees believe they have not reached their full potential. 

  • 61% of newly hired employees do not undergo company culture training. 

  • Onboarding processes have helped 71% of employees better understand their roles and responsibilities. 

  • Diverse companies are 70% more likely to penetrate new markets. 

  • Highly motivated and committed teams are 21% more effective.

  • 41% of highly motivated teams exhibit lower absence rates. 

  • 67% of employees value a respectful relationship with their employer. 

  • 84% of HR departments believe that employee recognition increases engagement. 

  • 82% agree that recognition enhances morale and happiness. 

Build a Strong Foundation with the HRNA Approach  

Our HR Consultant can assist your professional services firm in addressing and potentially avoiding these challenges through the Human Resources Navigational Analysis (HRNA). This comprehensive evaluation provides your firm with a thorough review of current HR systems, documents, and processes, encompassing the entire employee lifecycle. 

The process commences with a discovery phase, involving gathering information through written and verbal means with key stakeholders. This enables our HR Consultant to assess your firm's goals, mission, leadership perspectives on HR, and the existing organizational practices and policies. Subsequently, a meeting with decision-makers is held to develop an action plan based on critical business issues and leadership priorities identified during the discovery phase. 

Next, our HR Consultant compiles a detailed assessment report that includes findings in the focus areas identified and provides recommendations to address the areas requiring further attention. Upon distributing the HRNA report to the client and reviewing it together, we determine the subsequent steps and how we can assist in implementing the recommended measures. 

The Benefits of Pursuing an HRNA 

Clients who have undertaken the HRNA process have experienced a transformative journey. They have found themselves more receptive to change and transition than they initially anticipated. Moreover, this process illuminates the significant impact of effective HR functions on a professional services firm's brand, reputation, longevity, success, and bottom line. 

If your professional services firm is eager to move forward with a Human Resources Navigational Analysis, click the image below to take the next step towards strengthening your HR functions and driving your firm's growth. 

 

New call-to-action

 

Overall Trends from the 44th Annual Deltek Clarity A&E Report

Posted by Evan Creech-Pritchett on July 13, 2023

07-13-23 44th Clarity AE Report_Banner

Deltek has recently unveiled the 44th Annual Clarity A&E report, providing an exclusive glimpse into the 2023 outlook of the Architecture and Engineering (A&E) Industry. Overall, while growth may cool down from 2022's excitement, the construction and engineering sectors remain optimistic. Challenges like rising costs, staffing shortages, and inflationary pressures are driving firms to focus on staff retention, development, and diversity initiatives. 

Furthermore, with limited resources, strategic project selection is key. Though investment in supporting technologies has dipped, firms are revving up plans for tech implementation. Despite costs, A&E firms still shine with solid net revenue growth and improved operating profit. Here, in this blog, we will do a quick review of the overall trends seen from the 44th Annual Deltek Clarity Study.

Technology Trends

Firms are prioritizing strategic technology plans, cybersecurity, and business process improvement to achieve digital maturity and address challenges such as rising costs and talent management. While there is a desire to make strategic technological improvements, the report indicates a disconnect between goals and implementation, with firms relying on manual data entry instead of leveraging technology solutions effectively.

Data and cybersecurity remain the top IT operations challenges for firms, with cyberattacks posing a significant threat. Rising technology costs and the need to prioritize applicable trends also hinder technology adoption. However, firms are aiming to transform their use of technology, leveraging it as a competitive advantage and fundamentally changing how their businesses are run and the services offered to clients. Overcoming these challenges and maintaining a harmonious relationship between technology, project execution, and company strategy will be crucial for firms to emerge as the most competitive in the industry.

Business Development Trends

Firms face increased competition and fewer awarded proposals, necessitating strategic planning and resource utilization for conservative revenue growth. To address this, firms should focus on qualifying clients aligned with their strengths, diversify into favorable markets, and nurture existing client relationships with skilled BD talent and technology.

The A&E industry remains strong, but rising costs and staffing challenges require diligent pursuit of strategic opportunities for sustainable growth. Firms can enhance their focus by implementing formal go/no go processes, leveraging CRM solutions, and adopting hybrid BD models combining a dedicated staff with seller/doer approaches. Emphasizing opportunity evaluation and internal collaboration can benefit smaller firms. Adapting to market changes, investing in technology and talent, and prioritizing client relationships is crucial for firms to thrive in the evolving business landscape.

Project Management Trends

The 44th Annual Deltek Clarity report reveals that project managers (PMs) face challenges in gaining visibility into project management KPIs and lacking the necessary tools to manage them effectively. While there is a positive trend with more projects staying on track for schedule and budget, staffing shortages continue to hinder project performance. To tackle these issues, firms should invest in internal project manager training, better project management tools, and training for the next generation of project managers.

Staffing challenges remain the top obstacle for A&E firms, impacting project delivery and potentially causing burnout among existing staff. To address this, firms are focusing on internal training and upskilling current employees. However, comprehensive training and professional development are crucial to equip PMs with the required skills. Additionally, improving project information management, quality control, and collaboration can enhance project performance and mitigate risks. Emphasizing both financial and non-financial KPIs, along with leveraging project technology and financial tracking tools, can lead to improved project outcomes and profitability.

Human Capital Management Trends

A&E firms are focusing on developing and cross-training existing staff to meet project demands amid challenges in staffing and rising hiring costs. They prioritize succession planning, performance management, and talent nurturing to improve retention. To address talent acquisition challenges, firms are re-evaluating position requirements, considering trainable candidates with complementary skills, and offering competitive compensation. Engaging diverse candidates, providing upskilling opportunities, and championing operational tools are crucial for attracting and retaining talent.

In the competitive talent landscape, firms must strategically attract and retain employees by adapting to evolving workforce preferences, such as remote work options and positive company culture. They shift engagement strategies, offer visible career development plans, and track key performance indicators related to employee management and retention. By implementing these approaches, firms aim to improve their talent acquisition processes and support project profitability.

Financial Management Trends

Firms achieved significant financial success in 2022, surpassing their bullish goals and delivering improvements in operating profit. They effectively leveraged direct labor costs and subconsultants to drive revenue growth, outpacing growth in headcount and wages. Strategic investments were made during favorable economic conditions, resulting in strong revenue growth and improved financial metrics.

However, firms are facing several financial challenges that need to be addressed to sustain their performance. Finding and retaining qualified staff remains the top concern, although firms have been successful in leveraging their workforce and achieving high net revenues per employee. Increasing profitability and managing growth are also key areas of focus. Firms are refining their strategies, utilizing technology and process improvements to reduce project delivery costs and balance out rising labor costs.

To maintain their financial performance, firms need to prioritize the overall health and satisfaction of their workforce. Retaining and developing impactful talent through cross-training and internal promotions are crucial. Additionally, driving timely project completion, effective billing, and collection processes are vital for capturing revenue and maintaining cash flow. Investments in business process improvements and financial management training for PMs are key areas of focus to sustain growth and manage financial returns.

Continue to Gain Valuable Insight into the A&E Industry

The 44th Annual Deltek Clarity report continues to provide valuable insight into the Architecture and Engineering industry. In this most recent study, firms are advised to prioritize technology adoption, strategic business development, effective project management, and talent management to be successful. Embracing technology trends, addressing staffing challenges, and focusing on financial management are key areas of focus for sustainable growth and profitability.

By leveraging the recommendations from the Deltek Clarity report, firms can navigate market changes, enhance their operations, and stay competitive. For more information, the entire Clarity report can be downloaded for a comprehensive view. However, don’t forget to keep an eye out for our future blogs where we will be quickly reviewing each trend of the report in more detail.

 

New call-to-action

 

12 Expert Tips to Get Project Managers Excited About Entering CRM Information

Posted by Lindsay Diven on July 06, 2023

07-06-23 12 Tips PM Excited about CRM

Congratulations! Your firm just spent months evaluating different CRM systems, selecting one, and then countless hours configuring the system and entering the initial information into the system. You can now sit back and let this wonderful new CRM system do all the work for you, right?!?! Wrong! 

You’ve probably heard the saying “garbage in, garbage out” at least a dozen times throughout your CRM process. Well, the real problem is to get ANY information into the system – garbage or not! After working for nearly two decades begging people to enter their information into the CRM, I’ve discovered a few tips to help *encourage* my project managers, principals, and other seller-doers to get their information into the system – good or bad information.  

In this article, I’ll share 12 expert tips to get your project managers enthusiastic and motivated to leverage the power of CRM. Let's dive in! 

Tip #1 Provide Training

Knowledge is power! To ensure project managers feel confident using the CRM system, offer training sessions. Offer training sessions early and often. Offer training in different formats – written, lecture, and hands-on. Offer the training in big groups and one-on-one. Offer training in scheduled sessions and on-demand as needed. Offer bite-sized training teaching them only what they need to know for certain tasks like entering a contact or updating an opportunity.

I hope you’re beginning to realize that training isn’t just a check-the-box type task. You can’t just host one lunch-and-learn and expect everyone to remember everything and then do it. Instead offer regular on-going training in different formats. Create and provide cheat sheets, checklists, and short video tutorials.

When someone asks you to enter information, use that as a teaching moment to share your screen and go through it with them. In my experience, people are hesitant to add information to the CRM because they don’t know how and/or they are afraid of messing something up.

Teach them how to navigate the system, input data effectively, and explore its powerful features. By equipping them with the necessary skills, you empower them to excel in their role.

Tip #2 Emphasize Benefits

Paint a clear picture of how entering CRM information benefits both the project and individual project managers. Showcase how it improves project visibility, streamlines collaboration, and enhances data-driven decision-making. When project managers understand how CRM contributes to their success, they'll be motivated to embrace it.

I highly encourage all my CRM implementation teams to enter as much information as possible into the system before it’s rolled out to the users. This includes information about key clients, contacts, and activities. Then in the training, you can show a key client record with all the history and conversations. Displaying these complete client records during the training shows what’s possible but with real-life, real-time information that will be more meaningful to the audience.

Tip #3 Simplify User Interface

Nobody wants to get lost in a maze of complex screens and confusing menus. Ensure that the CRM system has a user-friendly interface. Keep it simple, visually appealing, and intuitive to navigate. By reducing the learning curve, project managers will feel more at ease while entering CRM information.

Tip #4 Set Clear Expectations

Clarity is key! Clearly communicate the expectations around CRM usage and data entry. Make it an integral part of project management responsibilities and ensure all project managers understand the importance of timely and accurate data input. When expectations are crystal clear, project managers can align their efforts accordingly.

I recommend keeping the data entry tasks simple at first. For example, just ask them to enter a new contact for each new business card they get. Another example would be for you to create all new opportunity records, but you just want them to go into existing records to update the stage and/or add notes – only updating one or two fields in existing records. Start small until they get comfortable with the system.

Tip #5 Align with Existing Processes

Integrate CRM data entry seamlessly into existing project management processes. When the CRM system complements its current tools and workflow, project managers will perceive it as a valuable addition rather than a burdensome task. By making it a natural part of their routine, you'll see increased adoption.

If your firm is already using the accounting functions of Deltek Vantagepoint, then your project managers should already be comfortable working within the system to set up and manage project financials as well as complete their timesheets. Introducing additional fields and processes to track client relationships and pursuits shouldn’t be too heavy of a lift.

Tip #6 Offer Mobile Accessibility

In today's fast-paced world, mobility is crucial. Provide project managers with mobile access to the CRM system through a dedicated app or mobile-friendly website. This allows them to update information on the go, making data entry more convenient and efficient. Mobile accessibility brings flexibility to their fingertips.

Deltek Vantagepoint has a Mobile CRM app. Don’t forget to show your project managers this capability. I’ve found that the interface for the Mobile CRM app is often easier to understand and enter data for beginning CRM users.

Tip #7 Integrate with Outlook for Gmail

Chances are your project managers spend a significant amount of time inside their Outlook or Gmail inbox, managing emails, scheduling meetings, and coordinating with team members. So, why not bring the CRM system to their inbox? By integrating the CRM with Outlook or Gmail, you can streamline their workflow and make CRM data entry a seamless part of their email management process.

With the Vantagepoint Outlook Integration, for example, CRM users are able to do the following directly from Outlook:

  • Track and log emails as Activities
  • View, add or update Firm, Contact, or Project records
  • Send scheduling links to Contacts
  • Record scheduled meetings as Activities

To see the Outlook Integration in action, check out this mini-demo showing how it looks in your Outlook inbox and this mini-demo to see how you can sync your calendar.

Tip #8 Gamify the Process

Who doesn't love a good game? Introduce a touch of gamification to make CRM data entry engaging and fun. Create leaderboards, recognition, or rewards for project managers who consistently maintain accurate and up-to-date data. Gamification injects a sense of friendly competition and encourages active participation.

Tip #9 Regularly Communicate Value

Communication is vital to maintain enthusiasm. Regularly share success stories, metrics, and insights derived from the CRM system. Demonstrate how CRM data contributes to project success and celebrate wins. When project managers see the impact of their data, they'll be motivated to continue entering information diligently.

Tip #10 Seek Feedback and Iterate

Project managers' opinions matter! Actively seek feedback on the CRM system and data entry process. Listen to their suggestions and concerns and iterate accordingly. By involving project managers in the improvement process, you create a sense of ownership and make them feel valued.

Tip #11 Provide Ongoing Support

Support is the backbone of success. Identify one team member as a CRM super user in each office or department. This superuser is then available to answer any questions, help troubleshoot issues that occur, collect feedback from users, and/or identify other areas for improvement and automation of the system.

By providing the necessary support, you ensure project managers feel empowered and encouraged throughout their CRM journey.

Tip #12 Lead by Example

Actions speak louder than words. As a leader, actively use the CRM system yourself. Lead by example and showcase the benefits of CRM to your team. A great way to do this is to ditch the spreadsheets and display the CRM system on the screen in business development/marketing meetings. Actually, bring up the list of the records on the screen and update them in real time during the meeting. This shows the project managers just how easy it is to use your CRM system.

When project managers see their leaders engaging with the system, it reinforces its importance and encourages adoption at all levels.

Unleash the Power of Your CRM

By following these 12 expert tips, your project managers will not only see the value of entering CRM information but also enjoy the process. Remember, CRM is not just about data entry; it's about leveraging insights to drive project success. Together, let's harness the potential of CRM and take our projects to new heights.

Deltek Vantagepoint CRM is a powerful solution designed specifically for project-based businesses. With its user-friendly interface, seamless integration with Outlook and Gmail, and robust features, it empowers project managers to streamline their workflows, enhance collaboration, and make data-driven decisions. By leveraging Deltek Vantagepoint CRM, you can elevate your project management success like never before.

To learn more about how Deltek Vantagepoint CRM can revolutionize your project management processes, visit our resources page. Discover firsthand how this innovative solution can transform the way your project managers enter CRM information, unleash actionable insights, and drive project success.

Together, let's harness the full potential of Deltek Vantagepoint CRM and propel your projects to new heights. Don't wait - take the next step toward unlocking the power of CRM today!

 

New call-to-action

The Business Benchmarking Process: 4 Key Steps

Posted by Wendy Gustafson on June 29, 2023

06-29-23 Benchmarking_BannerAt Full Sail Partners, we firmly believe in the transformative power of the business benchmarking process. It serves as a vital tool that empowers professional services firms like yours to make well-informed decisions, streamline operations, and gain a competitive edge in the marketplace. To achieve optimal results, we advocate adopting an approach that encompasses four essential steps. These steps lay the foundation for a comprehensive and effective benchmarking strategy, allowing you to unlock the full potential of your business. 

#1 Look for Benchmarking Resources

If you're just getting started in the world of benchmarking, it's always beneficial to get a glimpse of how other professional services firms handle this process and measure up against your own company. There's an abundance of industry experts and organizations out there who generously share valuable insights into their benchmarking practices.

By taking advantage of these resources, you'll gain valuable knowledge and a broader perspective on benchmarking strategies. You'll be able to see firsthand how successful companies approach this process and uncover valuable tips and tricks to apply within your own professional services firm. So, don't hesitate to tap into this wealth of information and discover the key to benchmarking excellence.

Here are a few of our personal favorite resources that you'll want to check out:


There are countless other companies and organizations out there who are also avid benchmarkers, so don't hesitate to explore further and discover even more insightful resources.

#2 Choose Your KPIs to Measure Success 

This is where we get to choose the meaningful measurements that will serve as your benchmarks or standards. Don't worry, we've got an array of exciting key performance indicators (KPIs) to explore—financial and project-related statistics that provide valuable insights into your professional services firm's performance. It’s like finding the perfect recipe for success! 

In the world of professional services firms, there's a whole bunch of KPIs that can help you gauge your organization's financial and operational health. Here are some of the widely used favorites: 

  • Accounts Receivable
  • Average Collection Period
  • Chargeable Ratio
  • Chargeable Ratio times Net Multiplier
  • Current Ratio
  • Debt to Equity Ratio
  • Employee Realization
  • Employee Utilization
  • Estimate at Completion (EAC)
  • Estimated to Complete (ETC)
  • Net Multiplier
  • Net Revenue per Technical Staff
  • Net Revenue per Total Staff
  • Overhead before Discretionary Distributions
  • Profit on Net Revenues before Taxes and Distributions
  • Return on Owners’ Equity

Now, it's time to do some soul-searching and consider which of these metrics truly encapsulates success for your unique organization. Establish corresponding benchmarks that align with your firm's historical performance, industry surveys, specialized standards, your company's philosophy, or even a delightful combination of factors. The goal is to create a tailored measuring tape that fits your organization like a glove.

When selecting professional services firms to benchmark against, think about factors like industry, geography, and size. The more similarities they share with your firm, the more relevant and valid their metrics will be. It's all about finding those perfect benchmarking buddies who can inspire and guide you toward greatness.

#3 Diligently Track Your Data

With the metrics identified and the benchmarks set to evaluate your professional services firm's performance, it's time to engage in diligent data tracking. Fortunately, there are various options available to streamline this process. 

While traditional methods like one-off spreadsheets and makeshift workarounds may seem tempting, we highly recommend exploring sophisticated software packages tailored to your specific needs. These solutions range from advanced accounting software that effectively monitors financial statistics to specialized project management tools designed to meticulously track individual projects. 

However, allow me to introduce an even more compelling alternative: a purpose-built Enterprise Resource Planning (ERP) system such as Deltek Vantagepoint. This comprehensive solution seamlessly integrates data from both the front office (project-related activities) and the back office (accounting operations). Imagine having a reliable sidekick that offers real-time, comprehensive visibility into all the aforementioned metrics. But it doesn't stop there—Deltek Vantagepoint also optimizes project and staff oversight, automates manual processes (including Customer Relationship Management and business development), and significantly enhances operational efficiency. 

Whether you opt for a combination of software programs or embrace the unified power of Deltek Vantagepoint, it is essential to utilize consistent and continuous data collection. This is an ongoing endeavor that ensures you stay well-informed and propels your professional services firm towards remarkable achievements. So, let's implement robust systems, leverage cutting-edge technology, and diligently track that data to stay ahead of the curve as accomplished benchmarkers. 

#4 Use Your Benchmarks to Make Data-Driven Decisions 

This is where we close the loop and ensure that the right data reaches the right people in a timely manner. It's all about fostering a management commitment to utilizing data for decision making and trust me, it's a game-changer. 

Imagine this scenario: You have schedule-based metrics at your disposal. Not only do they help you determine if a project is currently on budget, but they also shed light on whether it will ultimately stay within the overall budget. If the Estimate at Completion (EAC) surpasses the overall budget, management faces a pivotal choice. They might decide to reduce future expenditures or accept that the project will go over budget, while also identifying where the slippage occurred (perhaps those additional services contracts slipped through the cracks). Mind you, this is just one example. Depending on the specific underperforming metric and the degree of deviation from the desired benchmark, management will have an array of options and decisions to make. 

Now, let's uncover the secret to success in this phase of the benchmarking process: granting management access to all the vital metrics at any given moment. While manual methods can be employed to gather and present this information, there's a far more efficient way to do it—automated KPI dashboards. These customizable features, available in Deltek Vantagepoint, serve as your trusty sidekick, delivering essential data to management in a snap. 

By embracing this data-driven decision-making approach, you unlock the power to steer your professional services firm with precision and confidence. So, let's ensure the flow of valuable insights reaches decision-makers in a timely manner, empowering them to make informed choices that propel your company to new heights of success. 

Don’t Wait, Start Now! 

Regardless of the approach you choose to identify and track your professional services firm's benchmarking information, rest assured that the process yields substantial dividends. It grants your firm a more relevant and up-to-date understanding of its performance, positioning you for success. Equally important, it enables proactive measures to address underlying issues before they escalate into significant challenges, thereby increasing the likelihood of achieving both project and financial success.   

The future of a professional services firm's success begins with benchmarking. Embrace it, harness it, and let it guide us towards a prosperous tomorrow.  

 

New call-to-action

How to Measure a Project’s Financial Health

Posted by Theresa Depew on June 22, 2023

06-22-23 Financial Health_Banner

When it comes to assessing the financial well-being of our projects, we know that relying solely on project invoices is like gazing at the tip of an iceberg while missing the grandeur beneath the surface. At Full Sail Partners, we understand that true success lies in exploring a variety of analytics and statistics. Let's dive into the world of project metrics and discover the key to unlocking financial prosperity. 

The Essentials to Determining a Project’s Financial Health 

To begin with, there are a few essential components we must consider when determining a project's financial health. Every project should be documented with: 

  • Current and Accurate Fee: A clear understanding of the project's fee is vital. It serves as a baseline for evaluating profitability and making financial decisions throughout the project's lifecycle. 
  • Work Breakdown Structure (WBS): A well-defined WBS that aligns with the project's fee and scope helps us accurately allocate costs and resources. It provides a framework for tracking expenses and ensures that financial evaluations are aligned with the project's objectives. 
  • Proper Revenue Recognition Method: Selecting the appropriate revenue recognition method is crucial for accurate financial reporting. It ensures that revenue is recognized in a manner that reflects the project's progress and performance accurately. 

Understanding the Components of a Project's Financial Health 

To truly focus on the financial success of a project, we rely on job-to-date (JTD) as our measurement of time. Now, let's explore some key statistics that can be found or created using Deltek Vantagepoint’s Project Earnings Report: 

Profit or Variance  

This metric allows us to compare revenue/earnings with costs incurred. For projects billed on time and materials (T&M), a zero variance indicates profitability, as the project profit is built into the billing rates. However, a negative variance suggests the need to write off charged time. For fixed fee/lump sum projects, the goal is to minimize costs while still delivering on scope and quality. 

Projected Profit or Variance  

Calculating this metric involves updating and managing the estimate to complete (ETC). By combining the ETC with the JTD cost, we derive the estimate at completion (EAC). Comparing the EAC to the Fee allows us to gauge the project's health upon completion and identify potential scope creep. By analyzing actual and projected profit together, we can establish four scenarios and develop a matrix approach for reviewing a project's financial health: 

  • Scenario 1: JTD shows a profit, but there is a projected reduction in that profit moving forward. This indicates the need for careful cost management to maintain profitability. 
  • Scenario 2: JTD shows a profit, and continued or increased profit is forecasted. This demonstrates a healthy financial trajectory. 
  • Scenario 3: JTD shows a loss, but some or all of that loss can be mitigated moving forward. This calls for identifying and addressing the factors contributing to the loss and implementing corrective actions. 
  • Scenario 4: JTD shows a loss that will continue or grow. In this case, it is crucial to evaluate the project's viability and explore strategies for minimizing further losses. 

Direct Labor Multiplier 

This metric is crucial for managing a specific project and aligning with the firm's overall goals. It measures how much revenue is generated per labor dollar charged. The estimated multiplier is determined at the project's inception, and it's important to have a basis of comparison when evaluating this statistic. 

Work in Process (WIP)  

WIP is calculated as the difference between project revenue and the amount invoiced. Monitoring WIP helps mitigate any potential risks to project earnings. If revenue is accrued, it's vital to consider the time associated with billing and collection. Deferring revenue can minimize or mitigate risks effectively. 

Backlog  

This metric indicates the remaining revenue to be earned, representing the future available revenue stream. When combined with all projects, it forms a significant line on our Key Performance Indicator (KPI) graph. Additionally, it reflects the required full-time equivalent man-hours to complete and deliver contracted work. It's worth noting that backlog can be derived from the ETC, showcasing the interconnectedness of these metrics. 

It's crucial to note that all these metrics work in tandem, complementing and informing each other. For instance, backlog can be derived from the estimate to complete (ETC), demonstrating the interconnected nature of these indicators. By considering them collectively, we gain a comprehensive understanding of a project's financial health and can make informed decisions accordingly. 

Measuring a Project’s Financial Health is Multifaceted and Continuous  

At Full Sail Partners, we believe that measuring the financial health of a project requires a multifaceted approach. By relying on a variety of analytics and statistics, we gain a holistic understanding of the project's financial landscape. Project invoices, while important, are just one piece of the puzzle. 

To make our projects truly profitable, it is essential to continually measure and monitor their financial health. By utilizing a range of metrics and closely tracking project milestones, you can proactively identify potential shortcomings and take corrective actions before they escalate. This approach empowers project managers and the entire team to drive success, deliver value to clients, and optimize financial outcomes. 

Deltek Vantagepoint: Empowering Project-Based Consulting Businesses for Financial Success 

In conclusion, measuring a project's financial health goes beyond relying solely on project invoices. By leveraging various analytics and statistics, including key performance indicators, milestones, and specific metrics like profit or variance, projected profit or variance, direct labor multiplier, WIP, and backlog, you gain a comprehensive view of a project's financial status. This comprehensive approach allows you to make informed decisions, mitigate risks, and steer projects toward profitability.  

So, embrace these valuable insights, keep a close eye on your project's financial well-being, and unlock the path to sustainable success in your project-based consulting business. To see how Deltek Vantagepoint supports good project financial management, watch the webinar below!  

New call-to-action

Ten Tips for Improving Your Business Proposal Process

Posted by Lindsay Diven on June 15, 2023

06-15-23 Proposal Process_Banner

Hey there fellow project-based businesses! Are you tired of losing out on new opportunities to your competitors? Do you struggle to produce powerful and convincing proposals that win new business? If so, you're not alone! With the competition for new business constantly increasing, it's more important than ever to have an efficient and effective business proposal development process. 

That's where we come in. As a provider of Deltek Vantagepoint software and consulting services, we know what it takes to streamline the proposal development process and increase your win rate. In this blog, we'll share with you some hot tips to help you improve your business proposal development process. 

From creating checklists and assigning tasks to subject matter experts, to knowing when to bid or no bid, and avoiding information overload, we've got you covered. We'll also dive into the importance of using graphics, creating an executive summary that wins, and keeping in touch with your references. 

By implementing these tips, you'll be able to increase your proposal process efficiency and gain a competitive edge. So, let's get started and win some business! 

Tip #1 – Create a Checklist 

PP Icons-01Let's say you're working on a proposal for a huge project that your company has been eyeing for months. You've spent weeks pouring your heart and soul into it, working long hours and sacrificing your weekends to make it perfect. You finally hit the submit button and breathe a sigh of relief, feeling confident that you've done everything right. 

But then, a few days later, you receive an email from the client stating that your proposal was rejected because a crucial document was missing that you forgot to include. Your heart sinks as you realize that all your hard work has gone down the drain because of a simple mistake. 

This is where creating a checklist comes in. By starting the proposal process with a checklist, you'll be able to ensure that you don't forget anything important. You can study the request for proposal (RFP) and create a comprehensive list of all the requirements, forms, and documents that need to be included in your submission. 

Not only will a checklist help you avoid the worst-case scenario of submitting an incomplete proposal, but it will also help you stay organized and on track throughout the proposal development process. You'll be able to check off each item on the list as you go, giving you peace of mind that you're on the right track and that you're not missing anything important. 

So, take the time to create a checklist at the beginning of your proposal development process. It may seem like a small step, but it could save you from a major headache and disappointment down the line. 

Tip #2 - Identify Areas of Focus for Subject Matter Experts (SMEs) 

PP Icons-02Now, imagine that you're working on a proposal for a major construction project, and your company is going up against several other firms to win the contract. The proposal is due in just a few days, and you're feeling the pressure to get everything done on time. 

You've got a team of subject matter experts (SMEs) working with you, but they're all busy with other projects and responsibilities. You've assigned them sections of the proposal to work on, but you haven't given them specific guidance or direction. As a result, they're all working in different directions, and their contributions don't mesh well with the rest of the proposal. 

When you finally put all the pieces together, you realize that the proposal doesn't flow well and that some of the information is contradictory or incomplete. You try to fix it on your own, but it's too late. The deadline has passed, and your proposal is rejected because it's not well-organized or well-written. 

This is where identifying areas of focus for SMEs comes in. By working with your SMEs to identify key sections of the RFP that are relevant to their expertise, you can help them focus their time and energy on the most important parts of the proposal. You can also provide them with clear guidance and direction on what you're looking for, and how their contributions should fit in with the rest of the proposal. 

By doing this, you'll be able to ensure that everyone is working together towards a common goal and that the proposal is well-organized, well-written, and cohesive. You'll also be able to make the most of your SMEs' limited time and expertise, which will help you create a stronger proposal and increase your chances of winning the contract. 

So, don't underestimate the importance of identifying areas of focus for SMEs. It may take a bit of extra time and effort, but it will pay off in the end by helping you create a more effective and efficient proposal development process. 

Tip #3 – Have a Kickoff Meeting 

PP Icons-03The kickoff meeting is a crucial step in the proposal development process. It's the first time that everyone working on the proposal comes together to discuss their roles, set expectations, and establish a plan of action. Here are some key things to keep in mind when planning your kickoff meeting: 

  • Bring everyone together: The kickoff meeting should include all the contributors who will be working on the proposal. This includes subject matter experts, writers, editors, graphic designers, and anyone else who will be involved in the process. 
  • Set expectations: Use the kickoff meeting to set clear expectations for everyone involved in the proposal development process. Discuss timelines, writing assignments, and writing guidelines, and make sure that everyone knows what's expected of them. This will help ensure that the proposal is completed on time and meets all the necessary requirements. 
  • Discuss the win strategy: Use the kickoff meeting to discuss the win strategy and major themes of the proposal. This is your chance to brainstorm ideas, identify your strengths and weaknesses, and come up with a plan to differentiate your firm from the competition. By doing this, you'll be able to create a proposal that speaks directly to the client's needs and showcases your unique value proposition. 
  • Assign tasks: During the kickoff meeting, assign specific tasks to each contributor. Make sure that everyone knows what they need to do and when it needs to be done. By doing this, you'll be able to keep everyone on track and ensure that the proposal is completed on time and to the best of your team's ability. 
  • Establish communication channels: Finally, use the kickoff meeting to establish communication channels for the proposal development process. Make sure that everyone knows how to communicate with each other and how often they should be checking in. This will help ensure that everyone is on the same page and that the proposal development process runs smoothly. 

In summary, the kickoff meeting is a crucial step in the proposal development process. By bringing everyone together, setting expectations, discussing the win strategy, assigning tasks, and establishing communication channels, you'll be able to create a proposal that stands out from the competition and meets all the necessary requirements. 

Tip #4 – Know When to Bid or No Bid 

PP Icons-04Knowing when to bid or no bid is a critical decision in the proposal development process. To make this decision, evaluate the risks involved in the project, consider your competition, and assess your firm's capabilities. You should also look at the financials to ensure that the project is financially viable and that you'll be able to make a profit. 

If the risks outweigh the benefits, the competition is too fierce, or you don't have the necessary capabilities or financial resources, it may be best to no bid on the project. Trust your instincts and don't let the pressure to win new business cloud your judgment and lead you into making a bad decision. By making an informed decision about whether to bid or no bid, you'll be able to focus your resources on the most promising opportunities and increase your chances of success in the long run. 

Tip #5 – Avoid Information Overload 

PP Icons-05Does this sound familiar? You've spent weeks gathering data, conducting research, and writing the proposal. You're confident that you've provided all the necessary information and then some. 

However, when the client receives your proposal, they're overwhelmed by the amount of information and technical details. They can't find the key points and important details buried in the mountains of data and irrelevant text. 

As a result, they rejected your proposal and chose another firm that presented a more focused and concise proposal. Your proposal failed to convey the key points and information that the client needed to make an informed decision. In the end, all of your hard work and effort went to waste. 

To avoid this scenario, it's important to remember that more information doesn't always make a better proposal. Instead, you should focus on providing the necessary information that supports your proposal and clearly conveys your message to the client. 

To do this, you can: 

  • Focus on the key points: Identify the key points and information that the client needs to know and make sure that those are highlighted in your proposal. 
  • Be concise: Use clear, straightforward language and avoid jargon or technical terms that the client may not be familiar with. Keep your proposal concise and to the point. 
  • Use visuals: Consider using visuals, such as charts, graphs, and diagrams, to help convey complex information in a clear and concise way. 
  • Avoid including irrelevant information: Don't include irrelevant information or details that don't support your proposal. This can distract the readers and make it harder for them to understand the key points of your proposal. 
  • Use an appendix: If you have additional or unrequested information that you want to include, consider using an appendix. This allows you to provide the information without overwhelming the readers with unnecessary details. 

By following these pointers, you can avoid information overload and create a proposal that is clear, concise, and effective in conveying your message to the client. 

Tip #6 – Avoid Stale Boilerplate Content 

PP Icons-06To avoid stale boilerplate content, conduct periodic reviews of your proposals and identify any outdated or inaccurate information. This is important because boilerplate content that is outdated or inaccurate can damage your credibility with the client and lead to a lost opportunity. To keep your proposals fresh and current, update any outdated or inaccurate content and customize it for each specific proposal to show the client that you understand its unique needs. 

When conducting reviews, consider the following questions: 

  • Does the content accurately reflect our current approach, services, and focus? 
  • Are there any outdated statistics, case studies, or references? 
  • Is the language clear, concise, and free of jargon? 

Once you've identified any outdated or inaccurate content, update it to reflect your current approach and services. This may involve researching new statistics or case studies, rewording content to reflect changes in your approach, or removing irrelevant information. 

Customizing your boilerplate content for each specific proposal is also important. This shows the client that you understand its unique needs and requirements and are committed to meeting those needs. Use the client's own language and terminology, and make sure to address specific concerns and challenges. 

Avoiding stale boilerplate content is crucial to creating effective proposals. By conducting periodic reviews, updating outdated or inaccurate content, and customizing your content for each specific proposal, you'll be able to create proposals that are fresh, relevant, and effective in communicating your message to the client. 

Tip #7 – Use Graphics 

PP Icons-07Using graphics in your business proposals can be a powerful way to convey complex information and help your proposal stand out from the competition. When using graphics, make sure that they are relevant to the content of your proposal and support your key points. This will help you to emphasize important information and convey complex data concisely. 

To use graphics effectively, keep them simple and easy-to-understand. Use high-quality graphics that are visually appealing and easy to read and avoid cluttering your proposal with too many graphics or using graphics that are too complicated or difficult to understand. By using graphics to convey complex information, you can help the client to understand the data more easily and make a stronger case for your proposal. 

Tip #8 – Write an Executive Summary that Wins 

PP Icons-08Writing an executive summary that wins is crucial to making a strong impression on the client and winning the project. To do this, focus on the key points of your proposal and highlight the most important information that the client needs to know. Keep your executive summary clear, concise, and to the point, and use language that shows that you understand the client's needs and requirements. 

Use your executive summary to differentiate your firm from the competition and highlight your unique value proposition. Use a strong opening sentence or paragraph to grab the client's attention and make them want to read more. By creating an executive summary that is focused, clear, and compelling, you can make a strong impression on the client and increase your chances of winning the project. 

Tip #9 – Keep in Touch with References 

PP Icons-09Keeping in touch with references can help to build and maintain relationships that can be valuable for future business opportunities. After using a reference in a proposal or project, take the time to thank them for their endorsement and let them know that you appreciate their support. This can help to strengthen your relationship with the reference and increase the likelihood that they will recommend you in the future. 

In addition to thanking your references, it's also important to keep them informed about future reference requests. Let them know about any upcoming opportunities where you may need to provide references and ask if they would be willing to serve as a reference again. By keeping your references in the loop and showing your appreciation, you can build strong relationships that can be valuable for future business opportunities. 

Tip #10 – Set Firm Deadlines 

PP Icons-10You're working on a proposal for a major project with a tight submission deadline. You've set internal deadlines for each stage of the proposal development process, but some team members are not taking these deadlines seriously and are falling behind in their tasks. As a result, the proposal is not progressing as quickly as it should be, and there is a risk that you will miss the submission deadline. 

To avoid this scenario, it's important to set firm deadlines and hold team members accountable for meeting them. Make sure that all team members understand the importance of meeting their deadlines and the consequences of not doing so. By setting firm deadlines and holding team members accountable, you can ensure that the proposal is completed on time and to the highest standard possible, increasing your chances of winning the project. 

Setting firm deadlines is crucial to keeping your proposal development process on track and ensuring that you meet the submission deadline. Treat internal deadlines as firm deadlines, hold team members accountable for meeting them, and make sure that all team members understand the importance of meeting their deadlines. By doing so, you can ensure that the proposal is completed on time and to the highest standard possible. 

Increase Proposal Process Efficiency 

In conclusion, it's important for project-based firms to have an efficient and effective business proposal development process to increase their chances of winning new business. By incorporating these tips into your proposal development process, you can gain a competitive edge, increase your firm's win rate, and ultimately, grow your business. If you want to increase your business proposal efficiency even more, see how to leverage Deltek data to power OpenAsset and how a DAM can help firms increase productivity and scale for growth by clicking the image below. 

 

New call-to-action

What Else is New in Deltek Vantagepoint 6.0

Posted by Evan Creech-Pritchett on June 08, 2023

06-08-23 DVP 6.0 Whats New Part 2_Banner

At Full Sail Partners, we are thrilled to present our second blog post on the highly anticipated update of Deltek Vantagepoint to version 6.0. With each iteration, Deltek Vantagepoint has solidified its position as the trusted solution for organizations across various industries. Now, with the launch of version 6.0, we are poised to revolutionize the way professionals like you plan, execute, and track projects.  

With a comprehensive suite of features and enhancements, Deltek Vantagepoint 6.0 empowers professional services firms like yours with unparalleled insights, streamlined workflows, and a more intuitive interface. We are confident that this latest iteration will pave the way for project success in the modern era. In this blog post, we will continue to provide you with an overview of what's new in Deltek Vantagepoint 6.0, giving you a glimpse of the exciting possibilities that await you. 

Contents

Mobile

In the latest update to Vantagepoint 6.0, several mobile enhancements have been introduced to improve security, language compatibility, and server support for the mobile application.

  • Disabling the Vantagepoint Mobile URL Deep Link Feature: To ensure enhanced security and mitigate potential risks, the deep link feature of the Vantagepoint Mobile application URL has been disabled. As a result, when you access a Vantagepoint Mobile application URL, you will now be automatically redirected to the Deltek screen. From there, you can conveniently download the latest mobile application and copy the application URL as needed.
  • Hiding Help Links in Vantagepoint Mobile Applications for Non-English Languages: In adherence to the software documentation laws of countries outside the United States, help links within the Vantagepoint Mobile applications will be hidden if a language other than English (American or International) is selected. This change ensures compliance with translation requirements for software documentation. Consequently, help links on screens such as Server URL (Connection Help), Menu, and Settings will only be available when English (American or International) is the selected language.
  • Touch Server Upgrade to PHP 8.1.14: To maintain optimal performance and compatibility, the Touch Server component of the Vantagepoint mobile application has been upgraded to support PHP 8.1.14. This update ensures that the mobile application operates smoothly with the latest PHP version, enhancing stability and overall server performance. 

Mobile CRM 

Deltek Vantagepoint 6.0 introduces several enhancements to Mobile CRM, providing users with expanded capabilities and improved functionality on the go. 

  • Support for Date/Time Fields: Date/Time fields created in the Screen Designer of Deltek Vantagepoint are now accessible in Vantagepoint Mobile CRM. These fields can be found on the Misc/User-Defined (UDF) tab of all hubs. Users can conveniently add dates using the calendar icon, specify times using the clock icon, or directly input date and time values using the keypad. Please note that if one field is populated, both fields require input. 
  • Support for Phone User-Defined Fields (UDFs): Phone UDFs created in the Screen Designer of Deltek Vantagepoint are now available in Vantagepoint Mobile CRM. On the Misc/User-Defined (UDF) tab of all hubs, users can add or edit phone numbers in the designated Phone UDF field. Tapping a phone number allows for quick initiation of a call. 
  • Display of Pre-Award Number Field: Mobile CRM now includes the Pre-Award Number field, which displays the project number assigned at the time of project creation. If pre-award numbering is enabled and a pre-award number is assigned to the project, the Pre-Award Number field appears below the Number field on the Details screen of Projects. This field is read-only and does not appear on the Add Project screen. The Pre-Award Number field adheres to the field properties set in the Screen Designer of Deltek Vantagepoint. 
  • Support for User-Defined Fields in Activities: User-defined fields (UDFs) created for the Activities hub in the Screen Designer of Deltek Vantagepoint are now accessible in Mobile CRM. On the Misc/UDF tab of the Add Activity screen and Edit Activity screen, users can view and interact with the UDFs associated with activities. 
  • Improved Add Projects Functionality: The Contacts and Firms hubs in Mobile CRM now offer an enhanced Add Projects function. Users can expect more consistent behavior and a streamlined process that ensures proper business logic is applied. 
  • Start and End Time Fields for all Activity Types: Mobile CRM now includes Start Time and End Time fields for all activity types. These fields are available regardless of whether a reminder is set for the selected activity type, providing users with greater flexibility and accuracy when managing activities. 
  • Support for Image Icon Configuration: To comply with the General Data Protection Regulation (GDPR) laws of EU countries, the Edit link on the image icon of Contacts, Firms, and Projects is hidden if the image icon was configured to be locked in the Screen Designer of Deltek Vantagepoint. This ensures that when the image icon is locked, users cannot add new photos or replace existing ones in the records, safeguarding data privacy and protection.  

Mobile Time & Expense Mobile - benefit hours

In our ongoing efforts to enhance your experience with Mobile Time and Expense, we are excited to introduce two new features that will simplify your time and expense management.

  • Viewing Benefit Hours: In Mobile Time and Expense, you can now conveniently view the summary of your benefit hours or absence accruals. By tapping and selecting the "View Benefit Hours" option, the Benefit Hours screen will be displayed. This screen presents a comprehensive overview of your PTO/personal, Sick, Holiday, and other types of benefit hours accumulated or used throughout the year. The "View Benefit Hours" option can be found on all Timesheet screen menus, allowing easy access to this valuable information.
  • Improved Date Navigation: Efficiently managing to start and end times by day is now easier in Timesheet Hours. The Start/End Times screen offers an improved date navigation feature through a user-friendly date carousel. With the date carousel, you can swiftly navigate to a different day or tap on a specific day, reducing the number of taps required to enter time across multiple days. This enhancement streamlines the time entry process and allows for quicker input of time.  

My Preferences

In the My Preferences section, you have the ability to personalize your Vantagepoint experience to suit your needs. Take a look at these two new features that will help enhance your experience.  

  • Preferred Application View: This is a new option on the General tab of My Preferences that is used to specify the preferred view that displays in all of Vantagepoint’s applications that support both Detail View and List View. 
user preferences
  • Role-based User Education in the Application: Vantagepoint now displays targeted in-app information about feature enhancements, common tasks, and communications based on your selected role in the new My Education Interests field on the My Preferences dialog box. 

Planning 

With the newly incorporated support for units on the Units tab and the ability to enter contract amounts on the Contract tab, Deltek Vantagepoint 6.0 empowers you to create meticulous and comprehensive project plans. 

  • Support for Units in Project Planning: To facilitate comprehensive project planning, Vantagepoint now includes support for units on the Units tab within Project Planning (Hubs » Projects » Plan). With this enhancement, you can plan and manage units, enabling you to develop more detailed project plans. 
  • Enter Contract Amounts for Unit Planning: In Project Planning, the Contract tab now allows you to specify the portion of a compensation amount allocated for units in regular or promotional charge-type projects. This enhancement provides a more detailed breakdown of amounts while planning your project, giving you better visibility and control over financial aspects related to unit planning. 

Project Review 

With the integration of planned units into the Key Performance Indicators (KPI) grid and the addition of the Total Billed field in the Revenue section, you can now conduct a more comprehensive analysis of your projects. These enhancements enable you to track and analyze planned unit quantities alongside other essential project metrics, while providing a clear and concise overview of the total amount billed for each project. 

  • Planned Units in Project Review: In the Project Review form, any planned amounts for units within the project are now integrated into the Key Performance Indicators (KPI) grid located at the bottom. This inclusion allows for a more thorough assessment of project performance, enabling users to track and analyze planned unit quantities alongside other critical project metrics.
  • Total Billed Field in Project Review: Within the Revenue section of the grid, a new Total Billed field has been introduced. This field provides a clear and concise overview of the total amount billed for the project. By displaying this information in the Project Review form, users can quickly assess the project's financial status and track invoiced amounts in a more streamlined manner. 

Projects Hub 

Deltek Vantagepoint 6.0 introduces a powerful new feature called Pre-Award Project Numbering, designed to streamline project management and enhance workflow flexibility. This feature allows users to set up Vantagepoint to support different numbering systems for pre-award (in-pursuit) projects and awarded (won) projects, enabling project numbers to be changed upon award. 

To enable the Pre-Award Project Numbering feature, navigate to the Numbering form in Settings » Workflow » Numbering and select the "Update project number when approved for use in processing" checkbox. This configuration option provides greater control over project numbering and helps align project management practices with specific organizational requirements.  

Purchasing 

Deltek Vantagepoint 6.0 brings significant enhancements to the Purchasing module by making various purchasing applications available in the browser application for improved accessibility and usability. Here are the updates. 

  • Purchase Requisitions: Previously located in the desktop application, Purchase Requisitions is now accessible in the browser application.
  • Purchase Orders: Similar to Purchase Requisitions, Purchase Orders have been moved from the desktop application to the browser application.
  • Items: Formerly known as the Items Master application, it is now available in the browser application under Purchasing. This change provides a centralized location for managing items within the purchasing workflow.
  • Item Review: A new addition to the browser application, the Item Review application allows users to review item-related details and associated purchase requisitions and purchase orders.
  • Receiving: Also newly introduced to the browser application, the Receiving application streamlines the receipt management process.
  • Option to Enable Purchasing Applications in the Browser Removed: With most purchasing applications now accessible in the browser application, the option to enable Purchase Orders in the Web Application has been removed from the Modules form in Settings » General » Modules.
  • All Purchasing Reports Now Available in the Browser Application: The entire set of purchasing reports can now be accessed and utilized in the browser application under My Stuff » Reporting. This comprehensive collection includes reports such as Request for Price Quote Status, Purchase Requisition Form, Purchase Order Detail, and more.
  • Improved Loading Speed for List View: Performance optimizations have been implemented to enhance the loading speed of List View within the Purchase Orders and Purchase Requisitions applications. Users can now enjoy a more efficient and seamless experience when working with large datasets.
  • User Interface Enhancements for Receiving and Item Review Applications: In Vantagepoint 6.0, the Receiving and Item Review applications have undergone user interface improvements to provide a more consistent and intuitive user experience. Here are the notable changes:
    • Receiving Application: Accessible in the browser application under Purchasing » Receiving, the redesigned form aligns with the visual elements and layout found in the browser application. It incorporates common search functions, displays item names from the Items application, offers actions for reporting, and provides enhanced capabilities for managing receipts and line items.
    • Item Review Application: Available in the browser application under Purchasing » Item Review, the updated form features a revamped user interface consistent with the browser application design. It offers search functions, displays item names, enables the review of purchase requisitions and purchase orders associated with an item, and provides direct access to relevant records.
  • The complete Item Review application can still be accessed within the desktop application under Purchasing » Item Review, ensuring compatibility with existing workflows and providing flexibility for users.

Reporting 

Take a look at these new game-changing features in the reporting section that make reporting a breeze. 

  • SyncCustomReports Switch: With the release of Deltek Vantagepoint 6.0, a new feature called the SyncCustomReports switch has been introduced. This switch enables the synchronization of custom reports between the Vantagepoint (transaction) database and the Vantagepoint server database. By using the SyncCustomReports switch, you can ensure that any custom reports you have created or modified are accurately reflected in both databases. This functionality is equivalent to the Synchronize button found on the Custom Reports tab in the desktop application's Utilities » Report Administration section. 
  • Workflow Report for Webhook Action: The Webhook Action within the Settings » Workflow » Application Workflows now supports a workflow subreport. You can generate a comprehensive report for this webhook action by clicking on either the "Print All Workflows" or "Print Workflow" options. This report provides detailed information about the workflow process, helping you analyze and track the actions taken within your application workflows. 

Search 

Deltek Vantagepoint 6.0 brings exciting updates to the search functionality, delivering an enhanced user experience for building, editing, and navigating searches. Let's explore the key improvements that will empower you to find information more efficiently.  

Improved Layout of Search Dialog Box: The Search dialog box has undergone a restyling to offer a clearer presentation of information and facilitate the building and editing of both standard and advanced searches. Key layout and styling changes include:

  • A new grid header at the top of the Search dialog box, clearly displays the Select Search drop-down list, a set of Actions, and the Advanced Settings toggle. 
  • The removal of the Show Preview toggle. 
  • When the Check SQL button is clicked, Vantagepoint provides a SQL Where Clause status message. Validated queries are indicated by a shaded message in the Vantagepoint toolbar, while invalid queries are highlighted in red at the top of the Search dialog box. 

Enhanced Search Navigation and Record Selection Pane: Efficient navigation and record selection are vital for a seamless search experience. Deltek Vantagepoint 6.0 offers the following improvements: 

  • Records Selection pane: The Records Selection pane now enables users to quickly add multiple records or all records to an ad hoc Selection search. Instead of relying on the Multiselect toggle, users can now select checkboxes for multiple records and click “Done” to promptly create an ad hoc Selection search. 
  • Select All button: A new Select All button has been introduced to include all records in an ad hoc Selection search. By clicking this button, Vantagepoint automatically navigates to the Search Navigation Control for the ad hoc Selection search. 
  • Direct record navigation: Users can conveniently navigate to a specific record by clicking any area to the right of the record's checkbox. This direct navigation feature speeds up the process of accessing a record's form. The Saved Search Control displays the saved search used for record navigation, along with its record number, in the paging control. 

search navigation

Timesheet, Expense Report, and Approval Center 

Deltek Vantagepoint 6.0 introduces an update that enhances the visibility of employee assignments in the Timesheet, Expense Report, and Approval Center areas. If you have the Resource Planning and Time & Expense modules, you can now easily access employee assignment information directly from the following sections: 

  • My Stuff » Timesheet
  • My Stuff » Expense Report 
  • My Stuff » Approval Center 

By opening the employee card within these areas, you can conveniently view and review an employee's assignments that have remaining estimate-to-complete (ETC) hours. This feature eliminates the need to switch applications and navigate to the Resource View form, providing a seamless experience within the current application context. 

The Assignments tab within the Employee Card dialog box allows you to explore the employee's current and future assignments across different projects. You can define the forecast range and customize the type of values displayed in the calendar period columns. These values may include planned hours, scheduled percentages, and utilization percentages. With this information readily available, you can quickly assess an employee's workload and upcoming commitments without leaving the application. 

Looking for More? 

Want to hear more about Deltek Vantagepoint 6.0? Be sure to check out our first blog to get the full picture of all things Vantagepoint. Still not enough? Check out our webinar on the new features of Deltek Vantagepoint and stay tuned for more content in the future! 

New call-to-action

What’s New in Deltek Vantagepoint 6.0

Posted by Evan Creech-Pritchett on June 01, 2023

06-08-23 DVP 6.0 Whats New_Banner

In the ever-evolving landscape of project management software, Deltek Vantagepoint has established itself as a trusted solution for organizations across industries. Now, with the much-anticipated release of version 6.0, Deltek is set to revolutionize the way professional services firms plan, execute, and track their projects. Building upon its solid foundation, Deltek Vantagepoint 6.0 focuses on three key themes: improved visibility, enhanced user experience, and better project planning.

 

With a comprehensive suite of features and enhancements, this latest iteration promises to empower professional services firms with unparalleled insights, streamlined workflows, and a more intuitive interface, ultimately paving the way for project success in the modern era. Here’s an overview of what’s new in Deltek Vantagepoint 6.0.

Contents

Expanded APIs

Deltek has expanded the range of Application Programming Interfaces (APIs) available to users. These new API endpoints not only facilitate the exchange of information but also adhere to the existing validations and restrictions, ensuring data integrity and compliance with security requirements at the application level.

 

Enhanced User Control

Deltek Vantagepoint 6.0 introduces a game-changing feature that enhances user control and flexibility within Connect for Outlook and Connect for Gmail - the ability to customize contact, firm, and project records in the contextual pane. This new functionality allows users to tailor the information displayed in the pane according to their specific needs and preferences.

 

With this customization capability, users can handpick which fields, including user-defined fields, are included for each record type in the contextual pane. Whether it's contact information, firm details, or project specifics, individuals can choose the relevant data elements that they want to have readily available at their fingertips. This level of customization empowers users to optimize their workflows and focus on the specific information that matters most to them.

 

Improved Dashboards

New Predefined Financial Dashpart

Deltek Vantagepoint 6.0 introduces several new and improved features related to dashboards, providing enhanced customization and functionality. Here are some key highlights of the dashboard-related updates:

  • New Columns and Role-Based Security for Employee Dashpart Base: In addition to user-defined fields, several new columns are now available for the employee dashpart base, including City, Country, Firm Name, Hire Date, and more.
  • New Role-Based Security Settings: These settings can now be applied to dashpart bases and their columns, allowing administrators to control access to specific dashparts and columns based on user roles.
  • Find Dashparts Efficiently: The new Quick Find field in the Dashpart Library enables users to search and find available dashparts more efficiently, based on dashpart titles.
  • Memo Dashparts for Notes and Announcements: The new memo dashpart allows users to post notes, reminders, warnings, announcements, URL links, or images directly on a dashboard. Rich text formatting is supported for enhanced customization.
  • Updated AR Comment Column for AR Detail Dashpart Base: AR comments are now displayed at the Invoice grouping level, eliminating the need to expand transaction lines. Users can add AR comments directly from the Invoice group level.
  • Drill-To Indicator for Dashparts: Dashparts associated with another dashpart as a drill-to action now display a drill-to indicator icon in the Dashpart Library, enhancing the user experience and navigation.
  • New Columns for Project Dashpart Base: The project dashpart base now includes additional columns such as Weighted Percent Complete, Total Compensation, Committed Purchase Order Expense Billing, and Committed Purchase Order Expense Cost.
  • Enhanced Filter Selection by Organization: When creating or modifying dashparts with the Account or Account Detail dashpart bases, users can now apply filters by an organization more efficiently. The update allows the selection of parent-level organizations, making it possible to choose all sub-organizations simultaneously.
  • New Predefined Dashparts: Several new predefined dashparts are available for use in dashboards, including Top 10 Clients - Receivables, Top 10 AR by Billing Client with Drill To, Weighted and Estimated Fee by Stage with Drill To, and Pursuits by Probability with Drill To.
  • Updated Predefined Dashboards: Certain predefined dashboards have been updated to display the Employee Utilization This Year dashpart instead of the Utilization dashpart, providing more relevant and up-to-date information.
  • Custom Multipliers for Calculated Fields: Users now have the ability to configure the multiplier field for percentage data types when working with calculated fields in the Dashpart Designer.

 

Draft Invoice Approvals Made Easier

With the appropriate role security access rights, users can access the Supporting Document dialog box and print all supporting documents to a single file with ease. To activate the feature, navigate to Settings » Security » Roles, click the accounting tab, and in the Billing Security: Interactive Billing and Invoice Approvals section select the Allow Changes to Support Documents checkbox.

 

Employee Visibility Increased in Hubs

When accessing a record in Vantagepoint, you can now have increased employee visibility:

  • Orange Outline: If other employees are currently editing their record, their picture icon is highlighted with an orange circle, indicating their active editing status. The picture of the person actively editing the record is always displayed first.
  • Blue Outline: For employees who are viewing the record, their picture icons are outlined in blue.
  • Info Bubble: Clicking on an employee's picture icon opens an info bubble that provides additional details about the employee.
  • Email: By clicking on an employee's email address directly from the form, you can conveniently send an email message to that employee. Vantagepoint seamlessly opens your email application for a smooth communication experience.
  • Microsoft Teams Chat: If you have enabled the Microsoft Teams Chats from Deltek Vantagepoint option in Settings » General » Communications, you can initiate one-on-one chats with team members directly from Vantagepoint. Simply click on the Microsoft Teams Chat option to start a chat conversation.

 

New In-Product Guides

Deltek Vantagepoint 6.0 includes a myriad of new guides to help everyone from the newest user to the most seasoned Vantagepoint veteran. The in-product guides are as follows:

  • What’s New in 6.0
  • Search Dialog Restyling
  • Search Navigation Improvements
  • Resource Management Reporting
  • Invoice History Columns
  • IQ Integration
  • Undock Project Structure

 

Updated Interactive Billing

Deltek Vantagepoint 6.0 introduces several valuable updates to the interactive billing module, enhancing the user experience and providing additional functionality for managing invoices effectively.

 

Streamlined Period Start/End Date Changes for Submitted Draft Invoices:

Previously, changing the period start or end dates of a submitted or approved draft invoice in the Invoice Presentation Dates section of the Billing Session Options dialog box required resubmitting the invoice for approval, even though these date changes did not impact the included transactions. In the latest update, you now have the flexibility to choose whether to resubmit the invoice after modifying the period start or end dates.

 

By updating the dates in the Billing Session Options dialog box without altering the transaction bill-through dates, you can save the changes without resubmitting the draft invoice. The new "Save" button allows you to update the period dates without the need for reapproval. However, if you modify both the period start/end dates and the transaction bill-through dates simultaneously, resubmission for approval is still necessary.

 

Warning Message for Voiding Invoices with Applied Payments:

When voiding an invoice from the Invoice History tab in the Interactive Billing form, a new error message now appears if there are any applied payments associated with that invoice. This prompt gives you an opportunity to review the applied payments before proceeding with the voiding action, ensuring accuracy and preventing unintended consequences.

 

Additional Columns in Invoice History:

 

The Invoice History tab of the Interactive Billing form now offers additional columns to provide a more comprehensive view of each invoice. The newly added columns include Amount Due, Amount Paid, Applied Retainer, Credit Memos, Invoice Total, and Retainage. These columns provide quick access to important invoice information such as amounts and payment status, enabling better invoice management and analysis.

 

Invoice Template Editor in the Browser Application:

Invoice Template Editor in the Browser Application

With the latest update, the Invoice Template Editor is now available directly within the browser application. The Invoice Template Editor form empowers users to create and update invoice templates, which determine the format and content of invoices. This enhancement simplifies the customization process, allowing for easy modification and customization of invoice templates to meet specific business needs.

 

Looking for More?

If you’re looking to get your hands on even more Deltek Vantagepoint 6.0 updates, then we have got a lineup for you! We are excited to announce that our next webinar “What’s New in Deltek Vantagepoint 6.0” will be held live on Wednesday, June 7th, at 1 pm ET. This webinar will delve even deeper into Deltek Vantagepoint 6.0, providing you with comprehensive information to maximize your project management capabilities.

 

Additionally, stay tuned for our follow-up blog next week. Here we will review even more exciting features that will further enhance your project management experience with Deltek Vantagepoint 6.0. At Full Sail Partners, we are committed to keeping you informed and empowering you with the latest advancements in project management software.

 

 

Understanding the Impact of the Organizational and Work Breakdown Structures in Deltek Vantagepoint

Posted by Scott Gailhouse on May 25, 2023

05-25-23 Organizational Structures_banner

During the implementation of Deltek Vantagepoint, professional services firms should understand the connection between the Organizational Breakdown Structure (OBS) and the Work Breakdown Structure (WBS). A typical first step to consider whether the firm needs to re-organize these structures. Whether it be the uniqueness of each, or the relationship between the two, the attention paid to these early stages of development is instrumental to the flow and reporting of information in your Deltek Vantagepoint database. In the following, we’ll explore some areas to consider when designing these structures in your database. 

Organizational Breakdown Structure (OBS)

When it comes to designing the Organizational Breakdown Structure (OBS) in Deltek Vantagepoint, it's important to consider the specific needs of your professional services firm. The OBS can range from simple to complex, depending on the size and requirements of your organization. Here are some examples of different OBS approaches. 

  • Location Approach: With this approach, the OBS is organized based on the physical locations of your offices or project sites. Each location represents a hierarchical level in the structure, allowing you to track and manage projects and resources across different geographic areas. 
  • Discipline/Department Approach: In the discipline or department approach, the OBS is structured around different functional areas or departments within your organization. This allows for efficient resource allocation, project assignment, and collaboration within specific areas of expertise. 
  • Market Sector or Business Development Driven: This approach focuses on organizing the OBS according to your firm's market sectors or business development strategies. Each market sector or business development unit can be assigned a hierarchical level, enabling you to analyze performance and profitability based on these segments. 

Deltek Vantagepoint provides flexibility in designing your OBS, offering up to five hierarchical levels to accommodate your specific requirements. It also allows for the allocation of overhead requirements within the structure of the database. If you plan to utilize the multi-company functionality in your database, it's important to reserve level one for different companies within your enterprise. 

Financial accountability is a crucial aspect of any professional services organization. When building your OBS, it's essential to consider the financial implications. For example, if you use a two-level OBS structure, such as office and department, each combination will generate an income statement. This means that someone within your organization should be responsible for reviewing and managing these statements. 

Deltek Vantagepoint also enables the extraction of various cross sections for combined financial reporting. For instance, if you have a mechanical department in three offices, you can create a mechanical income statement that provides accountability at different levels: 

  • Office Accountability: You can track the financial performance of each individual office separately, gaining insights into the profitability and expenses associated with specific locations. 
  • Office/Department Accountability: This level of accountability allows you to analyze the financial performance of different departments within each office. It helps in evaluating the contribution of each department to overall profitability. 
  • Overall Department Accountability: By consolidating the financial data of the mechanical department across all offices, you can assess the department's overall performance and make informed decisions regarding resource allocation and strategic planning. 

The OBS in Deltek Vantagepoint offers the flexibility to design a structure that aligns with your professional services firm's needs. By carefully considering the OBS approach, financial accountability, and the ability to generate cross-sectional reports, you can effectively manage projects, resources, and profitability within your organization. 

Projects and the Work Breakdown Structure (WBS)

The Work Breakdown Structure (WBS) is a critical component that determines how a project is organized and how revenue and costs flow within a professional services firm. Most firms find it effective to build their WBS based on project budgets, aligning with the fee and scope defined in the client contract using a bottom-up approach. 

Deltek Vantagepoint provides the flexibility to define up to three levels in the WBS, commonly referred to as Project, Phase, and Task. However, these labels can be customized to match your firm's preferences. Furthermore, the WBS allows for the assignment of accountability within a project. You can designate a project manager, as well as phase and task managers, based on their scope and budget responsibilities. 

It's important to note that project builds and WBS structures do not have to be identical across all projects. While each professional services firm may have its own unique requirements, it is generally recommended to have at least one WBS level 2 for every project, indicating another variation in the WBS. Additionally, projects can be built with no WBS level 3 or only certain portions of the WBS level 2 extending into the WBS level 3. 

The OBS and WBS structures function both individually and in tandem to support overall financial and operational accountability within your organization. At the lowest level, the WBS drives how revenue and costs are allocated within the OBS. Here are some additional factors to consider when working with the OBS and WBS structures: 

  • "Mirroring" the OBS in WBS for Overhead Projects: For projects involving overhead costs, it can be beneficial to mirror the OBS structure within the WBS. This helps ensure that the appropriate overhead costs are accurately assigned to specific projects, allowing for better cost tracking and financial reporting. 
  • Combinations of Cross-Charge, Intercompany Billing, and High Accountability in WBS: Consider how cross-charges, intercompany billing, and high levels of accountability will be incorporated into your WBS. Deltek Vantagepoint offers capabilities to support these requirements, allowing you to accurately allocate costs between different departments, offices, or business units within your professional services firm. 

By carefully considering these aspects of the OBS and WBS structures, you can establish a robust framework for financial and operational accountability within your professional services organization. Deltek Vantagepoint empowers you to customize and tailor the OBS and WBS to meet your firm's specific needs, ensuring accurate project tracking, cost allocation, and financial reporting. 

Is it Time to Update Your OBS and WBS Structures? 

In the ever-evolving landscape of professional services firms, it's crucial to regularly assess and update your Organizational Breakdown Structure (OBS) and Work Breakdown Structure (WBS) in Deltek Vantagepoint. As your business needs change and evolve, it becomes imperative to optimize your system to ensure it aligns with your current requirements. This is where our firm can help. 

One popular OBS/WBS methodology gaining traction is the implementation of a 3D matrix solution that incorporates both geography and market sectors. By combining these dimensions, you can create a powerful framework that enables efficient project management, resource allocation, and financial reporting. However, implementing such changes requires expertise and guidance from both functional and data consultants to ensure a smooth transition. 

At Full Sail Partners, we specialize in Deltek Vantagepoint consulting services, including OBS and WBS optimization. Our experienced consultants can work closely with your team to analyze your current structures, identify areas for improvement, and design a new and more productive system tailored to your unique needs. 

Timing and cutover planning are critical to the success of any system update. Our consultants will guide you through the entire process, ensuring that the implementation is seamless, minimizing disruption to your operations, and maximizing the benefits of the new OBS and WBS structures. 

Now is the perfect time to get creative and strive to get the most out of your Deltek Vantagepoint system. Don't let outdated structures hold your firm back. Explore the possibilities of a Navigational Analysis with our firm today. Let us help you unlock the full potential of Deltek Vantagepoint and drive efficiency, profitability, and growth within your organization. Learn more about how a Navigational Analysis can help your firm by clicking the image below. 

New Call-to-action

10 Most Common Resource Management Problems

Posted by Rana Blair on May 18, 2023

05-18-23 10 Most Common Mistakes Resource Management_Banner rev

Hey there, professional services firms! We need to talk about something important. No, it's not about who has the best coffee in the office (although that's important too). We need to address the top ten resource management problems that could make or break your success. Don't worry, I'm here to give you the low-down.  

Problem #1: Missed Project Deliverables and Deadlines 

Picture this: a client is eagerly waiting for their project to be completed, but the deadline passes, and there's no sight of the deliverables. Chaos ensues as the client starts breathing down your neck, and you realize you don't have sound processes in place. Good luck getting out of that one! 

Getting the work done on time sounds simple, but it’s not. It’s a complex balancing act involving creativity, quality control, resource management, and much more. If you don’t have sound processes in place, all the best thinking in the world won’t mean a thing. 

Problem #2: Ineffective Documentation on Billable Hours 

So, you've been working tirelessly on a project, but when it's time to bill the client, you realize you don't have accurate documentation of the billable hours. Cue the client disputing your bill and leaving you with an empty wallet.  

What creative person wants to hear that their success might rely in part on basic accounting skills? For professional services firms, effectively managing billable hours is one of the biggest factors in profitability, and thus, lasting success. Need help with billing effectively? Watch our mini demo now! 

Problem #3: Lack of Project Resource Visibility 

Now, let's talk about visibility. Your firm’s management needs to quickly understand which projects are underway for which clients. This means having visibility of progress on milestones, technical issues, and how, when, and where resources have been allocated. It's time to get your head out of the clouds and start paying attention to the details. 

Problem #4: Assigning the Wrong People to Teams 

You've got a project that requires specialized knowledge, but instead of assigning the right people to the team, you just throw some random folks in there. The project turns into a hot mess, and the client is none too pleased. Looks like you just lost a customer, honey! 

Each project requires a team with the right insights, talents, and other qualities. Assigning the wrong people to a project can have a negative impact on profitability and success. So, let's stop playing musical chairs and put the right people in the right seats! 

Problem #5: Accounting and Project Management Disconnect 

Let's address the accounting and project management disconnect. Using multiple tracking systems for financial and project data can lead to errors and make it difficult to respond to issues. Consolidate your tracking systems, and make it rain with those profits. 

Problem #6: Inefficient Cash Forecasting 

You've got a project that requires a lot of resources, and you're not sure how much cash you'll need. You don't allocate resources to a timeline, and now you're in a cash flow crisis. Better start penny-pinching, sugar! 

Cash forecasting can be a complicated process, but it's essential for successful resource management. Allocate resources to a timeline for efficient cash forecasting. Your wallet will thank you later. 

Problem #7: One-off Spreadsheets and Workarounds 

Spreadsheets and workarounds are so 2005. Silos across a firm can lead to duplicated efforts, incomplete solutions, missed opportunities, and unprofitable projects.  

Picture this: you've got a project that requires a lot of data, and you decide to use a spreadsheet to keep track of everything. But then, someone else on the team creates their own spreadsheet to keep track of something else, and before you know it, there are spreadsheets and workarounds all over the place. 

Now, you've got a mess on your hands. Data is duplicated, incomplete solutions are everywhere, and you're constantly missing opportunities. You're wasting valuable time on duplicated efforts, and you're not making the profits you should be. 

So, what's the solution? It's simple, really. You need to get everyone on the same page. You need a centralized system that everyone can use to track data, projects, and resources. No more one-off spreadsheets or workarounds - it's time to get serious about your business. Read our article on The Best BI Tool for Deltek Vantagepoint Users and find out what application is right for you! 

Problem #8: Under-Informed Decision-Making 

It's all about the information, baby. Resource management problems involve information regarding projects, teams, or human and other resources. Management must have a large dataset at their fingertips before making big decisions. Failing to do so can result in under-informed decision-making, and ain't nobody got time for that. 

Problem #9: Failure to Meet Financial Reporting Standards 

We're getting close to the end, but we can't forget about compliance. Professional services firms often need to comply with various reporting regulations such as Earned Value Management (EVM). So, let's make sure we're crossing our T's and dotting our I's, and getting paid for our hard work. 

Problem #10: Missed Business Opportunities 

You've got a business development team that's not managed effectively, and you're missing out on potential opportunities. Your ROI and profitability suffer, and you're left wondering why you're not making any money. Time to start taking business development seriously, sweetie! 

Organizing and managing the work of business development teams is complex and high-stakes. Effective management can optimize ROI and profitability and ensure just-in-time hiring or business development. Let's do this! 

In conclusion, don't let these resource management problems drag you down. Get your head in the game and address these issues head-on. Whether you manage them in-house using ERP software and other solutions or outsource them all together, make sure to handle them properly. And remember, nothing screams success like a firm that's got its resource management problems in check! 

 

New call-to-action

Overcoming Data Synchronization Challenges with APIs: A Guide for Professional Services Firms

Posted by Peter Nuffer on May 11, 2023

05-04-23 Overcoming Data Synchronization Challenges with APIs_Banner

In today's fast-paced business environment, organizations such as professional services firms rely on data synchronization between systems to ensure consistency and accuracy across different departments and teams. Getting this data from one system to another will require the use of an API. In this blog, we will explore the basics of APIs and how they play a crucial role in connecting systems for seamless data exchange.  

Here, also, we will discuss common pitfalls that organizations like professional services firms may face during the synchronization process. These include data mapping errors, lack of standardization, security concerns, and network reliability issues. So, let's dive into the world of APIs and learn how they can revolutionize your organization's data synchronization process!  

Why Synchronize Systems? 

Well, organizations such as professional services firms synchronize data between systems to ensure that the same data is available in multiple locations or systems. This can provide several benefits, including: 

  • Improved data accuracy: Synchronizing data between systems helps ensure that data is consistent and up to date across all systems. This can reduce errors and improve overall data accuracy. 
  • Improved efficiency: When data is synchronized between systems, it can reduce the amount of manual data entry required. This can save time and improve overall efficiency. 
  • Better decision-making: Synchronized data can help ensure that decision-makers have access to the most accurate and up-to-date information across all systems. This can improve the quality of decision-making and lead to better outcomes.
  • Better collaboration: When data is synchronized between systems, it can improve collaboration between teams or departments. This can help ensure that everyone has access to the same information and reduce misunderstandings or conflicts that can arise from using different data.
  • Data backup and recovery: Synchronizing data between systems can also help ensure that data is backed up and can be recovered in the event of a system failure or disaster. This can help organizations avoid data loss and minimize downtime. 

What is an API?  

This acronym that has been tossed around stands for Application Programming Interface. It is a set of protocols, routines, and tools for building software applications. An API specifies how software components should interact with each other, allowing different systems to communicate and exchange data seamlessly. In the realm of intersystem connectivity, an API functions like a door into an application for programming to perform automated routines.  

What are Endpoints and Methods?  

Let’s break down APIs even further: 

API Endpoints 

An API endpoint is a unique URL where a client can access a specific resource or perform a specific action within an API. In other words, it is the location where an API can be accessed over the internet. Endpoints are defined by the API provider and are usually documented for developers to know how to interact with the API. For example, if an API provides access to a list of products, the endpoint might be something like https://api.example.com/products. 

When an application/client sends a request to an endpoint, the API will process the request and send back a response containing the requested data or action. The response will usually be in a specific data format, such as JSON or XML, which the client can then process and use in their application. 

API endpoints are an essential part of building a RESTful API (Representational State Transfer), which is a common architecture style for building web APIs. They provide a clear and consistent way for clients to interact with an API and perform actions on specific resources. 

API Methods 

API methods, also known as HTTP methods or verbs, are the different types of requests that can be made to an API endpoint. Each method represents a different type of action that can be performed on a resource. The most common API methods are: 

  • GET: retrieves data from an API endpoint. This is the most common API method and is used to retrieve data like user profiles, product listings, and other resources. 
  • POST: submits data to an API endpoint to create or update a resource. This method is used to create new resources or update existing ones, like submitting a form or creating a new blog post. 
  • PUT: updates an existing resource with new data. This method is used to update an existing resource, like updating a user's profile information. 
  • DELETE: deletes a resource from an API endpoint. This method is used to delete a resource, like deleting a user account. 
  • PATCH: updates part of an existing resource with new data. This method is used to update a specific part of a resource, like changing a user's email address. 

API methods are typically used in conjunction with API endpoints to perform specific actions on resources. The appropriate method to use will depend on the type of action being performed and the resource being accessed. 

Revolutionize Data Synchronization with APIs 

With this quick introduction, you should hopefully now understand how APIs can revolutionize your organization's data synchronization process. Scoping an API integration project between any two systems requires careful planning, clear communication, and a focus on delivering business value. By following these best practices, organizations like professional services firms can increase the likelihood of a successful integration project and achieve their desired outcomes.  

 

New call-to-action

4 Ways to Improve Employee Utilization

Posted by Scott Seal on May 04, 2023

05-04-23 4 Ways to Improve Employee Utilization_Banner

In the most recent  AE Clarity Report  issued by Deltek, the average employee utilization rate was reported as 58.5%. Firms are often confronted with how they can improve employee utilization to create a positive impact on the firm’s bottom line, all while keeping employee morale in mind. To improve employee utilization in both the short term and long term, focus on these four key areas: 

1. Set Realistic Utilization Targets

One of the key factors that affect employee utilization is the target utilization rate. While it's essential to aim for high utilization rates, it's equally important to set realistic targets that employees can achieve without feeling overburdened.  

These realistic targets allow for staff to focus on other, non-production (yet still important) initiatives for the firm, such as business development, staff development, and team building. Firms that allow employees time to focus on these areas will greatly increase employee productivity in the long run through increased employee and team efficiencies, as well as reduced staff turnover. 

Unrealistic targets can lead to burnout, poor performance, and low morale. On the other hand, achievable targets can motivate employees to perform their best, leading to increased productivity and job satisfaction. For more information on setting realistic targets for employees, read our blog here!

2. Align Resources Effectively

Proper resource allocation is crucial for improving employee utilization. Before starting a project, it's essential to align resources based on their expertise, level, and availability. This ensures that tasks are performed efficiently and effectively, and labor costs are kept within budget. Proper resource allocation also helps to keep employee realization aligned with employee utilization, resulting in accurate billing and better profitability.

3. Manage Client Expectations

Effective client management is a key factor in improving employee utilization. By managing client expectations and delivering quality work on time, firms can build trust and long-term relationships with their clients. It's also important to identify tasks that are not part of the original scope of work and notify clients promptly. By doing so, firms can avoid scope creep and allocate resources efficiently, improving employee utilization and profitability. Need some help with managing client expectations? Find out exactly what they’re thinking with our presentation on Understanding the Client's Mind Using Feedback!

4. Leverage Technology

Technology can be a game-changer when it comes to improving employee utilization. By using tools like Deltek Vantagepoint, firms can track employee utilization in real-time and make data-driven decisions.  

This real-time visibility gives your firm insight and the opportunity to influence the final results to ensure resources are properly aligned, client expectations are managed, and employee utilization is maintained. 

Technology can also automate mundane tasks, freeing up employees' time to focus on value-adding activities. 

Other Ways to Improve Employee Utilization 

In addition to the four ways mentioned above, here are a few bonus tips that your project-based firm can use to improve its employee utilization. 

  • Foster a Positive Work Culture: A positive work culture is essential for improving employee utilization and retention. By creating a supportive and collaborative work environment, firms can boost employee morale, motivation, and engagement. This leads to higher productivity, better quality work, and lower staff turnover. Some effective strategies for fostering a positive work culture include employee recognition programs, open communication, and flexible work arrangements. 
  • Offer Professional Development Opportunities: Providing professional development opportunities to employees is another effective way to improve employee utilization. By investing in their employees' skills and knowledge, firms can improve their performance and productivity, leading to higher utilization rates. Some effective ways to offer professional development include mentoring programs, training sessions, and educational courses. 
  • Monitor and Measure Results: Finally, it's essential to monitor and measure employee utilization regularly to identify areas for improvement. By tracking key metrics like billable hours, utilization rates, and staff turnover, firms can identify trends and patterns, and make data-driven decisions. This helps to optimize resource allocation, manage client expectations, and boost employee utilization and profitability. 

In conclusion, improving employee utilization requires a combination of effective strategies, tools, and a positive work culture. By setting realistic targets, aligning resources effectively, managing client expectations, fostering a positive work culture, offering professional development, leveraging technology, and monitoring and measuring results, firms can improve their employee utilization and enhance their profitability and growth.  

With the right approach, firms can achieve high levels of employee utilization, leading to better outcomes for both the firm and its employees. View our free webinar on optimizing project management processes to learn how you can improve employee utilization and take your professional services firm to the next level. 

New call-to-action 

4 Really Good Reasons Your Professional Services Firm Should Automate the AP Process

Posted by Theresa Depew on April 27, 2023

04-27-23 4 Good Reasons to Automate AP_Banner

Accounts Payable (AP) is one of the main tasks performed daily in a professional services firm’s accounting department. The process can be labor-intensive and very manual, especially when a firm has not embraced new technologies.  It’s hard to determine why so many professional services firms have not made the jump to a paperless accounts payable process. Maybe it’s the daunting fear of errors, or simply the fear of changing the process? Let’s review the benefits of automating the AP functions for your professional services firm and try to put any fears to rest!   

1. Going Paperless and Reducing Errors 

Generally, as with many professional services firms, accounts payable has been a paper-heavy process that has required printing, copying, filing, and retrieving paper. Additionally, the task itself has been a labor-intensive manual process that can already fall prey to human error. With errors already being something that may happen without automation, this proves that using automation is nothing to be feared by your professional services firm. By automating the AP process, invoices are stored digitally, reducing paper costs and reducing the time needed to process AP. So, automating AP at your professional services firm all the while saves money and actually increases accuracy. 

2. Improving Employee Productivity 

As mentioned before, Accounts Payable is a repetitive and time-consuming manual task. The process typically involves first receiving the paper invoice, then sending it for manual signature approval, and then data entry of all data into the accounting software. However, when automation is embraced by your professional services firm, invoices can be uploaded directly into the database, then electronically approved, and invoices posted. Thus, using automation and reducing AP task time, allows employees to focus efforts on more profitable pursuits instead of spending time on repetitive tasks. 

3. Gaining Control of the Procurement Process

Enforcing purchasing policies can be a struggle if there is no way to approve them before the purchase is made. Using an automated AP solution allows professional services firms to set up an approval process based on the firm’s policy for procurement. With automation, accounting team members can ensure the policy was followed and speed up the time it takes to have a purchase order approved. Gaining control of the procurement process allows for full transparency, with no more receiving vendor invoices without knowing the details being given about the purchase.  

4. Working Smarter with Vendors

A final plus of using AP automation at your professional services firm is that vendors can submit invoices to a designated email or webpage. This in and of itself greatly reduces the risk of lost invoices and allows for easy upload into the accounting system. Furthermore, receiving digital invoices for processing ensures on-time payments, which of course makes the vendor happy and reduces the number of communications back and forth. Fewer communications back and forth with vendors additionally saves your professional services firm further time and effort which is working smarter, not harder. 

Automate Your Professional Services Firm’s AP Process 

Hopefully, after now realizing the benefits of automating your professional services firm’s Accounts Payable process, you can fully understand that automation is not something to be feared. It’s clear to see that automating AP will reduce errors and save money, and what professional services firm doesn’t want that? So, knowing that automation can save money and reduce errors, is your professional services firm ready to embrace technology and start automating your Accounts Payable Process?  

 

New call-to-action

 

How Phased Retirement Can Benefit Both A&E Employees and Firms

Posted by Tasia Grant, PHR on April 20, 2023

04-20-23 Phased Retirement_Banner rev

By 2028, according to the U.S. Bureau of Labor Statistics, 42 million people will fall under the category of people working that are 55 or older. So, this equates to almost one-fourth of the workforce in the U.S. While an aging workforce is becoming more prevalent in firms including those in the architecture and engineering (A&E) industry, this doesn't mean seasoned employees have to immediately say goodbye to the industry they love!  

With phased retirement, A&E firms or any professional services firm can help these senior employees transition into retirement while still retaining their valuable skills and experience. Not only are there many benefits for both employees and employers when implementing a phased retirement program, but leadership can also customize the plan that meets the needs of individual A&E firms. Going forward, let’s discuss this concept of phased retirement in some more detail and see how it will be advantageous for your A&E firm.
  

What is a Phased Retirement?  

As defined by Stephen Miller’s article for SHRM Online, “Phased retirement is an employer-based program that allows employees close to retirement age to reduce their working hours and transition into retirement. These programs may include a partial drawdown of funds from defined contribution or defined benefit retirement plans and continuing employer-sponsored health coverage.” 

The idea of phased retirement is not new. In fact, a worldwide survey of 1,736 HR Executives, by Mercer LLC, indicated that around 38% of these executives said they offer phased retirement which is more than double the 17.2% before the pandemic. Clearly, these executives see the slew of benefits for considering a phased retirement plan that will be advantageous for both employees and employers. 

Phased Retirement Benefits for Employees 

The following are just some of the benefits of a phased retirement for employees: 

  • Lowered Responsibility: Experienced or knowledgeable professionals tired of dealing with their current level of responsibility are looking for less-stressful roles or roles that are project-based, and those where their schedules can be more flexible. 
  • Guidance from Employer: As they see the unknowns of retirement fast approaching, these senior employees can look to their employers for a source of assistance on how to proceed forward in their ultimate career plans. 
  • Addresses Longevity in Life: People are living longer, so there are both financial and personal reasons employees close to retirement age may want to and/or need to phase into retirement, which includes continuing to save as much as possible before their career comes to an end. The days of guaranteed pension plans have been replaced by 401k plans and other sources of retirement savings. 
  • Offers Partial Retirement Earlier: Given the opportunity to reduce hours while still getting a salary and benefits allows employees to save money and invest carefully now so they can enjoy a retirement while still young enough to appreciate it.  
  • Can Test Drive Retirement: A phased approach to retirement lets senior employees ease into a new chapter in life. They get a chance to try things out before totally committing or “test drive” how retirement will work for them. For example, with a reduced workload, they will have the chance to explore other interests outside of work. 
  • Helps Adjust to New Life: Employees close to retirement age must consider making life changes that may be a bit stressful. Phased retirement provides a chance to see what these changes look like going forward without being overwhelming. Like, if married, starting with reduced hours is a handy way to help a couple ease into a new living arrangement. Or for those that are used to working all the time, they can see what it is like to have more time without work. 
  • Get an Encore Career: With changing responsibilities or the type of work that senior employees can take on whether upskilling or reskilling, phased retirement can offer these employees an “encore” career. This mindset allows for the eventual transition to retirement to be a positive one and has employees “go out with a bang.” 

Phased Retirement Benefits for Employers  

Employers also benefit by offering their employees phased retirement options. Below are just a few of those benefits: 

  • Knowledge and Skill Transfer: Seasoned employees generally have strong skill sets and knowledge that comes from experience, or the work ethic that can be transitioned to another position through reskilling or upskilling. Firm leadership needs to keep these valuable employees by granting pre-retirees the opportunity to continue earning income while feeling significant to the firm. During the phased retirement, skills and knowledge can be transferred to the next generation and the employees feel valued by their employer who works with them to provide a comfortable transition. 
  • Opportunity for Younger Generation: Again, skill sets and knowledge come from experience and are not learned immediately out of school. With phased retirement, transitioning senior workers gives younger workers opportunities to move up, making skills coaching by experienced workers vital. These younger workers will have the chance to get exposure to what the experts know before they transition out. 
  • Mentorships: Pre-retirees can offer their skills and knowledge and help with succession planning, mentoring, and training of the younger workforce. With phased retirement, there is time for this significant evolution to occur with no sense of major urgency. In fact, morale can also be improved when senior workers are given the chance to mentor their younger coworkers and see the value they still bring to the future of the firm. 
  • Ease of Transition: With phased retirement plans in motion, this facilitates a more seamless transition for these workers. With guidelines in place, and a mutual understanding of what is to come, there is no abrupt ending to their careers.  
  • Offers Employee Flexibility: Phased retirement gives pre-retirees the flexibility to retire on their own terms, which shows them that they are valuable and that the firm cares about them. When structured, firm leaders can help senior employees make a comfortable transition to retirement while not losing the trust of long-term employees.  

Examples of Requirements for Eligibility for Phased Retirement Program 

A&E firms looking to introduce a phased retirement program may want to start with determining eligibility requirements. Below are a few examples of such requirements: 

  • Minimum 5 years of Service 
  • Minimum Age 55 
  • Minimum Hours Reduction 10% 
  • Maximum Hours Reduction 50% 
  • Minimum 6 months, Maximum 3 years 
  • Minimum 20 hours/week 
  • Agree to retire at the end of the specified timeframe 
  • Arrangement must be mutually agreed upon 

Additional Items to Consider When Creating a Phased Retirement Plan 

Other considerations when exploring if a phased retirement plan option is right for your A&E are: 

  • Participation in the program must meet the needs of the department and the firm as a whole. 
  • It is not a guarantee of employment. 
  • Employees must be in good standing. 
  • Employees must adhere to company attendance policies. 
  • Employees have the option to accelerate their retirement date.  
  • As an employer you do not necessarily have to agree to a request if you have a good business reason for your refusal, but you must deal with the request in a reasonable manner and accommodate employees' needs wherever possible. 
  • Attention needs to be paid to the details of the transition. 
  • It should be presented as any benefit, so eligibility is like any other firm benefit. 
  • Program needs to be communicated throughout the firm and speak to “all demographics.” 

Get Started with your Phased Retirement Plan 

With a phased retirement plan in place, A&E firms or any professional services firm can navigate the transition of valuable, seasoned employees with ease, maintain careers and skill sets, all the while helping the next generation be prepared for the future to ensure continuing success. Each plan will be specific to an A&E firm’s needs, focusing on what makes sense for that firm and determining which roles it would apply to. If this is something you would like to explore further, feel free to reach out to our HR Consulting Experts. Click the image below to get started. 

 

New call-to-action

 

Business Solutions: Features vs. Function to Solve Problems

Posted by Cate Phillips on April 13, 2023

04-13-23 Business Solutions-FeaturesvsFunction_Banner

 

This is the sort of adversarial match that goes on too often every day for professional services firms. Buyers are overwhelmed by the sheer number of features when they watch a software demo. What is often forgotten, though, is that elephant in the room – the function of the software and how the product solves your business problems.  

Differences Between Features and Functions

But first, what’s the difference between features and functions? Features are all the cool things software can do. While functions are all the cool things software can do…FOR YOU! 

A solid ERP should support your professional services firm’s business processes. You should not need to change your business processes; the technology should be there to strengthen your processes. 

Usual Process for Seeking New Technology

Let’s check out what often occurs as a professional services firm seeks out solutions to its business issues:  

1. Deciding the Need 

Here is usually how it goes.  A firm feels business pains – growing pains, direction, or market pains, etc. The leaders decide that new software will solve their problems and set about contacting vendors to see what their software will do. What is sometimes not communicated, though, isexactly what the problems are. Sometimes the leaders keep their needs/want to themselves preferring instead to see what the sales rep has to say, or sometimes they simply don’t know exactly what the problem is or how to solve it.   

2. Feature Overwhelm 

The eager sales rep arrives and starts working with the firm trying to understand the business issues, however, there remain the previously mentioned miscommunications regarding the business issues that need to be solved. So, the sales rep, having confidence in the quality of the product to solve a myriad of issues, launches a demo campaign perfectly designed and choreographed to show every remarkable thing the software does. It works - the firm is awestruck by all the impressive features, but will they solve the business problems? 

3. Selecting the Solution 

After looking at several vendors’ presentations and perhaps even some RFP responses, the firm gathers, compares notes, and ultimately chooses the most appealing and financially comfortable solution.  

I’m sure, as a savvy member of our business community, you spotted the increasing snowball of issues that all come down to one basic, yet seemingly elusive, concept – the lack ofclear definition, well-defined communication, and effective partneringwith the vendor on the business issue(s) itself.   

Solving the Business Issue...the Function 

Now, let’s replay that same first scenario with a significant tweak to the beginning. The professional services firm is realizing some sort of business pain: current market/direction pains or future growth and development pains, disparate and inefficient processes, and lack of relational data for business metrics. Key firm members still convene to try to clearly identify what the issues are.   

However – and here’s where it gets exciting – they reach out to a preferred vendor who,together  with the key firm members: 

  • Clarify the business issues. 
  • Develop a plan to solve them. 

And only then do they … 

  • Acquirethe right software solution. 

Notice how the features weren’t even mentioned yet? Sure, it’s important to have cool things that your software business solution does which make everyday work life easier or more interesting. And yes, it’s great to have hotkeys, a special GUI (graphical user interface) on pages, neat buttons, and clicks. But, in too many instances, those features are there mostly to sell but not to solve. They are frosting, gravy, or special sauce – yummy to see and eat, but without solid nutrients, are not satisfying the functional need.  

And what’s more, those “bling” features almost always end up costing far more than going with what may seem like an initially expensive business solution. The cliché, “you get what you pay for,” is very true in the software industry. Going with a less expensive solution can sometimes cost more in the long run, because if you haven’t solved your business issue, you end up with voluminous customization costs or just more disparate systems.   

Partnering with Firm and Vendor Garners Results 

At some point in the future after choosing based solely on price, bells, and whistles, you will likely need to cut your losses and just go with a vendor who will work with you to solve your business problems. It’s the partnering of a professional services firm and vendor which garners the real result. 

In the Forbes.com article, “To Increase Revenue Stop Selling” former contributor, Mike Myatt, states that organizations want to be treated like partners and not a software sales targets. Working with its vendor is the only way a successful solution will be realized resulting in a long-standing, productive business relationship. In the article, he says, “Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work.” 

The article makes you think about it - do you establish trust by profiling and targeting prospects, or by attempting to understand the needs of a potential client? This is much more than a semantical argument – it’s a philosophical shift in thinking, and a practical shift in acting. Stop selling and start serving.  

To put this in terms for your professional services firm, stop buying and start receiving this service.I’ll go even further and suggest an early warning sign…if your vendor doesn’t keep the door open that its software may not be a fit until an in-depth discovery is done, and all stakeholders are aligned, be wary. A solid partnership will be cognizant of the fact that an install that isn’t actually solving problems is a lose-lose situation.  

Finding the Wonderful Consultants Who Care  

So where are these wonderful consultants who care and want to partner with your professional services firm to solve your business issues? They’re out there all right. Yes, they’re tougher to identify among all those throwing the title around on their business cards or in their lingo.  

Here are 5 tips to help you find the right business solution partner. You’re looking for consultants who: 

  1. Talk more about you and less about themselves and their product features.
  2. Question and then listen.
  3. Work with you and don’t sell to you.
  4. Take the time to build trust and mutual respect.
  5. Provide solutions that function for your firm instead of features that “could” work.

Partner Up to Navigate Features vs. Functionality 

Interested in learning more about finding a business solutions partner to help your firm operate better? While you’re at it, get rid of those boxing gloves. You won’t need them now that you can win the match – because you know how to make the right choice between features vs. functionality in selecting your next business software solution. 

 

New call-to-action

 

Top 10 Reasons Professional Services Marketing Pros Love Deltek Vantagepoint CRM

Posted by Lindsay Diven on April 06, 2023

04-06-23 Top10Reasons-LoveDVCRM_Banner

As a veteran of the architecture, engineering, and construction industry for over 17 years, I've seen firsthand the importance of having a reliable and effective CRM system in place. When it comes to professional services marketing, Deltek Vantagepoint CRM is the go-to solution for many professionals in the industry. In this blog post, I'll explore why professionals in the industry love Deltek Vantagepoint CRM and why it's an essential tool for successful marketing and business development. 

1. Robust and Customizable Dashboards 

One of the most significant benefits of Deltek Vantagepoint CRM is the robust and customizable dashboard. The dashboard provides an overview of all essential information, including opportunities, leads, clients, and projects, in one centralized location. The dashboard is fully customizable, allowing you to choose the specific metrics and data that are most important to your marketing efforts. The ability to view all relevant data in one place helps marketing professionals make informed decisions and streamline their workflows. 

2. Natively Built Integration with Other Deltek Vantagepoint Modules 

The natively built integration between Deltek Vantagepoint CRM and other Vantagepoint modules offers numerous benefits to marketing professionals in the architecture and engineering (A/E) industry.  

First and foremost, the integration provides a complete view of the client's journey, from initial contact to project completion. This means that marketing professionals can easily access all relevant data related to a client, including project milestones, billing and invoicing information, and resource utilization. Having a complete view of the client's journey allows marketing professionals to make informed decisions about how to allocate their time and resources, resulting in more successful marketing campaigns and a better overall client experience. 

Another significant benefit of natively built integration is the prevention of duplication and errors. Because all data is up-to-date and accurate across all modules, there is no need to manually input information into multiple systems, reducing the risk of errors or duplications. This also means that marketing professionals can spend less time managing data and more time focusing on high-value activities, such as nurturing leads and developing targeted marketing campaigns. 

In addition, the natively built integration ensures that all data is secure and protected. Because there is no need for custom connections or plugs, there are fewer potential vulnerabilities in the system, reducing the risk of data breaches or security threats. The integration also ensures that all data is backed up and recoverable in the event of an outage or other issue, providing peace of mind to marketing professionals who rely on the system to manage their critical client data. 

3. Robust Reporting Capabilities 

Deltek Vantagepoint CRM offers robust reporting capabilities that allow A/E professionals to analyze and measure the effectiveness of their marketing and business development efforts. The reporting capabilities include customizable reports, dashboards, and analytics, giving A/E professionals the insights that they need to make data-driven decisions. The reporting capabilities also allow A/E professionals to track the ROI of their marketing campaigns, pipeline and forecasting, and win rate percentages enabling them to make adjustments and improvements as necessary. 

4. Comprehensive Contact Management 

Deltek Vantagepoint CRM provides comprehensive contact management capabilities that allow marketing professionals to manage all client and prospect data in one place. The contact management capabilities include contact details, communication history, and relationship tracking, ensuring that marketing professionals have a complete view of all interactions with clients and prospects. The comprehensive contact management capabilities also enable marketing professionals to segment their contact lists for targeted marketing campaigns

5. Mobile Accessibility 

Deltek Vantagepoint CRM is mobile-accessible, allowing marketing professionals to access critical information and tools on the go. The mobile accessibility feature enables marketing professionals to stay connected and informed, no matter where they are. The mobile accessibility feature also allows marketing professionals to quickly respond to client and prospect inquiries, improving customer service and satisfaction. 

Watch a brief demonstration of the Deltek Vantagepoint CRM Mobile App here

6. Connection to Outlook and Gmail 

Deltek Vantagepoint CRM allows marketing professionals to connect their Outlook and Gmail accounts, enabling them to synchronize email communications and appointments with their clients and prospects. This integration ensures that all communications are recorded in the CRM system, providing a complete view of all interactions with clients and prospects. The integration also enables marketing professionals to schedule follow-up activities and reminders directly from their email accounts. 

7. User-Friendly Interface 

Deltek Vantagepoint CRM has a user-friendly interface that is intuitive and easy to use. The interface is designed to be customizable, ensuring that marketing professionals can easily navigate to the specific data and tools they need. The user-friendly interface also ensures that marketing professionals can quickly onboard new team members and get them up to speed. 

8. Manage the Entire Project Lifecycle in One Place 

Deltek Vantagepoint CRM allows marketing professionals to manage the entire project lifecycle, from opportunity to project closeout. The system provides a complete view of all project-related information, including proposal and contract details, project milestones, and financials. The ability to manage the entire project lifecycle in one system streamlines the workflow, reduces duplication, and improves collaboration among team members. 

9. Real-Time Data Access 

Deltek Vantagepoint CRM provides real-time data access, ensuring that marketing professionals always have access to the latest information. The real-time data access feature enables marketing professionals to respond quickly to changing market conditions and client needs, ensuring that they remain competitive in the industry. 

10. Customizable Workflows 

Deltek Vantagepoint CRM provides customizable workflows, enabling marketing professionals to create workflows that align with their specific business processes. The customizable workflows feature ensures that marketing professionals can automate tasks, streamline processes, and improve efficiency. 

In conclusion, Deltek Vantagepoint CRM is an essential tool for marketing professionals in the architecture, engineering, and construction industry. Its robust and customizable dashboard, integration with other Deltek Vantagepoint modules, robust reporting capabilities, comprehensive contact management, automation and workflow, mobile accessibility, and user-friendly interface make it the go-to solution for professional services marketing. With Deltek Vantagepoint CRM, marketing professionals can streamline their workflow, increase efficiency, and make informed decisions that drive results. 

 

New call-to-action

 

Choosing the Right Deltek Cloud

Posted by Joel Slater on March 30, 2023

ChoosingtheRight-Deltek Cloud_Banner

For over a decade now, Deltek has been offering its ERP applications in the cloud. In fact, at this point, a majority of Vision and Vantagepoint clients have opted to move their software to a cloud-based deployment, also known as Software-as-a-Service (SaaS). For good reason- it provides a variety of important benefits that most modern companies can’t live without: 

    • Anytime, anywhere, secure access  
    • Always on the latest versions of the software 
    • Deltek managed data backups &
    • best-of-breed data security 
    • Backed by Amazon Web Services (AWS)

As an increasing number of firms move their operations to the cloud, it's important to understand the different levels of cloud service available. Deltek offers three cloud-level options: Standard Cloud, Flex Cloud, and Enterprise Cloud. All offerings provide the same data security protocols, deliver API access, SQL stored procedures, and the ability to set up a sandbox environment. However, each progressive tier features enhanced levels of control, flexibility, and access to your Deltek database. As you’ll see, regardless of your size and complexity, there's a cloud level that's tailored to your needs.

Standard Cloud

A majority of Deltek clients are in the standard cloud. It provides all of the perks mentioned in the checklist above. It’s a turn-key SaaS deployment option. As mentioned, all cloud tiers, including standard, provide API access, accommodation of SQL stored procedures, and a sandbox environment. There are also convenient options for data import and export using the ‘front-end’ of the system, via import utilities. This will make more sense as we get into the two elevated tiers below, which include increased flexibility for more robust data access and improved ability to support certain external product integrations.

Note that with standard cloud, you have the ability to add Custom SQL reports without actually needing to upgrade to Flex, via the ‘Custom report add-on’ option.

Flex Cloud

Deltek Flex Cloud introduces a handful of important benefits as compared to the standard cloud. A primary example is ODBC Read-Only access. Meaning, you can establish a secure, read-only, direct connection to your Deltek database. You may hear this being referred to as accessing the ‘back-end’ of your Deltek system. This capability can provide benefits such as enhanced flexibility to integrate with 3rd party tools if for any reason APIs aren’t the right solution for you. Flex Cloud also offers a preview environment before upgrades and increased options around associated upgrade timing.

Enterprise Cloud

The Deltek Enterprise cloud is the top-tier option for firms looking for extensive control and access to their SaaS database. Typically, this is for those clients seeking to preserve certain aspects of an on-premise-like experience, but who want to avoid the downsides of hosting the system in their own internal environments. Building upon what is available in Flex Cloud, Enterprise cloud allows for additional options, including ODBC Write Access (the ability to not only read/pull data but also to write back to the database via that ODBC direct connection). Furthermore, the ability to accommodate more custom development, including SQL Custom Triggers, Tables, Views, and Indexes. Enterprise Cloud also unlocks the ability to have Test & Development SaaS environments, which is not an option with the two previous tiers.

The grid below helps to provide a more visual summary:

Deltek Cloud Solution Options

Need help understanding any of the terms above?  

API Access: API stands for Application Programming Interface. Simply put, API is a way for different software programs to communicate with one another. Within the Deltek context, it means that external programs can connect to your Deltek API-enabled ERP system. This can include purposes like retrieving project data, updating financial information, or creating new records.  

SQL Stored Procedures: SQL script that can be stored and executed in your Deltek database. Stored procedures can be used to assemble and complete specific tasks, including greater flexibility to update information across multiple hubs/info centers.      

Custom SQL Reports: a report that is created using SQL queries. Custom reports are used to retrieve specific data from your Deltek database, including the ability to search across multiple hubs/info centers and assemble the data in a single formatted report.  

ODBC Access: ODBC (Open Database Connectivity) is a way for different software programs (such as Excel, Access, or Business Intelligence tools) to communicate with your Deltek database using a standardized interface. You can establish a secure connection to your database in either a read-only format (allowing a program to only consume/retrieve data) or also the ability to provide write access (allowing the program to make changes to Deltek- such as adding new records, updating existing, or deleting records). 

Assistance with Choosing the Right Cloud Level 

In summary, choosing the right cloud level for your firm depends on your specific needs and goals. While the standard cloud does work for many, others may require the increased control and flexibility offered by the Flex Cloud. For those who need even more access to their data among other requirements as described above, the Enterprise Cloud may be the best choice.  

 If your organization is considering a move to the Deltek cloud, Full Sail Partners is here to guide and help you understand these options further. A good starting point is to fill out this brief questionnaire which allows us to assess your cloud compatibility among other important initial topics to consider. If you are already in the Deltek Cloud but want to consider upgrading your cloud level, that is of course an option too.  

 

New Call-to-action

 

Eleven Reasons Vantagepoint's Project-Based ERP is Right for Your Firm

Posted by Sarah Gonnella on March 23, 2023
03-23-23 11 Factors When Selecting Project Accounting Software - Banner rev

How do you know when it is time for your professional services firm to move to enterprise project management tools or ERP? There are many factors to consider in your decision. Although you may be familiar with the name Deltek, you might not be aware of its latest solution, Vantagepoint. You might be surprised by all of its new capabilities. Not to mention that Deltek Vantagepoint’s cloud pricing ensures your firm stays up to date with the latest enhancements and reduces the burden on your IT team. We've outlined 11 important items to think about when looking at new project accounting, resource management, and client relationship management (CRM) software tools for your business.   

1) Not Your Mama’s Accounting Software

The first thing you will notice about Deltek Vantagepoint is that it’s very approachable with a modern look and feel. AE firms have come to know Deltek for its robust capabilities, but now users of Vantagepoint are talking more about its intuitive and user-friendly capabilities. This new solution is breaking down silos and getting teams to work more collaboratively because of its new project lifecycle design.  

2) Simplified Access Anywhere, Anytime

Let’s face it, not everyone works from his or her desk these days. Being able to access information anywhere and anytime is no longer a luxury, rather, it is an expectation. Deltek Vantagepoint provides users the ability to enter their time and expense data right from their phone or tablet rather than having to get on a computer and access the system directly. Users with CRM can also view and log Contacts, Activities, and Pursuit information. Deltek Vantagepoint also now includes an integration with Outlook that provides two-way synchronization of your contacts and calendar items within your Outlook email application.  

3) Reduce Manual Entry  

One of the best new features of Deltek Vantagepoint is its Intelligence Character Recognition (ICR) capabilities which simplify and improves the accuracy of expense reporting by reading text from receipts and populating the information into your expense report. This capability is also used to allow users to capture business cards or to create a new contact. The “Hey Deltek” feature allows users to speak directly to Vantagepoint and acts similarly to “Siri,” “Alexa” or “Google.” Users can use the feature to quickly find a record or to quickly add a new contact, pursuit, activity, or reminder.   

4) Streamlined Processes  

When Deltek approached the design of Vantagepoint, it had two decades of providing the gold standard of project-based solutions under its belt. Additionally, feedback and suggestions were received over those years on areas that users wanted to see improved. Some of these key areas included:  

  • Merging Clients/Vendors, Leads/Contacts, and Opportunities/Plans/Projects to reduce redundancy 
  • Ability to manage project performance in one centralized area  
  • Easily assign and reassign resources and redistribute plan hours 
  • Plan for the unpredictable changes - Deltek Vantagepoint allows project managers to control the details of their projects, whether they want to look back at JTD or look forward with ETC 
  • Improved billing tools notify invoice approvers electronically that a draft is ready for review, and approvers can use the draft invoice approval feature to mark up and enter comments using the new PDF editor function 
  • Approvals happen electronically with no more paper approval or emails to keep track of any longer 
  • Email templates are available when sending electronic payment remittances in the Vendor Payments, Employee Payments, and Payroll Payments applications saving accounting users' time. 
  • Automated bank feed improves efficiency with bank reconciliation 

5) Decision Ready Information 

Deltek continues to provide more improvements to filters, dashparts, and dashboards for ease of use for the end user. To get the most out of your software, firms need the ability to easily create, manage, and monitor projects, since projects are at the core of any project-based company. Deltek Vantagepoint delivers just that. Through a streamlined project creation process, using visuals and dashboards, project managers are able to focus on project performance through a centralized project hub. Those using Resource Planning have further capabilities through a highly developed and scalable resource management tool.  

6) Easily Create Automated Routines with Workflows 

Even though Deltek Vantagepoint is purpose-built with professional services firms in mind, firms may still need the ability to further automate processes and functions. With built-in workflows, your firm can automate front-end processes like sending emails, and alerts, updating fields, and running processes or reports automatically. In addition, stored procedures can be customized to automate non-standard processes on the back end.  

7) Integrated Systems 

Many firms have data silos with disparate systems. This separation between team members can increase inefficiencies and keep the firm from reporting on one truth for the company. Many of Deltek’s competitor ERPs are separate systems that have to share data back and forth through integration. Deltek Vantagepoint provides accounting, planning, resource management, and CRM all in one system. Firms can work as a team and build upon each other's data to gain a holistic view of the company and processes.  
 
However, there are times when firms will need to connect separate systems. For example, to their HR or marketing solutions. That is when Deltek Vantagepoint’s open APIs can be utilized. Vantagepoint has a RESTful API service, which is perhaps the most popular approach to building APIs. The RESTful service for Deltek Vantagepoint empowers programmers to build custom applications that interact with Vantagepoint. Integrations help ensure firms get the most out of their investment by sharing data between critical systems. Sometimes firms have in-house programmers that can leverage Deltek Unionpoint, while others prefer a seasoned development team, like the Blackbox Connector team, to build out their solutions.  

8) Work Breakdown Structure 

Enterprise project management accounting software becomes a “must-have” for firms that want to track detailed information around deliverables. How do you know if it is suitable for your firm? Your firm may need the ability to:  

  • Break down a project into manageable work elements by separating out the deliverables for the project 
  • Identify the start and end time of each deliverable 
  • Define the overall budget for the deliverables as well as the entire project 
  • Attach key persons to the project for reporting 
  • Set up work breakdown structures to show the effort required to achieve an objective 

By having the right software for your firm, you gain the ability to track detailed cost estimating and provide guidance for future development and controls. The ability to break a project into manageable work elements, and track the elements, allows firms to better estimate future projects while maintaining the projects that exist today.  

9) Accrual and Cash Capabilities 

Many firms want the ability to run cash books alongside accrual books to get the most accurate view of where the business stands with income and debts. Income and expense tracking is integral to project accounting software. While a cash basis may give you a better idea of where the firm stands with actual cash, the accrual method can show the ebb and flow of the overall business income and debts for the most accurate view of the overall organization and long-term profitability.  

10) Audit Trail 

Many firms require modifications that fit their project-based firm. In QuickBooks and other software, Excel workarounds with manual manipulation are required outside of the software. This can impact the firm’s audit trail. Vantagepoint has the capability of running reports for changes made in key records as well as the ability to see the financial audit trail, which is important for the firm to be compliant with GAAP, IFRS/FASB, or any other requirements.  

11) Security 

Security is one of the most important features of a program because it either allows or restricts employees from seeing sensitive information such as costs or other employees' sensitive information. Your firm will need to be able to provide access to the system for many roles in the company to work holistically with the organization’s needs. Without this ability, there is no visibility, and management of the system and processes becomes very difficult. It is important for all players to have access to the information they require to manage their duties and keep the business running smoothly.   

Gold Standard of Project-based ERP Systems for Professional Services Firms 

If you haven’t seen Deltek Vantagepoint, it is time to talk to a partner like Full Sail Partners to see why Deltek Vantagepoint is the flagship ERP solution when it comes to professional services firms. Whether you’re a 10-person or a 2,000-person firm, Deltek Vantagepoint is designed to help manage the entire project lifecycle better than any of its competitors. This intuitive, powerful solution puts your people and projects at the center of your business so you can be more efficient, productive, and profitable. Be sure to check out our latest mini-demonstration by clicking the image below or reach out to us today

 

 

New call-to-action

 

6 Steps for Accurate Reporting in Deltek Vantagepoint

Posted by Terri Agnew, CPA on March 16, 2023

03-17 6 Steps Accurate Reporting Banner

As a “Power User” or Deltek Vantagepoint System Administrator, you will often get requests from users for information from the system. Project Managers may need revenue totals, labor spent compared to budgets, or planned versus actual data. Executives may want to understand key performance indicators (KPIs) such as utilization, and revenue compared to budget or cash balances.  

Each user has a variety of needs, and as a Power User, it is your job to interpret their requests and provide the users with the best report in the ideal format to assist them in making business decisions. This article will walk you through the 6 steps you should take to create an accurate report and reduce the need for multiple report iterations. Use these steps next time a user asks for a report! 

1. Understand the Question(s) the Report is Supposed to Answer  

When someone thinks they need some sort of data, often they just ask for the data itself like “Can you get me a project detail report for XYZ Project?” However, you don’t know what they want to use it for, or what question they are trying to answer by using the report, the report they are asking for may be the wrong solution for their actual need. They will then come back and ask for another report until they get the data, so they really need to answer their question(s) or solve their problem.   

If you get a generic request for a report, first stop and ask what they are looking to use it for. Ask questions like: 

  • What is the issue you are trying to solve with the report?  
  • What data point(s) are you looking for – actuals, budgets, contract/compensation, revenue, profit, etc.?  
  • Do you need transactional details vs. just summary totals? What timeframe are you looking for (current month, YTD, JTD)?  
  • Which projects/records do they need?  
  • What output do you want it in?  
  • Is this data you need on a regular basis, and if so, at what interval? Based on this question, maybe they need a scheduled report or even a Dashpart instead.  

All these questions will help you give the user the data they are looking for, and hopefully eliminate revisions needed if you hadn’t asked the questions upfront. 

2. Decide on Deltek Vantagepoint Standard Report Base to Utilize 

Based on the questions asked, you will then need to decide what Vantagepoint Standard Report to utilize as the base of the report. Here is an example of how to go through some of the questions: 

Question: Tell me a little about what you are trying to use this report for. What question or issue is it to help you answer? Answer: I have a project that isn’t performing as well as I thought it should; the profit margin is low. I’m trying to figure out what phase of the project is going “south.” 

Question: OK, what specific data points are you looking for? Answer: Project Actuals compared to Compensation and Budget by phase. If you don’t know if their budget is from the plan or project budget worksheet, you would need to verify this data point. 

Question: Do you need transactional detail or summary totals? Answer: Summary totals will work. OK, I’m now leaning toward the Project Earnings or Project Progress report, not a Project Detail report.   

Question: What timeframe(s) do you need the data for? Answer: JTD will work.    

Question: Since you said you need to compare to your budget; do you want to see the overall budget amount or ETC and EAC? Answer: Good question; I’d like to see JTD, ETC, and EAC.   

As you can see, you start building the report as the questions get clarified. In fact, their initial request for a Project Detail report may have been entirely inaccurate for what they truly need this report for. 

3. Select the Records Needed 

In the example I have been using, the user was asking about one project. However, often you need to verify which records you need. After you have clarified that, I recommend selecting your records first. This recommendation is for two reasons: (1) record selection is at the top of the screen, so why not fill it in first? and (2) when I am done selecting my options, I want to run the report right away. If I don’t select the records first, I may accidentally run the report for ALL records…YIKES, No thanks!   

4. Review the Options Needed 

With Deltek Vantagepoint, the reporting options menu is now consolidated to two tabs – Columns & Groups and Options. On occasion, you may want a chart or to change the layout but for the most part, these first two tabs are all you need. Since the options are condensed, the best practice is to start at the top and hit all of them. This way you won’t miss something like selecting final totals, the correct budget option, or if you needed to uncheck the “activity” option. 

5. Preview for Accuracy 

ALWAYS! Prior to giving a user a report, even if it is a report that you have used many times, always preview the report first. Missing one little box, like not unchecking the activity box, will result in a blank report. Preview the report. Make sure it answers the question in the first step. Are all the data points needed represented? Are the records correct? 

6. Confirm the Output 

The most popular type of output for a report is a PDF or physical printout. However, there are many other options available. Deltek Vantagepoint can export reports to Excel, Word, and even PowerPoint. Additionally, now that Vantagepoint has dynamic dashparts, many firms are finding that when a user is asking for a report, they may find it useful to create a dashpart to have on-demand access to this information quickly and easily.   

Once you are satisfied with the report, contact the user with output options and confirm the best output. Sometimes after you present the draft report to the user, you may find that this is a report that should be scheduled out on a regular basis or shared with a group of individuals’ favorite report list. Or maybe a dashpart would be useful to access the information on a regular “on demand” basis? 

You may also want to ask questions like “Is this information something you would like on your projects weekly, monthly, on-demand?" or “Is this information something you feel other managers also could use on a regular basis?”  

Accurate Reporting With Deltek Vantagepoint Allows for More Efficient Decision-Making 

In conclusion, accurate reporting is essential for making informed business decisions in Deltek Vantagepoint. As a Power User or System Administrator, it is crucial to understand the user's needs and interpret their requests to provide them with the best report in the ideal format. By following the six steps outlined in this article, you can create accurate reports that answer the user's questions, reduce the need for multiple report iterations, and eliminate the possibility of errors. Always preview the report before sharing it with the user and confirm the output options that suit their needs. Accurate reporting in Deltek Vantagepoint is vital to help your organization make informed decisions and improve overall business efficiency. 

 

New call-to-action

Dos and Don'ts When Implementing Your CRM

Posted by Amanda Roussel on March 09, 2023

03-02-23_Dos-and-Donts-Implementing Banner

It’s no shock that technology is constantly changing. While some firms are accustomed to decentralized pursuit and marketing data, others are recognizing the need to consolidate platforms and streamline processes. In doing so, teams are discovering that a shared resource offers more transparency and accountability if executed smoothly. What are you waiting for? 

My years as a proposal specialist, marketing coordinator, marketing director, and now a CRM consultant have shown me that not all firms, or systems, are the same. There are often similarities regarding firm priorities, but people and processes can vary greatly. Let’s look at some pointers from the success stories and perhaps some lessons learned from others.  

Approach as a Team 

DO: Approach a CRM implementation with a TEAM mindset. 

The more successful implementations not only have executive support throughout the process, but they have executive engagement and involvement. This takes a commitment of time and effort from the leadership team as well as other stakeholders. Stakeholders may include members of the leadership team, marketing, and business development, seller/doers, proposal coordinators, and more.  

In Deltek Vantagepoint, everyone is using the same system and the same data, but for multiple purposes. This is certainly a team project, whether you would like to admit it or not. This concept is likely a change from previous processes.  

DON’T: Expect the marketing team to implement and roll out to the entire firm. 

There’s more to Deltek Vantagepoint CRM than marketing. It’s true! A strong CRM can guide how your firm identifies, pursues, and wins work. By capturing the right data, results can be analyzed and strategies adjusted.  

Engage Stakeholders 

DO: Think about business processes as a whole.  

It can take a large team of people in various roles to win work. Everyone has a part in the process, and representatives from those roles should be included in the implementation team. In Deltek Vantagepoint, many roles touch even just one project record. Business developers, proposal coordinators, project managers, finance teams, and project accountants all have a vested interest in recording data. The process needs to be seamless and support business processes. 

Ask questions, and then ask more! A few to get you started include:  

  • Where do groups track efforts?  
  • What reports are modified outside of Vantagepoint?
  • What information do you want to know but have no way of knowing?
  • How many emails are sent to find out who talked to John Doe recently? 
  • What are the pain points in the process of winning work?

DON’T: Assume an individual or small group has all the answers to the above questions.  

Each role has an interest in different parts of the process. Use this opportunity to address as many as possible while implementing CRM in Deltek Vantagepoint.  

Manage Expectations 

DO: Identify firm priorities to focus on.   

What are the primary goals? And what is the timeline to accomplish these? Priorities usually identify themselves after stakeholders converse and discuss wish list items. Here are more questions to prioritize:  

  • Does the firm want to have a clean pipeline?
  • Does the firm want to utilize project forecasting?
  • Does the firm want to know what is being spent on the pursuit of work? 
  • What is the return on effort for marketing initiatives?
  • How easily can a contact list be created for a holiday mailer? 

Secondary priorities can come into the fold after the primary priorities are rolled out. For firms new to CRM, there are recommended stepping stones to build upon and each of those takes some time. After all, a CRM implementation is usually rolled into a potentially busy workload. Identifying priorities and creating realistic timelines helps team members understand what’s important now and what to look forward to in the future.    

DON’T: Expect to successfully roll out a complete CRM in a few months. 

On the surface, that’s potentially an achievable goal. However, it may be more transactional than impactful. Do it right and go for impact!  

Make Decisions 

DO: Identify needs, discuss solutions, and make decisions.  

Making decisions allows for configurations to be made and tested. Once tested and confirmed that the process and system meet user needs, then document and execute it. Most CRM configurations can be modified and adjusted as needed. You must start somewhere though.  

DON’T: Delay decisions.  

I see implementations lose steam when decisions take too long. Sometimes this is due to not having the right team members around the table. Teams must include decision-makers and doers.   

Educate  

DO: Socialize the concept of CRM with employees.  

Introduce bite-size pieces of visuals, data, or processes in company meetings. By nature, some employees may become CRM champions or power users. Give them access and let them promote CRM with the implementation team. It’s always great to identify those cheerleaders within the firm that naturally promote a CRM because they believe in the process and trust the data.  

DON’T: Shock your users and give them a manual. 

People don’t typically like surprises. CRM implementation is no different. Helping others recognize what’s in it for them can go a long way. Even without the presence of a formal CRM platform, some employees are likely tracking CRM-like information. Perhaps it’s in a spreadsheet, email platform, another CRM tool, a notebook, or even their heads! Introduce them to a new tool to increase efficiency. 

Be Open to Adaptation  

DO: Recognize that this is a fluid and ongoing effort.  

Your business is constantly changing, which means your CRM system will need to adapt to those changes. A well-implemented CRM has an accompanying maintenance plan and onboarding steps.  

DON’T: Think you’re done after your go-live date.  

Tweaks will be made along the way, and workflows may change your life!  

Everyone Should be Involved When Implementing CRM 

There are many best practices to learn from and take advantage of here. While CRM is a tool that was historically used by marketing teams, Deltek Vantagepoint offers so much more than that. A theme that should be promoted throughout an implementation is “our system.” A CRM implementation is a group effort and everyone throughout the firm should be considered and involved throughout the process. 

 

New call-to-action

The Best Business Intelligence (BI) Tool for Deltek Vantagepoint Users

Posted by Timothy Burns on March 01, 2023

03-02-23_BI-Intelligence-Tools_Banner

One of the topics that keeps arising from the Deltek user base is utilizing business intelligence (BI) tools. Firms are seeking out BI tools for different reasons, but all are looking to provide further analysis and visibility to employees within the firm. Some of the key products firms are investigating include Power BI to Tableau to Informer. So, what is the best BI tool for Deltek Vantagepoint users? Let’s dive in and discuss why firms are searching out BI tools and discuss what we have found to be the best solution. 

Clients Want More

The Deltek Vantagepoint product is robust and provides many out-of-the-box visuals and dashboards, but there are some further capabilities that require users to turn to a BI tool. Some of the most common features include: 

  • Report upon any table or field not just pre-selected datasets 

  • Create visuals combining different hubs or tables (For example, Project and GL Reports) 

  • Enhance drilldown capabilities from a visual

  • Combine outside data from payroll, marketing solutions, etc. 

  • Track against goals, KPIs, and industry benchmarks 

Why Entrinsik Informer Stands Out Amongst Other Business Intelligence Solutions 

  1. Out-of-the-Box Standards– No more starting from scratch and spending months and even years building out something that could be available to you day one. Our team has built what we call the gold standard, a starting point for project-based firms. On the first meeting, our team will show you how your data looks in our out-of-the-box datasets, visuals and dashboards. We will then work with your team to tweak datasets to your definitions and work with you to validate the data. Our gold standard includes visuals from the executive down to the employee and every role in between. 

  2. Reduce Burden on IT – Deploying a BI tool can be cumbersome for technology teams. Our streamlined approach to deploy a BI solution saves time and resources. Most tools require in-depth database programming skillsets, such as SQL. One of the key benefits of Entrinsik Informer is its intuitive and user-friendly capabilities, including dataset and visual design. Informer also scales to meet the needs of organizations as they grow and evolve, so companies do not have to sweat about the future.  

  3. Integrated Security with Deltek Vantagepoint  – Informer utilizes the same security protocols utilized with your Deltek product streamlining the login process. A key advantage is user security data can be assigned in Deltek. As an example, when users are disabled within your Deltek product, they are also disabled within Informer. 

  4. Drilldown Capabilities is Built-in– Informer offers built-in drilldowns to transactional data on visuals. The drilldowns are automatically configured on visuals. In other BI tools, it is just another thing you have to design, but not in Informer. 

  5. Cloud Compatible  – Deltek users in the cloud need not worry. Another benefit of Entrinsik Informer is that it is Deltek cloud compatible by using FLEX direct database access.  

  6. Combine Outside Data – Users can combine multiple outside data sources. For example, firms can bring in payroll data or other third-party solution data for further analysis.

  7. Send Reports and Alerts Based on Conditions – Informer allows users to tap into their data and email certain filtered views to internal or external recipients. Emails and alerts can be scheduled on any conditional criteria. For example, as Project Managers utilize 80% of their budget, an email can be sent with a link to their dashboard and a breakdown of time on their project.

  8. Schedule Data Updates On-Demand– Users can schedule data to be refreshed on-demand or at specific time intervals. Datasets can also be scheduled at separate intervals. Some BI tools lack this flexibility, and all data is refreshed at one time. For example, opportunities may be updated every two hours, projects updated nightly, and income statements updated monthly after postings.

  9. Mobile Accessibility – Dashboards can be viewed on-the-go on any mobile device. One of the key differentiators between Entrinsik Informer and other BI tools is its drilldown capability. Informer content is automatically configured for mobile viewing without any additional development.

  10. Easily Create Firm Documents – Informer is designed to be user-friendly and easy to use, even for those without technical expertise. With Informer templates, firms can automate manual form and template creation with ease. Examples include firm invoices, fee proposals, custom reports, and more. Templates are highly customizable and won’t break when Deltek Vision or Vantagepoint is updated, allowing the template to be used well into the future.

See Informer in Action

Entrinsik Informer provides a combination of ease of use, customization, integration, speed, affordability, and scalability that sets it apart from other business intelligence tools on the market. If you are ready to see more, we recommend checking out this previously presented demonstration webinar to see highlights of the capabilities of the product. Power BI, Tableau, and Informer each offer unique features, but our clients believe Deltek users will find Informer to be the best business intelligence tool option. Click the image below to watch our webinar providing a more in-depth analysis of the capabilities of each of these products and learn what the future holds for BI tools. 

 

New call-to-action

No Cost? No Catch? No Way! Discover the Truth About Deltek Vantagepoint Planning

Posted by Rana Blair on February 27, 2023

 

02-23-23_planning_banner REV

Deltek Vantagepoint features a free Planning tool that is available for use by EVERY user on ANY type of project. That’s right! The Vantagepoint Project Planning application is free with Back Office and ready to use without additional licensing costs! 

Your team can enjoy the benefits of using a modern project planning tool with no messy integrations or boring training sessions. With just a few steps, your firm can go from looking in the rearview mirror to careening toward excellence using a modern predictive planning tool. Just open the software, get a little Best Practices assistance from your friendly Deltek Vantagepoint Planning Consultant, and get users trained. Then watch how it improves awareness and performance. 

Login now and you can access… 

  • Plans for any Project Charge Type. 
  • Overhead Projects – Wonder where the IT time goes? Use the Plan to review JTD Spending on Labor and Expenses! 
  • Promotional Projects – Need to be conscious of the spend on pursuing projects? Create a plan to set expectations and monitor spending! 
  • Regular Projects – Set up the plan and budget for resources and review at any time.

Contract Information 

Planning provides users with key information on the contract values stored in the Contract Management section of the Project. When the Contract is updated in the project, it is updated in the plan automatically! WOW! 
 Table

Description automatically generated

Labor JTD Review and ETC Planning 

Using the plan to view JTD Labor and enter the remaining hours needed to complete the work is simple and provides immediate feedback on the expected total hours. 

Table

Description automatically generated

This information automatically calculates dollars spent and projected at Billing or Cost values and generates a forecast of project performance. 

Table

Description automatically generated

Planning for Expenses and Consultants 

Expense & Consultant budgets can be planned in dollars, and like the Labor, the posted amounts are updated in the plan automatically. 

Table

Description automatically generated
 

Visibility EVERYWHERE! 

Viewing project performance in the plan effectively replaces the boring black & white reporting we’ve been forced to use all these years! It’s so exciting!  

Want to keep your reports? You can have them at no extra charge. The data from the plans can be used in most Project reports by simply changing the Budget Details to Project Planning Budget and choosing the right columns. 

A picture containing text

Description automatically generated  A screenshot of a computer

Description automatically generated

But Wait, There’s More!  

Want a reporting tool that updates automatically when your plan changes? You can have it! See the same information from the plan in a colorful Deltek Vantagepoint Dashboard! Just wow! 

Graphical user interface, application

Description automatically generated

Do you feel like you must choose between the Budget tool and the Planning application? Well, you can have both! Review Planned Data next to Budget data in the new Vantagepoint Project Review. Accountants can have their place and Project Managers can too! 

Table

Description automatically generated

And there’s even more! Implementing use of the Planning tool allows your firm to extend the investment with Planning Resource and Budget Alerts. Planning data can even be used to streamline and validate Timesheet Entries. 

All This for ZERO Easy Payments 

Let’s review the features you get for ZERO Easy Payments! 

  1. Labor, Consultant, and Expense Planning  
  1. Planning by Employee and Generic Resource 
  1. Real-time Labor visibility (including unposted time!) 
  1. Data Visibility in applications, reports, dashboards 

How Can So Much Be Free? 

It’s simple, the tool has been scaled to fit the current needs of firms of all sizes. Adoption of the basic tool is easy, and the benefits easily recognized. Today, you can dabble in the Planning tool with little investment. And when you are ready for more, simply add licenses without losing any of the momentum you have achieved. 

What is included in the licensed Vantagepoint Planning and Resource Management application? 

As of Vantagepoint 5.5, features available to licensed users fall into four categories: 

  • Usability Features 
    • Schedule Tab with exportable Gantt chart 
    • Schedule (Task) Dependencies  
    • Planning Subrows to display Planned and Actual values for Hours, Cost, Billing in time scale periods 
    • Planning Assignments displayed on the Employee Card 
    • Bulk Redistribution of Hours and Variance Spreading 
  • System Extensions 
    • Project Pursuit Stages 
    • Revenue Forecast Application 
    • Estimated Fee and Probability fields 
    • Planning Exports 
  • Visibility 
    • Project Planning Reports 
    • Planning Dashparts such as My Upcoming Assignments  
    • Resource Planning Data in the Calendar Timesheet 
  • Resource Management  
    • Resource View, Project View, and Reporting 
    • Generic Assignments Dashparts 

Getting So Much for So Little 

You might be wondering, “How can so much come for so little?” It’s simple, the tool has been scaled to fit your needs now and in the future. Today, you can dabble in the Planning tool with little investment or risk. And when you are ready for more, simply add licenses without losing any of the momentum you have achieved. 

Whether your firm has zero or hundreds of licenses for Deltek Vantagepoint Resource Planning, the need to manage project performance is universal. The steps for input and maintenance are all the same regardless of how far you want to take the data.  Act Now!  Get started with Planning today!  

 

New call-to-action

 

Tips for Finding and Preparing for a Great Consultant

Posted by Cate Phillips on February 16, 2023

 

02-16-23_Tips for finding a good consultant

In the world of Deltek, leveraging a consultant is a common practice. For many firms it makes perfect sense to rely on expertise from those that have been through it before…especially when we are talking about a heavy lift project like upgrading from Vision to Vantagepoint. Previously, I discussed the importance of following processes and preparation when it comes to business development in this blog. So, this time, I want to talk about some tips you can use to create a process which your firm can follow for selecting and preparing for a successful Deltek consulting engagement. 

Just to set the stage for the discussion, as February is Black History Month, one of my favorite things to do is to teach my kids as much as I can about black historical figures and those that I’m certain are paving history right now. I learned about a Nigerian man named Aliko Dangote who is the wealthiest man in all of Africa. And obviously, with the similarities between us, I think I’m likely on the path to becoming a billionaire too.  

We both like to work 12+ hour days and start at about 5am. He has been awarded “most powerful man in Africa” several times by Forbes, and I have often been revered as the “most powerful woman in my family,” mainly by those I am bossing around. See how Aliko and I are almost twins? But really, recognizing a figure like Aliko is a great segue to discuss how to find and prepare for a great consulting relationship. 

Find a Smarty Pants Consultant 

Reflecting upon this story, a huge takeaway is that Aliko has been known to say that “he always hires people that are smarter than him.” Yes, we might immediately infer that Deltek consultants are more knowledgeable than the typical System Administrator or CFO when it comes to the areas they specialize in. It makes sense that a person that works in their career for even as many as 5-10 firms using the same software still doesn’t have the experience that someone who works with as many as 5-10 firms a day/week. Clearly exposure matters.  

Build Your Internal Team 

Interestingly, my boss, Sarah Gonnella, VP of Marketing and Sales for our firm, recently shared with me that she often looks for people that are different than her for her team. She believes that it’s wise to leverage strengths, acknowledge weaknesses, and collaborate a lot. I imagine Aliko would agree with her. Often the people that I believe are smarter than me, are also different than me.  

When you build an internal team for hiring a consultant for a complex project you should ensure: 

  • You have the right business areas represented. 
  • You all know each other’s strengths and weaknesses. 
  • Everyone involved is super smart. 
  • There is trust. 

Processes Everywhere 

Ok, before you think I am getting carried away here, I don’t mean that you should overthink everything and micromanage your team to death. Aliko hires smart people because humans are not robots, and it’s not possible to systematize everything. The important processes to have involved are: 

  • Feedback: Embrace honesty! Tell the consultant how he or she is doing, tell each other how it’s going, look for gaps that allow for continuous improvement. 
  • Needs assessment: What do we need? Does the consultant have a process for learning our needs? 
  • Roadmaps: Where are we all headed? How will we know we are on the right track? 
  • Testing: Testing without knowing what success looks like is fruitless, and yeah, go ahead and document the tests.  
  • Check the Facts: Before you get sucked into black and white thinking, remember all the times that a solution was found in the gray. Find comfort when it feels overwhelming or stressful that sometimes the greatest things must trod through some discomfort along the way.  

Flexibility Rules 

The best teams can roll with the punches, and complex projects have a lot of unknowns. Don’t hire a consultant that doesn’t understand that. Technology should support business processes. Yes, tech has limitations. You need a consultant that can meet you where you need to be met, and he or she needs to be creative to solve problems. If you are interviewing a consultant, and he or she is too committed to a rigorous process that isn’t somewhat fluid, be wary. I am pretty sure that Aliko would feel the same way about flexibility because it is smart. 

Change Management 

If your consultant and/or your internal team are not talking about managing the change involved in a complex project, that needs to be addressed right now. There isn’t really any more to say about that. Great leaders like Aliko understand that this is vital to success. Change management is key; software is only as successful as its users are…it has to be used.  

Celebrate, Document and Evaluate 

In wrapping up this blog article, I am reminded of a few other key components to think about when your firm is involved with finding and preparing for a great consultant. Don’t forget to celebrate, document future phases, and study the mistakes for next time. Lastly, always remember these wise words from Aliko Dangote: “In the journey to success, tenacity of purpose is supreme.”  

New call-to-action

 

What to Look for in a CRM Consultant

Posted by Sarah Gonnella on February 09, 2023

 

02-09-23_CRMConsultant_Banner

The other day I had a prospect call looking for a CRM (Client Relationship Management) software, but what he found was a CRM Consultant vs. a “salesperson.” Don’t get me wrong, I absolutely want to sell software…to the right fitting firm. As with most calls, this caller wanted to set up a time for a demonstration.  

However, without understanding the prospect's challenges, and ultimately how the software will help the client’s marketing strategy, a demonstration is futile. A CRM system isn’t a magic bullet. So, when you are looking for new CRM software, it’s important to also evaluate who will assist you beyond the sale. Below is what to look for in a CRM Consultant: 

A Results-Oriented CRM Consultant Identifies Firm Needs

When speaking to a client or potential client, a CRM Consultant asks probing questions to evaluate the firm’s current processes, its challenges, and ultimately what the client is looking to accomplish. As a CRM Consultant, it’s important to understand the firm’s level of sophistication related to marketing processes and measurement. Just like a growing baby, each firm is at a different growth stage.  

baby growth sm

A baby must learn to roll over, crawl, stand, walk, and then run, and so must a firm. You can’t expect to immediately start running. Some firms’ processes are advanced despite the fact that they have no CRM system. Others have no processes at all. A firm must start somewhere. So as a consultant, it’s important to understand the firm’s marketing maturity before establishing a CRM implementation for that firm.  

During the above-mentioned call, the prospect was a little taken aback when I told him that our system wasn’t the right fit for his needs. Ultimately, he was looking for another type of software. Although it ended up not being a lead, the prospect was thankful for my honesty as I took the time to understand what his firm needed and helped guide him down a better search path. 

A Vigilant CRM Consultant Engages Key Players Throughout Implementation

After establishing needs, it’s important to make sure you have the right players. As outlined in this previous blog article, 8 Reasons for a Successful Implementation, it’s important to ensure executive buy-in during the sales process. Just as important is having the right CRM champion, and with an ERP (Enterprise Resource Planning) system, it’s important to get finance involved.  

All these key players must be a part of not only the implementation but also the sales process. When involvement from any of these roles is lacking, the likelihood of success is lessened. It is the role of the CRM Consultant to make sure that these key players are established from the beginning and do their part through the implementation. These key people play a huge part in the rollout of the system and must also engage other end users to ensure all departments, divisions, markets, and offices are represented. 

It is the Duty of a CRM Consultant to Look to the Future

When going through an implementation, a misconception that many firms have is that once the implementation is complete, so is the development of your CRM. Well, what worked today won’t necessarily work tomorrow. As your marketing strategy and the competitive landscape change, your CRM system must continue to evolve.  

Your CRM Consultant should look to resolve short-term and long-term needs, as well as think about strategic marketing plans. For example, do you plan to open a new office, go into a new market, or start a new service line? A CRM Consultant is there to guide your firm on metrics that would be valuable to access your marketing traction. 

Your CRM Consultant Should Be a Strategic Partner

A CRM Consultant should be more than a trainer or a vendor. Treating one as such is a common mistake made by firms seeking to hire a CRM Consultant. So how do you know if you have a consultant or a vendor?  

If we look at the basic definition of a vendor, “a person or company offering something for sale,” we can see there is no value added beyond the sale. Whereas a consultant is “a person who provides expert advice professionally.” A value-added CRM Consultant should have a background in marketing and be able to help your firm adapt the system to your marketing strategy.  

A consultant will: 

  • Ask strategic questions to better understand your business needs. 
  • Provide best practices and facilitate your company in adapting the system to gain insight into metrics that matter. 
  • Go beyond showing you how to just use the system.
  • Help you learn how to increase user adoption.
  • Look at ways to improve your business and your clients.
  • Understand your industry. 

Bonus: The consultant uses the system in his or her own business. 

Ultimately, your CRM Consultant should be a partner that understands your business needs and be someone you can rely on to help you as new needs arise. If your firm is looking to improve its CRM processes or looking for a CRM system, be sure to check out Full Sail Partners’ CRM resources page. These resources include mini demonstrations, webinars, whitepapers, and more.

 

New call-to-action

 

Seamless Integration Between Deltek Vantagepoint and ADP Workforce Now

Posted by Jennifer Wilson on February 02, 2023

02-02-23_ADPWorkforceNow_BannerAs a project management software, Deltek Vantagepoint offers many capabilities for managing projects and teams. One of the most important aspects of managing a project is ensuring that the team is able to work together seamlessly. This is where Deltek Vantagepoint's integration with ADP Workforce Now comes in. 

ADP Workforce Now is a human resources management system that offers a variety of features for managing employee data. By integrating Deltek Vantagepoint with ADP Workforce Now, organizations can take advantage of both systems' capabilities to manage projects and people more effectively. 

From the moment of first hire, you can keep your employee data in sync with the ADP Workforce Now Connector for Deltek Vantagepoint. This allows for a single source of truth with the need for only a one-time data entry occurrence. 

The integration between Deltek Vantagepoint and ADP Workforce Now allows organizations to: 

  • View employee data from both systems in one place 
  • Update employee information in both systems from one central location 
  • Create and manage employee profiles from either system 

One Source of Truth for Core Employee Information 

With this integration, there is one single source of truth for the origin or updates of core employee information. By having one point of entry, duplication of entry and possibility of errors is reduced.   

Because ADP has a self-service portal, employees can update information as they need to in their record, and the Blackbox Connector will pick up the changes on the next scheduled synchronization, which is set based on your business needs.   

If an update to a single employee record is needed sooner than the scheduled synchronization, then that record can be synchronized on demand via a Workflow button within the Employees Hub in Deltek Vantagepoint. 

You Decide What Information Is Mapped Between Systems 

With the initial setup process, you will assist with a mapping exercise that will determine which fields in ADP are mapped to their respective fields within Deltek Vantagepoint. If there is a field within ADP that has a respective field within Vantagepoint then the Blackbox Connector can pick it up. Example standard mappings include: 

  • Workers in ADP are inserted or updated within the Employees Hub in Deltek Vantagepoint. 
  • Degrees in ADP can be mapped to the Degrees/Education grid within Vantagepoint. 
  • Skills in ADP can be mapped to the Skills grid in Vantagepoint. 
  • Licenses in ADP map to the Licenses grid in Vantagepoint. 
  • Emergency contacts are mapped to the Emergency contacts grid in Vantagepoint.   
  • PTO balances can be taken from ADP and mapped into Vantagepoint.  
  • Cash Disbursement GL entries can also be retrieved from ADP and put into Vantagepoint. This process can also automate the upload of payroll data to ADP. 

Easily Adapts as Your Business Adapts 

As your business evolves, no code changes are needed. If you add custom fields or change relationships between ADP columns and Deltek Vantagepoint columns, dynamic mapping is available within the Blackbox Connector. This drag and drop process includes advanced mapping capabilities if they are needed. 

No More Flat Files with This API-Driven Connector 

The Blackbox Connector connects ADP and Deltek Vantagepoint via API. This means that all Employee synchronizations are done electronically, which eliminates the need for flat files and overnight processes. To restrict the impact on your system, only records that are newly created or changed within ADP are brought across during synchronization. Your synchronization can be scheduled multiple times per day. 

The Benefits Are Clear 

The benefits of the Blackbox Connector between ADP Workforce Now and Deltek Vantagepoint are clear: 

  • By having a single source of truth, duplication of entry and errors are reduced.   
  • With the interval based scheduled or on demand synchronizations, you stay up to date with your staff information. 
  • This enterprise grade technology is being offered at reasonable prices and comes with the full support of the Full Sail Partners’ team of Deltek experts. 
  • The Blackbox Connector is also future-proof which alleviates any fear of upgrades or changes. All of that is handled for you.   

The integration between these two systems makes it easy for organizations to manage their projects and teams more effectively. By being able to view and update employee information in one central location, organizations can save time and resources. 

To see the Deltek Vantagepoint Blackbox Connector for ADP Workforce Now in action click the image below. 

New call-to-action

Leveraging the Client Engagement Lifecycle to Drive Results

Posted by Lindsay Diven on January 26, 2023

01-27-23_ClientEngagement_BannerEngaging clients is essential to any business, but it can be difficult to know where to start. However, by understanding the client engagement lifecycle, businesses can develop a process for engaging clients that leads to long-term relationships. 

What is the Client Engagement Lifecycle 

In every sales transaction, buyers (or clients) go on a journey that begins the moment they decide they need services and continues to when the contract is eventually signed. This is called the client engagement lifecycle. And you can imagine this as a funnel with the following phases: 

  • Attract 
  • Nurture 
  • Convert 
  • Grow 

A prospect is initially attracted to your firm and starts at the top of the funnel and goes through each phase until eventually you are providing services for them.  

Client Engagement Lifecycle Stages 

Now let’s go through each client engagement lifecycle stage in a little more detail.  

Attract

The client engagement lifecycle begins when you bring in new prospects. You can think of this as the top of the funnel. During this stage, it’s important to identify your target markets and personas such as project managers, facility managers, and/or directors that will be interested in your services.  

To do this, you’ll want to create marketing content and promotions that resonate with these key personas. The goal is to attract them to your firm using your expertise and/or answering their questions.  

The marketing content can be varied. It could range from written blogs to videos, webinars and podcasts. You just want to make sure the content is relevant to your target markets and personas and helps them solve common obstacles within their industry. 

Sales and technical staff will usually have little-to-no engagement in this stage of the lifecycle.  

Nurture

Once prospects have been attracted to your firm with your attract-type content, it’s important to maintain the prospects’ interests so they stay in the funnel. This is typically done through digital efforts like email marketing and offline efforts through phone calls and networking events.  

Knowing what content has sparked and sustained this interest is important so you can produce new content to continue to drive awareness. Additionally, the original content that brought them into the funnel should leave them with unanswered questions. 

During this stage, familiarity with the content which first attracted the prospects will help you determine questions they might now have. Your new content should be more specific to answer these questions with fact-based information that also communicates your expertise. Email campaigns provide a great avenue to share this fresh content. 

Your sales managers or technical team members may also follow up with the prospects to ask further questions and make introductions to your firm and its services. 

Convert

As your prospects move from the attract and through the nurture phases, it’s now time to get those prospects to make a conscious decision to move further. This is not to say they were not interested in your services before, but rather the content that you have been sharing has made them recognize you are a trusted authority and a subject matter expert. 

This stage is when specific, offline conversations need to begin, and you should convert these prospects into advocates. For professional services firms, this means that your technical staff may be meeting with the prospects over the phone or in meetings to talk about a specific project. The conversations are turning to either a request for proposal and/or proposing specific services.  

The content produced in this phase supports proposals, presentations, and other sales-related documents to close the sale!  

Grow

Congratulations, you now have new clients in your funnel. This is the stage where you will foster the ability to provide additional services to your clients. 

The tricky thing here is creating content that will be important to your clients in the future. For some clients, this is a few months down the road, and for others, a year or more. A great tool to use is a monthly or quarterly newsletter for sharing your newly created content to create new opportunities. 

Using the Client Engagement Lifecycle to Your Advantage 

Understanding the client engagement lifecycle for your specific firm and targeted markets works as an advantage for your marketing and business development efforts. When you identify your client engagement lifecycle for a specific market or persona such as a facilities director for a University Campus.  

You can then begin to create marketing content that specifically appeals to that facilities director. This specific content strategy will work to attract the right type of prospects and generate leads for your firm.  

The client engagement lifecycle is a valuable tool for businesses to use when developing their client engagement strategy. 

Wrapping it All Up 

The client engagement lifecycle is a process that businesses use to manage and improve their relationships with clients. It typically includes stages such as attract, nurture, convert, and grow. By understanding and leveraging each stage of the client engagement lifecycle, businesses can drive results by identifying opportunities for improvement and developing strategies to increase client satisfaction and loyalty. This can lead to increased revenue, repeat business, and improved overall performance. 

To learn more about content marketing strategies for each stage of the client engagement lifecycle, click the image below for our series. 

New call-to-action

Top Talent Acquisition KPIs

Posted by Tasia Grant, PHR on January 19, 2023

2023_Top5TalentAcquisitionKPIs_Banner

Have you heard of doing a temperature check to help you gauge the health of your relationships? While Employee Engagement Surveys are temperature checks for the Employer-Employee relationship, equally important is the Employer-Candidate (Talent Acquisition) relationship. Key Performance Indicators (KPIs) are great ways to measure the effectiveness of a company’s recruitment process.  

To stay competitive in the Professional Services industry talent market for 2023, HR professionals and business leaders are reevaluating their recruiting strategies. Determining your company’s top talent acquisition KPIs is an effective way to identify critical strategies. KPIs provide data to recruiters and HR professionals on areas of improvement and show the value and ROI for specific recruitment actions. So, what are some popular talent acquisition KPIs for this year? Let’s look at 5 top talent acquisition KPIs for 2023. 

1. Time to Hire 

Unlike the Time to Fill, which measures the number of days it takes to fill an open position from the date a job requisition is posted to the date a new hire accepts the position, the formula for the Time to Hire is the day they accept the job minus the day the recruiter first contacts the candidate. According to the 2020-2021 Recruitment & Retention Report of AEC Firms, “most firms (56%) need between 30 and 60 days to hire. According to each firm’s listed recruitment and retention metrics, the median time it takes to hire a candidate is 43 days. This is higher than the U.S. average of 36 days according to SHRM’s Talent Acquisition Benchmarking Report, which is common for a technical sector like the AEC industry.” However, statistics show that the best candidates are off the market in 10 days, so employers are trying to streamline their hiring processes, trim down the number of candidate interviews and firm up their candidate evaluation process to make more timely and efficient hiring decisions.  

2. Application Completion Rates 

Calculating the Time to Hire requires that candidates are able to successfully complete their applications. The number of completed applications by prospective employees shows how well a company’s application process is set up. A poorly designed application process is either too long, too cumbersome, or too complex. Research has shown that as much as 73% of candidates will abandon a job application if it is taking too long to complete.  

Furthermore, longer applications are directly correlated to higher costs per applicant. According to Recruiter.com, an application that takes less than 5 minutes to complete costs around $4 per applicant. When the application takes 15 minutes to complete, the cost-per-applicant rises to $13.85, which is 65% more than the shorter application process. Consider these steps to improve your application completion rates: 

  • Evaluate your abandoned applications to determine the most frequent points of the drop-off in the applications.   
  • Ensure your application process is easily accessible and user-friendly. Almost 90% of job seekers will use their mobile phones when searching for new job opportunities. Most candidates are anxiously looking to start their new opportunity, so too many steps and obstacles create a delay in the process, so they will just move on to the companies that have less delay in their time to fill. 
  • Keep questions to a minimum. Save more detailed, position-related questions for the interview. On the application ask identifying, work history, and availability questions like the candidate’s contact details, availability, and work preferences (the location, number of days, and shifts they would be available to work).  

3. Sourcing Efficiency 

The sourcing channel metric gives insight into the effectiveness of a company’s sourcing channels. The formula for calculating sourcing effectiveness is (the total number of hires via the channel /total number of applications via the channel) x 100. For example, if you get 100 applications via LinkedIn and 12 hires, then your sourcing efficiency would be 12/100 x 100 = 12%. It is important to understand the difference between determining your sourcing channels’ Source of Applications efficiency versus their Source of Hire efficiency.   

This brings into question if the company values quantity or quality. According to a study posted on Jobvite.com, job boards yield the highest percentage of applicants, but the lowest percentage of actual hires. It also revealed that the most effective sourcing channels are internal hiring (18X more effective) and referrals (5X more effective). You’ve heard the phrase “consider the source.” This 100% applies to the talent acquisition process.  

4. Offer Acceptance Rate 

Sometimes the issue is not that you can’t find enough qualified or top-tier candidates to extend offers to, but that not enough are accepting your company’s offers. The formula for calculating the offer acceptance rate is (the number of accepted job offers/the number of all offers) x 100. According to an article in Inc. magazine, 5 reasons candidates reject job offers are: 

  • You’re too slow. 
  • You didn’t make a good impression. 
  • Your job description doesn’t match the role. 
  • You unknowingly raised a red flag. 
  • They just weren’t that into you. 

Basically, the longer you keep a candidate waiting, the more they will question their interest in your position and your interest in them. This also gives the candidate time to re-think if they even want to leave their current position. Often, managers have the mindset that it is the candidate’s job to impress them because the candidate is the job seeker, however, the hiring managers need to remember that they are the employee seeker and want to acquire the best talent available. Companies also have a need to fill a vacancy, and just as they have choices, candidates have choices as well.  

Yes, companies are encouraged to make their job descriptions stand out by highlighting the company culture and company benefits, but the actual description of the job duties needs to be as accurate and as detailed as possible so as not to be misleading. You do not want candidates to feel like they have experienced a bait-and-switch during the interview process. Sometimes there are even factors that the company has no control over.  

As an example, the culture of the company or nature of the position may have been revealed in the interview process or job offer process that confirmed for certain candidates that either the company wasn’t a good fit for them or that they weren’t a good fit for the position. The hardest truth to accept is that sometimes candidates simply lose interest in your company, which results in them moving on. The candidates may not communicate this with the company to avoid any awkwardness, so they keep the door open to receive an offer even though they are not intending on accepting. 

5. Candidate Net Promoter Score (NPS) 

The NPS is the number of people who promote the company minus the number of those who detract from the company. Promoters are candidates and former employees who speak positively about their experience with the company and would recommend employment there. Detractors are those that provide negative feedback and cause potential candidates to question their interest in the position and/or company. This illustrates the importance of ensuring that an employee has a positive full life-cycle experience at a company, from application to termination (whether voluntary or involuntary). Also, it is a reminder to be mindful and professional with all candidates, whether they move forward in the process or not. 

Is it Time to Re-Visit Recruitment Strategies?  

So, which recruitment strategies yield the top talent your firm needs to ensure future success?  

By using these key performance indicators in their recruiting metrics, firm leaders can evaluate which strategies are worth keeping and which are not beneficial. Need help with deciding which talent acquisition KPIs to focus on? Full Sail Partners can help with our HR Consulting Services. 

New call-to-action

Going Paperless with Deltek Vantagepoint

Posted by Terri Agnew, CPA on January 12, 2023
2023_Going Paperless with DVP_BannerAs we kick off the New Year, many people make resolutions. Some people create personal resolutions like exercising more or saving money for a vacation and some create professional resolutions such as striving for a promotion. Many firms also set organizational resolutions, usually called goals. Common goals are to improve profitability or implement more efficient processes. One goal that can both improve profitability and create efficiencies in an organization is to go paperless in your accounting department.   

Does your firm have a goal to go paperless? Going paperless or at least striving to significantly reduce paper in your organization can benefit a firm in the following ways: 

  • Cost reductions – One obvious item is the reduced expense of the paper itself, but other items could include a reduction of printer ink, file folders, file cabinets, and storage rental to save records. If going paperless includes paying vendors by EFT, as discussed below, the expense reduction can also include the cost of check stock, envelopes, and postage to mail checks.   
  • Efficiencies gained – Many firms spend time printing reports, invoices, and checks and then have to manage to distribute these items and sometimes track that items have been returned. Eliminating printing these items and allowing the system to “manage the distribution” will streamline the process.   

Here are some examples of how Deltek Vantagepoint can help you get your firm to go paperless! 

Utilize Deltek’s AP Approval Process  

One of the first tools you can utilize to assist your firm in going paperless is to implement the AP Approval process. If your firm is currently routing invoices around the office in a file folder and tracking which invoices are “out for approval,” the AP approval will significantly help your firm! The AP Approval process allows firms to approve consultant or trade invoices within the system based on your firm’s approval philosophy. The approval workflow is very flexible, meaning you can route invoices based on a variety of options such as the vendor, project being charged, purchase order criteria if used, or to a specific employee. The workflow can also have multiple steps, such as having secondary approvals based on the dollar amount of the voucher.   

The first step of the AP Approval process is to attach the invoice electronically to the voucher. Therefore, it is recommended that the firm requests all invoices be sent to an email box, eliminating paper invoices even coming in the door! The system will track which step each approval is at, at any given time, so your AP staff will not have to track which invoices have been approved or which ones they need to track down. The AP Approval process is the first step to getting the accounts payable process to be paperless. 

DVP_Paperless_01 rev

Pay Vendors by ACH/EFT 

Paying vendors electronically by ACH/EFT is the most efficient method of payment processing. Electronic payments will eliminate the need for check stock, envelopes, copies of checks, and file cabinets for storage, not to mention adding efficiency to the payment process.  It is best practice to request banking information as well as a contact to email the payment remittance from all vendors. This information is then saved in the Vendor Hub. When processing payments, no checks or check copies will need to be printed. Instead of mailing the check and remittance to the vendor, the system can email the remittance to the email address entered in the Vendor Hub. The EFT file can then be saved directly from the payment screen and uploaded to your bank.   

If your current process is to print checks, print check copies, attach invoice backup to checks, sign checks, mail checks, and file the backup in file cabinets then implementing electronic AP payments will significantly reduce the time needed for your AP payment processing. Your new process would be something like this:

  • Process automatic payment run,
  • Email remittances to vendors,
  • Process EFT file, and
  • Upload to the bank website. 

Easy and fast!  

There are some “pro-check people” that say they like to physically sign a paper check to ensure the invoice and payment are accurate and they want to see all the approvals. The answer to that is to first put in place the AP Approval process as mentioned above, and if the check signer would like to approve the actual invoices, that person could be a step in the AP Approval workflow. Additionally, the “former” check signer can review the payments through the Payment Review screen prior to uploading the ACH/EFT file to the bank. The Payment Review screen will allow the approver to see each payment made, click on the vouchers, and drill into Voucher Review to view the documents and approvals as they wish. 

DVP_Paperless_02-rev

Implement Billing Approval Process  

Another process that allows firms to go paperless is to implement the Billing Approval process to invoice your clients. Many firms print draft invoices and give them to the PM or Principals to markup and approve by passing around folders. How long has the PM had to approve the invoices? Who has not given the biller the folder back? Did they give the biller all the draft invoices back that were in the folder, to begin with? Stop this manual process and start using the Billing Approval process in the system  

The Billing Approval process allows firms to route the invoice to the approver within the Deltek Vantagepoint system, markup and approve the invoice electronically and route the invoice back to the biller for final review. The biller will always know which invoices are approved or still “in process.” There is also a report that can be produced to show how many days it took from the submittal of the invoice to final approval. Additionally, Deltek Vantagepoint has the ability to email the client the invoice directly from the system, so the invoice never has to be printed.   

How much paper would your firm save by not printing any draft invoices month after month!?!  It could be reams of paper, so it adds up fast! 

DVP_Paperless_03-rev

Consider Going Paperless as a Goal for New Year  

After you close out 2022, evaluate your firm’s 2023 goals. Consider adding “Going Paperless” to your 2023 agenda and utilizing some of these tools. Not only will you reduce paper, but your processes will also be more efficient! Cheers to a successful and profitable 2023! 

New call-to-action

Top 5 Deltek Vantagepoint Mini Demos from 2022

Posted by Evan Creech-Pritchett on January 05, 2023
2022-Top 5 Mini Demos_BannerAs we begin a new year, it’s important to look back and reflect on the past. What better way to do that than to watch the top 5 Deltek Vantagepoint mini demos from last year? 2022 was a bit of a grab bag, so this list includes everything from features that have been in Vantagepoint for a while to add-ons for the programs we use every day. Without further ado, here are the top 5 Deltek Vantagepoint mini demos of 2022!  

#5: Utilizing the Search Functionality 

The search functionality is one of the most overlooked features in Deltek Vantagepoint. There are categories of searches: standard searches, my searches, shared searches, and legacy searches. Standard search has a few different types of searches, such as the selection and active search, and generally apply to a variety of the hubs throughout Vantagepoint. My searches are your personal searches that you have saved for future use. Shared searches are ones that have been shared with you by your administrator or other power users in your firm and serve to create a standardization in your searches. The last type of search, legacy searches, is one that only applies to firms that made the switch from Deltek Vision to Deltek Vantagepoint. These are read only, so they will need to be rebuilt in order to modify them. 

Want to learn how to make and utilize these different types of searches effectively? Take a look at our demo here: Utilizing the Search Functionality. 

#4: Redistribute Planned Project Hours 

More often than not, a project’s budget and schedule change throughout its life cycle. Luckily, Deltek Vantagepoint allows users to easily adjust a project’s plan to fit their needs. The first step in this process is to change the dates for the project. After the dates are in order, the planned hours for the project should be changed. Some extra columns like contract and planned billing might be needed to determine the amount to adjust the planned hours by, so make sure to enable them when doing this step. 

This function is easy to use and saves a huge amount of time for everyone! For a step by step walkthrough on redistributing planned project hours, check out our demo here: Redistribute Planned Project Hours

#3: A Small, but Mighty Enhancement with Saved Views 

In previous iterations, Deltek Vantagepoint would save the last list view that you were in when you exited the program. Then when you re-opened Vantagepoint you would be returned to that same list view. In the Vantagepoint 5.5 update, a new feature has been added that allows multiple list views to be saved. This enhancement is useful in many areas such as hubs, expense reports and even interactive billing. Take a look around and find where saved views can help you! 

For a more in-depth look at how to create these lists and put them to use, watch our demo here: A Small, but Mighty Enhancement with Saved Views

#2: Introduction to Contract Management 

 The contract management tool in Deltek Vantagepoint is a fan favorite. It is useful for taking all the guesswork out of compensation with detailed breakdowns of how the total amount came to be. To get the absolute most out of this feature, it is imperative that the “Project Entering Method” is set to “Lowest Level Only” and “Synchronize Contract Values to Project Compensation” is set to “Yes.” Contract Type and Contract Status should also be configured in labels and list area. 

There are many more features and functions in the Contract Management tab. To hear about them all be sure to tune into our demo here: Introduction to Contract Management. 

#1: CRM Contact Accessibility Directly with Outlook 

Having to flip between two applications to find a contact is tedious and tiresome. Instead of wasting time trying to track someone down, connect Deltek Vantagepoint to your Outlook inbox. With this enhancement, Outlook will provide information from Vantagepoint on the contact, as well as information on related contacts. If there is no contact in the system, Vantagepoint will give the option to create a new contact and fill out the relevant fields. Projects can even be created from Outlook! 

There’s more than meets the eye with this upgrade. Watch our demo to see what you’re missing out on and how it works here: CRM Contact Accessibility Directly with Outlook. 

What’s Up Next? 

We hope you’ve enjoyed our blogs, Deltek Vantagepoint mini demos, and other content this past year! We’ve been cooking up a bunch of new content for 2023, so keep an eye on our social media accounts for more announcements. Looking forward to another productive year with you! 

New call-to-action

Know the Real Facts About Upgrading from Deltek Vision to Deltek Vantagepoint: Dispelling the Misconceptions

Posted by Sarah Gonnella on December 21, 2022
2022-DV to DVP Upgrade the Facts_BannerAs a Deltek representative, we have heard all kinds of misconceptions about Deltek Vantagepoint. Despite our monthly newsletters, webinar series, and continued communication, we are still speaking to firms that are confused or have been advised incorrect information about transitioning from Vision to Vantagepoint. Most are honest mistakes conveyed by all kinds of people. However, many of these "untruths" come from competitors spreading incorrect rumors so they can take advantage of your firm and convince you to leave Deltek. 

 

We need your help! Please send this blog to everyone at your firm. Share it with user groups you are involved with and other firms that you know use Deltek Vision. Below are the real facts about upgrading from Deltek Vision to Deltek Vantagepoint. Please help us to dispel the misconceptions.

What is Deltek Vantagepoint?

  • Deltek's reimagined flagship project-based solution, the next version of Deltek Vision for architects, engineers, and other professional services businesses. 
  • Designed to help you manage the entire project lifecycle better than before. 
  • Based on feedback from Deltek customers over the past 10 years. 
  • An intuitive, powerful solution that puts your people and projects at the center of your business so you can be more efficient, productive, and profitable

For executives or employees wanting to view the upcoming changes, we recommend checking out our hour-long monthly Deltek Vantagepoint demonstration. Additionally, our team has put together tons of resources to help firms including our Deltek Vantagepoint mini demonstrations. In each of these demos, viewers will see how Deltek Vantagepoint empowers the different roles within your firm. Each demo goes into detail on a specific feature of Vantagepoint, with each video being 4-20 minutes long. 

Dispelling the Misconceptions about Deltek Vantagepoint

Q: Is Deltek Vantagepoint a new product?

A: It is a continuation of the Vision product. Think Vision 10!

Q: Will our firm need to repurchase to move to Deltek Vantagepoint?

A: No! If you are current on maintenance, it is free. This does not mean upgrading to Vantagepoint should be done without a strategic plan in mind.

Q: How long will Deltek Vision continue to be supported?

A: The short answer is Deltek hasn't set a date.   

The long answer is that under the Deltek Support Assurance program, Deltek provides three distinct phases and levels of support: Active, Maintenance, and Sustaining. Even when the product moves to Maintenance and Sustaining Support, your firm is still supported and will have plenty of time to upgrade. The product is currently under Active Support, which means that software enhancements, hot fixes and service packs are supported. Maintenance Support still receives hot fixes for severity 1 issues and tax, legal and regulatory updates and lasts 12 months. Sustaining Support is where you still have access to all of the pervious fixes and service packs. Additionally, Deltek has stated they will give us at least a year's notice before moving it to Maintenance Support. So, that provides your firm plenty of time. 

Q: To get Deltek Vantagepoint, do I have to move to the cloud?

A: No! However, it might make sense, so reach out to your account manager if you are interested.

Q: Will Deltek Vantagepoint be available on-premise?

A: Yes!

Q: Will Deltek Vantagepoint require me to migrate my data?

A: No! Your data will move over. There are considerations due to the way that Vantagepoint handles data differently than Vision, especially if you have repurposed any info centers.  

Q: Will all of my user-defined fields and user-defined info centers move over?

A:  Yes!

Q: Will Vantagepoint contain the exact functionality as Vision 7.6?

A: No. The product is being reimagined and improved. There are certain areas that will not move forward. Please read on for more details.

Q: Can my firm request to upgrade to Deltek Vantagepoint and move next week?

A: We do not recommend that. There are considerations that need to be made. We highly recommend starting with reviewing Deltek and Full Sail Partners’ resources and requesting a Vantagepoint Upgrade Consultation

What Are My Options for Getting a Vantagepoint Test Environment?

For firms that are seeking to obtain a Vantagepoint test environment, the answer to this question depends on your current deployment method. Below are the options: 

My firm is hosted by Deltek Cloud or On-Premise: Visit the Vantagepoint Upgrade Resources page on the Deltek website, and scroll about three-quarters of the way down the page to the “Get Preview Environment” section of the page. 

My firm is hosted by Full Sail Partners: If your firm is hosted by Full Sail Partners, email your Account Manager or hosting@fullsailpartners.com. 

My firm is hosted by an external hosting provider: If your firm is hosted by an external hosting provider, request that your provider set up a test environment. If they have not set up a Vantagepoint environment before, then we recommend you reach out to Full Sail Partners or your partner of record. It might make sense to consider moving to Deltek's cloud, hosting permanently with Full Sail Partners, or utilizing Full Sail Partners' transition hosting service. Contact us if you are interested in any of these options. 

Keep in mind, the upgrade to Deltek Vantagepoint requires a new install and has new installment requirements. For on-premise clients, please check out our past webinar: Is Your Firm Technically Prepared for Deltek Vantagepoint? 

Who Do I Contact?

If your firm is seeking assistance with upgrading to Vantagepoint, our team is here to help. Request a Vantagepoint Upgrade Consultation. Additionally, here are other resources to know.     

Deltek Vantagepoint Resources Page: Please click here to check it out, and to clarify some distinct areas on this page, please read below: 

What is the Customer Assistance Program (CAP)? 

CAP is focused on helping Vision customers prepare for their upgrade to Vantagepoint. This is a complementary program for Deltek Vision customers. It runs for eight weeks, and you can have as many people as you want from your company participate. This program will cover specific upgrade topics and best practices. You will also be able to join live sessions with the experts to ask questions. You can register here for any of the sessions. The next sessions from Deltek in 2023 will be session 14 starting January 25, 2023, and session 15 starting April 19, 2023. 

What is the Vantagepoint Readiness Portal? 

The Vantagepoint Readiness Portal is your go-to resource for all things Vantagepoint. This portal includes videos, demonstrations, and presentations by Deltek experts to give you a perspective of how things have changed from Vision to Vantagepoint. This is the first step on your journey toward understanding Vantagepoint. There are also resources specifically for administrators including details about preview environments. The Portal has info about CAP too. To access the portal, just follow these simple steps: 

  1. Log into the Deltek Learning Zone (DLZ) platform with your DLZ account credentials. 
  2. On the opening Dashboard screen, use the “Enter Search keyword” feature to search for the “Readiness Portal.” 
  3. The “Deltek Vantagepoint Readiness Portal” will come up as the top result for all Vision and Vantagepoint product users, and you can simply click to enroll and launch the portal. 
  4. Once enrolled, you can access the portal at any time from your personal Learning Profile where it will appear on your “Courses” list. 

Deltek Vantagepoint Resources

Make sure to check out our webinar series about preparing for the upgrade to Deltek Vantagepoint. In this series, our team of consultants covers a variety of topics such as technical requirements, resource planning, and project management, new CRM functions, and the improved accounting interface. This webinar series page also includes demonstrations of Deltek Vantagepoint. If you prefer to read about the enhancements, check out all the articles we have posted about the enhancements Vantagepoint offers to firms that upgrade from Vision! 

New call-to-action

10 Tips and Tricks for Deltek Vantagepoint Users

Posted by Lindsay Diven on December 14, 2022

2022-DVP Tips and Tricks_Banner

Deltek Vantagepoint is a powerful tool with many capabilities to ensure the success of project-based firms. Despite the availability, many users often don’t use the system to its full capacity or simply overlook some of the features of Vantagepoint that will make their jobs easier. In this article, I’ll just scratch the surface of Vantagepoint’s capabilities by sharing 10 tips and tricks. Hopefully one or two of these will help you get more out of your system.  

#1 – Use the Application Finder to Get to Your Information Faster 

As part of its re-imagination process, Deltek took the redesign of the user interface seriously. This means getting the information you need faster and more streamlined. One way they did this was by adding an Application Finder or search bar to the left-hand navigation. You can use this application finder to type in a few characters of what hub you want to open. For example, if you want to open a project record, you can begin typing “Pro...” and it will display all the areas with the word project in it.  

And, with Vantagepoint 5.5, you’ll find little stars next to each sub-menu and you can click to fill in the star and make it available in the favorite menu. To toggle between the favorites menu and the normal menu, use icons directly below the find application and above the menus. Find application is active no matter which icon is selected. See below for an example. 

1 - Navigation

#2 – Personalize Vantagepoint in My Preferences 

While the Deltek admin can configure the settings for the company, security roles, and even specific users, you can personalize some of the Vantagepoint experience just for you! By clicking on the gear in the top right corner, then selecting “My Preferences,” there are some ways that you can personalize your experience. Some of those include:  

  • Set your preferred project search sort order. You can choose to sort the project lists by Project Name or Project Number.  
  • Choose whether you select saved searches or records when running a report. 
  • Choose whether you want to default to an accounting period or be prompted to select an accounting period upon initial log-on to Vantagepoint.  
  • If your firm has turned on the Contact Qualification settings, you can choose the default Qualified status as either New Lead or Qualified Lead.  
  • You can set your default Country for all addresses in the system.  
  • You can choose what you want to load initially when you log into Vantagepoint. Options include the Application last used, the default Welcome Page, or you can select a specific application.    

2 - my preferences

#3 – Access Vantagepoint from Your Phone 

This is often one of the most overlooked features of Vantagepoint – the mobile apps! Deltek has created two mobile apps specifically for Vantagepoint. One is for time and expense and one is specifically for CRM. Both are available for both iPhone and Android users. Stop what you’re doing right now, open your phone, go to your app store, and then search and download at least the Deltek T&E for Vantagepoint 

The Deltek T&E for Vantagepoint allows you to complete and submit your timesheet on the go! And, with Vantagepoint 5.5, Deltek improved the navigation menu and usability to make completing your timesheet even easier. The T&E app also allows you to submit expenses from your phone too. It utilizes ICR so that you can snap a photo of a receipt and the app intelligently reads text and handwriting to populate the form using machine learning.  

Please note that you’ll need the CRM license to access the Deltek CRM for the Vantagepoint app. With this app, you’ll be able to view, add and edit records including firms, contacts, projects, and activities. And, with Vantagepoint 5.5 or later, you can snap a photo of a business card, and using the same ICR technology, it will either add or update the contact information.  

#4 – Don’t Miss an Important Alert or Assignment 

The notification center allows you to instantly see how many outstanding action items and notifications you have. You’ll know you have an important notification when a red number appears in the top right corner of Vantagepoint. This notification center is organized by Action Items and Notifications. The Action Items area includes activities, approval assignments, and past-due timesheets. The Notifications area includes workflow notifications, alerts, and failed and completed process server jobs. 

3 - notification center

#5 – Use List View to See and Update Many Records at Once 

Every Hub area in Vantagepoint has the ability to show one record at a time or multiple records at once using List View. No matter what Hub you’re in, to toggle between record and list view, click the button with the three lines just to the right of the record numbers (see screenshot below). 

4 - list view

When you go into List View, you’ll see all of the records you have opened based on your search criteria. And, once you’re in List View, you can do a few different things. Below are just a few of the list view functions.  

  • Quickly sort and filter the records by clicking the little funnel icon on the right-hand side.  
  • Choose which columns (or fields) you want to see in list view by clicking the gear just above the list of records
  • Update the information in each cell by clicking in it.  
  • Download the records as they currently appear on the screen by clicking the down arrow just above the list of records. 
  • Save the view so you can apply it again or save different views based on the task for that session.   

5 - list view

#6 – Stop Wasting Time Searching for Your Information 

If you find yourself constantly looking for the same records or the same type of records over and over again, I encourage you to create a saved search. You can create saved searches for yourself or for others (based on your security settings) to quickly find the records you need. Some popular saved searches include: 

  • Projects where I am the Project Manager (or Principal or Marketing Manager), 
  • Contacts located in a certain city or state,  
  • Clients where I am the client manager, and 
  • Active pursuits which can be a list of projects in certain stages. 

Watch this mini-demo to learn more about searching and saving frequently used searches. 

#7 – Set Up Projects Faster Using Project Templates  

With Deltek Vantagepoint, there are most likely going to be more people creating new project records. This includes marketing, business development, project managers, and accounting. This differs from other ERP systems, including Deltek’s previous Vision system, where mostly finance or accounting open new projects. Because of Vantagepoint’s streamlined project lifecycle, you only need to open one project record that will be used from pursuit to project delivery.  

Make the project creation process faster and more consistent by utilizing project templates. When you create a project from either another project or a project template with a structure already determined, Vantagepoint will build that new project with that same structure and/or allow you to choose to edit the structure during the project creation process.    

6 - project creation

Through this process, you can choose the levels of the project that you want to use as well as add additional levels and edit values as needed before saving.  

#8 – Use the Calendar to Complete Your Timesheet 

If you’re like me and find visual displays easier to read than line-item displays, then the Calendar is for you! The calendar feature is found under My Stuff and allows you to create, edit, and schedule events and activities as well as their associated tasks and timesheet entries. You can use the Calendar Timesheet Pane to add timesheet entries. In this view, you can see recent projects and upcoming assignments and drag these items to the calendar.  

7 - calendar timesheet

#9 – Share Vantagepoint Records Easily 

Because Deltek Vantagepoint is a web browser-based application, each record or screen has its own URL that is specific to your Vantagepoint instance. You can save your Vantagepoint URLs to specific applications, Hubs, or records similar to how you save other favorite websites, or you can share them with your coworkers.  

See the screenshot below, specifically the URL at the top of the image. I can copy and paste that URL link to send in a Teams Chat or email to one of my coworkers. When they click on the link, they will be prompted to log into Vantagepoint but then be taken directly to that project record.  

8 - project url

#10 – Get the Right Help, When You Need It 

Another part of Deltek’s reimagining was the help or support portal for Vantagepoint. No matter where you are in the system, you can click on the question mark in the top right corner and the Help options will change dynamically based on what Hub or application area you’re currently in. The example below shows project-related information including links to Online Help, Learning Aids, Information Center, and more.  

9 - online help 

If you find yourself not knowing what a specific record or application does, what to do next, or if you want to learn more, make sure the next step is to click the question mark in the top right corner.   

Do More with Deltek Vantagepoint 

These are just 10 tips and tricks to help you get more value from Deltek Vantagepoint. To see these and others in action, please click the image below to view our mini-demo series – Powering Project Success with Deltek Vantagepoint. Each mini-demo is less than 15 minutes and will show you how Vantagepoint empowers the different roles in your firm.  

New call-to-action

Deltek ProjectCon 2022 In Review

Posted by Jennifer Renfroe on December 07, 2022

2022-Deltek ProjectCon Recap - Banner

This year’s Deltek ProjectCon, formerly known as Insight, was a successful return to an in-person conference after two years of being virtual. With great anticipation, Deltek users converged in Nashville at the Gaylord Opryland November 15-17th. Choosing from over 390 sessions across 11 tracks, all Deltek users were able to discover many tips and identify actionable items to help their firms maximize business performance and revenue while also figuring out how to use their Deltek solutions in innovative ways. 

Deltek Vantagepoint and Vision users had the opportunity to learn all about the latest product enhancements as well as network with peers during the various educational sessions offered. The sessions that Full Sail Partners’ team members attended varied from finance to resource planning to marketing and business development. Also, seven experts from Full Sail Partners presented at a few sessions this year. Here is a recap of some of the exciting things that were taken away from ProjectCon 2022.

Single Source of Truth Between Deltek Vantagepoint and ADP 

Full Sail Partners’ very own Rick Childs, Principal Consultant, Jennifer Wilson, SQL Developer, and Scott Seal, VP of Consulting, shared details on the newest Blackbox Connector offering at ProjectCon. Attendees here learned how Deltek Vantagepoint and ADP could work together to enhance the payroll experience. They saw how this new Blackbox Connector securely and seamlessly integrates the ADP platform with Vantagepoint and how the Vantagepoint Payroll Interface allows firms to efficiently move Vantagepoint project hours to ADP payroll hours based on business rules. Furthermore, attendees discovered that employee data can now be integrated between ADP Workforce Now and Vantagepoint with a single point of entry upon the employee hiring process. 

From this session, attendees took away the following: 

  • Understood approaches between Deltek Vantagepoint and ADP Workforce Now for employee PTO accruals and PTO requests & approvals 
  • Found out how to automatically provision a Vantagepoint User ID & Role based on a hiring event in ADP Workforce Now  
  • Saw how a GL Payroll Distribution Journal Entry seamlessly returns to Vantagepoint as a reviewable and postable file 

New and Improved Deltek Vantagepoint Accounting Features to Automate Business 

Here, Terri Agnew, Principal Consultant, and Theresa DePew, Senior Consultant, with the Full Sail Partners’ team reviewed ways to use Vantagepoint to automate accounting departments at project-based firms. Attendees familiarized themselves with improved features in Vantagepoint and discovered the latest and greatest features including approvals, billing, AR, reporting, and dashboard features. Moreover, having spent more than 1,000 hours helping more than 100 companies upgrade from Vision to Vantagepoint, these two consultants provided expert advice to those financial teams in attendance. 

Create a More Collaborative and Efficient Team with Deltek Vantagepoint 

In a third presentation by members of the Full Sail Partners’ team, Amanda Roussel, Senior Consultant, and Rana Blair, Principal Consultant, helped to show ProjectCon attendees how to create a more collaborative and efficient team environment with Deltek Vantagepoint using one firm’s story. Professional services firms strive to efficiently manage project lifecycles and attendees here got to see how one firm created a more cohesive and streamlined method for operating their project-based business.  

JCJ Architecture took attendees on a journey through their new project lifecycle and saw how their team reimagined their processes from pursuit identification to final project execution, resulting in a more collaborative team environment. Having better data provided better analysis, which resulted in better decision-making. Attendees furthermore discovered ways to bring teams together and gain knowledge about the visibility Vantagepoint brings. 

Better Vantagepoint CRM and Business Development Dashboards 

Amanda Roussel, a Full Sail Partners’ Senior Consultant, found a lot of value in this session. She learned tips for marketing and business development leaders to use and adjust CRM dashboards in Deltek Vantagepoint. Pre-defined dashboards for CRM provide insights for active pursuits, previous quarter pursuits and other significant CRM data. To discover more, simply make minor adjustments. 

Attendees explored additional configuration options like calculated and user-defined fields and workflows, so data is captured and used to chart historical trends for key business development metrics. No more need for Excel! Amanda additionally felt that the session did a great job of teaching how to focus on filters and confirmed the best practice of always copying a dashboard/part before editing. Furthermore, Amanda felt that attendees gained great insight into tracking stage changes. 

CRM and Business Development Dashboards 

Amanda Roussel, Senior Consultant, also attended this session which reminded attendees that most business development activity happens outside of the office. With Deltek Vantagepoint CRM, business development activities can be managed from wherever. Attendees of this session learned how Vantagepoint Connect for Outlook or Gmail and Mobile CRM help nurture client relationships, firms remain competitive, and ensure that the right projects are being managed while on the road. Moreover, attendees reviewed the critical tools for business development and tips to best leverage those tools to maximize marketing and BD efforts. Amanda noted that most of the session focused on Outlook which showcased its fluid functionality with the bidirectional sync with Outlook and Vantagepoint.  

What’s New and Coming in Financial Management 

Theresa DePew, Senior Consultant with Full Sail Partners, attended this session. Here attendees learned exciting enhancements focused on improving the experience of the finance team. This included ways to streamline the current billing process with the use of email templates as well as having further support for the billing client changing over the life of the project. Finance teams can also improve the collection process with AR dashboards and can automate manual processes with automatic bank feed. 

Attendees at this session: 

  • Were able to identify new features and enhancements for more efficient financial management in Deltek Vantagepoint 4.5, 5.0 and 5.5 2 
  • Saw a sneak peek of upcoming releases 
  • Understood how to prepare and take advantage of the best features for the finance team 

Resource Management and Planning – It's Not Just for Staffing 

For those interested in Deltek Vantagepoint Resource Planning, this session was a great opportunity to hear another firm’s story with using it. Attendees here learned about Kahler Slater’s 14-year experience having implemented Resource Planning in 2008. The firm uses it for staffing, but it is also an integral part of the firm’s culture and processes. The firm’s process begins with a plan for nearly every project with all staff having access to resource management. This empowers teams to better manage resource allocation. To ensure project resource needs are managed, project managers and staffing advocates meet weekly. Using a staffing advocate bridges the requirements of staff career development, passion, and wellness with the needs of a project. Immediately after creating a plan, firm leaders access staffing, revenue forecasting and project probability which helps to ensure project success. 

Key takeaways for attendees at this session: 

  • Pinpointed how to identify the right personnel to work toward achieving firm objectives 
  • Discovered how to create more accurate revenue recognition 
  • Learned how to maintain and produce a backlog through revenue forecast 

Save the Date for ProjectCon 2023 

With all that Deltek users learned at the conference this year, 2023 should continue to be a stellar year for project-based firms. Deltek has already announced dates for next year’s ProjectCon which will be in Orlando, October 16-19, 2023, at the Gaylord Palms. Don’t forget to mark your calendars!

 

  

New call-to-action

New Features in Deltek Vantagepoint 5.5

Posted by Cate Phillips on November 30, 2022

2022-DVP 5.5 Features -Banner

The new features in Deltek Vantagepoint 5.5 enhance usability, increase personalization for individual users and streamline project management and accounting workflows. It’s easier than ever for professional services firms to access the right information and complete common tasks quickly. Here’s an overview of what’s new.

Schedule Dependencies

Users with the Resource Planning Module can create dependencies in the Gantt chart and manage a project’s critical path. Project managers can quickly visualize and modify the project schedule, work breakdown structure elements and the relationship between those elements. When an update is made at one level, all of the dependent levels are automatically updated.

Dependencies are also accessible in the Project Planning report. Users can view information about dependency relationships between work breakdown structure elements, projects and associated labor codes.

DVP55_BlogScreenshots_1

Drill-Down Paths

Help users access the right information quickly with drill-down paths. Users can determine which information is shown when they drill down into key summary metrics on a chart or table. For example, when a user clicks on a column displaying outstanding accounts receivable data, Deltek Vantagepoint can be configured to show them a dashpart with AR invoice detail.

DVP55_BlogScreenshots_2Personal Dashboards

Users can now create their own personalized dashboards without engaging an administrator or manager. This added flexibility will help expand adoption and free up administrator time since users can customize more of their experience with Deltek Vantagepoint.

Update Percent Complete from the Dashboard

With Deltek Vantagepoint 5.5, project managers can easily manage percent complete with fewer clicks, ultimately improving reporting and billing accuracy. There are new columns in the project dashpart base for Weighted Percent Complete and Weighted Percent Complete Cost. Users can see and modify the percentage of completion per project billing or cost amount right from the dashboard.

DVP55_BlogScreenshots_4Streamlined Purchasing

Deltek Vantagepoint 5.5 enables staff to perform purchase requisitions and process approvals within any browser. Purchasing Requisitions, Purchase Orders, Items and Items Master are now accessible in the navigation pane of the browser application.

DVP55_BlogScreenshots_5

Other Purchasing Updates

Additional purchasing updates in Deltek Vantagepoint 5.5 include: 

  • New layout for suggested vendors
  • Ability to add a vendor on the fly
  • Ability to attach documents of any status
  • Ability to view purchasing reports
  • Redesigned interface for the purchase requisition form

Accounting Updates

Deltek Vantagepoint 5.5 offers several new features that streamline accounting processes. Users can now post cash receipts that were created in bank reconciliation. This option is available for those that have rights granted to their role in the Accounting tab from Settings >Security> Role. The Transaction Center Approval option must also be set to “No” in Settings and Accounting Transactions.

DVP55_BlogScreenshots_6

Other Accounting Updates

The other accounting updates in Deltek Vantagepoint 5.5 include: 

  • Expanded reporting in timesheets and billing
  • Print capability for Billing Category Rate Table reports
  • New overtime premium calculation that uses the cost rate in the Billing Labor Override Table instead of the Cost Rate in the Employee Hub for the employee

Email Templates

To help support digital payment processes, Deltek Vantagepoint 5.5 allows users to use email templates when sending electronic payment remittances by email. Templates can be configured to reuse standard information, such as regular text or database fields. Email templates are available in the Vendor Payments, Employee Payments and Payroll Payments applications. Users can save templates for personal use, for all users with the same role, or for all users within the firm.

DVP55_BlogScreenshots_7Approval Center Updates

Users can restart approvals for timesheets and expense reports. This process removes all approved history and comments that are associated with the record and begins the process from the first step, no matter where the record is in the approval process.

DVP55_BlogScreenshots_8

General Usability Updates

Deltek Vantagepoint 5.5 also comes with a number of usability updates:

  • See notifications immediately instead of every five minutes with real-time alerts.
  • See all users viewing a record.
  • Set favorites in navigation to find commonly viewed applications with ease.
  • Set minimum/maximum and default values for standard numeric fields.
  • Use predefined searches within Advanced Search.
  • Print timesheet reports from the Floor Check dialogue box.
  • Access Labor Planning videos in Online Help.

Learn More About the New Features in Deltek Vantagepoint 5.5

This is just a high-level overview of the many new features in Vantagepoint 5.5. To learn more about what Vantagepoint has to offer, watch What’s New in Deltek Vantagepoint 5.5 on demand.

New call-to-action

Top Technology Trends from the 43rd Deltek A&E Clarity Study

Posted by Heath Harris on November 16, 2022

2022-ClarityReport_Tech_Banner-01

The net revenue growth forecast for A&E firms is the highest it’s been in 10 years. Based on the findings from the 43rd Deltek A&E Clarity Study, the industry has rebounded from the pandemic with full pipelines and an optimistic future outlook. Meeting that demand comes with serious challenges, with labor shortages and rising costs being most prominent.    

Firms are turning to technology to empower their teams and improve project delivery. They’re prioritizing the right investments over simply purchasing the newest technology. Here are the top insights from the study and some guidance for ensuring that technology investments deliver positive ROI. 

Top Technology Challenges for A&E Firms 

The top technology challenge professional services firms are facing is the inability to invest time in learning. With full project pipelines, firms are dedicating resources to completing client work, limiting the time they can spend on learning new technologies. Small firms struggle with this issue the most, though it’s a prominent issue for medium and large firms as well.  

Technology costs, which topped the list in last year’s report, was the second most commonly cited challenge. Firms are also struggling with prioritizing which trends apply to their organization. With so much technology to choose from, many firms are understandably unsure which trends to pursue. Finding the right fit, whether it be data science tools or digital twins—for the firm and for their client base—isn’t easy.  

Other challenges include educating employees and clients about trends, lack of champions to drive technology adoption and limited corporate openness to emerging technologies.  

A&E Firms Are Focused on Getting it Right 

Firms are honing in on the initiatives that enable them to take a pragmatic approach to technology adoption and integration.   

When asked about their top three technology initiatives:  

  • 64% said creating strategic technology implementation plans.  
  • 47% said educating staff on technology trends. 
  • 46% said identifying and developing technology subject matter experts. 

This pragmatic approach is a good way to enter into digital transformation. However, firm leaders should be careful not to get stuck in a cycle of endless planning. One way to cautiously approach technology is to look for ways to expand usage of current tools. This can provide quick wins and competitive advantages without requiring significant investment or onboarding time.  

Internal Champions Can Take on Challenges and Lead Key Initiatives 

To take on technology challenges in the short term, firms should engage tech-savvy employees as internal technology champions. Technology champions can help improve the ROI of technology in the following ways:  

  • Fill current skill gaps by leading the charge to incorporate technology into project execution.  
  • Promote and expand adoption of existing technologies throughout the business.  
  • Identify the most viable technology investments and trends for the firm.  

Only 36% of firms ranked this as one of their top three initiatives, meaning that many are missing an opportunity to address current gaps in technology planning and adoption.  

Which Technologies Should A&E Firms Focus On? 

To help guide technology planning, A&E firms should look at technology as falling into two buckets. Technology that supports project delivery, such as smart infrastructure and digital twins help firms remain competitive and address common challenges in the building process. Business-optimizing technologies, like data science and next-level project management tools can be used to automate repetitive tasks, empower workers to make more informed decisions, and ultimately improve client satisfaction.  

For more insight into which technology areas A&E firms should focus on, watch the webinar 

Focusing on these areas will enable firms to address some of their biggest concerns: 

  • Attract and retain talent by appealing to the next generation of employees, who want to work with companies that give them access to the latest technology.  
  • Prepare for disruption. As innovation continues to transform the A&E industry, the right technology will help firms future proof their businesses.  
  • Increase revenue streams by identifying the ideal services and delivery methods that lead to competitive advantages and higher profits.  

Dive Deeper Into the Technology Insights from the Deltek Clarity Study 

Firms aren’t investing in technology for technology’s sake. They’re focused on making the right investments that will enable them to increase productivity and compete for projects and talent. With the right guidance, they can take on the opportunities and challenges ahead. For more technology insights, download the full report.  

New call-to-action

"Keeping Up with the Contracts" Using Deltek Vantagepoint's Contract Management

Posted by Cate Phillips on November 09, 2022

2022-DVP-ContractMgmt_Banner

I have to admit that I have never once watched an episode of “Keeping Up with the Kardashians,” nor really any reality TV shows except my one-time foray into one of those “Housewives” shows while I was in a hospital recouping from a surgery. I would categorize these types of shows as guilty pleasures. There are people I know and respect that watch reality TV, and I too have my own guilty pleasure - I like to read People magazine, and occasionally I’ll even dip into a US Magazine in the check-out line. However, despite my interest in what’s happening in the world of celebrities, my biggest concern with reality TV is my general disgust for the million-dollar contracts involved. Yet contracts are necessities, right?   

Making a strange leap from reality TV to contract management in the architecture and engineering (A&E) industry, let’s talk more about the necessity of managing contracts. Contracts and agreements are imperative in almost all business interactions, even the simplest things these days. For those of us in the A&E industry, there could be any variety of risks that are mitigated by a contract. Not only are some of the A&E contracts protective in nature, helping to ensure compliance, safety, etc., but there are also project-related contracts that dictate important financial amounts related to the lifecycle of the project itself. 

First Off, Deltek Vantagepoint Drives Efficiencies 

The good news here is that Deltek Vantagepoint, out of the box, helps you manage contracts directly in the Projects hub. In fact, the Deltek Vantagepoint knowledge base states: “The primary overall benefits of the contract management feature in Vantagepoint are that it helps you coordinate the contract process, keep everyone up to date on its current status, and ensure that the compensation amounts that will be billed and received as you execute the project are in sync with the amounts spelled out in the contract.”  

This is such a valuable piece of functionality that Full Sail Partners’ Principal Consultant, Rana Blair, has done two different mini demos on the subject. In an introductory mini-demo, Rana shares an overview of contract management - it covers configuration considerations, contract document columns and entry, and the use of the 'Synchronize Contracts to Fees' feature. One of the main takeaways from this important twelve-minute video is that firms that leverage the Project hub tool Contract Management can enjoy benefits in the measurement of revenue and backlog as well as identify risks.  

Contract Management is Integral to Successful Projects 

A big part of why reality TV is so darn successful is pure drama. Whether it’s learning “secrets” or seeing inside the lives of others, at the root of it all is transparency. The exact same is true for projects and their contracts. If you can’t determine the health and status of your project, how can you predict the financials of your firm? Project based firms must rely on exposing the differences between contract amounts and expected compensation. Deltek Vantagepoint can help you control these amounts (both the contracted total and the compensation amounts) as well as how they matter to the project work breakdown structure. This type of transparency, at any point in the life cycle of a project, sets your firm up to avoid surprises. 

Solid Contract Management is Story Telling 

Yes, reality TV shows tell stories. Are their stories worth the thousands and millions of dollar contracts? I personally don’t think so, but I know many of our clients’ contracts are indeed worth that much. A good story not only conveys a message that needs to be told, but it also usually has a happy ending. Despite reality TV, in the real world of projects, mutually beneficial success derived from all parties feeling they received value is the happily ever after. Using Deltek Vantagepoint Contract Management, these happy endings can be ensured. 

All About the Money 

Deltek Vantagepoint’s Contract Management reporting capabilities can help your firm not only stay informed on the status of a project, but you can also adjust upward or downward (but let’s be real, most of the time it’s add-on work) as the scope changes. This helps firms scope better in the future. Contract management can even help salespeople and seller doers get their credit or reward for winning the deal. Just like how a reality TV show can spin out one small situation into a million different possibilities for viewer consumption, Deltek Vantagepoint allows you to audit your own contracts by a variety of filters such as Type, Status, or Date. 

What About the People?  

Reality TV about famous people like the Kardashians pulls in the revenue. Similarly, a People Magazine story about Brad and Angelina most likely would catch my eye. It’s all about the people, and project-based firms’ client projects at their core are all about the people involved. 

Contract Management inside of Deltek Vantagepoint allows for workflows to be arranged so that stakeholders and project managers can be alerted when important contract-related events happen. Vantagepoint can even automatically fill in fields based on the stages of a particular contract.  

Learn More about Advanced Features 

While Contract Management in Deltek Vantagepoint may not have the pizzaz as some of the weird stuff on TV or in the magazines in the check-out line, to those of us in the AEC industry, I think it might warrant a little bit of “geeking out” because of the great benefits to project-based firms. Taking what we have learned about reality TV, let’s leverage terrific tools for the AEC industry to bring in even more revenue by telling real stories of real projects in real time through the power of Deltek Vantagepoint. For more about the Advanced Features of Deltek Vantagepoint Contract Management, check out Rana Blair’s second min-demo on Contract Management. This one goes a little deeper than the introductory one.  

 

New call-to-action

 

Deltek Vision and Vantagepoint Year-End 2022

Posted by Scott Gailhouse on November 02, 2022

2022 - Year-End_Banner

Year-end is the final accounting process to close “the books” at the end of each year. With 2023 just around the corner, it is never too early to plan for your year-end close. Planning and organization on your part can make the year-end process less challenging for the entire accounting staff.   

Take the Time to Document and Get Organized 

As always, you should take the time to document your year-end procedures. Not only the tasks performed in Deltek Vantagepoint and Vision, but all accounting tasks you perform should be documented so that you have a comprehensive guide that you can refer to every year. It is also vital that you create an accounting calendar.  

The accounting calendar is not just for year-end, but for month-end and quarter-end tasks as well. This calendar is a schedule of anticipated dates for financial activities. You should also develop a year-end checklist to make sure you don’t miss anything. One other tip to make this process go smoothly is to make sure that you are performing your month end reconciliations on a timely basis. 

Common Year-End Tasks 

Some of the more common year-end tasks for most companies are: 

  • Reconcile All Cash Accounts - Verify all transactions have been posted into Deltek Vantagepoint/Vision to ensure your general ledger balances match your bank statements. Make adjustments as required. 
  • Credit Card Reconciliations – In order to ensure all credit card transactions are captured, make sure all expense reports are entered and posted. 
  • File Reconciliation Report – This report should be run at month-end and at year-end. This report identifies discrepancies between the GL and the subledger reports. 
  • Final Invoicing – Process all client invoices for the fiscal year. 
  • Review Outstanding Accounts Receivables - Follow up with clients who have outstanding accounts receivable beyond 30 days. Send past due statements and/or simply give them a call. Enter the results of your collection efforts in the comments section of Vision Invoice Review. Year-end is an excellent time to collect your outstanding receivables. If you determine there is uncollectable AR, be sure to write those invoices off. 
  • Review Unbilled Detail - Time and expense transactions that cannot be invoiced to clients should be written off at this time. 
  • Fixed Assets – Fixed Assets are larger purchases that are made throughout the year (i.e., equipment, automobiles, furniture, computers, etc.). Check to see if all fixed assets reported on the balance sheet are still owned. If not, record the sale or disposal of these fixed assets. Verify the depreciation on your fixed assets as well. Then make any necessary adjustments. 
  • Employee Expenses and Accounts Payable - Verify that all accounts payable vouchers have been recorded in Deltek Vision/Vantagepoint. Make your 401(k), SEP IRA, and Simple IRA contributions, if you have not done so. Try and pay all your vendors and employee expense reports by year-end. 
  • Notes Payable - Verify notes payable (i.e., loans) amounts on your balance sheet match the statements from your lenders. Then make adjustments if necessary. 
  • 1099 Forms – Order 1099 forms. Make sure all W-9 forms from your vendors and/or contractors that are paid $600 or more throughout the year are on file in the Firms Hub in Vantagepoint or the Vendor Info Center. Don’t forget 1099s should be mailed by January 31st. 
  • W-2s – Order W-2 forms if you run payroll in Vantagepoint/Vision. W-2s should be mailed by January 31st. 
  • Budget for Next Year - Create your GL budget for the new year. 

Be Prepared to Close Out the Year 

In Deltek Vantagepoint and Vision, opening the 1st period of your fiscal year also opens the new fiscal year. Depending on your security rights, you can still process in the prior fiscal year if needed. 

There are several initialization utilities that need to be performed. For example, Open New Period (fiscal year), Open New Benefit Year, 1099 Initialization and Open a New W-2 Quarter/year if you are using the payroll module. Deltek Vantagepoint and Vision will generate a posting log for the initialization utilities. If your Vantagepoint or Vision database is configured for Multicompany, the initialization utilities need to be run in each company. The only exception is the Open New Period utility, which opens for all companies at once. 

Deltek will issue a Year-End update at the end of December containing tax updates for payroll users. Also, be on the lookout for Deltek’s Vision and Vantagepoint Year-End guide for more detailed information on year-end closing. 

 

New call-to-action

Uncovering Top Trends in Financial Management

Posted by Scott Seal on October 26, 2022

2022 - DVP Clarity Financial Management-Feature

The data from the 43rd Deltek A&E Clarity Study shows that the opportunity outlook for A&E firms is bright. However, there are significant challenges to seizing that growth. Although net revenue growth is forecasted to grow to 17.6%, operating profit on net revenue is down by 6%. Recruiting and retention challenges loom large over firms, undermining their ability to meet demand and extract profits.  

Here are the top takeaways from the study, along with guidance for navigating the challenges and opportunities ahead.

Labor Challenges and Growing Pains Are Top Stressors 

Labor challenges are front and center for A&E firms, as finding and retaining qualified staff ranked as the top financial challenge. Forty-four percent of respondents said it was their top challenge, a sharp increase from last year. In this highly competitive job market, A&E firms have more open positions, and the cost to acquire new employees has increased. To win over candidates who have plenty of options to choose from, firms are offering increasingly attractive (and often costly) compensation packages.  

Managing growth was the second most commonly cited challenge. Demand is high, leading to an 18% growth in estimated net revenues. But with rising demand comes new challenges. Professional services firms are challenged with bidding competitively and ensuring the timely completion of work. Labor issues are a contributor to this challenge since firms need to fulfill staffing needs to meet current and future demands. 

With inflation and labor costs cutting into profit margins, A&E firms also said increasing profitability is a top concern. Collection periods increased by nearly two weeks this year, and many firms must work diligently to complete work on time, invoice quickly and collect payment as soon as possible. Encountering delays at any point in the process threatens profits and their ability to grow.  

Staffing Challenges Impact Key Metrics 

Persistent staffing challenges aren’t just keeping firm leaders up at night—they’re impacting financial performance. Here are some of the most notable metrics: 

  • Operating profit on net revenue dropped to 12.8%, a level last seen in 2015.

  • Overhead rates increased to 160%, a 14% increase. 

  • Utilization rates dropped to 58.5%, the lowest level of the last 10 years. 

After rising steadily over the past 10 years, operating profit on net revenue dropped significantly. This is largely driven by an increase in overhead rates. As firms face longer project ramp times and non-billable periods while backfilling roles, overhead rates rise. Higher employee turnover is also a contributing factor to lower utilization rates.  

Performing the Backlog Balancing Act 

Backlogs increased by more than three weeks year-over-year. It’s an indication that, while firms are in demand, they need to perform a delicate balancing act to complete projects on time. Bidding, scheduling, and labor planning must be precise, otherwise, increased activity can hinder project delivery, which only reduces client satisfaction in the long run. Firms that can effectively manage expectations will be able to reduce their backlog to sustainable levels. 

Growing backlogs are influencing the average collection period, which increased by 13 days. Firms wait for nearly 77 days, on average, to receive payments on accounts receivable. This is a return to the average collection period seen in 2012 and 2013. Back then, firms were able to lower this rate in the following years. To reduce the average collection period now, they may want to look at returning to those previous strategies.  

For a deeper dive into the key financial metrics from the study, watch the webinar 

Looking Ahead 

Financial leaders of A&E firms are focused on meeting day-to-day challenges. When asked about their financial priorities for next year, firms selected training project managers on financial management and improving business processes as their top two choices. This is in line with the results from last year. Notably, firms are less concerned with better forecasting, better growth management, and organizational changes and realignment than they were last year. This indicates that they’re focused on improving the efficiency and effectiveness of daily processes. 

The most successful firms will position themselves for success by also focusing on the HR challenges they face. Unconventional benefits, loyalty rewards, and engagement programs can help companies attract and retain the employees they need for the years ahead. Forty-one percent of firms said that they plan to make talent acquisition and retention investments one of their top priorities next year. Those that make the right decisions will stand out from the pack.  

Get More Financial Management Insights 

Despite the challenges A&E firms face, it’s possible to seize the opportunities ahead. By looking back to previously proven strategies and preparing for future demand, financial leaders can make the most of the market. For more financial management insights, click below to download the full report.  

New call-to-action

Using Deltek Vantagepoint Systems to Maintain Better Contact Data

Posted by Evan Creech-Pritchett on October 19, 2022

2022 - Contact List - Banner

It’s hard to believe that it is already so late in the year. It feels like not so long ago we were trying to beat the heat with cool drinks on sandy shores. But now the weather is beginning to cool down and the leaves are changing color, and that can only mean one thing: time to hunker down and manage the firm’s holiday contact list! Hopefully, this process has already been started but if not, this article shares a couple of tips on how using Deltek Vantagepoint features and functions can help maintain the firm’s holiday contact list and keep it clean for the future.  

Data Clean Up 

Before getting into the nitty gritty of data cleanup, let’s do a quick review. Every contact needs to have at least five parts: contact name, job title, firm name, email address and firm address. These five fields are standard in Vantagepoint, and with this information, marketers can build basic lists to use for both email marketing and direct campaigns.  

Then there are pieces of contact information that can be considered “nice to have.” These include attributes like market, rating, source, contact owner, mailings and segment type. These are not essential to the contact, but they can help narrow down who they are and what exactly the contact means to the company. 

Once marketers have identified their must-have and “nice-to-have” contact fields, head over to Vantagepoint and view the contact in list view. Using this Vantagepoint feature, allows marketers to quickly see what contact data is missing or outdated. See the screenshot below. 

Contacts - list viewThis feature isn’t just in the Contacts hub either, so be sure to look for it in other hubs that may need some cleaning up as well.  

Send More Emails  

To avoid ending up with a bunch of old contacts, the best advice is to send more emails! Of course, don’t just spam the contacts, because that would just drive them away. Instead, think about sending newsletters weekly and/or monthly. By sending regularly email marketing campaigns to contacts, marketers will get contact information back such as bounced email addresses. This piece of information could indicate that the contact has moved firms or retired. Doing this throughout the year will help make the effort of creating holiday contact lists less daunting.  

Create Marketing Campaigns for Segmented Lists 

In the same vein as the last tip, use Vantagepoint Marketing Campaigns for list segments. To do this, create a new Marketing Campaign record with the name “List-Holiday Card,” for example. Then associate different contacts based on their segments (whether it be geographic, demographic, etc.) to add them to a list aka the Marketing Campaign record. With these new marketing campaigns more emails can be sent, and as contacts are created and updated, they can be added to different lists. 

Contacts - Marketing Campaigns - Lists

Monitor New Contact Creation with Scheduled Reports 

Another good practice is to have Deltek Vantagepoint monitor what new contacts were created in the database. Deltek Vantagepoint allows the user to send scheduled reports of what contacts were created in a set period of time (i.e. weekly, monthly, etc.). When these are set up, a report will be sent to the user consisting of all the new contacts and will include who initially created the contact and if there is any missing information that needs to be added. In the case that any of the aforementioned key fields of the contact are missing, the user can follow up with the contact creator and ask them to fill out the required information. This feature can also be used for projects and employees, but in our case monitoring contacts is best. 

Use Workflow Warnings and Errors for Must-Have Contact Information 

Finally, make sure you are using workflows to your advantage. These workflows can be set up to indicate errors and warnings when a contact has missing information. Warnings will simply alert the user that the contact needs more information, but they will allow the contact to be saved nonetheless. Errors on the other hand will completely stop the user from saving the contact. Both of these options are effective ways to keep a contact list clean but be sure to choose which one to use carefully.  

 Contacts - workflow errors

See these Contact Management Tips in Action  

These are just some ways to utilize the Deltek Vantagepoint system features and functions to manage contacts, even outside of the holiday season. To see these features in action, click the image below to watch a replay of the webinar, A Modern Approach to Managing Holiday Contact Lists. 

 

New call-to-action

Deltek Vantagepoint: What's in a (Project) Number?

Posted by Amanda Roussel on October 12, 2022

2022-VP Project Number Banner

We encounter many numbers throughout our lives. Over time, perhaps we learn which ones matter to us and which ones are just a number. So, when is a number just a number? One place to look is with Deltek Vantagepoint project numbers.  

After working countless hours with firms for their Deltek Vision to Vantagepoint, some of the more engaging and attention-grabbing conversations include project creation and project numbering. It turns out some firms rely quite heavily on project numbers. While this is technically not wrong, it may just be causing more pain than value. Wait until your Vantagepoint users see how much easier things can be in Vantagepoint when you stop caring so much about the number. 

New Deltek Vantagepoint Projects Hub 

The projects hub has expanded its use in Vantagepoint. It now captures the entire life cycle of a project - from pursuit through awarded and completed project. This means that a project number is assigned from the start.  

Because of this, the project number initially created is just that-a number. It doesn’t really matter. GASP! 

Project Numbers can now be “Dumb” 

In the past, many Deltek Vision users set up “smart” project numbers. Other users may have used numbers so complex; they could call them “brilliant” numbers. Over time, project numbers were heavily relied on to tell a story of the year it was created, the client, the number of projects the firm had with the said client, and so on.  

While some firms invested in scripting to automate the smart numbers, others had their staff complete forms to submit to accounting and perhaps a pair of employees was responsible for assigning the next project number based on a coveted spreadsheet. Get rid of the firm’s project setup forms forever with Vantagepoint! 

Let the System do the Heavy Lifting with Autonumbering  

Who doesn’t want to make their workday easier? One-way Vantagepoint helps with this is by setting up autonumbering. Deltek Vantagepoint project autonumbering, proper education and training can give users independence to enter and track their own pursuit and project efforts. Talk about streamlining processes!  

 The autonumbering feature in Deltek Vantagepoint automatically generates an identification number for new records, including project records. And, in the autonumbering setup firms can define the structure of the project number to match the business requirements.  

How to Configure Autonumbering 

A Deltek administrator can enable automatic numbering by going into Settings > Workflow > Numbering. See the screenshot below. 

DVP Project No 01

Then hover over the row of the system numbering format to update. For this example, select Project then go to the column called Auto Number Source. See in the screenshot below the various options to create an auto number source including Expression, Stored Procedure or Web Service.  

DVP Project No 02-system numbering format

Below is an example of using the Expression Auto Number Source. When that option is selected, there are a few options. First, is that autonumbering can be set up for Overhead, Promotional and Regular project charge types. Once the charge type is selected, the Project Auto Number Format can be defined by inserting a row for each component of the project number.  

In the example below, this client wanted to show the year the project record was created in four characters, the next project in the sequence beginning at 439 with two leading zeroes, and, finally, a period followed by the project center level of office.  

DVP Project No 03

Below the Project Auto Number Format grid are a few fields specific to which row is highlighted. In this screenshot, the “characters” row is selected so it’s displaying that specific row’s sequence number length, sequence number position and starting sequence number, 439. As each row is built, the sample value field will update.  

Once that is defined and saved, every time a new regular project is created, the number will automatically populate. Users won’t have to think about which project number to use next nor fill out a form to get the “next” project number from a separate log or notebook. See the screenshot below for how this will look for users. 

Autonumbering is defined as a Regular project record. 

DVP Project No 04

 Autonumbering is defined as a promotional project record. 

DVP Project No 05

Don’t Stop with Just Project Numbers 

The autonumbering function is not just available for project records. Deltek Vantagepoint has made autonumbering available for employees, firms, marketing campaigns, equipment and user-defined hubs. And, other areas with numbers can be automated too including phases, tasks, accounts, units, accounts, vendors, company, office, discipline, and more! 

Once you’ve crossed over to the autonumbering dark side, you’ll want to set it up for everything in Deltek Vantagepoint. Click below to learn more about Full Sail Partners Deltek Vision to Vantagepoint upgrade assistance services. 

 

New call-to-action

Driving Growth with Digital Marketing: How to Optimize Digital Marketing Performance

Posted by Lindsay Diven on October 05, 2022

2022 DGS DM Optimize Digital Marketing Performance Banner

Throughout the Driving Revenue Growth with Digital Marketing Series, marketers have created and implemented the marketing campaigns and collected results. Now it’s time to analyze and optimize the marketing campaign and strategy to achieve even more efficiency towards the marketing SMART goals 

This article shares just a few of the items to review to optimize digital marketing performance. Areas to optimize include the website, conversions, content promotion and email marketing. And this article just scratches the surface but will offer some ideas to begin.  

Improving the Website 

The firm’s website is the starting place for any digital or online marketing program. It’s the key piece of online real estate that marketers have complete control of and have access to the background statistics. Some of these key statistics to track will be based on the marketing campaign goals. Others will be general performance statistics to gauge the overall site performance such as overall website traffic, time on page, etc.  

Some areas to focus on to optimize performance when it comes to the firm’s website include: 

  • Highest traffic volume pages – Look at the specific site pages that are getting the most traffic. Identify what, if any, SEO elements are on the page including specific keywords. Look at where the traffic is coming from to that page. Also, check to make sure there is a call to action (CTA) on that page to either capture that visitor’s information or move them to another page to continue the visitor's journey.  
  • Most read blog posts – Similarly to the site pages, look at the most read blog posts. Which articles or topics are getting the most views? Marketers can assume that this is the type of content or topic that their audience is interested in. Work to create either more content around this topic or repurpose those specific blog topics into other content formats.  

Increasing Conversions  

A conversion can be any action a person takes that the marketer wants them to do. For example, if there is a form on a webpage, the call to action (CTA) for that page would be to fill out the form. Each time that CTA is completed, it’s a conversion. Conversions don’t always have to be filling out a form; it can be watching a video or requesting a meeting. The idea is that the person took an action, and that action is the conversion.  

Once marketers set up their CTAs and start collecting data, it’s time to see how to increase the number of conversions. Some ways to do this are: 

  • Use CTAs – This may seem obvious, but so many AEC websites do not have any CTAs anywhere on their websites or there’s just one – “Subscribe to ACME Engineering’s Newsletter.” The easiest way to increase conversions is to start using CTAs and inserting them throughout the entire website.  
  • Make CTAs relevant to the page – Even though we just said to use CTAs, don’t just put them on every webpage and think it is done. Marketers will want to use different CTAs that are relevant to the topic of that blog or page. For example, an architecture firm has a checklist called “10 Ways to Derail an Elementary School Renovation” that they want people to download. A good place to put that CTA is on project profile pages of elementary school renovations, not their healthcare project pages.  

Using Specific Landing Pages 

Most website management systems like WordPress or HubSpot are easy to set up and update. But sometimes it’s often difficult jumping through internal hoops to get new web pages or new navigations approved internally. So, that’s where landing pages are a great alternative, especially since they are easy to create with software like HubSpot or Leadpages.  

A landing page is just that – one page where marketers can direct specific traffic too. Some ways to optimize landing pages are: 

  • Minimize the design – Remove any design elements, navigation, or CTAs, that would distract the viewer from taking the one action you want them to take. For example, remove the navigation/menu bar, remove the firm’s social media links, etc.  
  • Write a strong heading – Continuing with minimizing the design is to have a strong headline. This headline should draw the viewer in and make them want to read more. It should either describe a pain point they are looking to solve or some kind of aspiration they are trying to get to.  
  • Describe the benefits – The landing page should be promoting the goal of the marketing campaign. And that marketing campaign should be benefiting the potential client. Under the headline, describe what the item is and the benefits the potential client will receive. Be clear, concise and to the point. Less is more here.  
  • Place the form above the fold – Most of the time, landing pages have some type of form for the viewer to complete to get something (a PDF download, checklist, case study, etc.). Make sure the viewer doesn’t have to scroll down to see and fill out the form. Seconds count, and if it takes even just a second longer to realize there’s a form, you might lose them.  
  • Determine the right questions – There’s a balancing act between asking for enough information and too much information on the landing page forms. Firms often want all the information they could get about a lead, but the lead will balk at having to fill out too many fields on a form. Marketers should determine the right questions to have on their forms to qualify and segment leads, and not one more. This is usually done by testing and then optimizing. 

In online marketing circles, the conversion rates of landing pages are somewhere between 5-15%. But marketers should be tracking their own conversion rates and then use these strategies above to make changes and see if that rate increases.  

Promote Even More 

A previous article discusses how important it is to promote the content and ways to do that. Once marketers begin promoting, they can use that information to make the promotion even better. Some ways to do this include: 

  • Determine the best channel – Once marketers start getting data, they can see which channels are bringing in the most visitors and highest conversions. Once they know that, they can lean into that channel even more. 
  • Consider each social media channel – If the firm promotes content on different social media channels like LinkedIn or YouTube, how can the content be re-formatted into different media types or different language used that corresponds to that specific channel?  
  • Going back to the basics – Marketers should make sure that the graphics and media are appropriately sized and formatted for each social media channel.  
  • Test frequency to find the sweet spot – Each channel is going to dictate just how often the firm posts content. Once marketers start getting results, they have a baseline and then can start testing posting more or less to see how that affects results.  

Don’t Forget About Email Marketing 

Part of every online marketing program should include an email marketing component. AEC firms have hundreds, if not thousands, of contacts in their databases and should be communicating with those contacts (with proper permission) on a regular cadence. This is even more important for a specific marketing campaign, like the one they are trying to optimize.  

Here are just a few email marketing tips to get great performance: 

  • Make sure the marketing emails are coming from a person, not a generic email address like “Info@company.com” 
  • Write clear and clickable subject lines. Take time to develop the subject lines. Don’t wait to just write something to get the email sent. Use this tool to test each subject line. 
  • Limit CTAs to only one per email campaign, especially if it’s part of a specific marketing campaign. Make sure every link in the email goes to that specific landing page or CTA.  
  • Segment and personalize as much as possible. 
  • Optimize for mobile.   

Watch this replay where an email marketing expert shared even more email marketing advice. 

Always be Adjusting and Refining 

Once you begin your digital marketing program, start to analyze results and then optimize, it doesn't end there! Marketing is ever evolving with new interests, new content formats and new preferences in which our targeted audiences like to consume our content. So as marketers we constantly need to be keeping up with trends, especially out of our industry, looking at our metrics, and adjusting our marketing efforts. The good news is that this is fun and creative, and our job demand will remain high.  

New call-to-action

Outsourcing HR Functions Can Help Professional Services Firms Meet Their Human Capital Management Needs

Posted by Tasia Grant, PHR on September 21, 2022

2022 - Outsourcing HR_ Banner

The professional services industry is still currently facing challenges ranging from financial rebounds and technological transformations to the need for human capital management (HCM) adjustments. Specifically, some of the top HCM trends affecting the professional services industry are:

  • The expectation of mobility - Employees and job seekers are looking for companies that have the structure and technology to accommodate remote work. Also, many companies have redesigned their physical office layouts and performance management plans to account for remote staff.
  • Power shift to employees and applicants - The shortage of viable talent has shifted the supply and demand dynamics where the employees and candidates feel empowered to ask for what they want and have options if those requests are not accommodated. 
  • Struggles to find the right fit for positions due to skills gap issue - Due to the great resignation and the influx of early retirees, there is a gap between those seeking work and those actually qualified for the hiring needs. 
  • Workplace balance is no longer a “buzz” term or trend; it’s a real thing - The pandemic caused most to reflect on their priorities and many changed their mindsets, habits, and lifestyles to cater to the well-being of themselves and their loved ones, even if it involved making employment sacrifices.

What does HR have to do with these trends?

The human resources function is key to effectively addressing these HCM shifts. Organizational leadership is increasingly aware that attention to the needs and wants of their current and potential employees is pivotal to their growth and success. So, they are reevaluating their processes, procedures, incentives, and benefits to account for these trends, and outsourcing HR is a part of that consideration. 

What are the primary essential functions of HR? 

The primary HR functions are Human Resources Information Systems (HRIS), Benefits Administration, Talent Acquisition & Onboarding, Employee Relations, Training & Development, and Compensation (Payroll/Total Rewards). These functions are all critical to addressing these impacting HCM trends. 

What role can these HR functions play in affecting these trends aka challenges? 

The expectation of mobility: 

Having an effective HRIS system to electronically manage and house employee data has become common and necessary to maintain efficient communication, consistency, integrity, and security. This also allows the data to be managed from any location where technology is accessible. 

Power shift to employees and applicants / Struggles to find the right fit for positions due to skills gap issue: 

Development and management of attractive, competitive benefits and compensation plans will impact retention of existing employees and attract top talent. Offering performance management and training & development that supports career development is a sign to current and potential employees that their worth is valued and sends the message to them that being with the company also brings and ROI for them. Employee relations and training & development are being redesigned so that the quality, availability, and frequency of meetings and training are consistent whether in-person or virtual. 

Workplace balance is no longer a “buzz” term or trend; it’s a real thing: 

Efficient benefits administration ensures that providing the best health insurance options, a fair and generous leave policy, a well-structured retirement plan, and additional employee perks are top priorities for a company that invests in the well-being of its greatest asset…its employees. 

“Total rewards” is the combination of benefits, compensation, and rewards that employees receive from their organizations. Where wages and bonuses are still important to employees, intrinsic rewards are equally important. So, recognition, workplace flexibility, and career opportunities provide them with that. 

Having a dedicated, experienced HR professional is a must for all professional services firms 

The HR functions needed to address HCM trends require specific skillsets and knowledge bases, such as: 

  • HRIS – Knowledge of HR software, familiarity with business analysis tools, exposure to technological functions and jargon
  • Benefits Administration – Foundation of most benefit plan designs, knowledge of benefit coverage laws and market trends
  • Talent Acquisition & Onboarding – Negotiation skills, data analytics, experience with recruiting software, social media management, sourcing experience
  • Employee Relations – Excellent communication and people skills, great listening and observation skills, conflict management techniques, knowledge of performance management plans, experience conducting appraisals and grievances
  • Training & Development – Project management skills, coaching skills, knowledge of and experience with training software, presentation skills, organizational skills
  • Compensation – Financial education background, proficient Excel knowledge, payroll experience, total rewards knowledge, ability to conduct salary analysis 

Furthermore, these descriptions just skim the surface of what’s required to perform these HR functions. The extent to which each skill set is needed or required depends on factors like the firm type, size of the firm, and firm goals. Surprisingly, some professional services firms have designated a payroll manager or executive for the task of performing these HR duties in addition to their primary responsibilities. Yet, to be most effective in addressing these HCM trends, these professional services firms need a dedicated, experienced HR professional. 

How can outsourcing HR functions help professional services firms? 

HR outsourcing is the use of an outside service to handle some or all of a firm’s HR tasks. Many firms have designated teams within the HR department to handle the different functions. Often, though, smaller organizations (100 employees or less) don’t have the physical capacity or financial ability to support multiple people performing those duties or even one full-time dedicated HR person to work in a generalist capacity. Moreover, firms that are not necessarily small but are transitioning into larger organizations, and may be assessing their needs, may want to slowly grow their core teams.   

Outsourcing HR functions can provide the necessary resources without requiring the full commitment of new employees. Especially in cases where an executive has been the designated HR professional, outsourcing HR functions will allow that business leader to focus on core business processes. Also, the employees will appreciate having a person who is specialized in employee-related issues and is not a direct decision-maker in their career trajectory. Finally, HR consultants can be an additional resource to professional services firms by providing additional support, guidance, and advice in areas where there may be a skills gap, knowledge gap or even a lack of time and resources. 

Outsourcing HR functions has many pros to help meet HCM needs 

Pros 

  • Access to HR expertise 
  • Saves money because firms don’t have to hire new full-time employees 
  • Opens access to additional benefits 
  • HR connections can lead to lower cost benefits and access to other global resources 
  • Maximizes compliance 
  • Minimizes legal risks 

Cons 

  • Leadership may feel a lack of control 
  • Might feel impersonal to employees 
  • Risks with intellectual property access 
  • Service quality control  

Undoubtedly, every professional services firm requires certain functions that are focused on HR needs/wants and provides a neutral, trusted and knowledgeable resource that supports both the firm’s and the employees’ well-being. To address the shifting Human Capital Management trends in the present and future of the professional services industry, HR professionals are a necessity. For those firms that are not able or do not want to hire a designated HR professional to handle these significant HR functions, outsourced HR is the right choice to meet these changing HCM needs. Click the image below to learn more and see if this is an option for your firm.

New call-to-action

Deltek ProjectCon 2022: Be There or Be Square

Posted by Cate Phillips on September 14, 2022

2022-Deltek-ProjectCon_Banner

After two virtual years, the annual Deltek conference is back in person. Wondering if your firm should attend this year’s Deltek ProjectCon conference (formerly known as Deltek Insight)? Well first off, let’s use some math logic, so hear me out. 

In project-based businesses, like engineers, architects, consulting firms, and other professional services organizations, it is usually important to hit the mark for a successful business. What is a mark? It’s a point different from nearby points; something to shoot at or a visible indication that distinguishes something. 

However, think of a project lifecycle. I would say that most of the time folks in our world visualize the life cycle of a project as a circle. In fact, go ahead and Google “the project life cycle” and check out the images…they pretty much all include a circle. A sphere doesn’t really have a point, and by its nature, the circle is not like other shapes. As we can agree that the project lifecycle is usually a circle and that circles don’t have points like other shapes, clearly the next logical step is that since your firm really can’t “be square” then you should be there at Deltek ProjectCon 2022!  

My logic is not convincing? Here are other reasons you should attend, and as I know you’ve been thinking about it, let's just say that the new name for Deltek’s annual conference will in no way change the “insight” you will get for attending. 

Gain Some Valuable Deltek Product Insight 

We all know conferences are for learning; that’s basically the entire business case and why you or your firm is paying to be there. So, get knee-deep in your Deltek knowledge at ProjectCon. Obtain a certification through a free Deltek University exam. Add more skills to your resume and get paid more. Learn how to solve your complex challenges using Deltek technology. 

Meet, Greet and Network with Insightful Experts  

Go and have some fun gosh darn it; you’ve earned it. You made it through a pandemic and can finally see your friends and business connections in person for the first time in over two years. There are networking events being thrown just for you at Deltek ProjectCon, so don’t turn down a free party! Even better, you can finally connect with the actual experts about Deltek products, not just your colleagues.  

Fresh Insights and Latest Trends 

Best practices are game changers for professional services firms. At Deltek ProjectCon, learn how your peers are getting things done and get all juiced up on innovative new technologies. Attend the keynote and learn what “The Power of Connectional Intelligence” means. Think about robots; artificial intelligence is the future not just in cars but also in data-driven organizations. 

Future Insights Through Product Roadmaps 

For many project-based firms, there are upgrade questions such as when is Vision's end of life? At ProjectCon, you can find out more from Deltek representatives and see the updated road map. Here you also have the opportunity to ask questions that would make the Deltek staff seriously consider adding your favorite missing feature to the next version of your software. It is critical to understand the journey your firm is on, and that’s hard to do without a map.  

Deltek Newbie? Acquire Insight, Historically Speaking 

There is no better way to meet seasoned groupies than to attend a conference like Deltek ProjectCon. You know you want to hear about what happened at this conference 20 years ago. Go soak up the old-timers’ knowledge or attend beginner sessions and feel less alone.  

Upcoming Insights from Full Sail Partners at ProjectCon ‘22 

Want to see us walk the walk and talk the talk? Join seven of our incomparable consultants as they lead the following sessions. You can search out the sessions by title, topic, presenter, etc. by visiting this page: Deltek ProjectCon 2022 | Project Success Starts Here | Session Catalog 

[VPSPON-03] Single Source of Truth Between Vantagepoint and ADP 

Discover how Vantagepoint and ADP can work together to enhance your payroll experience. During this session, learn how the Blackbox Connector offering from Full Sail Partners securely and seamlessly integrates 3rd party software platforms with Vantagepoint. The Vantagepoint Payroll Interface allows firms to efficiently move Vantagepoint project hours to ADP payroll hours based on business rules. Employee data can now be integrated between ADP Workforce Now and Vantagepoint with a single point of entry upon the employee hiring process. Presented by:

Scott Seal, VP of Consulting, Full Sail Partners 

Rick Childs, Principal Consultant, Full Sail Partners 

Jennifer Wilson, SQL Developer, Full Sail Partners 

[VP-66] New and Improved Vantagepoint Accounting Features to Automate Your Business 

Join this session to familiarize yourself with the new and improved features in Deltek Vantagepoint to help automate your accounting department and business. The presentation will cover the latest and greatest features including approvals, billing, AR, reporting, dashboard, and other features to improve your accounting processes. This is a must-attend session for your financial team to learn from two consultants that have spent more than 1,000 hours helping more than 100 companies upgrade from Vision to Vantagepoint. Presented by:

Terri Agnew, Principal Consultant, Full Sail Partners 

Theresa Depew, Senior Consultant, Full Sail Partners 

[VP-22] Create a More Collaborative and Efficient Team Environment with Vantagepoint: One Firm's Story 

Welcome to the future of managing the project lifecycle for professional services firms! With Deltek Vantagepoint, see how one firm created a more cohesive and streamlined method for operating project-based businesses. JCJ Architecture will take you on a journey through its new project lifecycle. Learn how their team reimagined their processes from pursuit identification to final project execution, resulting in a more collaborative team environment. Better data provided better analysis, which resulted in better decision-making and a better business! Presented by:

Rana Blair, Principal Consultant, Full Sail Partners 

Amanda Roussel, Senior Consultant, Full Sail Partners 

Michelle Chapman, Senior Project Accountant, JCJ Architecture 

Jeanne Muscolino, Principal | Hospitality Sector Leader | Business Development Manager, JCJ Architecture 

Register for 2022 ProjectCon Today 

With all of these reasons to attend ProjectCon, we know you are thinking about what to pack already. Don’t miss the Full Sail Partners’ booth in the XPO hall. For all the latest information about ProjectCon 2022, hit up Deltek ProjectCon 2022 | Project Success Starts Here. This year it’s in Nashville from November 15 – 18th. I hope the insights you gain and the fun you have inspire you to do more in your own spherical world of projects. 

 

New call-to-action

The 43rd Deltek A&E Clarity Study Predicts Positive Changes for Business Development

Posted by Amanda Roussel on September 07, 2022

2022-ClarityReport_BD_Banner

According to this year’s Deltek Clarity Architecture & Engineering (A&E) Industry Study, it is looking to be a landmark year for the architecture and engineering industry with net revenue growth forecasted to grow to 17.6%. A&E is doing quite well despite the pandemic with the highest net revenue growth in the last ten years at 11.4%. This increase is assisted by A&E’s market position, which is expected to either grow or remain steady in markets across the board. Most notably water/waste/stormwater, transportation, and industries that fall under the “other” category (such as life sciences and senior living) are predicted to see great increases. As a result, firms will not only need to strategically pursue the right projects but will also need to grow and develop a staff to deliver on these projects.

 

Top Business Development (BD) Challenges 

The ever-changing nature of the business world is continuing to keep firms on their toes with new challenges. Unlike the previous year, a majority of firms (78%) have identified that finding and retaining qualified staff has been a struggle for them. This is coupled with other mass-reported problems such as staffing shortages and difficulty retaining employees. Staffing challenges have a direct impact on business development, not only lacking adequate staff to conduct business development activities but also not being able to provide the most qualified teams to win and deliver on projects. 

Time to nurture client relationships is the top business development challenge for A&E firms according to the report. With favorable market conditions, new opportunities will be plentiful which poses a challenge for firms to keep up with their clients. Time is money and time is also in short supply. With the reporting firms revealing an average work backlog of nearly 9 months, it is clear that companies must find a way to increase productivity. Upskilling business development talent and streamlining the BD process will help to free up time to strategically nurture client relationships. 

Other top BD challenges from the study include increased competition and identifying prospects. Firms must differentiate and hone branding across thought leadership and social marketing channels to distinguish themselves in the marketplace. Additionally, with a positive industry outlook this year, firms will need to be more strategic in pursuits that work best for their company’s strengths. 

Increased Formal Business Development Process 

Of the companies surveyed, 45% have a formal business development process, which is an increase going up from 39% the previous year. Though this means that 55% of firms surveyed still do not have any formal business development process. In these cases, responsibility for business development tasks is most often pushed to the executive team, project managers, and marketing staff. While dedicated business development staff may not be necessary in every case, it is important not to overlook the kind of work they do. Most notably, they tend to client relationship development, proposal development and networking, but they have plenty of other duties as well. Their jobs help to create new business opportunities, and within the last year active client relationships, requests for proposals and networking placed in the top five sources of new opportunities in the surveyed firms. 

A Positive Year for Proposals Requires Evaluation 

As suggested by the Deltek Clarity study, operating in a market with limited resources but high demand, the go/no go process is significant to evaluate the projects firms will pursue. While the number of firms employing the go/no go process has increased in the last year, there is still a large population who do not utilize it in the slightest. Of the companies who reported, 22% don’t use any kind of go/no go process. Listed below are the top three questions that businesses ask when deciding whether or not to accept a proposal: 

  • Is it a good fit for the type of work we do? 
  • Do we have an existing relationship with the client? 
  • Do we have the staff to deliver the project?   

This method of weeding out less profitable projects is more useful than ever, as a significant rise in the number of proposals submitted and the number awarded in firms of all sizes was observed. In-kind, the average win rate of proposals has increased in the last year to 49.2%, the highest it’s been since the beginning of the COVID-19 pandemic. The average capture rate is also up from the previous year, now standing at 48.5%. 

Marketing Techniques Present and Future 

A majority of businesses reported using social media posts for marketing, with only 16% not indicating any use. This was followed by client-specific marketing at 67%, trade shows/exhibits at 56%, email marketing at 54% and thought leadership at 42%. The order of these marketing methods is projected to change, however, with the study offering up that client-specific marketing could overtake social media marketing within the next five years. Thought leadership is predicted to advance to third place among important marketing techniques, with trade shows/exhibits and email marketing falling more and more by the wayside. 

Business Development Initiatives 

Based on this year’s study, some of the priority business development (BD) initiatives for A&E firms are hiring additional staff, earlier identification of opportunities and requirements and expanding geographically. Since BD has not been spared from staffing challenges, and firms are seeing more proposals, projects, and nurturing opportunities, the focus on obtaining the best-qualified staff is of tantamount importance. Another area that has grown in importance is the geographic expansion of firms requiring yet again additional staff. One more initiative to identify opportunities and their requirements remains top of the list as well. Teams shouldn’t be wasting time and their resources on projects that are not winnable. 

Final BD Outlook from Deltek Clarity 

The 43rd Deltek A&E Clarity study found that while the world still is not clear about the pandemic, things are looking up for the industry. The top problems of participating firms are not dire, and by focusing on the employee base and current client relationships, these issues can be fixed. This year’s Deltek Clarity report also noted that freeing up time is necessary to clear the obstacles in the way of each business regarding BD. To remedy this, employing the go/no go process and better utilizing the tools provided by Deltek to streamline the BD process is suggested. 

How does your company stack up to those that participated in the survey? For a more in-depth look at the data behind the 43rd Deltek A&E Clarity study, use the link below to receive the report for free right now! 

 

New call-to-action

Best Practices from Professional Services Firms Who've Upgraded from Deltek Vision to Vantagepoint

Posted by Lindsay Diven on August 31, 2022

2022-Upgrade_Best_Practices_Banner

Having now partnered with hundreds of architecture and engineering firms to upgrade from Deltek Vision to Vantagepoint, Full Sail Partners has gathered a treasure trove of lessons learned and best practices. While professional services firms can certainly benefit from what has been discovered by Full Sail Partners, in this article, they can also hear directly from different engineering and architecture firms about their own experiences. Once again, firms looking to make the Vantagepoint transition can get advice as well as discover lessons learned and best practices from their counterparts’ Vantagepoint upgrade experiences. 

This is the third article in the series where professional services firms can “hear from their peers” who have either made the upgrade or talk about experiences during the upgrade process. The first article focused on preparing for the upgrade and the second article shared their users most loved new features of Vantagepoint. In this final article, the participants will share some best practices from their Vantagepoint upgrade experience. 

Featured Firms

The clients that are featured in this series are a mix of small, medium, and large firms. Also highlighted are specific contacts who serve in different roles within their firms. They each were in a different phase of the upgrade process when we met with them. The clients providing their feedback include the following:  

Argus Consulting, Inc. 
Nancy Smith, Project Controls  
Karen Pattison, Controller   

CSHQA 
Andrea Kier, Business Development 

RIOS 
Jessamyn Davis, Chief Operating Officer  

Structural Integrity Associates, Inc. 
Paul Arnone, Applications Support Manager  

Ware Malcomb 
Brad Mathias, Director, Financial Planning & Analysis  

Treat the Upgrade Like a Project 

Karen and Nancy from Argus Consulting approached the upgrade like a project. They assigned a project manager, in their case Nancy, to lead and she was the one person to be in charge of the efforts. Nancy also was sure to engage the end users, and she coordinated with people from marketing, project management, etc. She particularly worked hard on having a lot of interaction within each group along the way. 

Structural Integrity Associates took a similar approach in their upgrade. They established a task group to evaluate the entire upgrade. However, their task group was about 15 people who were on weekly calls including vice presidents and other executives. Paul now thinks it might have been more beneficial to have had smaller groups made of targeted areas depending on the meeting topic for that week. It might have helped the process move quicker and maximize everyone’s time.  

Communicate and Prioritize Across Departments 

Andrea from CSHQA recommends communicating and understanding what the users need from Vantagepoint and to ask a lot of questions. It is also important to realize that everyone is busy and that the upgrade tasks might not be their main job. So, it might take longer to review information and make decisions for the different end user groups.  

Remember, it’s Just an Upgrade, not a New ERP Implementation 

Jessamyn’s big take away from RIOS upgrading to Deltek Vantagepoint is to remember that this is just an upgrade. It’s not a migration to a new system. Most of Vantagepoint works the same as Vision, except that it’s in the browser. She wants firms to not be intimated by upgrading to Vantagepoint. While it is a lot of work, it is definitely nothing compared to migrating to an entirely new ERP system.  

Utilize the Expertise of a Trusted Partner & the Vantagepoint Readiness Report 

The best practice that Brad from Ware Malcomb recommends is to get the help of a trusted Deltek Partner. In his case, they used the services of Full Sail Partners and the Vantagepoint Readiness Report. The Vantagepoint Readiness Report identified everything that was needed for their upgrade instead of having to figure it out on their own.  

Start Cleaning Data, Even if the Upgrade is Far Away 

Another important thing that Brad always recommends is reviewing the data in Vision, especially if the firm has been using the system for a long time, like Ware Malcomb. Their data wasn’t necessarily bad data but there was a lot of duplicate data. Having the data as clean as possible will make the upgrade process go even smoother.  

Want to Hear More From Your Peers?  

As this article is the last one in a three-part series, be sure to check out the other “hear from your peers” topics.  In part one, different project-based firms shared their Deltek Vision to Vantagepoint upgrade experiences. Then in part two, the same firms shared their most liked new features of Vantagepoint. Hearing from peers is a great way for professional services firms to get comfortable with the transition from Deltek Vision to Vantagepoint. Take advantage of their experiences and learn how to make the move go smoothly. 

To listen to their upgrade experience, watch the webinar that is linked below. 

 

New call-to-action

Tips to Address Top HR Challenges from the 43rd Deltek Clarity Study

Posted by Tasia Grant, PHR on August 24, 2022

2022 - 43rd Clarity_Address HR Challenges_ Banner

Finding, recruiting and retaining top talent affects nearly every part of architecture and engineering (A&E) firms, as evident in the 43rd Deltek Clarity Study. In a previous blog article, we dove into the specific human capital management (HCM) challenges. Today’s focus will be on sharing tips that A&E firms can use to address those challenges.  

 

Acquisition & Retention Connection 

The number one initiative that respondents to the survey were considering taking was improving the opinion of their organization in the marketplace to attract better talent. Firms should be thinking about their brand as a sum total of all of their processes, actions and culture. It’s not just a mission statement on a website. It’s critical to start with the firm’s brand and ensure it’s authentic.  

How well does the firm’s brand display authenticity and empathy, as well as showcase modernization with firm processes and utilizing technology? Also, it’s not enough to just focus on the brand. Firms have to additionally communicate the brand outwardly, and not just by the firm’s employees, but by clients and customers who know other people in the marketplace.  

Another tip is to review the firm’s hiring process. Ensure everybody in the hiring process understands the experience the firm’s trying to create and follows through on. Candidates will drop out of the process and/or won’t accept positions because they weren’t treated well throughout the process. The firm should create an experience specific to the acquisition process. Everyone involved in the firm’s hiring process should understand the critical role that getting the offer accepted depends upon creating a great experience and following through on commitments. Every touchpoint with the candidate is a way to demonstrate the firm’s culture. 

Onboarding talent effectively is another tip to address HCM challenges. According to the Clarity study, it’s taking around four months from when the job is posted to the new hire producing billable work. So, the better the firm is at its onboarding program not only will that new hire be quicker to bill work, but it’s also a key time to keep that person’s retention and engagement high. New hires are already excited about coming onboard, and if there’s a lag in their training and they don’t feel like they’re having an impact on the business, their engagement level can drop quickly.  

Acquisition and retention are connected. If the firm can create a good retention strategy, especially through branding, it will have less need for acquisition and thus fewer acquisition costs. This frees up more budgets to continue with retention and engagement programs which in turn helps increase retention.  

Culture & Communication 

One of the most important things to the modern workforce is relationships, specifically, relationship-focused employment experiences. So how do A&E firms get to that? Here are a few strategies: 

  • Continuous Feedback Discussions – The relationship between employee and manager is pivotal.  Annual performance reviews can be expensive and not many people get a lot out of them. Firms should maybe at least supplement their annual review process with continuous feedback discussions. These are times when people can connect frequently and start to feel value.  
  • Pulse Surveys – Pulse surveys are a way to demonstrate an interest in employees’ perspectives. 
  • Authenticity & Empathy – The modern workforce craves this, and this can be demonstrated through continuous feedback discussions and frequent interactions between employees, project teams, project managers and direct supervisors. People want to work for somebody they connect with, somebody they align with, and it’s never been more important. From a modernized performance management perspective, firms should implement processes that allow for frequent connection and allow opportunities to display authenticity and convey empathy. 
  • News & Information – Employees desire company news and information and want to know how the firm is doing. They also want to know where they stand. In the absence of information, people create their own, and when they don’t know how the firm is doing, they start to think that maybe things aren’t going well. How can the firm create a great culture and engagement by just making sure it’s transparent as possible? Furthermore, how can the firm make sure that information is shared frequently and consistently? 

Modern Performance Management Tools 

Three modern performance management tools include continuous feedback, continuous goal management and recognition. Below is a summary of each. 

  • Continuous Feedback – Good continuous feedback discussions are not just “check-ins” but are opportunities to drive goal discussions, career development discussions, and improve engagement and retention. They can also serve as an opportunity to recognize people in a one-on-one setting. They are very highly desired by the modern workforce and can replace or supplement the appraisal process.  
  • Continuous Goal Management – This approach removes the time box traditionally associated with annual goals which is not how people work. Instead, this approach focuses purely on the alignment of the employee and the firm, driving them both mutually forward.  
  • Recognition – This is key to engagement, retention and boosting productivity, morale and happiness. When employees are recognized for good work, it releases dopamine in their brains and creates feelings of pride and pleasure. This then tells the brain that if they do more things like this, they’ll get more praise and recognition and feel this way again. As a result, the behavior starts to change, but be careful not to just recognize people haphazardly and constantly to a point where it’s meaningless. So, think about what a formal recognition program can do for not only the firm but from a brain chemistry standpoint.  

Learning & Development 

The two top initiatives for managing talent from the study were "create/improve success and career development planning" and "create/improve employee engagement programs." Here are some tips to take action on learning and development. 

  • Organizational Focus – Learning and development has to be a firmwide focus with buy-in from executive leadership. Managers need to promote learning, and time has to be devoted to it.  
  • Career Mobility – Firm leaders have to allow for career mobility. Retaining a great employee, at least in some aspect of the firm, is better than losing them totally.  
  • Development Plans – There should be plans for all levels supporting onboarding, employee growth and gap fills. 
  • Project Focused – There should be project-focused learning and development. Many survey respondents said that PM training is key. Firms should invest in that project management training. 
  • Upskill & Reskill – This strategy supports career mobility, improves employee engagement and retention and improves productivity. Watch this webinar to learn more about how to deploy upskilling and reskilling at your firm. 

Dig Deeper into the 43rd Annual Deltek Clarity Report 

Hopefully, A&E firms will consider all of these useful tips to address their HCM challenges. To get more details on A&E firm HCM trends or other interesting findings, download the full Deltek A&E Clarity report. Click the image below to grab a free copy of the report along with a scorecard to chart the firm’s results. 

New call-to-action

Automated Bank Feeds with Deltek Vantagepoint for Professional Services Firms

Posted by Joel Slater on August 17, 2022

2022-VP Automated Bank Feeds 02

Most likely of great interest to Vantagepoint users is that Deltek is continuing to roll out rapid enhancements to Vantagepoint in order to drive purposeful innovation and efficiency. One of the latest improvements being made possible is by a new partnership and integration with Plaid. This integration with Plaid offers professional services firms the ability to automate the update of transactions in Bank Reconciliation in Vantagepoint. Well, what is this all about, and how can professional services firms make this happen?

About Plaid

Plaid powers thousands of financial apps and this convenient integration will allow professional services firms to connect their banks to Deltek Vantagepoint in a secure way. With Plaid, firms can control whom their data is shared with and for how long. Additionally, whenever firms use a Plaid-powered app, their security is of the utmost importance meeting or exceeding industry standards. 

Bye-Bye Manual Entry 

Most Deltek Vision clients were already aware of the ability to manually upload a file from their bank to import bank transactions. The key word here, being MANUAL. Now check out the good news - with Deltek’s latest release of Vantagepoint, that process has now been vastly improved with automated bank feeds. That’s right! No more manual import is required. The integration currently supports over 11,000 banks across North America, with more being added regularly. As of the Vantagepoint 5.0 release, this integration is available to both on-premise and Deltek Cloud clients. There is no separate purchase or licensing required.   

 Instead of the more time-consuming, manually administered import process, a professional services firm’s latest bank transactions are seamlessly imported into the accounting system. After import, they are reflected in the Bank Reconciliation record. It is then taken a step further by automatically matching imported records to posted payments and cash receipts.  

Setup Using the Plaid Assistant 

Most Deltek Vantagepoint clients can get started with this convenient solution today. They will first need to connect their supported bank within Vantagepoint settings (Settings > Cash Management > Banks). From there, that process will guide them through selecting their bank, logging in using their existing bank credentials, and then selecting the account that they want to connect to all using the Plaid setup assistant.  

If their banks require multi-factor authentication or OAuth, the process will be similar, while still incorporating those additional security steps to enter needed credentials. For step-by-step instructions, professional services firms can reference this video, or the relevant Deltek Vantagepoint help file 

undefined-Aug-15-2022-10-42-26-88-PM

After the connection is established, transactions which have cleared a professional services firm’s bank will automatically feed into Deltek Vantagepoint Bank Reconciliation on a nightly basis. System administrators can change the date on which Vantagepoint starts the daily transaction import into Bank Reconciliation in addition to the time of day that the import is run. Firms also have the flexibility to manually refresh transactions through the day.  

Bank Automation 01

Need More Help with Bank Feed? 

 If there is ever an error related to a firm’s bank connection with Plaid, there are some messages now displayed in Vantagepoint to help with troubleshooting. Firms should note the IDs and let Deltek customer care know. Here are some common scenarios that have been dealt with already. 

Streamlined Bank Reconciliation  

Professional services firms using Deltek Vantagepoint now really have it made in the shade. With the Plaid integration and ensuing automatic bank feeds, bank reconciliation has become even more streamlined. Without the need for manual downloads, firms now have much more time to manage other financial matters, ensuring improved efficiency. Firms should get started with this latest enhancement today! 

 

Click the image below to learn about how Deltek Vantagepoint powers project-based firms. 

 

Image button link to the Project Lifecycle of Deltek Vantagepoint webinar

Top A&E Firm Human Capital Management Challenges from the 43rd Annual Deltek Clarity Study

Posted by Tasia Grant, PHR on August 10, 2022

2022 - 43rd Clarity_Human Capital Management_ Banner

It’s no surprise that finding and retaining top talent is a challenge facing every architecture and engineering (A&E) firm in North America but what specific human capital management (HCM) challenges are there? How do firms compare to the industry and what do the numbers really tell them? This overview is the first piece in a two-part series that will dig into the HCM specific challenges revealed from the 43rd Annual Deltek Clarity Study.  

Every Department Impacted by Staffing Shortages

Almost every area of the Deltek Clarity Study cited human capital management (HCM) towards the top, if not the number one challenge to growth. Many industries, including A&E, have been affected by the great resignation. Specifically, firms are saying it’s hard for them to win more business because they’re not necessarily certain that they can go ahead and staff projects. Hiring additional staff has become of paramount concern for A&E firms right now.  

The top financial challenges indicated from the Clarity study are finding and retaining qualified staff. This isn’t about a certain number of staff, but really finding qualified people that can handle the type of work and the different projects the firms have. This need is leading to more career development and training initiatives by A&E firms.  

Similar top challenges are cited in the project management area, including staff shortages and inexperienced project managers. So, how do firms develop project managers? How do they get the project managers up and running so they manage projects effectively? Part of the solution is hiring more experienced project managers, but other top initiatives include developing internal project manager best practices and investing in internal project manager training. 

Top Challenges for Human Resources 

The study asked what the top three challenges were for managing human resources. The number one response was retaining employees followed very closely by employee engagement/experience. Firms are realizing that they need to really become proactive in their retention and engagement efforts.  

No longer are firms just competing with companies in their own geographic region. With the rise of remote work, A&E firms are competing with other firms located across the country and talent is being recruited away from other areas. Other top challenges included career development, planning and performance management.  

Top Talent Acquisition Challenge 

The Deltek Clarity Study asked about the top acquisition challenges A&E firms are facing. The top response was the availability of good candidates in the marketplace. Based on this, it might be a good time for firms to step back to look at how they can change their practices or modernize their efforts to support recruiting.  

Specifically, this requires identifying what a good candidate means to the firm. The firm should ask what makes somebody who handles a role in the firm successful at it? Does the firm basically just review previous job descriptions or job profiles and reuse those? Has the firm really looked at what makes people successful in their specific role and in the firm as a whole from a culture perspective? 

After doing this initial analysis, the firm should evaluate what it is doing to diversify. Diversifying the talent pools makes sure that the firm is putting itself in the best position to find candidates that meet the profile developed. Also, the firm should consider what roles can be handled remotely. 

Firms should think about this from both angles – first doing a good job of understanding what makes people successful at the firm and then diversifying the talent pools to widen the marketplace. 

A&E Industry HR Statistics  

To give some idea of how a firm fits within the North American A&E industry, here are some high-level statistics related to human resources from the 43rd Deltek A&E Study: 

  • Employee turnover has increased a little from the previous year and is at 13.6%. 
  • Staff growth overall is up to 3.2% which means that despite a higher turnover rate, firms are still growing.  
  • However, offers accepted decreased and is sitting at 77.4%.  
  • Only about 50% of firms in the survey had more open positions last year, while this year’s survey saw 65% of firms with more open positions.  
  • The time to fill positions is becoming longer and longer, with 50% of firms saying it’s taking 60+ days to fill open positions.  

Gen Y Has Taken Over 

The Deltek Clarity Study looked at both generational composition firm wide and by management level. Firm wide, the Millennials (Gen Y) have taken over the greatest portion of staff making up 39%. It’s important to note that Gen Z is coming right up behind which really starts to play into how firms develop their culture and organization.  

The top-level leadership roles in organizations are currently held by Gen X, nearly 70%, but the study reveals that in the first to lower-level management, the younger generations are beginning to take over a lot of those positions. This is great because firms are starting to see new thoughts, new processes, modernization, and a lot of variety and diversity. A&E firms will continue to see this trend in terms of those generational shifts to the younger generation from a management perspective which will affect recruiting, retention, and talent development.  

Top Tools Used to Develop Talent 

Firms cited coaching and mentoring, external education programs, and leadership development programs as their top three tools used to develop talent. The very top method is coaching and mentoring. Firms should ensure that coaches and mentors are available to make the best impression on employees. Firms should not just rely on who has been at the firm the longest for choosing their mentors and should make sure that these mentors are equipped with the right skills to bring other staff along.  

Engaging Employees Too Late 

The Clarity study showed that 86% of firms conduct exit interviews, but these interviews are often too late. Many times, these type of exit interviews are not as effective for getting honest responses from the employees because they are simply trying to get through the exit process and leave the firm. Unfortunately, many firms are spending a lot of time on this strategy rather than on other strategies such as stay interviews or pulse surveys.  

Only 30% of firms conduct pulse surveys. Pulse surveys are quick hit surveys where the firm can get answers. They can be sent to the recent hires on their onboarding experience, for example. The idea is to gauge the pulse in real time throughout the course of the year.  

Dig Deeper into the 43rd Annual Deltek Clarity Report 

To get more details on A&E firm HCM trends or other interesting findings, download the full Deltek A&E Clarity report. Click the image below to grab a free copy of the report along with a scorecard to chart the firm’s results. Don’t forget to stay tuned for the second installment in this series that will share some ways firms can use this information to improve processes and help meet some of these HCM challenges. 

 

New call-to-action

Project-Based Firms and Deltek Collaborate Through the Deltek Idea Portals

Posted by Scott Seal on August 03, 2022

2022-Deltek-Ideas-Portal_Banner 01

How many users have brainstormed good ideas regarding their Deltek Vantagepoint system that they wanted to share but didn’t know how? What about any suggestions for product enhancements that these same users would want to offer? Fortunately for these users, Deltek has recently launched the Deltek Idea Portals, a new online tool for submitting and promoting ideas to Deltek product management directly. Let’s check out how it works, the reasoning behind it and what Full Sail Partners’ consultants have to say about it. 

Using the Idea Portals 

The process for using the Idea Portals is that first, the Deltek Authorized Support Contacts (ASCs) at the firm would access the link for the Idea Portals within the Deltek Support Center (DSC). To determine a firm’s designated ASC, contact the firm’s Customer Success Manager. Next, the ASC would click on ‘Share Your Ideas’ and be taken to the links for certain Deltek products. For instance, users from Full Sail Partners’ clients which are project-based firms would choose the Vantagepoint/Vision idea portal. Once inside, ASCs can share ideas about their specific products, can vote and add insight on other ideas that have been presented. ASCs can subscribe to the item to receive status updates when those ideas move from being considered to planned and then released.  

Here is a quick screenshot of what users see when they go into the DSC. For more information, users can review the Idea Portals quick start guide. 

 

 

Promoting a Cooperative Effort  

From extensive research, Deltek learned that products developed without input from users are not successful when delivered in the end. So, the thought behind creating the Idea Portals was to provide one standard cooperative way for presenting ideas on Deltek products. This updated and convenient process promotes a two-way communication between project-based firms and the product management team at Deltek while ideas are vetted and prioritized. Not only can users see how their ideas are being received and processed by Deltek, but others interested in the subject matter can provide additional suggestions and input. 

 

Feedback from Full Sail Partners’ Consultants  

Full Sail Partners’ consultants have recently been visiting the Vantagepoint/Vision Deltek Idea Portal and offered the following feedback. 

One Full Sail Partners’ consultant really liked the focus on the statuses that Deltek is using to communicate where the idea offered was in the process. In particular, the statuses of “Likely to Implement” or “Planned” were interesting as was the status of “Released.” Below are some screenshots that this consultant took experimenting in the Idea Portals. From these images, Deltek users can catch a glimpse at what ideas are being considered and which statuses those ideas are being given.  

In this initial screenshot, on the right side in the highlight, there is “Filter by Status” where users can see what the available options are for statuses of idea consideration. Look at the 2090 ideas for future consideration. That is certainly a lot of ideas coming from project-based firms. 

 

In these other screenshots, Deltek users can see the types of ideas that are being offered, how many people voted on those ideas and the status that the idea was given by Deltek product management. 

image 

Here is an example of what users will receive when they subscribe, and an idea is voted on. In this case, the idea was “Update the PTO Plan when an absence request is approved.” Look in the comments section to see where other users can make their contributions to help these ideas move forward with product development. 

image 

Another Full Sail Partners’ consultant has gone even further in really utilizing the Vantagepoint/Vision Idea Portal. She decided that when interesting and relevant topics come up with her clients, she takes them directly to the idea portal if they have never been before. Then she teaches them how to search for what ideas they are interested in offering to Deltek product management and how to enter their ideas if they are new. This is a screenshot of where users add their ideas for consideration. 

 

With her observations and discovery, she has learned that many of her and her client’s desired items are already there, and it would be a great idea to create an email to Deltek at VantagepointIdeasPortal@deltek.com documenting the cases that seem the same. For example, as she searched for specific ideas and voted on ones already in the portal, she found duplicates like “credit card reconciliation update to make it more dynamic for payments” which was found twice or “controlling how to create a project” which appeared similar to three other user’s ideas. From what this consultant was told, Deltek is combining them when they are found. 

This same consultant also indicated that when she voted on an idea in the Vantagepoint/Vision portal, in her case it was for the “ability to update scheduled reports without having to unschedule, update the report and reschedule,” she received a survey from Deltek. This survey asked her about use cases and the most needed reasons for updating etc. This showed her that Deltek was really listening and trying to make effective changes. 

Teamwork Makes the Dream Work 

With time and collaboration, these Idea Portals should ensure that a plethora of ideas are heard and evaluated by Deltek product management, and from these suggestions, users should be provided with many of their needed solutions. Any good idea, no matter how small, should be offered to Deltek using this process. Remember, “you can’t win, if you don’t play.” 

 

New call-to-action

More Features of Deltek Vantagepoint 5.0

Posted by Terri Agnew, CPA on July 27, 2022

 

2022-DVP More Features-01

In a previous blog, we discussed many of the amazing features of Deltek 5.0. However, there are even more features of Deltek Vantagepoint 5.0 available to include new mobile capabilities and ways to manage contacts. Here we will review those additional features and see the improvements made particularly in resource planning. 

 

Multiple Rows in Labor Grid for Resource Planning 

This enhancement provides more parity to the Deltek Vision Resource Planning. With this enhancement, users can change the view of the resource plan itself. The project manager can add multiple sub rows (as shown below) to the labor grid in planning. Choices include: 

Note: The Resource Planning Module is required for this feature. 

Graphical user interface, application, table

Description automatically generated

The ability to be able to change this view and select sub-row settings is set up on a global level. The firm can decide what’s allowed in Resource Planning Settings. Meaning if the firm doesn’t want to use baseline, for instance, this sub-row could be turned off in Settings.   

Add Assignments Under Inactive Levels in Resource Planning 

This new feature allows firms to add resource or generic assignments to inactive project levels and their respective “child row” if it’s not dormant. The dormant levels will remain closed for adding resources and their respective “child rows” and will keep the “no add” icon.  

Firms do not need to have the Resource Planning module to take advantage of this new feature. 

Graphical user interface, application

Description automatically generated 

Expanded Resource View in Resource Management 

In Deltek Vantagepoint 5.0, users can search for resources with additional field options inside Resource View. This feature does require the Resource Planning module.  

The additional fields that are now available in Resource View are any standard drop-down or look-up fields in the Employee Hub as well as any user-defined drop-down or look-up fields.  

Controlling which fields are allowed is a Global option that is configured in the Resource Planning settings. However, Hub Security is not honored. So, for example, if a user doesn’t have access to the Travel Preferences field in the Employee Hub, but it’s made available in Resource View, that user will be able to see that information.  

undefined-Jul-13-2022-11-22-02-90-PM

New Projects Filter and Expanded Column Options in Resource Management 

In Resource View, users now have the ability to filter projects at the very top of the grid itself. There are several options to filter the projects including: 

  • Project status
  • Charge type
  • Project manager
  • Project organization
  • Stage
  • Stage step
  • Probability 

Note: The Resource Planning Module is required for this feature. 

Graphical user interface

Description automatically generated

Mobile Enhancements 

There have been enhancements to both the CRM and Time & Expense (T&E) mobile apps in Deltek Vantagepoint 5.0. Those enhancements include: 

  • Business card scanner – A contact can be created by snapping a photo of a business card in the CRM app. The contact will be created with the data from the card using ICR (Intelligent Character Recognition) makes entering contacts on the fly even easier.  
  • Updated Login Assistance – Both the T&E and CRM apps now have a new “forgot password” assistance button.  
  • Enter time and dates using the keypad – Stop the endless scrolling with this new feature! Users of both the T&E and CRM apps now can enter the time or date using the keypad.  

Pipeline Dashpart Enhanced 

In the pipeline dashpart, firms now have the ability to show the pipeline forecast based on the method of the project, only spread evenly across the timescale. It also introduces the Revenue Forecast values.  

Note: Both resource planning and CRM modules are required. 

Graphical user interface, application, table, Excel

Description automatically generated 

My Upcoming Assignments Dashpart 

It is strongly recommended to add the “My Upcoming Assignments” dashpart to each employee’s dashboard if the firm uses Resource Management. If the employee is planned on any project, that employee can automatically see what assignments they have upcoming using this dashpart.  

The employee can see the upcoming assignments in three different views – by planning hours, scheduled %, or utilization %. The employee can also change the forecast range from the next four weeks and up to 20 weeks into the future.  

This dashpart acts as a mini resource management view for the employee to see including the “Heat Map” features.  

Note: The Resource Planning Module is required for this feature. 

  Calendar

Description automatically generated with medium confidence

 

Utilize More New Features in Deltek Vantagepoint 5.0 

Who knew how many features would now be available with this newest version of Vantagepoint? The mobile enhancements and resource planning features in Deltek Vantagepoint 5.0 now enable even more efficiency in the system. Why wait, start using them now! 

Click the button below to see how Deltek Vantagepoint can support your project-based firm. 

 

Harness the power of VantagePoint

A&E Project Management & Delivery Insight from the 43rd Deltek Clarity Study

Posted by Lindsay Diven on July 20, 2022

2022-ClarityReport_Banner-01While A&E firms are struggling with staffing challenges, business process automation, and managing a strong backlog pipeline, the discipline of project management and project delivery performance has improved. According to the 43rd Annual Deltek Clarity A&E Study, more firms are increasing internal project financial reviews and installing a project management center of excellence.  

How does your firm compare to the A&E industry when it comes to project delivery? Below is a summary of the findings from the study and read to the end to find out how to get a free copy of the report.  

Staff Shortages Affecting Project Management 

Looking at the challenges, especially compared to the prior year, it’s not surprising that staffing shortages and competing priorities are high on the list. However, staffing shortages were 40% last year and now are at 64%.  

The respondents were asked to rank their top three challenges. Those top three centered all-around staffing – 1) staffing shortages, 2) competing priorities, and 3) inexperienced project managers. These challenges may lead to burnout, more frustration or other challenges for the teams. Project managers are not focused on proactively managing their project because they are spending time figuring out how to get the work done.  

Improved Project Delivery Performance, in Some Areas 

Project delivery performance has improved with projects that are at or under budget. Those projects currently being reported as under budget went up almost six percentage points from prior year to 67.8%. However, the eight-year trend is showing a move in the wrong direction. Plus, on the schedule side, things aren’t looking as great with a decrease of more than six percentage points from prior year. The common theme from the project managers seems to be they are struggling the most when it comes to managing schedules. Schedule is the metric that is tracked the least and doesn’t have much visibility.  

These gaps in staffing and lack of visibility into project performance are affecting not only project managers, but the firms’ bottom lines. What new challenges are your project managers facing today? What’s being driven by clients and what internal processes or technology can be deployed to improve visibility and efficiency? 

Increased Emphasis on Project Management as a Discipline 

There were huge gains in the percentage of projects that follow a clearly defined project management process. In this year’s report, 44% of the respondents indicated that 75%-100% of their projects used a clearly defined project management process. Whereas, last year only 14% were in that upper tier of the majority of their projects.  

Another item the Deltek Clarity Study looks at is the project management office (PMO) or center of excellence. This year’s report indicates that this trend is moving in a positive direction. Overall, 15.4% of respondents have a PMO and that’s an increase of 5.4 percentage points over prior year. Leading the way are the large firms with 50% of them indicating they have a PMO up 20 percentage points from prior year. Though at 15.4%, that’s still less than a quarter of the companies that are using some kind of PMO or center of excellence to treat project management truly as a discipline. 

One of the things that’s important when it comes to project management is to celebrate when projects are going well. Firms often get wrapped up in the projects that get off course or fall behind schedule. Fortunately, the study does measure what’s going well in project management, and at the top of that list is managing client relationships with collaboration and communication.  

However, there’s still a majority of the respondents that don’t have a clearly defined project management process for all or even most of their projects. It’s a good opportunity to ask internally why aren’t processes being followed? Is there not a clearly defined process? Are the processes not aligned with the different types of projects the firm does such as small vs. large or task-order vs. lump sum? 

Proactive and Accountable Project Management Metrics  

What gets measured gets done, correct? The Deltek A&E Clarity report asks what project management KPIs are being tracked at the firm.  

At the bottom of what is being tracked are some of the scheduling metrics including estimate at complete, on-time delivery, and earned value management. At the top of the list are those KPIs often tracked by the financial leaders and include net revenue, profitability, average collection period for A/R aged and multipliers. Yet the financial metrics are retroactive. This might indicate that the lack of visibility or tracking for schedule and schedule variances might correlate with the increase in projects going behind schedule.  

Firms should be asking what metrics they should be tracking that can help them to right size or fix what may be going wrong in a project. How can firms make sure the project managers have the information they need to see where their projects stand at any given time? How can the information be visible and accurate? 

Making the Case for Project Management Technology 

While firms are moving more and more towards technology, the reliance of manual data entry and spreadsheets is going in the wrong direction, specifically when it comes to project management. At the top of the list of departments relying on manual entry is operations and resource management.  

The Clarity Study found that 61% of firms say that they’re still using Excel for planning projects and resources. 75% are using email as their primary project collaboration tool, and 88% are still using email as a primary method to share large files both internally and externally. 49% are not using construction specifications technology.  

All of these are ripe for business process improvement and better leveraging of technology for efficiency, but just where are firms planning to invest in this technology? Project management is at the top of the list, with nearly half of the respondents indicating that they will invest in project management technology in the next 12 months. 

Top Initiatives for Project Management 

When you look at the challenges and top initiatives for project management at A&E firms, issues such as hiring more qualified staff, defining capabilities and responsibilities as well as defining internal best practices and investing in internal project manager training are not surprising. Firms know they need to have great project managers.  

Use These Findings to Improve Your Firm 

The immediate next step is to download the full Deltek A&E Clarity report. Click the image below to grab a free copy of the report along with a scorecard to chart the firm’s results. Then use that to begin discussions around the firm’s net revenue forecasts, project budgets and schedules, etc. Ask about where the firm is struggling, where it’s doing well, and what are the opportunities for improvement. Finally, make sure that you’re reaching out to a Full Sail Partners’ consultant so that we can help you keep your business on course. 

 

New call-to-action

What’s New in Deltek Vantagepoint 5.0

Posted by Terri Agnew, CPA on July 13, 2022

2022-DVP What is New

From project managers to accountants to business developers, almost every role at project-based firms will benefit from the new features in Deltek Vantagepoint 5.0. The new features go beyond usability enhancements like drill-down capabilities for dashboards to entirely new ways to manage timesheets. Let’s take a look at some of these new features of Deltek Vantagepoint 5.0.

Search Navigation Improvements

The search navigation bar for top-level searches has been redesigned. Users can now find any record without needing to select a search criterion such as “active.” This is different than in Vantagepoint 4.5 when a user wanted to find a record. Deltek has revamped the new search navigation to be closer to how the Quick Search function was in Vision.

A new filtering option was added as shown below to the right of the search field. Users can filter by the saved searches. A user can select a saved search, and a preview of the project records meeting those criteria is displayed. From this view, a user can either select multiple projects, or all projects can be selected by clicking “Done.”

To learn more about the redesign of the search improvements, watch this mini-demo.

Saved Searches

Saved Grid Views

Another general enhancement is the ability to save grid views. If records are displayed in a list view, as shown below, the order and type of columns displayed can be saved. Then users can toggle between different views based on their preferences.

saved Grid Views

The types of views that can be saved are:

  • Columns selected in the grid
  • Order of the columns selected
  • Column width
  • Pinned columns

Saved grid views are currently available in:

  • Hub records in list view
  • Edit Project Structure grid
  • Transaction Center lists
  • Transaction Entry grids such as AP vouchers
  • Interactive billing grids

Saving grid views has been added to the “Save Rights” section with Reports, Search & Options in User Security. These security settings allow for users to save grid views for themselves, their role, or globally.

See how grid views are saved in an upcoming mini demo in September. Check this page to sign up when it’s available.

My Preferences Option

The next general enhancement is in the My Preferences area. There is a new feature that was added at the bottom right of the My Preference box (shown below).

Users can now decide how they want the General Ledger accounts to be sorted – by account name or account number. This is going to be helpful for those people who enter GL accounts, such as the accounts payable professionals. It’s helpful when that user is in the transaction area because they now can search lists sorted by account name or account number.

My Preferences

Sorting of Timesheet Line Items

This enhancement has been highly requested and it’s finally in Deltek Vantagepoint 5.0. It was a feature in Vision, but not only did Deltek bring it back, but it greatly improved the functionality. Now employees will be able to sort their timesheet line entries by project name, client name, and project number or have no sort at all. No sorting will leave the timesheet lines in the order in which they are entered on the timesheet.

When there are multiple lines for the same project, they will be sorted by Phase, Tasks, and then Labor Code (as applicable).

In addition, when the employee adds a new timesheet line item, the timesheet will automatically sort based on the sort option chosen.

Timesheet sort options

Timesheet and Floor Check – User Options

Another efficiency enhancement with timesheets is the ability to sort or see employees by first, last name, employee name or period ending. This is especially helpful for those approvers who have many employees to approve. This is available in both the timesheets and floor check.

Timesheet sort options - user

Expanded Use of Accounting Email Templates

Vantagepoint 5.0 has expanded the use of the email templates, specifically for interactive billing, draft invoice approvals, and in the invoice history area. Users can create invoice templates and save them to use again.

Sharing saved templates is controlled by Role Security under the “Save Rights” section. Users can preformat any of the email items including the To, CC, subject line, and body message. Fields can also be inserted into the subject line and body of the email to make it more personalized.

Accounting email templates

Billing Clients Can Change Over the Project Lifecycle

Vantagepoint 5.0 now allows for the billing client to change over the project lifecycle and maintain its invoicing history. Now, when a billing client is changed on the accounting tab in the Projects Hub, it’s updated on the Team and Invoices tabs.

In addition, the history of the billing client at the time of any previous invoice remains the same. This means if a previous invoice needs to be reprinted, the initial original billing client will stay intact. Any detail reports, dashboard statements, etc. are also going to now retain the history of whatever the billing client was.

Other Accounting Updates

The other accounting updates in Deltek Vantagepoint 5.0 include:

  • The automatic bank feed is available for on-premise clients. This allows the firm to import transactions from a bank directly to reconciliation. Cloud clients had this ability beginning in Vantagepoint 4.5.
  • Automatic creation of cash receipts from bank reconciliation imported receipts that are not already entered. However, posting is not yet supported directly from bank reconciliation.
  • The integration between Vantagepoint and Corpay (previously Nvoicepay). This simplifies and automates payments to the vendors. The integration processes payments in Vantagepoint and sends the file to Corpay to issue the payment. It does require initial onboarding with Corpay, a 3rd party application.

AR Detail Base Dashpart Update

This is another great enhancement to Deltek Vantagepoint 5.0. While previous versions of Vantagepoint had the AR Detail Base dashpart, this latest version has added the AR Comments column. Not only does this column show the latest comments, but it gives the ability to add new comments directly from the dashboard.

AR detail base dashpart

Other Dashboard Enhancements

Other enhancements to Vantagepoint dashboards are listed below.

  • New feature to schedule daily dashpart updates. This reduces the need to have “always rebuild” checked on the dashpart.
  • The calculated fields on dashparts now support date ranges!

Start Using These New Features in Deltek Vantagepoint 5.0

The new features in Deltek Vantagepoint 5.0 touched nearly all of the areas of the system. From usability enhancements for dashboards to entirely new ways to manage timesheets, many improvements have been made. Start using these new features today! Additionally, be on the lookout for the next blog regarding more 5.0 enhancements pertaining to resource planning and CRM.

Click the button below to see how Deltek Vantagepoint can support your project-based firm.

 

Harness the power of VantagePoint

Hear from Your Peers Most Liked Features of Deltek Vantagepoint

Posted by Lindsay Diven on July 06, 2022

2022 DVP Most Liked Features - Banner

With Vantagepoint, Deltek has completely reimagined Vision, but what truly are the most liked features of Vantagepoint? Don’t just rely on the thoughts of Full Sail Partners, hear directly from your peers about what they consider to be the best features. In this second article of a three-part series, architecture and engineering firms were asked what their most liked features of Deltek Vantagepoint are for their firm’s users.  

Featured Firms  

The clients that are featured in this series are a mix of small, medium, and large firms. Also highlighted are specific contacts who serve in different roles within their firms. They each were in a different phase of the upgrade process when we met with them. The clients providing their feedback include the following: 

Argus Consulting, Inc. 
Nancy Smith, Project Controls 
Karen Pattison, Controller  

CSHQA
Andrea Kier, Business Development 

RIOS 
Jessamyn Davis, Chief Operating Officer 

Structural Integrity Associates, Inc. 
Paul Arnone, Applications Support Manager 

Ware Malcomb 
Brad Mathias, Director, Financial Planning & Analysis 

Easy-to Navigate, Modern User Interface 

A user interface (UI) guides users – it’s a chain of screens, pages, buttons or any visual element that interacts with a user. Having a good user interface can ultimately change the way users work and process information for the firm. With Vantagepoint, Deltek completely re-imagined the Vision interface making things more efficient, quicker, and it easier to find and analyze information. It’s not going unnoticed.  

Andrea – What I noticed right away [in Deltek Vantagepoint] is there’s a much more user-friendly, visual with the interface. It seems more appealing. I think a lot of our staff were avoiding Vision because it looks like something that’s difficult to figure out or something that is, you know, very techy. Vantagepoint now is a web-based interface. It just changes the feel of what you’re dealing with. For me, that was really encouraging.  

Jessamyn – For some reason for the casual user, it being a web interface really changes how often they’re willing to jump in Vantagepoint. I can’t relate to that, but it’s really made a huge difference rapidly.  

Intuitive Dashboards 

Dashboards are one of the most beneficial and functional parts of an ERP system, like Deltek Vantagepoint, and yet are often the most underutilized. As part of Deltek’s re-imagination of Vision, a lot of thought was placed into the ease of use and design of the Vantagepoint dashboards including pre-built dashboards ready for new users. Here’s what a peer had to say: 

Jessamyn – For our everyday users, the visual nature of the dashboards and how easy it is to create and customize them from the dashboard library is a great feature. It’s just fantastic. It’s a total game changer for getting people in the system and using it every day. 

It’s not just dashboards but saved searches and reporting that gets improved in Deltek Vantagepoint. Watch this webinar to explore the changes related to the system visuals and what firms should do to prepare for the change.  

One Project Record for the Entire Project Lifecycle 

For project-based firms, managing the project lifecycle efficiently is essential to having a profitable business. Even more, the processes that drive the firm’s project lifecycle must be in sync with the systems used to manage it. Deltek Vantagepoint meets this challenge with the creation of the Projects hub, which allows firms to track everything from project identification through project closeout in one record. Users agree this process is simpler and more efficient when managing their project lifecycles.  

Brad – The combination of opportunities and projects into one project lifecycle is an insanely great improvement.  

Jessamyn – The combination of opportunities, projects, and project plans into one record and not constantly trying to link one thing or a project, etc. has been a big change. It’s a very big improvement in logic of the system.  

Nancy – The new Projects hub is different than in Vision. Projects are now in their own hub with everything in the same project record.  

See how Deltek Vantagepoint supports the entire project lifecycle from lead identification to pursuit and final project execution in this webinar 

Full Sail Partners’ Input on Best Features 

Even though this article focuses on what peers most liked about Deltek Vantagepoint, we couldn’t leave you without sharing the Crew’s most liked features. Check out this webinar to see what sets Vantagepoint apart from Vision and why you should be excited. It covers the Top 10 features along with some honorable mentions.  

Want to Hear More From Your Peers? 

This article is the second in a three-part series, so be sure to check out part one where different project-based firms share their Deltek Vision to Vantagepoint upgrade experience. Whereas the first article covered how the firms prepared for the upgrade, the last article in the series will share some of their upgrade best practices.  

To listen to their upgrade experience, watch the webinar that is linked below. 

 

New call-to-action

Architecture & Engineering Firms’ Top Trends from the 43rd Annual Deltek Clarity Study

Posted by Lindsay Diven on June 29, 2022

2022-ClarityReport_Banner-01

The Deltek Clarity report is the longest running, most comprehensive study in the architecture and engineering (A&E) industry for North America. The report digs into benchmarks, market outlook, and industry trends to help A&E firms identify where they are and how they compare to other firms in the industry. The 43rd Annual Report provides both surprising and not so surprising findings, as well as positive firm indicators for financial strength and project management excellence.  

Deltek Clarity has participation from more than 540 companies and delivers more than 100 benchmarks and industry insights across the business. The study focuses specifically on architecture and engineering firms and other firms who support the design firms. The 43rd Annual Deltek Clarity Study collected responses from A&E firms of all sizes in North America based on 2021 fiscal data. Here is an overall look at what was reported this year, but for more detail, the 43rd Clarity Study can be reviewed in its entirety. 

Consistent Challenges Across Departments 

This was one of the report findings that was not surprising. The two biggest challenges across company departments were related to staffing and time. Business development is challenged to find the time to nurture client relationships while technology departments have a lack of time to invest in learning. Moreover, project management, human resources, and finance departments all cited staff shortages, finding, and retaining qualified staff as their top challenge.  

In fact, 78% of the financial leaders identified that finding and retaining qualified staff is the number one financial challenge. This has been very different than what previous Clarity reports have shown in the past few years. In addition to staffing challenges, other consistent themes included business process automation and managing strong backlog and pipeline. All of these have an underlying theme of technology and how best to leverage technology to address some of the challenges companies are facing. 

Purposeful Investment in Technology 

This begins by measuring the digital transformation and maturity levels now and in the next five years, and how this aligns with the goals of the business. Then aligning business goals and IT goals to have that culture of efficiency and culture of innovation. According to the report, most firms identify themselves in that early or exploratory phase of maturity but nearly 70% of firms expect to be mature or advanced within the next five years. This is less optimistic than the previous year’s study. Some factors attributing to this may be that the pace of technology is moving so fast that the ultimate end goal seems to be constantly changing and/or not attainable.  

The top three challenges related to technology were lack of time to invest in learning, cost of technology, and prioritizing which trends are most applicable. Companies are struggling to understand not only what the new technologies are, but how to apply them in projects and business improvements. Top emerging technology cited by the firms were geolocation, augmented reality, and Internet of Things.  

These are often externally focused and can be leveraged in managing and executing projects. Not far behind in the cited top technology was big data and data science. Both can help firms to provide greater visibility and insight into what’s happening inside the firm.  

What this all leads to is purposeful investment into technology. Firms are looking to invest in the right technology to meet firm goals, not necessarily the newest technology. Deltek calls this purposeful investment. It’s critical, with the challenges of lack of time and resources, to look at the firm’s current systems with the technology in place and make sure it’s using them to their maximum capacity.  

Strong Market Forecast 

As noted earlier, the report indicates a really strong market forecast for the North American A&E industry. However, there are limited resources to both pursue and perform work. With these issues in mind, firms are going to have to be more strategic about how best to capitalize.  

Fortunately, the report does show a net revenue growth forecast of 17.6%. This is the highest that growth has been in the last ten years, and this is very optimistic over last year at an increase of 13.4 percentage points. Small firms were drivers for a lot of this positive push. In last year’s report, small firms had a negative forecast but now are rebounding back to a 14.6% net revenue growth forecast.  

The overall percentage of firm revenue from the top three clients has decreased slightly from the previous year to 35%. This could show good or harmful trends. Firms may be strategically and purposefully diversifying their client base or competition may be winning work away from the top clients. This is a great time to lead these types of discussions internally to see how the firm compares. 

Thus, while the forecast remains optimistic, it doesn’t come without challenges. About half of the firms said they are struggling to find the time to nurture client relationships. Combined with increased competition, firm leaders are trying to keep existing client relationships healthy and strong while looking for new prospects and revenue sources.  

Project Delivery Keeps Improving 

Projects are the core of what architecture and engineering firms do. The 43rd Annual Deltek Clarity Study indicates that, overall, A&E firms are becoming more confident in their project performance. 67.8% of projects are on or under budget, more companies (59%) are doing internal performance evaluations based on projects not waiting for an annual review, and 15% of firms are sharing their best practices through either a center of excellence or a project management office. Firms are focusing on project management as a discipline.  

While more projects are staying on track or ahead when it comes to budget (67.8% of projects), they aren’t performing as well from a scheduling perspective. Just over half (58.5%) of projects are on or ahead of schedule according to the report. This number decreased by 6 percentage points from the previous year. These are areas that both firm leaders and project managers should evaluate to strategize, understand, and determine what is happening. Does the firm need additional training for project managers or is the schedule being driven by the clients but at the cost of the firm’s profitability? 

One challenge could be access to timely data around projects. When asked about visibility around schedule variance, half the firms report low or very low visibility for project managers and principals. It’s challenging for project managers to proactively manage and keep the project schedule on track if there is a lack of visibility. This is a good opportunity to ask the firm’s project managers how visible their project schedule variance is and how better to improve that visibility.  

Similar to other firm departments, top project management challenges include staff shortages, competing priorities, inexperienced project managers, and accurate project cost and timeline forecasting. When it comes to project management, how is the firm handling project schedules, are the schedule changes internally or client driven, how quickly can the firm train new project managers, how can technology improve the project delivery gaps, and do the project managers need more visibility and access to project data? Discussing these internally will help to continue to improve the firm’s project performance. 

A&E Talent Staying, but Not Enough 

While the talent shortage is not new news, the Deltek Clarity Study digs in a little deeper to see what’s exactly happening in the North American A&E Industry. One surprise finding was the employee turnover rate. This was expected to be high, but it’s 13.6% which is low compared to the 18-19% that is shown in the Deltek Clarity Global report. Additionally, the findings show that talent isn’t necessarily leaving the industry but rather moving to other A&E firms. This might be good for the industry, but maybe not for the firms struggling to refill the positions. 

Medium-sized firms experience the highest turnover at 14.7%. Large firms are just below at 14.4% with small firms even lower at 11.9%. This lower turnover might be because smaller firms could have better employee engagement or be able to give different opportunities to grow.  

Nonetheless, with the high turnover, firms are experiencing the biggest challenge with filling open positions. The majority of firms are seeing more open positions than they had last year (65% of firms) while a third (30%) have about the same number of open positions. For nearly half of the firms, it’s taking 60 to 90 days to fill a position.  

With this talent challenge, it might be a good time for the firm to look at external factors such as candidates available in the market. Firms could also look internally to make sure their processes are as efficient as possible. This would include leveraging technology to streamline the recruiting process.  

The top talent acquisition challenges noted in the study were the availability of good candidates in the marketplace, ability to offer competitive compensation to candidates, and matching qualified candidates to open positions. This is even trickling over to the finance department. Finance leaders are feeling the increase in labor costs, higher salary demands for candidates, and additional costs to keep employees engaged. These higher labor costs could affect the future profitability of projects.  

In last year’s Deltek Clarity Study, succession planning and performance management were the top human resources’ challenges. This year, the challenges and priorities have changed. Now the top challenges for managing human resources are retaining employees, employee engagement/experience, and workforce capacity and planning.  

Relatively Stable Financial Statements 

The financial management section of the Deltek Clarity report is the longest running section of the report, with many findings showing a 10-year trend line. Firm financial leaders should review this section and analyze the trends and changes. For this year’s report, the financials are relatively stable but there are a few noticeable declines to note.  

Operating profit on net revenue declined after a decade of growth to 12.8% from 19.0% from the previous year. Deltek Clarity sets a threshold of 15% operating profit on net revenue for its high performing firms. In this year’s study, high performing firms had 23.9% operating profit on net revenue and large firms were near that threshold at 14.6%.  

Net labor multiplier is another key financial metric of the Deltek Clarity Study. This year’s multiplier increased just slightly to 2.99. The high performer firms had an average of 3.41 net labor multiplier. Something also to note is the top quartile net labor multiplier of 3.36. 

Overall, the utilization rate has decreased but is hovering close to 60% at 58.5%. This is not a surprising finding because of the increased labor costs, number of open positions, and maybe the increase in business development or other non-billable activities. Small firms saw the biggest decrease from 63.9% last year to 60.9% this year.  

Firms are seeing a strong backlog of nearly nine months. Large firms saw the biggest increase last year from 8.3 months to 9.94 months, and the top quartile is nearly 12 months of backlog. So, this is positive news for firms, if they are making sure that they can actually deliver on the work with the right resources.  

44% of the reported top financial challenges listed finding and retaining qualified staff as the top challenge. This was a big jump from the prior year’s report. Other challenges for financial leaders were managing firm growth and increasing profitability. These top challenges are interdependent. Finding qualified staff and having to compensate for that top talent will affect the firm’s ability to increase profitability and grow the firm.  

Diving Deeper 

This has just been a glimpse of some of the findings in the 43rd Annual Deltek Clarity Study. Firms should download the report (click the image below) and dig into it to understand what’s happening in their business, how they are leveraging technology, and where there are opportunities for additional training and awareness. This will allow these firms to better educate their teams, make sure they understand what their process is, and how they contribute to the overall success of the firm. 

 

New call-to-action

Driving Growth with Digital Marketing - Marketing Content Promotion for AEC Firms

Posted by Lindsay Diven on June 22, 2022

2022-Driving Growth - PromotingContent-banner

So far in the “Driving Revenue Growth with Digital Marketing Series,” firms have developed their content plan and created content. However, creating great content simply is not enough. AEC marketers need a promotional plan that strategically shares content with the people that benefit the most from it. This article shares some common and uncommon promotional tactics.  

Search Engine Optimization 

Search engine optimization or SEO is a series of techniques firms can deploy for their content and on their website to rank higher for certain keywords on search engines like Google. Click here for a basic introduction to SEO. 

SEO should be the first strategy to be used as part of the promotional plan and should be considered when the content is being created, especially if that content is a blog article. Marketers should optimize the piece of content for the specific topics or keywords it wants to be found for. Another way to look at it is to think about the person that marketers want to read or consume that piece of content. What types of phrases or questions would that person be typing into a search engine as that person searches for answers? Make sure that marketing content has those phrases and key words included naturally throughout the content piece.  

Email Marketing 

This is the most overlooked and underutilized promotional tactic in the AEC industry. As a Premier Partner for Deltek Vision and Vantagepoint CRM, Full Sail Partners works with hundreds of AEC firms across the country specifically advising them on CRM and marketing strategies. So many of these firms have databases full of thousands of contacts but fail to have a consistent email marketing strategy.  

By using email marketing, there is a real opportunity for AEC firms to easily, affordably, and routinely get in front of clients and prospects with the content that is often difficult and time consuming to create. With tools like the Blackbox Connector for Mailchimp or Constant Contact that connect Deltek Vision and Vantagepoint to those email marketing services seamlessly, AEC marketers can get a leg up on their competitors just by using email marketing.  

Social Media 

This is probably the most popular and utilized promotional tactic. AEC firms often promote blog articles, white papers and case studies through their social media channels including LinkedIn, Twitter and Facebook. Each social media channel has its own pros and cons in terms of reach and engagement as well as best practices when it comes to getting in front of the preferred audiences.  

Finding out the social media channels where the ideal clients and personas spend the majority of their time is key for AEC marketers to develop the content, and they should focus their time on that channel first. Once that channel or channels are identified, marketers can research hashtags to utilize and optimize the visual content plus write engaging captions that keep both the tone of the social media channel and the brand voice.  

Live Events 

With a digital marketing campaign, often the content that is created is online. This includes blog articles, videos, case studies or white papers, for example. So, it isn’t a surprise that promoting this type of content is often forgotten when attending or presenting at live events. If the firm has technical experts or subject matter experts (SMEs) who present or speak at industry events, it’s a great opportunity to also promote the online content.  

Most recently, presenters have been including a slide at the end of a presentation with a QR code. The audience can snap a photo of that QR code, and it takes them to either a specific piece of content or to a webpage/landing page that has links to several pieces of content. Below is an example of a slide with a QR code from a recent conference. 

Qr code

Description automatically generated

It’s not just for in-person conferences or events either. If the firm’s SMEs are guests on podcasts or webinars, those can be other great opportunities to promote marketing content. AEC marketers should help SMEs prepare for these appearances, including identifying what marketing content to promote.  

Creating Great Marketing Content Simply Isn’t Enough 

Thinking about the content promotion while developing it is a great way to make sure that content performs well and meets the digital marketing goals. The content promotion plan should list the ways in which the content will be promoted including SEO, social media, email marketing, and live events.  

This article is part of the Driving Growth with Digital Marketing and will walk through how to gather and analyze the results for the digital marketing campaigns.  

 

New call-to-action

Deltek Vantagepoint’s Approval Center Keeps Business Moving

Posted by Theresa Depew on June 15, 2022

2022 - DVP Approval Center - Banner

Although not one of the most glamorous parts of Deltek Vantagepoint, the Approval Center has been designed to keep project-based firms’ business moving. The Approval Center allows supervisors to quickly access, review, and approve important business approvals including timesheets, expense reports, and absence requests. Users can visibly see any approval alerts outstanding and go directly to the records to approve.  

Let’s break down each approval area and type in the Approval Center so that project managers and supervisors can make quick approvals and keep the firm’s vital business moving forward. 

 

Easily See When Approvals Are Needed  

In Vantagepoint, there are two areas where Approval Notifications can be found. The first and easiest place is in the Notifications Center in the top right corner of the application. This Notification Center is used to notify users of many things, but for supervisors and managers, it shows an action item for each item awaiting approval. The user can easily go to that approval item by clicking on the hyperlinked blue text such as “Expense Reports” or “Absence Request” as shown below. 

Another area where approvers can see what needs to be approved is by selecting the Approval Center option in the My Stuff on the left-hand navigation. This takes them to the Approval Center where they can toggle between the different approval types, as dictated by the workflow set-up and role security. 

approval_ctr-01

 

Quickly Review Each Approval Type 

Inside the Approval Center, when the drop-down is selected, each approval type will be displayed. Again, only timesheets, expense reports and absence requests are found in the Approval Center. Also, what is displayed will depend upon the users’ workflow setup and security role for the firm’s Deltek Vantagepoint instance. 

Approval_Ctr-02

 

Approve Specific Lines or Entire Reports 

One option in Deltek Vantagepoint is to be able to approve specific line items and/or entire submissions for both timesheets and expense reports. The columns that are displayed in each approval area can also be customized to the approver’s preferences using the Grid Settings (the gear icon in the top right corner). All approval rows can be filtered to see certain items such as Employee Name or Project Name (if in the Line-Item Approvals). The approval lists can also be downloaded into .csv or Excel. 

When ready to approve, the approver can select each row individually, or all rows by clicking the checkbox in the top left. Once the check box is clicked, the reviewer can Approve, Reject or Reassign the selected rows using the buttons at the top or the reviewer can Approve, Reject or Reassign all records under the Approval Options button.  

The Approvals look and act the same for both timesheets and expense reports as for the individual line approvals. However, when in Timesheet or Expense Report view, not as many of the details will be available. To see the details, the user must click on the Period Ending Date. From there, the user can review all the timesheet and expense report details along with the same Approve, Reject or Reassign options.  

Approval_Ctr-04

Review Expense Lines Without Opening the Reports 

With the Expense Report Lines approvals, all of the information needed to approve the expenses is shown without having to go into the actual expense report. The needed information is displayed in the columns including the Employee Name, Project Name, Report Name, Date, Category, Description, Amount if the expense line is billable and if a receipt is attached. If the reviewer clicks on the Detail icon for expense items like mileage, the actual mileage and the locations traveled will be displayed. If a receipt is attached, a paperclip icon will appear. The reviewer can click on that to access the receipt detail and view a photo of the receipt if provided. This makes it easy to approve expenses directly from this screen without having to go anywhere else. 

Similar to other approval functions, Expense Lines include the ability to select the columns to be displayed, filter the rows to show and download to a .csv or Excel file. In addition, there is the Print Lines Approval Report. This report shows us all expense lines grouped by expense reports and all lines not approved yet. 

The process of approving, rejecting or reassigning Expense Line is the same as above. 

Approval_Ctr-03

 

View Employee Absence Requests 

Deltek Vantagepoint’s Approval Center has absence requests submitted by employees. An added benefit is that the approver can not only see each absence request but quickly review the time off remaining for each employee by clicking on his or her name. When clicking on the employee’s name, his or her Employee Card is displayed. From here, the supervisor can verify that the employee has enough hours to cover the time requested by clicking on the absence hours tab. This shows the current available balance by benefit type. 

approval_ctr-04

 

Absence requests can be approved individually by checking the box in the row and clicking Approve or all requests can be approved at once by checking the box at the top to select all and clicking Approve. Another way to approve all is to click the Approval Options button and select either Approve All, Reject All or Reassign All without checking any boxes. 

At-a-Glance Absence Requests for Entire Firm 

The supervisor can view the absence requests for the entire firm using the Absence Request Schedule. This shows all the absence requests that have been submitted, approved or rejected. The statuses are color-coded so the reviewer can quickly identify each type. Yellow is for submitted. Approved is in green and red is rejected. The non-working days are displayed in gray and the holidays are in blue. Users can scroll back in time or into the future using the left and right arrows accordingly. See the screenshot below. 

Approval_Ctr-06

 

Keep the Professional Services Firm Approvals Moving 

Using Deltek Vantagepoint’s Approval Center streamlines reviewing and approving vital business processes including timesheets, expense reports and absence requests. This fully integrated system reduces processing times and provides visibility into the status and conditions of these key areas. To see this in action, click below to watch the Powering Project Success with Deltek Vantagepoint – Approvals Center. 

New call-to-action

How These Project Based Firms Prepare for the Deltek Vision to Vantagepoint Upgrade

Posted by Lindsay Diven on June 08, 2022

2022 - DVP Upgrade

Just how was the Deltek Vision to Vantagepoint upgrade for project-based firms? As consultants, Full Sail Partners can speculate on how the process will be for firms but feel it’s better coming from the clients who have been through it.  

This article is the first in a three-part series where clients, in different stages of their upgrade journey, share different aspects including how to prepare for the upgrade, the Vantagepoint features that are most liked by users, and best practices that other firms can use as they upgrade. Hear from clients who work at small, medium, and large professional services firms throughout the series. 

Featured Clients 

The clients that are featured in this series are a mix of small, medium, and large firms. Also highlighted are specific contacts who serve in different roles within their firms. They each were in a different phase of the upgrade process when we met with them. The clients providing their feedback include the following: 

Argus Consulting, Inc.  
Nancy Smith, Project Controls 
Karen Pattison, Controller  

CSHQA 
Andrea Kier, Business Development 

RIOS 
Jessamyn Davis, Chief Operating Officer 

Structural Integrity Associates, Inc. 
Paul Arnone, Applications Support Manager 

Ware Malcomb 
Brad Mathias, Director, Financial Planning & Analysis 

When Should Our Firm Upgrade to Deltek Vantagepoint? 

A common question that Full Sail Partners gets asked by clients is when their firm should upgrade to Deltek Vantagepoint. Here are a few perspectives from Deltek clients. 

Jessamyn – We first learned about Vantagepoint and how it is a vast improvement to Vision at the Deltek conference a few years ago when it was in Florida. It was then that I realized that we needed to get on a path to upgrade. But for us, the question about when the upgrade would take place was when Vantagepoint had enough functionality to make it worthwhile, and we made the upgrade in March 2021 after working with Full Sail Partners for about four to five months to prepare. 

Karen – We started looking at Vantagepoint about three years ago at the Deltek Insight [now ProjectCon] conference. Similar to Jessamyn, we were waiting for more functionality, especially with the accounting features. We got serious about the upgrade process in 2021 and that is when I selected Nancy to be the project manager for this effort.  

Andrea – We decided that because Vantagepoint had been out for a while already, the major kinks were worked out. So, our firm made the decision to move forward.  

Paul – The upgrade was on our radar beginning the spring of 2020 and by that summer we had a test environment set up. We had established a task force and were meeting regularly, mostly weekly, to get the Vantagepoint preview environment set up the way we wanted it. However, things got put on hold when we decided to wait for newer features to be added to Vantagepoint.  

Brad – We were in a very similar situation to Paul, waiting for the features that we needed to be available in Vantagepoint. We utilized Full Sail Partners’ Vantagepoint Readiness Report to identify all the things that we needed to pay attention to. We were originally supposed to go live in April 2021 but based on that report we had a massive data issue that we needed to clean up. We decided to focus on that before the upgrade. We also decided to bring CRM into Vantagepoint after using another CRM system for a couple of years. So that combined with the data cleanup has delayed our upgrade a bit.  

Who Was Involved in the Upgrade Process? 

Once the firms decided it was time to begin upgrading to Vantagepoint, the next step was to determine who in the firm and other outside resources, if any, to involve in this effort. 

Nancy – We established a core team with a representative from each user group. My recommendation would be for each of those people to be positive and tech-savvy.  

Andrea – We have three accounting people and three marketing people. Vision wasn’t widely used by a lot of people at our firm. It was seen as more of an accounting tool and the upgrade to Vantagepoint was seen as a marketing thing because it was very CRM-focused. I would agree with Nancy to have a representative from each user group because having only accounting and marketing limited our transition to just the training on the CRM and accounting aspects. Because we were the only ones involved, we were the champions and were the people who could ask questions. So, I think the level to which our staff embraces Vantagepoint would have been boosted more if we had had project managers and principals as part of the core team involved from the beginning.  

I think our challenge is that the project managers and principals did not really use Vision before. So having them on the transition team did not really make any sense for us. However, I would recommend that if you can include them, that do you include them, especially if you are creating new processes. We basically took this opportunity to start over and do a lot of new stuff that we never really did before. So having users be able to contribute to those new processes and provide additional insight would have been even more helpful for us.  

I have been involved in migrations and upgrades in other past positions outside the AEC industry. I have seen a number of times when you do not involve the right people, you end up with this giant mess afterward. Then it takes a lot more time and money to fix and you end up getting frustrated and burnt out.  

So, I would recommend involving a small group but trying to get equal representation from different user roles.  

Paul – Over at Structural Integrity, we established a task force of about 15 people representing all the different departments. We tried to identify all the processes in Vision that we have now. Then the goal was to make all those same processes continue to work in Vantagepoint.  

Brad – This upgrade was handled a little bit differently than what we did for the last upgrade in Vision. The upgrade when we went from the earlier Vision version to Vision 7.6 was a heavy lifting exercise that we did all by ourselves.  

Like a lot of companies, marketing is a very powerful piece of your operation, and marketers tend to have their own tools and software that gets connected to Vision. Part of the exercise this time was bringing marketing into Vantagepoint which brought in a whole new team and a whole lot more mojo. If you can find a way to embrace Vantagepoint as an option for CRM, in addition to your backbone of accounting, you are going to get a lot more attention and a lot more buy-in. That is what I can suggest – having marketing and accounting being on the same team and working on the same initiative was refreshing.  

Jessamyn – We had a core team that was our project accountants and our project planner because we use resource planning heavily. Since we also use CRM, we also had three people from our marketing team. We held some workshops with our project planners and project managers to understand what they would like to see out of dashboards and what they felt they were not getting now. We did not include them on our core team, and I think that was for the best. We delivered Vantagepoint to the project managers as a finished product rather than including them in the “making of the sausage.” I think it went really well. I think it was very successful, and then we did a lot of training when we went live.  

What Resources or Support Did You Need for the Upgrade? 

Having helped over 200 firms make the upgrade from Vision to Vantagepoint, Full Sail Partners understands that there can be different levels of support and resources that firms need. This can be due to the unique modules or features which the firm uses or to the amount of customization the firm has built into Vision. Hear from a few clients about what resources and/or support they utilized, if any, to make the upgrade. 

Brad – There was no way we could do this upgrade on our own. We are a large firm with over 600 employees. Accounting, marketing and HR, plus our support teams, are always understaffed. We also have customized Vision quite a bit. It would be very difficult for us to make any type of upgrade alone. We utilized the Vantagepoint Readiness Report and help from Full Sail Partners because of this. 

Jessamyn – The Vantagepoint Readiness Report shows you the exceptions or areas in your system where something is going to throw back a problem. Things like duplicate records for vendors and clients, project plans that have something wrong with them or all the customized reports and when the last time they were used - All these types of information. The first time we ran the report, it was overwhelming because we had years of data that had probably never been cleaned. We had two interns work full-time for four months cleaning up the data. Then we ran the report again and just kept doing that until we felt like we were at a manageable place.  

Andrea – We set up significant training time beforehand. We really didn’t understand Vision very well, and we didn’t use it in the way that it was designed to be used. We had years of different processes and data with different people in and out who decided they wanted to do something one way, and there wasn’t global communication. So, we had a lot of training before the upgrade. I was focused on the CRM stuff. I worked with the CRM specialists at Full Sail Partners for a while because we really needed to transform how we use the database. I wanted to make sure that I understood the logic behind how the system was supposed to work. If your organization is really organized, you have clean data, and you’ve got someone who has time to lead the efforts, then it’s totally possible to do this on your own. Yet even with the skills and having a strong foundation that would normally make this kind of transition seamless, it was helpful and time-saving (which can also be money saving) to have a team of Full Sail Partners’ people to help us.  

Just looking at the Readiness Report can be overwhelming. You realize that maybe the data is not as good as you thought. You spend a lot of time on that cleanup, and with so much time you are investing, you want to get it right. So having a team of experienced people to help guide us through was definitely useful for us.  

Paul – We are a firm of about 300 people, and I cannot imagine going through this on our own without the help of a company like Full Sail Partners. I have worked with Full Sail Partners in the past on several different customizations and we have always been happy with them. When Vantagepoint got on our radar, it just seemed like a great fit to just work with them and use the tools to help make this upgrade an easier process.  

Karen – I would highly recommend getting support. There is just no way we could have upgraded on our own even though we are only a 70-person firm. We needed the help of Full Sail Partners. We have used them a lot. We get all our questions put together. Then Nancy and I worked with a Full Sail Partners’ consultant to help us answer the questions. There are a lot of things that we just would not be able to figure out on our own to make this happen in our timeframe. 

Hear More from Your Peers 

This article is the first in this series where different project-based firms share their Deltek Vision to Vantagepoint upgrade experience. Future articles will include topics like the favorite Vantagepoint features of users and upgrade best practices.  

To learn more about upgrading to Deltek Vantagepoint visit the page linked below. 

 

 

New call-to-action

How AEC Firms Can Stay Ahead of the Talent Game with Reskilling and Upskilling

Posted by Tasia Grant, PHR on June 01, 2022

2022-HRTL-Reskilling-01

IIn life, the good news must always be taken with the bad. In the architectural, engineering and construction (AEC) industry, the good news is that a massive federal infrastructure bill was signed into law that will help keep the industry growing in 2022. The question, though, is whether bad news will outweigh that good news for the AEC industry. Much like the impacts of the 2008 recession, according to an article in Civil Engineering Source, throughout 2021, supply chains, high prices for construction materials and labor shortages were affecting the entire AEC sector. So how can Human Resources departments address some of the trends that are being seen?   

AEC Trends and Tackling the Challenges 

Many leaders in professional services firms are tackling labor-related obstacles by evaluating their retention and talent acquisition programs. With the ongoing retirement of Baby Boomers, the increasingly technical (and digital) nature of work, rising wages and the “Great Resignation” of 2022, many employers at professional services firms are faced with skill gaps, problems attracting and hiring top job candidates and employee engagement retention problems.  

 Let’s take a closer look at each of these challenges:  

  • Feeling the Boom: With the departure of Baby Boomers, replacing the most senior and experienced professionals is an overwhelming challenge facing the industry. Most firms agree they can find new graduates, but their employment doesn’t replace those with 40 years of experience.   
  • Transform or Die: The pandemic required firms to rethink their digital adoption, but much of the AEC industry is still managed on paper including blueprints, design drawings, supply-chain orders, progress reports, punch lists, etc.  
  • Under Pressure: In the past, the main challenge was finding the work. Now one of the main challenges is how to keep the workers. Employers are feeling the pressure to raise wages or be forced with losing key talent. 
  • Gap-o-Rama: Graduates unfortunately don’t learn all of the necessary skills required for real-life work in the AEC industry. Additionally, with the constant change in technology, existing employees require learning new technology skills to stay competitive.  
  • Retaining Talent: During the pandemic, many employees re-evaluated what they wanted in life and from their employers. Many firms learned this lesson the hard way.  

Despite these talent woes, there is a solution for Human Resources professionals that is right up under their noses. Reskilling and upskilling are trending talent management tools that are being explored and implemented to address these challenges and ensure that growth stays consistent and progressive. Let’s take a deeper dive into what reskilling and upskilling are and the benefits each can bring to the professional services industry.   

Reskilling Versus Upskilling 

Reskilling is theprocess of employees learning new skills to move onto new roles within their current company while upskilling is a workplace trend that facilitates continuous learning by providing training programs and development opportunities that expand an employee's abilities and minimize skill gaps. The primary difference is that reskilling prepares an employee for movement into a new role within the company whereas upskilling prepares an employee for movement in their current career track within the company. Reskilling and upskilling are not just trendy or popular remedies. The professional services industry has found benefits for both the employers and employees, so it ultimately is a win/win. 

Benefits to Leaders 

  • Improves retention. Employees stay longer when they see evidence that their company is invested in learning and development. 
  • Keeps up with the industry. Maintaining highly skilled and knowledgeable employees keeps the organization competitive in the industry. 
  • Moderates recruiting costs. With the increasing costs of backfilling positions, reskilling might be a good alternative to letting go of current employees and hiring new ones with a different skill set, if the needs of the organization change.  
  • Attracts desired talent. Offering continuous staff training enhances the company’s reputation and brand image as an employer. 
  • Improves employee engagement. Potential and current employees want professional development and training opportunities in their job, and they will look for opportunities that provide these options. Upskilling satisfies these employee demands. 
  • Optimizes employee productivity. Improving employee engagement will ultimately increase productivity. 
  • Bridges the age gap. While generational differences can sometimes be a source of conflict in the workplace, when managed effectively, they can be a powerful source of innovation and adaptability.  

Benefits to Employees 

  • Feel more valued. When employees believe that the company is investing in them to improve their professional profile or give them new opportunities, it reinforces their loyalty. 
  • Have more opportunities for career advancement. Upskilling focuses on improving current employees' skill sets, usually through training, so they can advance in their jobs and find different roles and opportunities within the company. 
  • Increases their professional confidence. One of the primary benefits to employees is that upskilling can help to boost confidence anddevelop stronger, more capable teams in the business. 
  • Builds better relationships between employees and managers. As managers and employees collaborate on their employees’ career paths and provide leadership and mentoring during the training and development process, knowledge sharing, trust, and respect evolve organically.  

Repurpose Talent 

The bottom line is professional services firms are in the best possible position with continuous technological advancement, growing leadership flexibility, and external financial resources to successfully develop and implement upskilling and reskilling programs. Executives, senior leaders, human resources professionals, talent acquisition professionals, training & development specialists, or even HRIS experts, should join the upcoming webinar “Rebounding and Staying Ahead of the Game:  Attract and Retain Top Talent using Reskilling and Upskilling” on June 9th. During this webinar, find out what the so-called “Great Resignation” of 2022 is, hear case studies about other firms (especially in the AEC industry) who have successfully implemented these programs, and learn steps that organizations can take to develop a program that caters to firms’ talent management needs and goals. 

 

 

New call-to-action

Driving Growth with Digital Marketing - How to Analyze Digital Marketing Campaign Results

Posted by Lindsay Diven on May 25, 2022

2022 Driving Growth - AnalyzeDigitalMarketingCampaignResults_Feature

If the results from the digital marketing campaign efforts are not tracked, how will the marketers know if it’s working or not? It seems simplistic when written like this, but for architecture, engineering, and construction (AEC) firms, collecting and analyzing the results of digital marketing efforts is often the hardest part. And, because the results are often not collected, not analyzed, or not presented to the firm’s leaders, it’s hard for marketing professionals get buy-in for additional digital marketing resources.  

This article is part of the Driving Growth with Digital Marketing and will walk through how to gather and analyze the results for the digital marketing campaigns.  

Select the Metrics During the Planning Phase 

At this point, the digital marketing campaign is created and has been promoted. At this point it’s time to analyze the results and compare them against the original goals to determine the performance of the campaign. 

The hardest part about selling digital marketing strategies to firm leadership is showing the results. And choosing what to measure and how to measure the results is where AEC marketers often get stuck.  

The best time to select the metrics to be used in analyzing the marketing campaign results, is in the planning stages. Thinking through this while in planning, allows the tracking software or infrastructure to be put into place to gather the correct results.  

Using the original campaign goals along with thinking through how those goals can be measured, is the best place to begin.  

For example, if the original goal was to increase brand awareness in the Texas market by increasing web traffic in Texas by 25% in the first 2 quarters of 2022. The marketing department will want to make sure that they can track web traffic, including geography, and have a baseline number for the web traffic from Texas before the campaign begins. 

If the marketing department doesn’t have that ability or information before they begin the campaign, it's going to be very difficult to gather and analyze the results.  

That's why having very SMART goals outlined and agreed upon by leadership is critical to be able to track, analyze, and progress to achieving goals.

Understand that AEC Metrics May be Different 

AEC is different than other industries when it comes to marketing. It isn’t e-commerce. The AEC industry doesn’t provide online stores. AEC firm clients typically don't buy their services through their websites. So, this means that typical marketing key performance indicators (KPIs) like Cost per Acquisition, Customer Attrition, or even marketing-originated customers really aren't relevant.  

That’s why it so important to get the marketing campaigns SMART Goals determined. When those goals are clear, written down, and agreed upon by firm leadership, the metrics to determine that campaign’s performance become more clear. 

Possible AEC Marketing Campaign Metrics   

So, what should AEC marketers measure? How should they measure the results of their digital marketing campaigns? 

Marketers should identify quantifiable metrics that aligns with the goals of the organization and the SMART goals as mentioned above. These metrics should be either new leads (new to the firm’s funnel) or more interaction with current contacts to “nurture” the relationship until that content needs the firm’s services.  

And because each AEC firm’s goals are all going to be different, this article cannot simply provide a list of 10 example metrics. However, listed below are some potential metrics (KPIs) that could be considered. They are listed to help AEC marketers brainstorm metrics that are relevant to their specific digital marketing campaigns and firm goals.  

Possible AEC Marketing Campaign Metrics: 

  • Website traffic 
  • Search traffic/keyword rankings 
  • Backlinks 
  • Click-through rate 
  • Conversion rate 
  • Email sign-up rate 
  • Delivery, open, click rate 
  • Engagement/interaction rate 
  • Follower growth rate 
  • Brand mentions 

Marketers can then take those metrics and compare the marketing performance to a previous time such as: 

  • To the previous month, 
  • A 3-month average, or 
  • Specific goal(s). 

Metrics That Shouldn’t be Measured 

The things or results that the AEC marketer can’t impact should not be measured. If the marketer or firm can’t change it, there’s no point in tracking it or making it a KPI.  

Vanity metrics should also not be tracked, or at least, have too much weight or emphasis placed on them. Marketers are sometimes tempted to track vanity metrics like the Facebook page likes or Twitter followers, but if the marketing department is not currently implementing a social media campaign with the goal of getting more likes or followers, why track it? It’s not an effective KPI. 

Best Practices for Collecting and Analyzing Digital Marketing Campaign Results 

The following are some best practices that marketers should keep in mind as they plan for, implement, and analyze the results of their digital marketing campaigns.  

  • Use the campaign goal as the basis for analyzing the results. Marketers should tie what the goal of the campaign is to what metrics they collect and analyze.  
  • Connect marketing platforms. By starting with the goals, marketers can list what metrics they need to collect. But, this is also the time to evaluate what systems can be connected and automatically share information. A great example of this is the Blackbox Connector for Mailchimp or Constant Contact. These connect the email marketing statistics to the Deltek Vision and Vantagepoint CRM systems. A marketer can easily pull in the statistics for one email campaign or an email campaign series into the Deltek Marketing Campaign.  
  • Limit KPIs to only those that are needed. Marketers might be tempted to collect more data or statistics than necessary to see how the campaign is performing. Especially when first getting started, limit to collecting and analyzing only those metrics or KPIs that are needed to see how the performance is measuring to the goal.  
  • Tailor the KPIs to the audience. If the marketing campaign performance needs to be presented to firm leadership, make sure to tailor what is shown to that audience to just what they need to see how it’s performing to goal. For example, the marketing manager may be tracking email newsletter opt-in rates and email bounce rates. However, if that’s not a goal of the specific marketing campaign, don’t report those metrics in a presentation to the firm principals.  

How to Use the Digital Marketing Campaign Results to Improve Performance  

Collecting and analyzing the performance of the marketing campaigns is only half the battle! The next step is optimizing the campaign’s performance to get even better results. And the next article in this series share a few different areas to optimize when it comes to the firm’s digital marketing efforts. Subscribe to the series below to get the next article.  

New call-to-action

Easily Change Project Plan Dates and Hours with Deltek Vantagepoint

Posted by Rana Blair on May 18, 2022

2022 - Redistribute Planned Hours-01

For professional services firms, projects often don’t go according to the original plan. This forces the project manager to spend time updating the project plan to reflect new project dates, adjusted hours, and resources needed to complete the project. With Deltek Vantagepoint, this doesn’t have to be a burden on the firm’s project managers. These changes are easily and automatically made, allowing the firm to focus on serving clients instead of constantly updating plans.

Typical Project-Based Firm Planning Scenario 

Let’s say the Natural Sciences Building at Northwest project was originally scheduled to take place from January 2021 through September 30, 2021. The phases at the beginning were Master Planning and Project Management. Then the project goes on hold for a few months, which happens often for project-based firms. Now, the project is restarting with a new phase in a new date range. The project manager wishes to set a proper baseline on the original schedule, and then review the new plan against the baseline.  

Let’s walk through each of these steps separately. Then, at the end, learn about how to see this in action.  


Changing Project Plan Dates at Various Project Levels

Changing the plan dates is always the first step. To change the dates at a phase level, click the ‘kabob’ at the far right of the phase and select the Reschedule dialogue. Using this tool, users can shift the entire phase to the left or right or change the duration by dragging it longer or shorter.  

For this example, the new duration for the Sustainability Planning phase will begin on March 1, 2021, and end on July 31, 2021. At this point, Vantagepoint will ask to replace the child dates – those dates of the individual resources beneath the phase. In this case, the answer is yes, replace child dates.  

Screen Shot 2022-05-18 at 10.43.41 PM

Another way to change dates is to go into the Schedule tab. When clicking on the phase to change, put it into edit mode. This will allow the user to simply drag it to the new dates and duration desired. Users can drag the bar right or left and/or hover over to get the bi-directional arrow to expand the duration. Again, the system will ask to replace the child dates or not. 

Screen Shot 2022-05-18 at 10.52.02 PM

Redistributing the Planned Project Hours 

Now that the project dates are correct, it is time to go to the Labor tab to work on the planned hours. Going back to the example, the master planning phase was scheduled to begin on January 28 and end on September 30. Its planned hours are 175, which matches the baseline, so no changes are needed. 

However, on the Sustainability Planning phase, there are some changes needed because there are no baseline hours saved. The planned hours also look low. To look at this further, users can go into their grid settings and turn on different columns such as Contract and Planned Billing. Doing this, the project manager sees 164 hours, the planned value is coming up at $37,980 but the contract value is $65,000. This will be the first place to start changing planned hours. 

Screen Shot 2022-05-18 at 10.44.17 PM

To do this, go to the phase level and select the ‘kabob’ at the end of the row. Select Redistribute Hours and Change Planned hours. For this example, the project will change those 164 hours to 275. Choose to do this for the entire assignment date range and spread hours evenly over the time period. By choosing to redistribute here, the project manager can now see that the planned hours are 275 and the value is calculated at $63,534 which is closer to the contract value.  

Graphical user interface, application

Description automatically generated

Setting a New Project Baseline  

Now let’s plan forward or true-up this project plan. In the screenshot above, the master planning phase has a baseline of 175 hours, with 52 hours exhausted but only 77 hours remaining in the Estimate to Complete (ETC). The Estimate at Completion (EAC) hours is settling around 130 hours, and the project manager knows that the project will use most, if not all, of the 175 budgeted hours. So, the hours in the master planning phase will need to be redistributed using the ‘kabob’ at the end of the phase row. This will help push forward the hours and then allow the project manager to fine-tune them as the project progresses.  

In the redistribute planned hours dialogue box, select the option to replace the planned with actual hours and replace those hours in total. Use the hours from the job to date (JTD) range, choose to spread the differences, and choose to spread both the positive and negative differences in the ETC assignment date range. Then choose to spread the hours evenly.  

Graphical user interface, text, application,

Description automatically generated

The project manager would do this for each phase that changes the duration or timeframe. Also, with this example, the project manager would make the changes for the sustainability and project management phases. Once those changes are made, the EAC billing is $104,000 and the contract value is $124,000, which looks like the project will perform rather well. The last step is to publish the plan and start working on the project.  

Screen Shot 2022-05-18 at 10.44.37 PM

See Project Plan Changes in Action 

While reading about how easy Deltek Vantagepoint makes it for project managers to adjust their project plans, seeing it in action is even better. Click the image below to watch a 16-minute demonstration to understand how Vantagepoint’s Resource Planning makes it very convenient to plan for unplanned project changes. 

New call-to-action

Full Sail Partners is Celebrating its Silver Anniversary

Posted by Sarah Gonnella on May 11, 2022

2022 - 10th Anniversary Banner rev-01-01

For the last decade, Full Sail Partners has been a recognized project-based technology leader in the Deltek professional services ecosystem. We have much to celebrate and we attribute that success to our company culture -- fun, fast-paced, flexible and collaborative. Our team members comment every day how they feel privileged to call many of their co-workers true friends and even family.  

Since our inception, the number of employees has expanded 131%, and over our 10-year history, revenue has increased 145% while completing over 4000+ projects. The firm launched its Blackbox Connector product in 2015 increasing the team’s integration capabilities by being able to connect clients to outside solutions. Deltek and other industry leaders have recognized our firm with 15 awards over its history because of our relentless commitment to cultivating strong customer loyalty and focusing on the customer experience. We accomplished this and more all while being 100% remote, before it became popular.  

We plan to recognize this huge milestone with our clients at Deltek’s Annual Conference, ProjectCon, in November in Nashville, TN. Additionally, as part of our continuing 10-year anniversary celebration, Full Sail Partners will be selling a cookbook filled with recipes from its employees. Each employee that submits a recipe will be nominating a charity of his/her choice. Any funds raised will be then given to the charity that is voted upon by Full Sail Partners’ clients.  

While viewing our accomplishments, you can truly experience the fun side of our culture. We would love to hear from you, our clients, about any experience that stands out over the years in the comments or on social media. Thank you to everyone that has been a part of our journey. We are excited to continue this celebration and enjoy the moment while looking forward to our next milestone accomplishment. Cheers! 

10YR_ANNIVERSARY-BY THE NUMBERS rev 3

 

 

Review our recent press release to learn more about our firm and our accomplishments over the past decade. 

New call-to-action

Business Development Calls Made Easy with Deltek Vantagepoint CRM

Posted by Cate Phillips on May 04, 2022

2022 - BD Calls Made Easy with DVP CRM-01

Before the pandemic, I used to volunteer to judge high school debate and often found myself sitting in a public-school library on a Saturday morning staring at those cheesy posters where the words say “Attitude is Everything” …those have not changed by the way. Except 25 years later, those words still ring true. I do not know about you, but if I am rolling into a Zoom business development (BD) call with a bad attitude, it is doomed to fail. Since attitude is important when it comes to developing relationships with clients, how can the new and improved Customer Relationship Management (CRM) power of Deltek Vantagepoint make it easier to keep those business development calls on track? 

Attitude and Deltek Vantagepoint CRM? 

I started writing this on a debate kick, and it therefore must continue… As any good debater will tell you, something should not be fully considered until it has been argued from both the pro and con sides. So, how can business development calls be made easy with Deltek Vantagepoint CRM? Let us compare how it would go from both attitude perspectives. 

Bad Attitude Scenario 

5am – snooze 

5:30am – snooze again, since I went to bed later than normal last night, that is the mental self-justification I will go through this morning. 

6am – wake up, grab phone, check calendar. Okay, good, first meeting is not until 8am, I can sleep more, reset alarm. 

7:15am – grab phone, what? Why? I should have gotten up earlier so I could work out and do my morning stuff. I am grumpy about it.  

7:45am – showered and dressed, sitting down, I must scramble to review a prospect’s info in Vantagepoint. I glance at some fields. I notice that I am about to be talking to the Facilities Director at an airport. My engineering firm has done the type of project they are looking to do but only in Europe. My job is to impress the Facilities Director and get him to introduce us to the architect and then hopefully she will want to bring us in on this massive project.  

8am – meeting starts, I am not as ready as I should be. It goes okay, but it is not a slam dunk. He agrees to let me call him back, but I know in my gut he is not going to be calling the architect immediately to sing our praises. 

8:30am – I guess I should get the notes in the system. I am super discouraged and annoyed at this point, but I try to rally myself to get my activity recorded with enough detail so that I can perhaps salvage this a bit when I do my follow-up. 

Here is the rub folks. The Deltek Vantagepoint CRM is there to help me, and it is a great tool in my toolbox. I did not use it here to my full advantage. 

Good Attitude Scenario 

5am – snooze 

5:30am – I am up! I am not necessarily happy about it, but it happened. I get started on my morning stuff. 

7am – sitting down in my office now, I will not bore you with the details of my morning ritual, but I fed my mind, body and soul before I walked in the door. I am happy I have an entire hour to prepare for my call.  

Here is what I do to prepare using Deltek Vantagepoint CRM: 

Since the project will a subcontractor opportunity to the architect that is always the prime at this airport, she is the contact record I want to peruse. I know I have only got 30 minutes to get this Facilities Director to agree to introduce me to her. From my networking, I know that if he says give this firm a shot, she will consider it. I immediately then go to look at the projects associated with these two contacts. 

Bus_Dev_Calls-01

I also know that she has been a little unhappy with the engineering firm they used from a well-placed cold call by my Business Development Representative (BDR) last year. How do I know this, you ask? I have an excellent memory, and it simply always unfolds perfectly when needed. NOPE. My team and I always track everything inside Deltek Vantagepoint.  

I read my Activity notes from three years ago when I had drinks with someone that reports to the Facilities Director at a conference. She was the one that clued me in to how key the Facilities Director was in terms of getting the architect’s attention. Then I reviewed the notes our BDR had in there from the cold call. Those notes were in an Activity from the call placed and on the Competition tab of my project.  

Bus_Dev_Calls-02

Next, I double checked his and her LinkedIn pages and saw no new connections between us that I did not already know about in advance. My project is at a Lead stage and being the awesome Relationship Manager that I am, I enjoy seeing my projects get into our system, and I lovingly monitor the data associated with them. 

Bus_Dev_Calls-03

I also have a custom field in my Deltek Vantagepoint CRM that gives me something to brag about here. I can query my CRM to find past airport references, and I have 2 or 3 case stories (bragging rights) ready to tell if I get the opportunity in the call. 

8am – The meeting starts, and I am ready to kill it. During the call, the Facilities Director mentions another two of his colleagues that I was not aware of, and their roles could be important should we get this project to the awarded stage. I jot down their info so that our Marketing Associate can fill in the gaps with some research and get them entered in the system.  

8:30am – The call is over. It was the slam dunk I deserved. He was impressed with the stories I was able to tell, and since I was aware of the pain that the current engineering firm is creating with the Architect, this allowed me to effectively differentiate our firm. He said that he would be emailing her right away before he forgot, to ask her to get coffee and discuss what we can bring to the table. We scheduled our next steps. I was able to use the Outlook Connect to immediately get the appointment calendared and tracked in the CRM in one fell swoop. 

Which Attitude Won the Debate?    

Obviously, this debate was destined to go for the Pro - we all knew that, right? The bad attitude not only set me up to perform poorly, but it also affected my ability to leverage my Deltek Vantagepoint CRM correctly. So, here I have proven a good attitude + a great CRM = successful business development efforts. Ready to maintain a positive attitude in your business development efforts by fully embracing Deltek Vantagepoint CRM?  

Stay tuned for future blogs on this topic that cover other parts of the sales cycle and project lifecycle prior to the awarded stage. 

 

New call-to-action

Underused Accounting Features of Deltek Vantagepoint

Posted by Scott Gailhouse on April 27, 2022

2022-VP Uderutilized Accounting Features_Banner

Believe it or not, but there are several applications in Deltek Vantagepoint that go unused simply because end users really don’t understand the concepts behind them. Labor Cross Charge, Consultant Accruals and Overhead Allocation are a few of those applications. This high-level overview is intended to make the user more informed about useful accounting features within Deltek Vantagepoint. These features are designed to provide the user the best view of a project’s overall health as well as the health of the professional services firm as a whole. 

Consultant Accruals

When invoicing clients each month on percent complete or lump sum type projects, oftentimes the percent complete billed on behalf of subconsultants does not really reflect what the subconsultants have actually invoiced the project. Consultant Accruals is a way to account for the differences. The Consultant Accruals account shows the difference between what the prime firm has billed the client versus what the subconsultant has billed the prime firm on the balance sheet. 

Consultant Accruals uses either the Project Budgeting Worksheet or Project Plan as the budget source to calculate accruals. The user must complete the Expense Costs tab of the Project Budget Worksheet for each subconsultant at the lowest level of the WBS. When the user receives an invoice from the subconsultant, it is entered in the Transaction Center, AP Vouchers using the same expense chart of account number and WBS level that is set up on the Project Budget Worksheet.  

When posted, the user will see a debit for the voucher amount to the expense chart of account (COA) number and a debit to a COA number called “Accrued Consultant”. Prior to running Consultant Accruals, enter the percent complete for each vendor on the Expense Costs tab of the Project Budget Worksheet or the ETC or EAC percent if using the project plan to calculate the accrual. 

Once Consultant Accruals is run, Deltek Vantagepoint will adjust the original posting to the expense COA number if there is a difference between the percent complete entered in the project budget worksheet and the amount entered in AP for that subconsultant. An adjustment will also be made to the Accrued Consultant COA number with an offset entry to the Consultant Liability account. The “Accrued Consultant” account will show the difference between the percent billed on their behalf and the amount the subconsultant billed the firm.  

Usually running the Consultant Accruals routine is part of the month end processes. 

Overhead Allocation    

Professional services firms have a variety of Key Performance Indicators (KPIs) used to closely manage a firm’s financial and operational performance, and profit margin should be one of them. The Overhead Allocation utility in Deltek Vantagepoint is used to assign indirect costs to regular, revenue producing projects to measure net profitability. 

Overhead Allocation must be configured in a firm’s Vantagepoint database and should be run on a timely basis – usually after timesheets are posted or at month end. Overhead Allocation can give the user a true understanding of a project’s profitability. 

There are two options for applying overhead to projects – multiplier or proration. Overhead can be applied to a project’s revenue or direct labor. 

The multiplier method applies a multiplier that is determined to every dollar of direct labor spent on a project. The proration method uses a firm’s actual, year-to-date indirect expenses. Firms generally prefer the multiplier method because of its consistency. Project managers always know how much overhead is being applied to their projects. The proration method, because it is based on actual indirect expenses, will change month to month. Deltek Vantagepoint uses total overhead expense divided by total direct labor to determine the multiplier used when Overhead Allocation is run. 

There are a number of reports including the Project Progress, Office Earnings and Project Summary report that when run at cost will display overhead. Running the Overhead Allocation process will return a report detailing the amount of overhead applied to projects and the actual overhead rate of the firm. 

Overhead allocation can be run anytime as it is used for reporting purposes only. 

Labor Cross Charge 

Firms using organizations within Deltek Vantagepoint, may want to consider using the Labor Cross Charge utility. A cross charge occurs when an employee in one organization works on a project owned by another organization. The professional services firm can choose a revenue share, where the borrowing organization is charged revenue based on an agreed upon price by the loaning organization. In this scenario, the loaning company would see an increase in revenue and the borrowing organization would see a reduction in revenue.  

A firm may also choose to bill the borrowing organization indirect cost reducing the loaning organization’s direct/indirect expenses and increasing the borrowing organization’s direct/indirect expenses. By default, when time is posted, the labor cost follows the project’s organization. The user may choose to have the labor cost transferred back to the employee’s organization during the labor cross charge process. 

Labor Cross Charge can be used on Regular type projects or both Regular and Overhead type projects. Labor Cross Charge is run as part of the month end process after billing to clients has been completed. Having a clear understanding of how these applications work in Deltek Vantagepoint will help the firm decide if it could benefit from their use. 


Get the Most out of Deltek Vantagepoint 

Deltek Vantagepoint was designed with project-based users in mind. So, it is important for users to be knowledgeable about all the helpful accounting features within Vantagepoint that can provide them with an overall picture of firm projects. For professional services firms seeking guidance on how to get the most out of their investment, Full Sail Partners offers a complete Navigational Analysis. Click the image below to learn more.  

New Call-to-action

Search Engine Optimization Basics for Project Based Firms

Posted by Lindsay Diven on April 20, 2022

2022 - DGDM_SEO Basics - Banner

The primary goal for the AEC digital marketing program is to get a firm found online. This can be done through creating content highlighting the firm’s expertise and subject matter experts. However, it’s not enough to just publish this content on the firm’s website or blog. To have the right potential clients find that content, the content needs to appear in searches. This is where search engine optimization (SEO) comes in.  

According to HubSpot, the definition of SEO is techniques which assist a firm’s website rank higher in search engine results pages (SERPs). This makes a firm’s website more visible via search engines like Yahoo!, Google, or Bing for those who are seeking solutions that a firm’s brand, service or product could offer. 

This article is part of the Driving Growth with Digital Marketing series and will provide an introduction to SEO techniques AEC firms can utilize when building their digital marketing program.

How SEO Works

Search engines crawl the internet to scoop up tidbits of phrases and key words to index them. Then when a user types in a phrase, question, or key word into the search engine, it provides results to the user based on those indexes. Search engines are searching for the websites, webpages, blogs, etc. that the firm is publishing.  

Search engines also look at the firm’s website structure and design, visitor behavior, and mobile optimization. So, it’s not just about the content that is being published, but the framework in which it’s published too.  

The Elements that Can Increase Organic Traffic    

Organic traffic is what most AEC firms are aiming for and includes the unpaid visitors (or traffic) that comes to the firm’s website through the search engines. The firm isn’t paying for any of that website traffic.  

There are elements of the website, structure, webpages, and even the firm’s social media channels that help or hurt getting organic traffic. Some of the elements that have the most impact are described below. 

Consistent Content Creation 

The website needs to be updated on a regular basis. Publishing genuine content that interests the targeted personas greatly improves SEO. The more often producing and updating content, the “fresher” it appears to search engines. Make the content easy to read or skim by using small paragraphs, descriptive headings, lists and bullet points. Also, link to internal and other external pages throughout the content.   

SEO Friendly Webpage Structure    

Each webpage has a built-in structure that is universal no matter what program the firm is using for its website software. Each page usually has a hierarchy of headings that tells the search engines the importance of the content. For example, the heading tag called H1 is the main header tag. This is typically reserved for the title of the page. Then there are heading tags H2, H3, etc. Just like in a printed document, these should be used to help guide the reader (and search engines) through the webpage content.  

When creating new content, don’t cram it full of all the keywords. Make sure the keywords, topics, and phrases are spread throughout the piece and flow naturally into the content. Be sure to use keywords in the title tags (H1, H2, etc.). Also, make sure that the content is easy to read and/or skim by using many small paragraphs, descriptive headings, lists, and bullet points, for example. 

Image Optimization 

Another SEO component is how fast the webpage loads, and images are the biggest culprits when it comes to slowing down webpage load times. Since AEC firms tend to have very visual websites, it’s easy for the websites to be slowed down dramatically due to the number of images. Make sure that every image on the website is compressed and is the right image format for the screen (as opposed to print-level quality).  

Meta Descriptions 

A meta description is the text that appears in the search results underneath the page title. See the screenshot below for the example that appears with the search of “Deltek Vantagepoint Upgrade.” Meta descriptions can be added to the backend of the firm’s website builder and should be written to include keywords and phrases. The meta description should also be relevant to the content that is on the page, so keyword stuffing will actually hurt the results. Also, the meta description length should be between 150-300 characters. 

Screen Shot 2022-04-19 at 1.09.05 PM

URL Structure 

Did you know that URL stands for Uniform Resource Locator? Just like the webpage structure and meta descriptions, search engines display the URL on the search results. Consider following these SEO best practices when creating URLs: 

  • Use clear, descriptive words in the URL as opposed to random numbers and letters. For example, www.fullsailpartners.com/fspblog would be better than www.fullsailpartners.com/453=?45659. 
  • Try to use shorter URLs whenever possible. There is some research that shows that shorter URLs perform better because URLs that are too-long will be cut off in search results. However, it’s just as important to be descriptive in the URL so don’t cut the URL length just to cut it. 
  • Use keywords in the URL. If the page is targeting a specific term or phrase, make sure to include it in the URL. But don’t go overboard or appear too spammy. The search engines know it and will penalize the content. For example, a spammy URL might be www.fullsailpartners.com/vantagepoint-partner/upgrade-to-vantagepoint/vantagepoint-upgrade-services. A good way to test this is to look at the URL through the eyes of a searcher and ask if it looks natural or like a robot wrote it.  
  • Use hyphenations instead of spaces. Every search engine interprets special characters or spaces the same. Use hyphens to separate the words in the URL.  
  • Use geographic location names, if applicable. If the content is about a specific location or a project in a specific location, use that location name in the URL. This can include city names, neighborhoods, or other regional descriptors.  

Off-Page SEO  

Some of the secret sauce to improving SEO happens off the firm’s website. Search engines like Google rank how popular a firm’s website is. If the firm’s content is popular, it sends a signal to search engines that it’s the best content, making it more of an authority in that topic area, thus a higher ranking. So, what makes a firm’s website popular? Let’s introduce a few strategies. 

Authority Building Through Backlinks  

One way to build authority in the search engines is how popular they rank a firm’s website. One factor they use is called ‘backlinking.’ Backlinks are links from other domains that points to a firm’s website or particular webpage. Each backlink is considered to be a “vote” of confidence for the content that’s being linked. Other websites should also be linking back to the specific firm’s website. Even better is if the backlinks are from higher authority domains such that end in .edu or .org. 

Think about the various ways in which the firm’s website can be backlinked. Some might include: 

  • Sponsoring industry conferences and events. Ask the host entity to place the firm’s logo on its website and link back to the firm’s website. 
  • Write articles for industry websites. Then, make sure the article has a link back to the firm’s website. 
  • List the firm in online industry directories. For example, Design-Build Institute of America (DBIA) has a rather established one. 

Google My Business 

This is probably the easiest task to improve SEO is to make sure the Google My Business is set up for every office location for your firm. Make sure that the firm’s name, address(es), and phone number(s) are correct on the firm’s website and that they are also the same at what’s displayed on the Google My Business page. It sounds so simple but can be quite complex especially the more offices the firm has and how often the offices move locations.  

Getting Started with SEO 

There is no exact science or formula to rank first, or even on the first page, in a search result. Basically, if the content provides value to the people searching for it, it will rank better. Here are some best practices to keep in mind as content is developed for the firm’s digital marketing program: 

  • Research for the key words, phrases, or questions that the firm’s personas would be searching.  
  • Conduct those same searches on Google, Yahoo!, and Bing to see what pages and content is already ranking high.  
  • Review those pages and content to identify what qualities, format, content type, etc. that those pages possess.  
  • Make sure to create content that is better than those! 
  • And, if some of the firm’s content ranks high with those searches, evaluate those pages and content to see what’s working. Repurpose that specific content in new ways and create new content like that. 

Driving Growth with Digital Marketing 

SEO is just part of the overall digital marketing plan for AEC firms. Other components include identifying the persona, setting goals, and developing a content strategy. To learn more about each of these components, check out the entire Driving Growth with Digital Marketing series by clicking the link below. 

 

New call-to-action

Amplify Business Intelligence Visuals with Informer

Posted by Timothy Burns on April 12, 2022

2022-Informer_Amplify-Business-Intelligence-Visuals_banner-01

A favorite song is structured to be both instantly recognizable and memorable. It’s written with a predefined structure that is thought out to capture the listeners attention and invoke an emotion. There are several standard ways in which a song is written and some basic rules song writers “should follow” when it comes to writing the song.  

The same can be said to developing business intelligence visuals for project-based firms. A business analyst, like a songwriter, must decide on the different visuals that will come together to create a melody to allow firm leaders to make decisive, but critical decisions. The visuals must grab the attention quickly and be easily understood to the audience. 

This article breaks down how to the Blackbox Connector for Informer amplifies the firm’s Deltek Vantagepoint data to make memorable melody. 

Understanding the Business Intelligence Visual Structure

The basic parts of a song include the intro, verse, pre-chorus/lift, bridge, break, and outro. Let’s compare that to creating a business intelligence dashboard using Informer.  

The intro is self-explanatory – it’s the intro the song or the very first visual on the dashboard. And, it’s one of the most important parts. Typically, it’s the very top left corner visual. This is where the most important statistic or data should be displayed.  

The verse gives the listener (or the viewer in our case) the idea of what the song is about. It typically sets the tone or topic of the entire dashboard.  

The pre-chorus/lift can build anticipation. In a song this includes increasing the volume or rhythm or pulling back and creating silence. When building the business intelligence visual stack, it can be the visuals that keep viewers scrolling through or keep them on the page.  

The chorus is often the most memorable melody of the song. It usually repeats itself throughout the entire song. And, just like in a song, it can repeat the same visuals but maybe for different regions or offices. For example, the dashboard may have several charts that show utilization rates by office with different separate visuals scattered throughout for each region of offices. Think about that one main theme of the dashboard – utilization rate, hit rate, profit, sales target – whatever the theme for that dashboard and make sure it’s repeated in a way that makes sense to make it memorable. 

A break is usually an instrumental part of the song that allows for some breathing room. When creating business intelligence visuals, make sure there is ample white space or breathing room between each individual chart or graph. This gives the audience that break before consuming the next information. 

A good song has an outro – the end of the song. The outro closes out the song just like the business intelligence dashboard needs to close out.

Putting the Structure Together   

Understanding the basic structure of a song (or business intelligence dashboard) is just the first step. Next is to understand how each part works together to create different melodies. Below are some common song structures in modern music and how you can think about these when designing dashboards using Informer.  

Verse-Chorus-Verse-Chorus  

This is probably the most common song structure in today’s music, especially in pop music. And, it’s a great way to begin with designing the BI dashboards.  

Examples of some songs using this structure include: 

  • “Smoke on the Water” by Deep Purple 
  • “All You Need is Love” by the Beatles 
  • “Foxy Lady” by Jimi Hendrix 

Informer visuals using this structure can include visuals showing the following: 

  • Total potential revenue in the pipeline 
  • Opportunity count by office 
  • Total revenue won YTD 
  • Opportunity dollar about by stage 

An example Informer visual using this structure is shown below. 

Amplify_Bus_Intelligence 01

 

Verse-Chorus-Verse-Chorus-Bridge-Chorus   

Songs that use this structure often get stuck in your head and therefore become popular. The bridge helps add a surprise or variance breaking up the repetitiveness of the song. Using this structure when designing the business intelligence dashboards can add a new angle or different theme while supporting the main goal or theme.  

Examples of songs using this structure include: 

  • “Happy” by Pharrell 
  • “Every Breath You Take” by the Police 
  • “Fix You” by Coldplay
 

Taking the example from above, the bridge added could be: 

  • Total potential revenue in the pipeline 
  • Opportunity count by office 
  • Total revenue won YTD 
  • Top 10 largest clients by YTD revenue 
  • Opportunity dollar about by stage

By adding the top 10 largest clients, the viewer can get a sense of what clients the firm should be focused on, which stays with the theme of the overall visual – business development. But that specific chart is revenue earned not expected revenue or sales won. It’s a different angle of information but still very helpful to the business development team. 

An example Informer visual using this structure is shown below. 

Amplify_Bus_Intelligence 02

 

Create Visuals Easily with Informer Discover Tool 

Informer is a business intelligence tool that uses the Blackbox Connector to connect to Deltek Vision or Vantagepoint and create a standard set of datasets. Using the Blackbox Connector with Informer allows the team to start building visuals right away instead of spending a lot of time building datasets and programming visuals.  

Once the data is connected, go to a dataset and select the Discover Tool. Then choose a field, in this example Project Summary is selected. The Discover Tool instantly recommends visuals based on the data selected. The tool recommends visuals based on the fields and columns selected and changes the recommendations as you select more or less options. 

Amplify_Bus_Intelligence 03

 

Each recommended visual can then be adjusted or further designed based on the needs. It can then be saved to be used later to create dashboards (called Reports in Informer).   

Tips for Choosing the Right Visual Structure 

Knowing the structure and different visual types while using the Informer Discover tool to make the visuals easily, how do you decide what visuals to display for firm leaders? The dashboard should not just be pretty, but also functional. It’s helping firm leaders make critical decisions, after all. Below are a few tips to choose the right visual structure. 

  • Understand the audience – Knowing who will be using this dashboard to make decisions will help determine the key metrics to display. What information does the audience need to be successful? Keep in mind that the visuals are just an overview and the audience can drill down into the data, if desired. 
  • Stick to one main theme – It doesn’t make sense to throw in a chorus of playing ball in a country song about losing ‘the girl.’ So don’t mix in too many different types of data that don’t support the main theme. It’s okay to create multiple dashboards and tools like Deltek Vantagepoint and Informer allow users to quickly access different dashboards, if needed. 
  • Incorporate different visual types – Sticking to one main theme, doesn’t mean using the same visual. Create a visual story by choosing different types of charts, graphs, and tables. Just be careful to select the visual that matches the data type. The Informer Discover Tool does this easily by recommending the visual types for the data selected. 
  • Use color wisely – Every color can tell a story. Don’t use too many colors to distract viewers. Instead use color to show differences or areas to the viewer should focus. Using red for negative, green for positive, and grays to show values is a great way to use color wisely.  
  • Keep it simple – Because the Informer Discover Tool makes it easy to create different types of visuals for any type of Vantagepoint data, it might be tempting to add it all to a dashboard. It’s very important to keep in mind the end-user or audience that is using the visuals to make decisions. Keep the most important visuals in the top left corner. If the viewers are overwhelmed by the sheer amount of visual stimulation or there’s too many clicks to drill down to data, it won’t be valuable to them.  

Write the Firm's "Greatest Hit" with Blackbox Connector for Informer  

Knowing all the parts and possible structures of songs and business intelligence visuals is a first step to writing that greatest hit for the firm. Remember that the point of providing BI visuals to firm decision-makers is to make all the firm’s data understandable and therefore, becoming actionable based on the information presented.  

To see the Informer Discover Tool in action click the image below to access a mini-demo.

New call-to-action

A Few of My Favorite Things About Deltek Vantagepoint Reporting

Posted by Terri Agnew, CPA on April 06, 2022

2022 - Vantagepoint Favorite Things-01-1

In my prior experience as a Controller of Architecture and Engineering (A&E) firms, I was often the “go-to” person for creating reports for PMs and Executives using Deltek Vision. Over time, I learned exactly which tab(s) the options were on for the various reports, which navigation menu item to choose to find the report base I needed, and even which color names were my favorites to use for the group headings.  Now with Deltek Vantagepoint, report creation has been made even easier with a few excellent enhancements. So, with the musical the Sound of Music in mind, let’s highlight the Deltek Vantagepoint report upgrades as “A few of my favorite things” …about reporting!  Feel free to “sing” along. 

Favorite Thing #1 - Organization of Reporting Menu

My first “favorite thing” may not be as pretty as “raindrops on roses” but it sure will save time!  Unlike Deltek Vision, Vantagepoint has only one Reporting option on the Navigation menu. All the standard base reports are now found on one “Reports” tab within Reporting. Likewise, all Saved Global/Personal reports will be listed on one “Favorites” tab. Instead of navigating through a dozen + menu items to find the report needed, now simply search for the report by name on either tab or filter by the type of report if you choose.    

For example:  Don’t scroll through the full list searching for the Time Analysis Report. Using the name of the report, start typing “time” in the search bar and “voila”, the report will populate.   

Fav_Things-01

Just even knowing the type of report rather than the name of the report, it can be filtered based on report type and list just those reports. This filter is like navigating the reporting menu tree in Vision.  

Fav_Things-02

Favorite Thing #2 – No more than 4 Option Tabs!   

Unlike the many “whiskers on kittens”, there are no more than four tabs to review for reporting options.  In Deltek Vision, some reports had two tabs, and some had up to seven! In Deltek Vantagepoint, at most there are only four tabs. 

Fav_Things-03

Columns & Groups:   Always start by deciding how the report should be grouped/sorted and which columns are wanted on the report. Keep in mind the headings of the columns can still be changed just like as in Deltek Vision but now there is only one header, not a header line 1 and line 2.   

Options:  This tab contains all “other” options for the report selected. Time selections, activity options, budget options, financial detail options – if the report has the option, this is where to find them all!  Having all the options consolidated to one tab makes it easier when creating a report as the user can simply skim through the options available from top to bottom.  There is no need to go from tab to tab any longer! 

Chart:  Not all reports have the ability to utilize charts, so this tab is not always an option. However, if the report data makes sense to also be shown in a bar, pie or line chart, this is the tab to set it up. 

Layout:  This is the tab with the choice to override the report defaults for report layout (portrait vs landscape), paper size, font, borders, headings & footers.  Advanced tip:  If a user has special options for a report, consider adding the options selected as a note in the footer for a reference as needed. 

Favorite Thing #3 – Easy Searching for Columns & Groups  

My third “favorite thing” is how easy the column and group options can now be selected in Deltek Vantagepoint. This may seem basic but having one quick and easy selection area is as satisfying as some “crisp apple strudels” with my coffee. 

Does the user want to know part or all of the name of the column or to add YTD data columns only? Does the user want all columns for hours? Use the filter! It will save time as there is no need to scroll through the long list of column options. 

Fav_Things-04Favorite Thing #4 – Colors for Grouping & Headers, now Actual Colors not Words!!   

Let’s face it, sometimes data is boring and can be hard to read if there is too much of it on one page!  Adding some color to grouping labels can help the eye focus in on a particular detail.  The new color selections in groupings & headers are related to my favorite thing #2Want a blue like “blue satin sashes”? In Deltek Vision, to figure out if that blue was cornflower blue or light steel blue, the user had to select the color by name, preview the report and decide if it was the color desired. Now the color selection actually shows the true color visually! 

Fav_Things-05

Another great place to use colors to brighten up a report is in the Column Heading. This option can be found on the “Layout” tab of reporting. Use a nice bright color to liven up what used to be a basic black & white report. Better yet… does the firm have an approved color palette? Find out the color codes for the firm’s colors and type in the code of the color to use in reports. Now reports will match the company branding. The user doesn’t have to be limited to the 140 colors shown in this grid. Here is a website that shows more color options:  Color Hex Color Codes (color-hex.com). Select a favorite color or the company’s brand color to liven up those reports! 

Favorite Thing #5 – Select Report Options, Records and Save the Report - All from One Screen! 

My last favorite thing about Deltek Vantagepoint reporting reminds me of “brown paper packages tied up with strings”. Deltek took three areas from Vision reporting and combined them to one page. In Deltek Vision, users had to go to one screen for Options, go back to the main reporting page and navigate to a second screen for the records selection, navigate again to the main reporting page and go to a third screen to save the favorite report. In Deltek Vantagepoint, all three of these reporting functions are executed from this main reporting screen! 

Fav_Things-06

Two more quick reporting tips… (1) don’t miss that the report title can be changed directly from this screen as well! Simply click on “Project Earnings” and rename this report to whatever makes sense for the organization.  (2) Users can also email the report directly from this main screen from the “Other Actions” options. 

Enjoy the Enhancements of Deltek Vantagepoint 

While Deltek Vantagepoint users cannot all sing with the voice of Julie Andrews in the Sound of Music, they can certainly benefit from this list of “my favorite things.” In fact, users may discover more to add to this list! In the meantime, let these Deltek Vantagepoint enhancements make reporting a lot easier because like Maria said when feeling sad, “I simply remember my favorite things and then I don’t feel so bad.”   

 


Click the image below to learn how to add the powerful, feature-rich ERP to your toolbox and get your team working on the same page of the same book.

New call-to-action

To Vantagepoint or Not to Vantagepoint, that is the Question...

Posted by Cate Phillips on March 30, 2022

03-30-22 ERP Banner

Project-based firms have many options when it comes to Enterprise Resource Planning (ERP) packages, albeit difficult choices to make. In his well-known play Hamlet, Shakespeare delivered us a Hamlet who was contemplating a major decision in his famous soliloquy. So, are the decisions around life and death that Hamlet considered at all comparable to that of choosing an ERP? Well, let’s have some fun here with Shakespeare and try to make a case for it. 

Avoid the Old Bait and Switch

In the Shakespeare play, Hamlet has all these murderous plans and ways to avenge the death of his father. The famous quote “the lady doth protest too much, methinks” isn’t so much about how fickle women can be (even though everyone knows fickleness has no gender), but rather it’s said as part of a trap to see if Claudius will reveal his guilt. What can be learned from these homicidal maniacs, other than to bring back the word ‘methinks’, one may ask? 

When selecting an ERP, project-based firms must consider the entire cost of the product to avoid feeling trapped. No one likes to feel taken advantage of or stuck in a situation that isn’t meeting expectations. When clients come from other ERPs on the market, one of the main complaints is typically that they felt like their ERP provider or consultants were constantly after more fees. They were sold a product that could do a ton, but the investment necessary to get to all those great features was hidden. The result is feeling like a bait and switch has trapped the firm into pouring more into a system which was thought to be ready for full operation.  

Deltek Vantagepoint is sold as a highly configurable project-based ERP system. Full Sail Partners’ expert Vantagepoint consultants approach sales and implementations with eyes that are wide open to balance cost with efficiencies. Vantagepoint works best when it meets each firm’s business needs, and it does take configuration and therefore an investment, to get there, but it’s well worth it. So, if project-based firms have the right expectations going in, they shouldn’t be feeling trapped. 


Wrap Some CRM/RP Rigor Around the Madness

Some of the most significant and best changes from Deltek Vision to Vantagepoint are happening in the Customer Relationship Management (CRM) and Resource Planning Management (RP) modules. These are complete game changers in the market and none of the competition invested as much as Deltek has into fine-tuning these glorious pieces of functionalities. Deltek has been listening to client feedback for more than a decade and continues to listen as they expand Vantagepoint’s capabilities.  

So going back to the play, Polonius responds to Hamlet at one point by saying “Though this be madness, yet there is method in ’t.” Running a professional services or consulting firm can feel insane some days. Clients can pop up out of nowhere with additional needs, and suddenly, the entire day’s schedule has been turned into something else. Deltek Vantagepoint helps wrap some rigor around the “madness” in a user-friendly way that will actually increase user adoption in project-based firms.  

Keeping the madness at bay, Full Sail Partners has now helped more than 200 firms go from Deltek Vision to Deltek Vantagepoint. The number one reason why system usage increases with Vantagepoint is because of its ability to manage the entire project lifecycle, from a prospect that knows nothing of what it’s like to work with the firm to managing the resources and how the work is delivered. Vantagepoint also offers the type of visibility into finances, operations and performance that firms need to grow. The number two reason usage increases with Vantagepoint is because the CRM makes life easier for marketers, seller-doers, project managers, and leadership. Opportunities are no longer separate files from projects, so it’s all one record in Vantagepoint.  

Additionally, with the Deltek Vantagepoint Outlook Connect and Gmail for business connect, users can see the interaction history between contacts, clients, and projects as well as quickly log emails into Vantagepoint. This feature allows users to bring Vantagepoint into their email inboxes. And this tool comes with other features like the ability to synchronize calendars and schedule meetings while saving them in Vantagepoint at the same time. To learn more about the Vantagepoint Outlook Connect, check out this mini demo. 

 

Keep that New ERP Feeling Longer  

To put it lightly, in the play, Hamlet was worried about the “afterlife” in that other famous soliloquy when he said, “to die, to sleep – to sleep, perchance to dream.”  This is similar to how many of our clients are worried about their “aftercare,” with continuously improving their processes with Vantagepoint once they’ve made the leap to get there. A Full Sail Partners’ service becoming more popular with clients recently is the Navigational Analysis for Vantagepoint. A firm’s entire system is scanned, and current processes are evaluated to discover how well they are serving the firm. It’s like an annual physical exam by a physician that results in a complete work-up on the health of your system.  

It’s important to develop a plan for aftercare that includes regular data clean-up, optimizing processes, increasing efficiencies and overall continuous improvement. A consultant isn’t necessary to keep a firm’s ERP fresh; it’s like anything else. If experts are needed to bring their knowledge and best practices to the table, it can be outsourced, or a firm can do it itself.  

Exit Stage Right   

In review, it is certainly interesting to see how much Shakespeare’s characters in Hamlet seem to have reflected upon similar issues like with the tribulations of project-based firms regarding choosing an ERP. So perhaps they are comparable? However, the answer to Vantagepoint or Not to Vantagepoint appears to be evident. To Vantagepoint!  


Click the image below to learn how to add the powerful, feature-rich ERP to your toolbox and get your team working on the same page of the same book.

New call-to-action

Empowering Your Team with Deltek Vantagepoint Connect Add-in for Outlook

Posted by Sarah Gonnella on March 23, 2022

2022-Outlook Connect-01

The Vantagepoint Connect add-in with Vantagepoint CRM provides two-way synchronization of your contacts and calendar items within your Outlook email application. Outlook Connect empowers users across the firm to help nurture client relationships and collaborate with your team. While in Outlook, users can pin the context pane, so it remains visible. This allows the ability to view contacts and firms in the context of the active email addresses to provide quick insight to contact and firm information along with activity, pursuits, projects, and marketing campaigns. This visibility provides the entire team with valuable information while emailing and scheduling meetings. Let's take a look at how Deltek Vantagepoint Connect empowers users at your firm. 

Executives Seeking to Unify Their Team 

Sharing critical data easily across the firm is a key objective, yet a challenge for every executive. Managing and sharing data across the organization increases the ability to make crucial decisions across the business. Accessing data in a tool, like Outlook, that the firm uses on a daily basis eliminates roadblocks and redundancies for users across the company. With Deltek Vantagepoint Connect, Outlook allows users to search for and view information entered in Vantagepoint for any firm, contact, or project while in the tool. 


Increasing Client Communication Tracking for Marketing & Sales Teams 

When different departments approach tracking data in different ways, it adds barriers for marketing and sales to attain a holistic view across the firm. Identifying how to provide quick access to users entering and pursuing business across the firm ensures marketing and sales are able to provide meaningful reporting about the firm’s efforts. While using Outlook, team members now have the ability to create firms, contacts, pursuits, projects and activities within Vantagepoint as they are responding or sending emails. Having client data at your fingertips promotes transparency across the firm and improves communication to ensure departments are no longer working in silos. Outlook Connect integration is a vital tool to connect to your ERP to help marketing and sales strengthen collaboration across the company.    

Improving Project Management Productivity 

Project Managers live by tasks and schedules. During a project, a task is much more than just a to-do. It is also the way project-based firms bill for their time. Project Managers additionally need the ability to schedule and synchronize internal calendars and meetings. With the Vantagepoint Outlook Connect, users can now synchronize calendar items between Outlook and Vantagepoint. This eliminates the need to enter data twice.  

Outlook Connect also streamlines the process of scheduling meetings through the Scheduling Assistant. Through the Scheduling Assistant, clients can see the team's availability and choose a time to meet that works with both of their schedules. The client only sees available times and does not see any other details or appointments on your calendar. Alternatively, project managers can also provide specific times that are available for the entire team and provide defined time slots to the client. Once they choose a time, all internal team members will receive an invitation on their calendar. Lastly, when a calendar event is shared with Vantagepoint, users can log that time to their timesheet. Talk about improving productivity! 

Accessing Financial and Project Client Communication History   

Many times, firms may overlook finance’s need to access client data from Outlook. Finance always seems to be in the ERP system working on billing, AR and financial reports. However, Outlook is something they also use on a daily basis. One key way finance may find value from Outlook Connect is its ability to log email or correspondence related to billing. Outstanding AR, project contract documentation and contract changes should all be logged in your ERP related to the client, contact and project. Documenting correspondence and keeping client communication up to date guarantees all team members have access to the latest client communication history.   

Enable Your Professional Services Team 

Data has the potential to transform professional services firms' business when users share information across their entire company. No matter what role you are in, getting helpful data into the hands of your users enables them to make informed, data-driven decisions. Check out our past mini-demonstrations to see how Deltek Vantagepoint + Outlook is changing the way CRM is managed by professional services firms. 


Click the image below to learn how Full Sail Partners can help you Synchronize Your Business Outlook Calendar with Deltek Vantagepoint. 

New call-to-action

5 Tips to Keep Passwords Secure at Professional Services Firms

Posted by Evan Creech-Pritchett on March 16, 2022

2022 - Passwords Banner

In an age where technology is intertwined with every aspect of life, it is more important than ever to keep data protected. Since passwords are practically the keys to everyone’s livelihood both professionally and personally, if they fall into the wrong hands then there’s no telling how much trouble this could cause for everyone connected to them. By neglecting to follow proper password protection protocols, companies have unintentionally been responsible for their own data breaches and even those of their business partners. That’s why employees and leadership at professional services firms should use these five tips to help strengthen their passwords and keep security protected.

Tip #1 – Use a Unique Password 

Let’s say someone at the firm has been hacked and an unapproved person has gained access to a password. That’s already a concern, but the effect is multiplied tenfold if that same password has been used on other accounts at the firm. Once the password has been discovered, there will certainly be an attempt to use it wherever possible to get into even more of the unprotected accounts. To prevent this from happening, a completely different password should always be used on every separate firm account. 


Tip #2 – Resist Easy to Guess Passwords 

This one should be obvious, but one would be surprised by how many people use passwords like “12345” and “password” just because they are easy to remember. Personal information such as birthdays, pets’ names, and street addresses should also be avoided. To be safe one should use a password that is more random. A good password should have more than eight characters and contain numbers, special characters, uppercase letters and lowercase letters.  

Tip #3 – Be Very Cautious When Asked to Share Passwords 

Avoid scammers at all costs. Scams come in many forms - some may be emails, some may be phone calls, and some may even impersonate a friend, co-worker, client or relative online just to get access to a password. Some of these scams may try to create a sense of urgency, so always stop and remember to think it through carefully. Consider why that person would need this information, and if the person reaching out is unfamiliar, then do not continue with the contact. Here’s the golden rule to follow for not getting scammed: never give away a password.  

Tip #4 – Keep Software and Browsers Up to Date 

Keep the firm’s web browsers, applications, and operating systems up to date. If there’s an exploit to be found, it’s on an older version. It is not necessary to update to the newest version as soon as it is out, but it is generally a good idea to move to the newer versions as soon as possible. Some applications will come with a pre-set password. These should always be changed, even if they are randomly generated. If there is worry about exploits in newer versions of programs, then do research before the decision is made to update. Software companies will generally release patch notes for users to check before they update. 

Tip #5 – Use Two Factor Authentication or a Password Manager 

Two factor authentication requires a third-party app that will require approval for sign-ins. Once logged into an account, a notification on your authenticator app will be received where entry is approved or denied for whoever is logging in. Password managers are a bit more complex but will ensure safety just the same. Once logged in, the password manager will generate random passwords for the user. With these, only one password will need to be remembered to get into the manager, and it will take care of the rest. For extra safety, feel free to use both in tandem. 

Bonus Tip - Stolen Password.... Now What?

So, how can someone at a professional services firm tell if a password has been stolen? More importantly, what can be done about it? 

Well, the best way to identify if a password has been compromised is to watch for suspicious activity. The critical indicators can be anything from strange posts or questionable emails on firm accounts to even small subtle changes in personal information that seem off to the user. Some applications will inform the user when there is an unusual activity, which is especially helpful in these situations.  

Once there is evidence that an account has been breached, the first thing to do is immediately change the password. If this account is tied to others, those accounts should also have their passwords changed and be reviewed for any confirmation of hacking. One should also inform other firm staff and business partners of the breach to proactively prevent any other data breach complications. 

Stay Diligent and Safe

Professional services firms are not alone in the need to protect security, but with the expert knowledge that they are hired for, data breaches can have long term negative effects on both the firm and clients. These five tips should help strengthen firm security and protect its valuable data and clients. It’s a scary internet world out there, so it is important to keep both professional services firms and their staff safe so they can continue to work hard!  

 


Click the image below to learn how Full Sail Partners can help with Application Hosting. 

New call-to-action

Mergers and Acquisitions: Harness the (Data Integration) Beast

Posted by Charlene Kerr on March 09, 2022

2022 - Mergers and Acquisitions Banner-01

A recent merger and acquisition (M&A) update by Morrissey Goodale, shows that domestic M&A continues to soar 42 percent year-over-year. Mergers and acquisitions in the professional services industry are skyrocketing which means that many firms are learning how to successfully consolidate separate entities into one creating synergy. Much goes into the M&A process. Notably, a merger or acquisition requires significant effort in the areas of change management and rebranding, not to mention the continuation of efforts that drive the business in the first place.  

However, as these professional services firms come together, probably the most consequential matter pertains to integrating the data, and many firms find themselves in a data integration quagmire. Common sense would tell us that it should be easy to combine data from entities within the same industry, but disparate systems and diverse implementations often cause data headaches when not approached carefully. So, what are some best practices to help professional services firms harness this (data integration) beast? 

Pick Crucial Team Members

Choosing the team to make the relevant decisions about the data is the first, and most important, step. Ensure you have stakeholders from the acquiring firm to define current data and processes as well as from the acquired firm to understand the data coming in or stakeholders from both merging entities. At this point, the inclusion of a third party, such as Full Sail Partners, would be beneficial and would serve as a bridge between the uniting professional services firms to make the transition much smoother.


Include the Specialized Experts 

A specialized consultant in areas such as finance, CRM or human resources is an enormous help when needing to identify changes to the acquired firm’s processes or merging firms’ processes as well as any training in the new system that might be required. These experts can manage the project as a whole and ensure that all parties are heard and that the timeline and budget are kept on track. They will call in other specialized consultants as needed to make sure there is the best possible assistance. 

Incorporate a Data Migration Specialist 

A data migration specialist can help locate and identify the data that needs to be migrated, whether it is all held in a single location or coming from multiple systems. This consultant will create an inventory of the data, and then begin profiling the data quality for the firm. Specifically, this expert will evaluate: 

  • Is the data clean?  
  • Is it useful, or can it be retired?  
  • Are there redundancies that need to be eliminated?  

Once those issues have been identified, the work of cleansing and converting the data can begin. Data migration specialists do this all the time, and they know the best ways to handle the data as it flows through the extract, transform, load (ETL) process. Together with the data mapping, this ensures that the data moving into the new system is clean and compatible with the newly integrated professional services firm. 

Data Alignment Musts

Whether the firm relies on internal specialists or brings in an outside consultant, there are areas where there must be data alignment in the Deltek Vision or Vantagepoint system or any ERP for that matter. Specifically, firms that are merging data need to align the following.

Multi-Company

Will the resulting firm be tracking the new company within a multi-company database, or incorporating it completely into the existing company, possibly as its’ own profit center? If the former, make sure the existing system is configured to accept multiple companies and report on them correctly.

Multi-Currency

Will the resulting firm be using a different currency for the incoming company? Again, make sure the existing software can handle all the factors associated with a multiple currency environment. The storage of different currencies and methods of currency translation are just two factors that you must take into account. Be sure that your software can handle these issues, and that it is configured correctly.

Chart of Accounts

The chart of accounts for the incoming company must be mapped to accounts in the existing company, and any new accounts must be added into the software prior to moving over the new data. A data migration specialist can easily make these changes in your data for a smooth transition.

Record Alignment for all Key Tables (Unique Identifiers)

The new data will need to be reviewed for a number of factors, including:

  • Formatting of key fields, such as project, employee and firm numbers,
  • Duplicates in any of the key fields of the database and
  • Bad data in the new company that should NOT be brought over.

Work Breakdown Structure (WBS)

Firms will often use different work breakdown schemes when tracking projects. This is one area where significant adjustments might need to be made in the incoming data. A thorough review of the existing data, and a comparison to the merging company’s data is necessary to avoid headaches down the road. Data transformation specialists should be involved at this point, as they have experience massaging the data prior to the merge.

Maintain Control to Harness the Beast 

The secret to harnessing the data integration beast is to keep the process organized and controlled. Ensure leaders at the professional services firm use best practices and select the integration team wisely. With the right team in place, the changeover will be as seamless as possible. 

Full Sail Partners’ consultants have years of experience in all aspects of mergers and acquisitions for professional services firms and have access to the best minds in the industry. Whether you are just beginning to consider M&A for your firm or you already have one in progress, we can provide support and help guide you through the process to a successful merger. 


Click the image below to see how Full Sail Partners can help with your merger and acquisition data migration. 

CTA Mergers

Seeking Perfection in an Imperfect World - Optimizing the Accounting Calendar

Posted by Rick Childs on March 02, 2022

2022-Accounting Calendar-01

In a perfect world for project-based firms, as soon as a task is performed for a client, money would appear in the firm’s bank account. After all, the firm is contracted to provide services for a fee, and services were performed. End of story, right?  

Well, my bad! In the real world, that performance of services requires a good bit of help along the way, in order to get that payment in the bank. So, the story needs to expand a little to reach this ideal end game. That’s when having and implementing a good accounting calendar becomes a necessity. This routine cadence of work and accounting functions helps firms be able to rely on a regular schedule of deposits for work performed. 

A Good Accounting Calendar is a Necessity

Over the past 30 years, I have worn many hats and filled many roles involved in every step of the revenue process, including being a manager and being managed. I have learned that one of the greatest necessities is a good “Accounting Calendar” because it is essential to control the process and to have a schedule for the activities involved. Furthermore, for this to work, there must be planning, knowledge and “buy-in” by every level and department in the company from executive to “boots on the ground.” There also must be an individual overseeing the activities. That responsibility generally falls within the duties of the controller. 

Venturing back to my “perfect world,” or a reasonable facsimile thereof, if professional services firms setup and work within a good accounting calendar, they can achieve success, lower overhead, reduce billing time and collect payment for services quickly. Moreover, getting the team to follow a schedule is not a “dream.” It can, has been and is being done every day.  


Overview of the Evolution of Revenue

Below is what I call the “Evolution of Revenue.” It walks through from when the work has been performed through money in the bank. The evolution steps include:  

  • Performed Services = Unrecorded Time 
  • Recorded Time = Unapproved Time 
  • Approved Time = Unrecognized Revenue 
  • Recognized Revenue = Unbilled Revenue 
  • Billed Revenue = Uncollected Revenue 
  • Collected Revenue = Money in the Bank 
  • Money in the Bank = Gives the firm options for expansion and compensation… and that’s a whole other story! 

As the “Evolution of Revenue” shows above, it all starts with work being performed and work being recorded. The first tool to be used is a weekly timesheet. Why weekly, you may ask? Weeks don’t coincide with months or years, and firms publish monthly, quarterly, and annually! Granted, but firms are talking about scheduling, efficiency and supervision, therefore, weekly timesheets work the best. Believe me, I have tried them all, and firms can still publish monthly financials. So, let’s look at a sample schedule based on the weekly timesheet: 

  • Work Week is Monday through Sunday. 
  • All time is to be recorded daily. This provides the project manager the opportunity to review, approve and report on work as it is performed – up to the minute budget vs. actual. 
  • Monday - All time for the previous week must be inputted and submitted for approval by noon on Monday. 
  • Noon on Tuesday - The project manager and managerial review of time must be completed by noon on Tuesday. 
  • Close of Business Tuesday - The accounting and human resources review for overhead, benefits, OT, etc. must be completed by close of business on Tuesday. 
  • Wednesday Morning - Time is posted Tuesday afternoon or Wednesday morning. 

So now the firm has time in and posted each week. What then? Well, for one thing, if the firm is using Revenue Recognition – which it should be – it can publish Revenue figures for the previous week on Wednesday morning, along with Employee Utilization figures and Project Management Reports. 

Next Steps in the Evolution

So far, we have covered the first four steps in the Evolution and moved from Performed Services to Unbilled Revenue. Given that, let’s fast forward to Month-End where the Revenue evolves from Unbilled to Billed. Let’s review a couple of thoughts surrounding managing receivables. 

Let’s make the following assumptions:  

  • The billing month-end is the last Friday of the month. 
  • The accounting month end is the last day of the month. 
  • Preferred payroll is bi-weekly. 

Below is a sample of how this schedule lays out on a calendar in Q1 of 2022, spanning 2 weeks and 10 business days. This model has been used successfully with the buy in of project management, billing and accounting and provides principals with revenue by week and for the month on the Wednesday following the last Friday of the month. 

Acct_Calendar

Once the invoices have gone out, the responsibilities for follow-up vary by client and role. For clients that are being billed for the first time, the billing department follows up three days after bills are emailed to ensure that the proper individual received the invoice and to see if there are any changes that need to be made to the delivery instructions. For existing clients, billing is responsible for follow-up on accounts receivable (AR) up to 60 days past due, project management is responsible for AR up to 120 days and departmental management gets involved after that. All responsible parties receive auto-generated AR emails weekly so that all are on the same page as to who is on task.

Optimize the Accounting Calendar to Realize the Dream

As John Lennon once said, “You may say I’m a dreamer, but I’m not the only one.” Having a solid billing and accounting calendar is not a dream, it is a necessary and doable reality. Every firm has a plan and the thing that generally separates the dream from the reality is taking on the responsibility of enforcing the schedule and the deadlines. No one should be exempted from completing their assigned tasks at the time.  

Click the image below to find more accounting and finance resources. 

New call-to-action

Resource Planning Enhancements in Deltek Vantagepoint

Posted by Rana Blair on February 23, 2022

Vantagepoint Resource Planning Enhancements Hero Image

Projects are the lifeline for professional services firms. Deltek Vantagepoint provides applications to support the project planning and resource management activities—Project Planning, Resource Management and Plan Reporting. For those firms who are familiar with Deltek Vision planning, you’re in for a real treat with the enhancements added to Vantagepoint.

The enhancements include the ability to Change Planned Hours, select the ETC / JTD basis in system settings, save Resource View searches for roles, and use Spread Variance to push unused plan hours forward. Let’s dig deeper into these improvements.

Set Plan Inclusion System-Wide

Deltek administrators now have the ability from a system-level to set the inclusion of “in pursuit” project plans on some sort of objective basis. The screenshot below shows how these are automatically set based on the pursuit stages. Keep in mind when the project is awarded, it’s included in those calculations. The beautiful part about Vantagepoint is firms have complete visibility into all the plans, even if the project was not included in those utilization calculations and reports.

VPPlanning-InclusionSettings

The administrator can set different options based on the firm’s preferences. Those include:

  • Never – This means that users can plan but the plan won't be included in the calculations.
  • Always – Selecting this option will always include the plans, regardless of the degree of seriousness or clarity that you have.
  • Set by Project – This is not recommended because it relies on the plan creator to remember to mark the plan for inclusion.
  • Automatically Set Based on Selected in Pursuit Stages – This is the recommended option because it leverages the intelligence of the software to determine the stage of the project and then to automatically determine inclusion into those calculations.
  • Automatically Set Based on Probability – This uses the probabilities set up in the system. Preferences can be set to say anything greater than 50% probability, for example, will be included. Vantagepoint provides a lot of flexibility with this, but this flexibility is from the system standpoint and not each individual plan.

Set Estimate to Complete (ETC) and Job to Date (JTD) Basis System-Wide

While the ability to set and/or change the ETC and JTD was available in Deltek Vision Planning, it was often changed for one purpose or another and could be forgotten to be put back. In Vantagepoint, this is a system setting so that every plan is using the same ETC and JTD basis as shown in the screenshot below.

VPPlanning-JTDSettings

Firms can select the system settings and the basis that works best for them. For example, a firm has a JTD basis through Last Week’s End Date, and that is last Saturday. All the JTD is shown through that date and the ETC date starts the next business day. That allows the firm to have certainty about the JTD figures. If the firm customarily has weekly timesheets that are always completed by the end of the week, this may be a great system setting.

Alternatively, firms can use the Last Timesheet Period’s End Date. If the firm lags a little bit on timesheet entries, utilizing this option so that the JTD information being shown in the plan is that of the last timesheet period will most likely work better. Firms can use this option so that the JTD information shown in the plan is as of that last timesheet week. So, for the first few days of the timesheet period, it's not as accurate, but it's more accurate once that timesheet period is posted and closed.

Rescheduling Plans

Vantagepoint Planning is further enhanced with the ability to reschedule plans. The reschedule ability allows users to either shift or change the duration for the labor tab. This is only for the labor tab in Vantagepoint Planning. Users can pick up the entire date range and move the start date or move it to the finish date.

Like Vision Planning, if the duration is the same, the hours can use the same proportions from the time period. When the duration length is increased, it keeps the same pattern. Conversely, when the duration length is decreased, the system can respread it evenly. But, if the duration shrinks, the system will not like it if unplanned hours fall outside the new duration. In Vantagepoint, this becomes very clear with well-written error messages that pop up for the user.

Change Planned Hours

Changing planned hours is a new function in Deltek Vantagepoint. Project managers can use this functionality to update the planned hours in any timeframe. They can choose to spread the hours proportionally or evenly. For example, a user can take all the hours at the project level or work breakdown structure (WBS) level two and change the planned hours from A to B. This can be done in any timeframe. It can also be done backward and forward using the ETC day. There are a lot of options to change planned hours in Vantagepoint Planning.

The screenshot below shows the new Redistribute Hours menu in Vantagepoint where users can change the planned hours.

VPPlanning-RedistributeHours

Replace Planned Hours with Actual Hours

The next enhancement is the ability to replace planned hours with actual hours. This functionality allows users to choose the replacement of hours for a specific date range or across all dates as well as choose to calculate on a weekly, monthly, or total basis. An example is shown below.

VPPlanning-ReplacePlanwithActualHours

Spread Variance

The ability to spread the variance between planned and actual hours can be done in several ways over the time periods selected. It allows the user to control how they spread the differences between actual and planned as well as choose different date ranges. The date range can be a specific date range, an entire date range, or just a short amount of time. The project manager can choose to spread the hours including the negatives or just limit to the positive differences. The variance can be spread evenly or proportionately.

The biggest enhancement is that now this setting is directly available in the plans in Vantagepoint as opposed to another menu or area of the system, providing better visibility, as shown below.

VPPlanning-SpreadVariance

Vantagepoint Planning is Reimagined for Project-Based Firms

With these enhancements to Vantagepoint Planning, project-based firms can not only quickly create project plans but adjust them to the unpredictable nature of the projects. It’s the right project management tool to control project delivery. Do you want to see these Deltek Vantagepoint Planning enhancements in action? Use the button below to see Rana Blair demonstrate each of them.

 

Link to learn the differences between Deltek Vision and Vantagepoint planning

Red Flags There’s an Accounting Problem

Posted by Nicole Temple on February 16, 2022
2022-RedFlags Accounting Problem-03

 

The month-end closing process is a very important practice for the accounting department at professional services firms. Part of the close process is to ensure that one can document and justify the balances on the financial reports. This involves either keeping spreadsheets and/or printing multiple reports and ‘ticking and tying’ the balances. These processes take time and increase the chance of errors.

To assist accounting departments at professional services firms with verifying commonly used balances, Deltek has created some useful tools. There are two such tools in Vantagepoint that accountants can use to monitor activity and know when to raise the red flag to address accounting problems. So, what do these tools look like and how do they benefit accounting?

Financial Analysis Report

The financial analysis report (Analysis/GL Reconciliation/File Reconciliation Report) provides a big picture of the general from the standpoint of the firm’s income statement and balance sheet vs. the supporting sub-ledger reports. Deltek Vantagepoint has implicit entries that happen automatically in transactions based on configurations as well as explicit entries which occur by user entry in the transactions.

For example, when entering an AP voucher, the user selects the expense account (explicit entry) for the voucher but does not select the Accounts Payable account (implicit entry) – the Accounts Payable account is captured in the AP Liability code (which is set Settings/Cash Management/Accounts Payable/Liability Accounts).

The areas covered in the Financial Analysis are:

  • Accounts Receivable Accounts (Set in Settings/Billing/Accounts Receivable) = Open Accounts Receivable (My Stuff/Reporting/AR Aged)
  • Accounts Payable Accounts (Set in Settings/Cash Management/Accounts Payable/Liability Accounts) = Open Vendor Balances (My Stuff/Reporting/Voucher Ledger)
  • Unbilled Revenue Accounts (Set in Settings/Accounting/Revenue) = Office Earnings Report or Project Earnings Report (My Stuff/Reporting/Office Earnings or Project Earnings)
  • YTD Revenue Accounts (Set in Accounts/Chart of Accounts/Type) = Office Earnings Report (My Stuff/Reporting/Office Earnings)
  • YTD Reimbursable/Direct Expense one report that can be used is the Project Detail to total direct and reimbursable expenses.
  • YTD Indirect Expenses one report that can be used is the Project Detail to total indirect and expenses.

The reports listed above can be run to verify the balances on the sub-ledger, and the Financial Analysis Report will provide a professional services firm with a quick snapshot to know if there is a problem immediately. It is recommended to review this report as part of month-end processing, although it can be reviewed at any time during the month.

 

Upon viewing this report for the first time, looking for the differences in AR, AP, revenue, and unbilled of when the out of balance initially began is the first step. There are several reasons an out of balance can occur - for example, making a journal entry directly to a GL account that is linked to an AP Liability Code. Once red-flagged by this report, working with a knowledgeable system consultant to determine which entries caused the out of balances and learning how to correct them is advisable.

Bank Reconciliation

Another critical month-end activity is reconciling the bank account. However, with phishing and echeck technology, it is recommended that bank reconciliations be performed at the very least weekly, if not daily. Vantagepoint allows a professional services firm to create ‘Bank Codes’ for every bank account used by the firm. Each ‘Bank Code’ is linked to a single general ledger account number to track and report transactions for the bank code.

The bank reconciliation process allows for the user to ‘clear’ transactions as they ‘clear’ in the bank. The transactions that show in the bank reconciliation are only those that are entered via a cash transaction type (Cash Receipt, AP Disbursement, Cash Disbursement, AP Vouchers, AP Payment Processing or Expense Payment Processing). The reviewer will know if the transaction type is a ‘cash’ transaction type as they will be asked for a ‘bank code.’              

Any transaction entered against a General Ledger account that is linked to a Bank Account code that is not a cash transaction, for example, a journal entry, will not be available in the Bank Reconciliation feature and could cause a difference from the reconciled bank balance to the general ledger account balance if not added to the misc. tab of the bank rec.

When working through the bank reconciliation process each accounting period it is recommended to compare the “reconciled GL balance” on the printout of the bank reconciliation to the balance sheet GL account that is tied to the bank code. The calculations on the bank reconciliation report are:

02-16-22 Red Flags Blog Image

 

If the reconciled GL balance does NOT tie to the trial balance, research is needed to find the entries that caused the out-of-balance and correct them. Here is another red flag that can help accounting address problems.

An out-of-balance between the reconciled GL and balance sheet can happen and can still show that the bank reconciliation ties to what was deposited and paid from the bank. This is because the reconciled GL is a calculated balance of cash transaction types and not a balance from all transactions being entered against the GL account. Internal processes should be set up so that all cash-related transactions are entered via a cash transaction type.

Close Efficiently and Effectively

Accounting departments at professional services firms need to have efficiency in their month-end closings. Justifying balances on financial documents is a crucial component of closing out the month. With both the Financial Analysis Report and Bank Reconciliation tools offered in Deltek Vantagepoint, accountants can quickly identify red flags in their accounting processes allowing for expedient and effective resolution of accounting problems.

CTA Bank Reconciliation

The Power of Content Repurposing for A/E/C Firms

Posted by Lindsay Diven on February 09, 2022

Consistent content that appeals to the ideal client is a cornerstone of a successful digital marketing program. Often, it’s a challenge for A/E/C firms to constantly be creating new high-quality content. There just isn’t enough time or resources. In this next installment of the “Driving Growth with Digital Marketing series, readers will learn how to extend the life of an existing piece of content.

Driving Growth with Digital Marketing for A/E/C Firms

Introducing Content Repurposing

Content repurposing is a magical way to use content already created and revitalize it, so it works harder for your inbound marketing and SEO efforts. Repurposing takes previously published content and reimagines that content into different formats, refreshes the information based on industry updates, and allows the content to reach audiences that might have missed it the first time around.

Repurposing saves time because marketers don’t need to write new content from scratch. It is not just publishing the same blog article link with the same caption on the firm’s LinkedIn page once per month. It is transforming content into a new focus of interest.

How to Select Content to Repurpose

A great way to determine what content to repurpose is to audit the content you’ve already published. Look for content that still resonates with the ideal client and that is evergreen. If the content is too outdated or highly seasonable, it might be too much effort to repurpose it. Choose the content pieces that can be easily refreshed and still attract the targeted audience.

Then, take a look at your firm’s website analytics to find the high-performing content. Find the content that ranks the highest when it comes to page views, average time on page, etc. The content that meets all these criteria should be what you begin with.

Content Repurposing Case Study

A great example of a content repurposing strategy is this series, “Driving Growth with Digital Marketing.” As a new marketing manager for our Blackbox Connector products, I wanted to target other marketing managers who use Deltek Vision/Vantagepoint and who already have a digital marketing program or want to create one. So, I developed this year-long content series to attract new leads.

This campaign began in 2021 with a 10-part blog series. Potential clients could subscribe to the series to get notified when new articles would be published. And, using our HubSpot Connector, new submissions would be added to the Full Sail Partners’ Deltek Vision CRM to monitor and evaluate.

This blog series was then turned into a presentation abstract that was submitted to several marketing-related conferences. It was selected to be presented at three conferences where there was a high number of the targeted audience.

Eventually, Full Sail Partners will present this as a webinar and possibly publish it as a guide accessible by a form on the website. Between now and then, different steps will be shared as infographics and other resources to post on social media.

This one content topic has been transformed into over a dozen different content types and formats.

Other Repurposing Ideas

When planning for new content, brainstorm ways in which that piece of content can be repurposed. Some ideas include:

  • Convert long blog posts into an eBook or listicle social media series.
  • Turn conference presentations into blog articles, webinars, etc.
  • Build an infographic from a presentation or blog article.
  • Refresh and republish old blog posts with new, relevant information or data.
  • Create a podcast or video series from a previous conference presentation.
  • Create a frequently asked questions area on your website from previously published blog articles.
  • Create a checklist freebie based on the firm’s project management process.
  • Pitch existing articles to guest blogs on other websites.
  • Record existing content such as previously written blog articles or conference presentations. Post those recordings on YouTube or use them in a podcast.
  • Visualize existing content such as articles. Turn them into short video snippets, pull quote graphics, or carousel-type posts.
  • Group existing content to create content pillars or resource hubs. Full Sail Partners has done this with our resource pages. Check out the marketer’s page here.
  • Promote similar content previously published via an email series. Deliver each piece of content in one email spread throughout an entire campaign.
  • Package similar content topics into an eBook or guide. Gather as many similar topics already created and add an introduction or point of view to make it more of a book. These are often titled, “The Ultimate Guide to…” or “The Only Guide to…”

Making Marketing More Efficient

Making the best use of the marketing resources and the subject matter experts’ time ensures marketing investments are more efficient. Content repurposing is one of the best ways to effectively use previously created content and allows for more time to spend on other marketing efforts. Keep a lookout for the next article in this series that introduces search engine optimization (SEO) techniques to help A/E/C firms get found online.

New call-to-action

Workplace Trends for the Professional Services Industry for 2022

Posted by Tasia Grant, PHR on February 02, 2022

Photo of employees

It may be a new year, but 2022 comes with a similar vibe as 2021 still dealing with the impact of a pandemic and the shifting workplace as a result. Change begets change, and successful professional services firms have had to go with the times in order to stay competitive with others in their industry. With this in mind, let’s take a look at some of the workplace trends for professional services firms in 2022.

Work Culture

The pandemic has most professional services firms evaluating their work culture and figuring out how to adjust their practices and policies to accommodate the necessary changes but not compromise the foundation of its culture. As leaders, it’s important to have a clear understanding of what the company culture is and how this culture is perceived by employees. To attract and retain the best employees, the workplace culture needs to be attractive itself. In other words, it should be a win/win for all.

Hybrid and Remote Workplace

It is a fact that technology will be a constant part of the workplace culture going forward with online portals and systems in the cloud. Working remotely, which became a necessity during the pandemic, has become a trend that is likely to continue even when the pandemic is over. The hybrid work environment where time is split between home and office has become a shift in the workplace of today which HR will have to continue to manage.

Autonomy

Flexibility has become one of the most desired attributes of any company considered a “Great Place to Work”. It is not exclusive to the option of working remotely or in the office, but it extends to the workday structure. Set work hours are becoming a thing of the past and quality is valued over quantity. A professional services firm’s success with embracing autonomy boils down to trust with leadership trusting the employees to meet expectations and goals without the rigid structure of the past as well as employees feeling assured that they are worthy of that trust.

Prioritizing Employee Mental and Emotional Health

Leadership empathy is necessary to sustain loyalty throughout a professional services firm, therefore, these organizations are prioritizing employee mental and emotional health needs. With a hybrid and remote workplace, employers are finding creative ways to promote reconnection and engagement among employees. Also, benefit plans, EAP programs and policies on PTO are being evaluated to provide employees with support during these changing and uncertain times.

Multigenerational Workforce

Additionally, in most professional services firms, there is a multigenerational workforce to take into consideration. These different employees are working side by side on the same teams and the culture needs to understand and reflect their unique expectations. The newer generations of workers have different priorities for their workplace and their career. Their expectations are more flexible schedules, more regular feedback on performance from managers and more collaboration on projects. HR and leadership must provide continuous performance management to acknowledge high performance and provide incentives to remain on staff.

Reskilling and Upskilling

With talent shortages being a reality, professional services firms will be focusing on other ways to meet the firm’s organizational needs. Options such as reskilling and upskilling the workforce help firms with filling in the gaps. Reskilling is when new skills are developed from an expiring skill set that is no longer in demand. Upskilling is building upon current skills to enhance or add adjacent ones.

To do so, HR and leadership will be evaluating and revising the firm’s learning and development offerings. “Learning in the flow of work,” a phrase coined by Josh Bersin, Global Industry Analyst, has been gaining attention. Using this method, employees will access small pieces of knowledge to help solve skills-related matters that happen at work. This way, employees can learn as they work at their own pace, and using a turn-key Learning Management System (LMS), they can have access to content on demand.

Outsourcing HR

HR roles have become a lot more complicated over the years with technological advances such as online employee portals and cloud-based management of employee activities. To be more efficient, it has made sense to make the change toward outsourcing the HR functions to specific professionals that have the needed expertise. According to FinancesOnline, research has found that by 2024 the global market for human resource outsourcing is expected to reach $43.8 billion.

Outsourcing certain necessary HR functions will handle the burdensome administrative responsibilities of HR in professional services firms. These firms will not outsource all HR functions though. There still needs to be internal HR departments to manage employee relations issues and the other human elements of the firm.

Diversity

Although not a new goal for professional services firms, there will be renewed HR effort to recruit and retain a diverse workforce including more workers of varying genders, races and nationalities. Bias in the hiring process is a well-known and widespread problem, however, even with the best of intentions, these biases can impact sourcing and recruiting decisions outside of the awareness of the recruiter.

Again, technology provides a solution to the issue of creating more diversity in the workplace. Using Artificial Intelligence (AI), candidates can be sourced and screened objectively. AI recruiting software can even be programmed to ignore demographic information and socioeconomic status. Even more, human recruiters will be able to save time by allowing the AI to do the redundant screening work for them. When the bias is removed from recruiting, a more diverse workforce will prevail in professional services firms.

Diversity awareness is not only addressed with increasing the number of professional services firms’ employees with varying backgrounds and beliefs. Also pertinent to this awareness is the implementation of training, programs, practices and policies which encourage knowledge, education, recognition, effective communication, sensitivity and accountability in a diverse workplace.

Differentiation & Branding

Being evident about what the corporate culture is and what the company goals are is from what a professional services firm’s branding is structured. It helps to identify the professional services firm’s differentiators from the competition and the type of talent the firm is seeking. HR plays a key role in the reinforcement of the branding of a firm

Talent acquisition practices should always incorporate branding because it’s the first impression a professional services firm makes for prospective employees and has the charge of selling the firm's greatest qualities. Communicating that the professional services firm is aware of and keeping up with workplace trends is a reflection of how it treats its employees and also evidence that the employees’ opinions about the company culture are recognized and considered.

Follow the Trends

These trends have all become standard and are expected for professional services firms to remain competitive in 2022. They may be new to your organization, but many firms that have already started implementation are experiencing their rewards. So, stay at the top of the professional services industry by following these workplace trends to succeed.

 

New call-to-action

Outgrowing QuickBooks – 5 Reasons Professional Services Firms Need More

Posted by Joel Slater on January 26, 2022

QuickBooks serves as a logical starting point for SMB professional services firms. For good reason - it’s affordable, popular, and easy to use accounting software. Though, on the downside, it provides very little flexibility and accommodation for how a business actually needs to run 

Having difficulty looking at accounting report

Simply put, QuickBooks isn’t designed for project-based companies. It’s an entry-level accounting system, with purposefully generic functionality, intended to serve a diverse client base that spans various industry types. Consequently, the basic and straightforward nature of the product, which perhaps is viewed as a positive, can quickly become the opposite. Many professional services firms will eventually reach a point where the limitations of QuickBooks can hinder future growth. 

When might a firm reach that point? Below are 5 top reasons clients are choosing to trade in QuickBooks for an industry specific ERP that is purpose-built to meet the needs of a growing project-based business.     

Cumbersome Invoice Creation 

For a project-focused professional services firm, getting client invoices created and out the door can be considered one of the most critical functions. This process may have once been easy, but as the business has grown, projects have likely become more complex. With that means more complicated, multi-part, client invoice requirements.  

What used to take a couple of hours is now taking over a week, and accounting staff is burdened with cobbling together invoice-supporting data from various disconnected, error-prone sources. Not to mention the challenges of even getting the project management team to complete their timesheets in the first place. Once those bills have finally been painstakingly created and issued to clients, they still may not be correct.   

Incorrect invoices going out the door can slowly erode the trust of clients and lead to unnecessary, time-consuming, back-and-forth. On the other hand, accurate invoices, which are processed and paid quickly by clients, can provide various benefits to include reduction in DSO (days sales outstanding) and increased cash flow.  

Limited Visibility into Project Reporting

Do Project Managers and professional services firm leaders have a consistent and reliable source of truth to monitor the overall health and status of projects? For many who rely on QuickBooks, the answer is no. Just like on the invoice creation side, the necessary data to support project reporting is scattered among various spreadsheets. Answering what should be a simple question related to project status could take days to assemble a response. By the time of that response – odds are, the data is already out-of-date, and often irrelevant. The thought of any ‘real time’ project status, to include capturing data such as committed costs, may likely seem impossible when operating within these sorts of system-related confines.  

Not having a proper visibility into project timeline, budget, and other KPIs has consequences. It can quickly eat into profit margin and limit a professional services firm’s ability to make informed decisions in support of its projects and business.   

QuickBooks Lacks Support for the Entire Project Lifecycle 

Everyone needs an accounting system. However, even a relatively small, basic operation may quickly find that it needs more tools at its disposal. There are obvious functions like time keeping & employee expense reports, providing the ability to seamlessly allocate those costs to projects in support of invoice creation and project reporting. Additionally, perhaps there is a need to link the front and back-office operations to better manage the complete ‘project lifecycle’ (from initial lead pursuit through to project close-out). This includes a CRM (customer relationship management) module, or the ability to do more detailed project planning and resource scheduling.  

These are all areas and functions that a professional services firm is undoubtedly already actively performing, but just manually and “offline,” using spreadsheets and email to manage. The purpose of an ERP is to combine multiple functions within a single fully integrated solution that spans the entire business. More specifically, a project-based ERP is designed to do the same, but with functionality specifically geared towards a project-oriented company. 

Sure, QuickBooks capabilities can be expanded using external and 3rd party add-on tools that make initial claims around 'integration'. Yet, the result for many who go down that path can be a clunky, frustrating software experience – leaving many wishing they instead invested their time and resources into the lower-risk approach of just implementing a Deltek product.   

QuickBooks Can Limit the Ability to Pursue Projects

For many of the reasons already stated, professional services firms shy away from pursuing new projects they fear may be too taxing and burdensome on their existing accounting system. Simply stated, they don’t have the tools in place to responsibly graduate to the next level. Passing up new business opportunities can be painful, but unfortunately necessary, for those firms who are not equipped with the internal systems to support growth. 

Take WBS (work breakdown structure) requirements, for example. This means breaking down a more complex project into smaller components and deliverables. Many times projects require an invoice to reflect the way the project was bid. Providing a WBS ensures the estimate is managed and billed the way it was proposed. Unfortunately, QuickBooks limits the ability to pursue projects with more advanced requirements because it cannot easily track efforts in this manner. For many professional services firms, this is essential functionality needed to initially price/propose, manage, deliver, and invoice these projects.   

QuickBooks Hinders Growth 

The idea of a more ‘open ended’ system experience that can truly conform and adapt to evolving business requirements becomes more appealing. Those cascading menu options, check boxes, and configuration screens that may have once been viewed as intimidating and inaccessible may quickly start to make more sense. Deltek can easily accommodate growing firms. This is why 80% of AEC firms use Deltek. It has all the utilities, under the hood to handle the needs of future growth. As a professional services firm grows, its bookkeeping system should be able to scale and enable that progress, versus introducing hurdles and limitations.  

Grow Quicker with Deltek 

To reiterate, there is nothing inherently wrong with QuickBooks. If there were, it probably wouldn’t be the widest-deployed entry-level accounting system in the market. But the unique requirements of a professional services firm can still quickly create situations where to bring a firm to the next level, it needs to be re-tooled with industry specific solutions.  

ERP is not just for the ‘big guys’ anymore. The introduction of cloud-based applications (relieving clients of internal IT requirements), and also packaging and implementations catering to small firms, has opened many doors over the last several years. In fact, a majority of current day Deltek clients could be considered SMBs, who previously came from QuickBooks.  

Have additional questions? Full Sail Partners and Deltek got it covered. Deltek Vantagepoint is an industry-leading project-based ERP designed to support the entire project lifecycle. Having extensive experience with new system implementations (to include data migration, system configuration, and product training), Full Sail Partners has helped hundreds of clients graduate from QuickBooks. Please contact us to start a discussion.  

Image button link to the Project Lifecycle of Deltek Vantagepoint webinar

Creating the Right Content to Attract Ideal A/E/C Clients

Posted by Lindsay Diven on January 19, 2022

Creating content that attracts the ideal client is a crucial part of a digital marketing program. This content educates the potential client through the process and highlights the firm as the best choice for the project.

Driving Growth with Digital Marketing 3

Through the “Driving Growth with Digital Marketing” series, we’ve learned about creating personas (ideal client), setting goals, and outlining a content strategy. Now it’s time to create new content to fill in the gaps from the previously completed Content Audit.

Brainstorming with an Inbound Focus

Marketers may already have a sense of what type of topics to cover in their new content development. These ideas might have been thought of in proposal or presentation preparation, interactions with business developers or project managers, or observing industry trends.

However, take these ideas a few steps further by brainstorming with an inbound focus. Identifying what would attract an ideal client to the content draws them into the digital platforms like the firm’s website or social media channels. During the brainstorming sessions, ask the following questions when evaluating topic ideas:

  • Who will be reading the content? For how many audiences will you be creating content? This goes back to the persona development and creating content that appeals to the persona(s).
  • What problem will you be solving for the ideal client(s)? Ideally, your firm provides services to solve the clients’ challenges. The marketing content should educate this same audience as they begin to pinpoint and address their issues. Refer to the decision-making funnel to identify the questions for each step in the funnel.
  • What makes your firm or point of view unique? How is your firm different from the other A/E/C firms in town? Do you have a unique offering, specialist, technology, or brand voice? Maybe it’s how or why your firm approaches a design challenge a certain way? If it’s difficult to decide what makes your firm unique, try taking a piece of industry news or trend then applying your firm’s point of view or opinion about it. This combines trending content, while allowing the firm to stand out.
  • What content formats will be the focus? It’s not about what content format your firm WANTS to create but meeting the audience (ideal clients) where they are. That’s why the persona development work is so important. For example, marketers may be tempted to create a firm podcast, but learn that the targeted persona prefers to read. Knowing this before launching the podcast may save the firm time and resources.
  • What channels will be used to share the content? Just like the content formats mentioned above, determining the social media channels should be based on where the ideal clients are, not where your firm wants to be.

This focused brainstorming technique will result in the content development plan.

Writing a Content Development Plan

Once the list of topics for new content is developed, now it’s time to get to work. Writing a content development plan and treating it just like any project or proposal plan is the best way to ensure it gets done.

Items to outline in a content development plan include:

  • Who’s creating what piece?
  • Who’s contributing to the piece (the subject matter expert)?
  • What additional resources or skillsets are needed?
  • What type of graphics or media is needed?
  • Where is it going to be published?
  • When it’s going live?

In smaller firms, this may all be completed by one or two people. In larger firms, this might be managed by an entire department. Either way, it eventually gets put into a plan and publishing schedule.

Keeping SEO in Mind

There is so much information about search-engine optimization (SEO). In fact, a future article in this series is going to be dedicated to SEO. But it’s worth thinking about SEO while brainstorming and creating new content.

One method for brainstorming new content ideas is to do keyword research. Ideal clients are most likely searching for answers on search engines, like Google. And those search engines along with tools like Moz and Semrush can provide marketers with keywords to help with new content ideas.

As the new content is being developed, make sure that those keywords and phrases are used in the content titles, body, images, etc. when it’s published.

Getting Started

Hopefully, you now have some ideas on how to create the right content to attract ideal A/E/C clients. You know how to brainstorm new content ideas, write a content development plan, and keep SEO in mind as new content is created. It can feel overwhelming, but firms don’t need to create a lot of content, just high-quality content that helps the ideal client move through the decision-making funnel. Focus on creating the amount of content your firm has the resources for. In the next installment of the “Driving Growth with Digital Marketing” series, you’ll learn ways to repurpose that content to extend its life. It’s about working smarter, not harder.

New call-to-action

Level Up Your AE Firm’s Business

Posted by Ryan Felkel on January 12, 2022

For all businesses, earning a nice profit is the expected goal. Yet for some AE firms, stagnant earnings, increasing costs and expenses, low new client acquisition, and deteriorating workplace culture may have become the new normal. What was once a business bursting at the seams and barely able to take on more work, has now become complacent and satisfied with mediocrity. However, there is something that can be done to change the current course. Take a quick read through the following tips to help create ideas for ways to get started.

man walking up steps

Create and Stick to a Plan

Get SMART and create a strategic business plan that provides clear direction and expected results. For some AE firms, this may be as simple as reviewing the existing plan and making updates to meet current business needs. In other cases, it may be best to scrap the existing plan and start over from scratch. Either way, a solid business plan needs to be reinforced with SMART goals.

SMART is an acronym that stands for Specific, Measurable, Achievable, Realistic, and Time-based. To create SMART goals, begin by thinking about the entire firm and decide how to designate areas of responsibility and determine expected results. It is likely easiest to start at the department level and then work down from there. Additionally, goals need to focus on the desired result and need to be high level while remaining specific. If there seems to be an excessive number of goals, it is likely that they are too granular and focused on task level items and not the desired result. Lastly, goals need to be measurable and incorporated with time-based milestones.

Get Friendly with the Firm Numbers

It’s time to stop avoiding that uncomfortable relationship people seem to have with numbers. We are not all accountants. However, numbers can tell the ugly truth even when someone doesn’t want to hear it. Like that one friend we all keep around that inevitably reminds us of what we are trying to avoid in an effort to minimize the realities of a situation. So, what numbers are important? All of them.

A good place to start is with cash flow. There’s no way around it, businesses with limited cash reserves and low cash flow will inevitably shut down. Also, get friendly with the firm’s overall net profit and the profit performance of the firm’s projects. Keep in mind that great profits don’t always equate to positive cash flow which is required to bill overhead expenses and salaries. Lastly, check the firm’s credit score to make sure the firm can get a loan with favorable terms if cash flow becomes a temporary issue or new assets need to be purchased. Many firms are finding that a solid business intelligence solution provides the best insights into numbers. Learn more in this past webinar.

Embrace the Multi-Generation Workforce

Move over generation MTV, the kids are entering the workforce. Seriously, there are now four generations in the modern workforce. To put this into perspective, there are employees that remember sharing work computers, and there are employees that got their first personal computer at eight years old. To say the least, there are some differences in expectations when it comes to the way work gets done.

Sure, it’s easiest to just say conform to our ways or else. But the reality is that the members of the younger generations are the leaders of the future. Therefore, it’s important for firms to start adjusting to accommodate these differences. For help, check out this white paper.

Engage and Interact with Clients in More Ways

Welcome to the 21st century, where that must-have fancy technology is out of date before most of the world even knows that it exists. We are now in the digital era which has transformed the way we communicate and consume information. Now, we have personal computers in the form of mobile phones that mostly fit in our pockets. As a result, people have become accustomed to receiving notifications and obtaining information using these digital formats.

A lot, if not all AE firms, have websites, but some of these websites were created and last updated over a decade ago. Furthermore, even those firms that have a modern website still likely only have a small digital footprint. Therefore, AE firms need to evaluate their current digital marketing efforts to decide which areas need improvement. To help AE firms, Full Sail Partners is publishing a blog series titled “Driving Growth with Digital Marketing” that is specifically geared towards AEC companies. Find a listing for all the articles and signup for notifications about new articles and other content here.  

Take Your AE Firm to the Next Level

Ready to improve your AE firm? Putting SMART Goals in place, confronting the inevitable numbers, accommodating workplace differences, and engaging in the digital era will move firms from stagnant to reinvigorated. These efforts will result in a visible positive impact. Additionally, Full Sail Partners can aid in identifying areas of opportunity for improvement via a Navigational Analysis. Use the link button below to contact us to learn more.

Reach Full Sail Partners

Common CRM Adoption Challenges for Professional Services Firms

Posted by Ryan Felkel on January 06, 2022

2022-DVP CRM Adoption Challenges-01

 

For professional services firms to be successful, they need a client relationship management (CRM) system to help them focus their business development strategies to identify prospective projects and to nurture client relationships to ensure they win new projects. Furthermore, an effective CRM system requires firm employees to use the system and this is not just directed to the business development team. This requires the entire firm to be updating client records to ensure the most up-to-date information is available for business development. However, firms that have invested in a CRM system seem to have a common hurdle which is employee adoption. Here are a few things that can negatively impact user adoption at your firm.

 

The Lack of Defined Processes

Time and time again, firms roll out a new CRM system with the assumption that it’s just requires switching it on, and it’ll take care of itself. However, this is not the case. Firms need to first start off by identifying what goals they want to achieve so they can actually see results. Once they have their goals identified, a formal process needs to be outlined to ensure the CRM system is utilized in a way the benefits firm and aligns with current marketing and business development procedures. Here are some things to consider when defining a process:

  • What is a lead and when does a lead become an opportunity?
  • Who has the information at your firm that needs to be entered about a contact?
  • Who can update contacts and what can they update?
  • What role is responsible for cleaning up the CRM database?
  • What reports are required for different roles?

Misguided Goals

Goal setting for business development teams are far too often focused on dollar amounts and win rates. However, this thought process ignores setting goals that align with the firm’s strategy for achieving their targeted dollar amounts and win rates. For example, the sales cycle to win a project for many professional services firms can be months to years depending on the industry. Therefore, having a goal that helps the business development team keep up with touchpoints helps ensure client relationships are being properly managed. So when considering goals, it’s important to develop goals that align with your firm’s strategic client management process.

Picking the Wrong CRM Solution for Your Firm

There are several things to consider when selecting a CRM solution for your firm. Firstly, not all CRM systems are the same and have different capabilities to support different industries. For instance, having a CRM system that integrates with your firm’s accounting and project management platforms is essential for professional services firms. Especially if you want all your firm’s data in one central location and your desire is for people to utilize the CRM system. An example of this is a firm that uses Deltek Vantagepoint or Vision for their accounting and project management, the obvious CRM system selection is Deltek CRM.

Additionally, system integration is great, but having a CRM system that has a friendly user interface is important as well to increase user adoption. By selecting a system that is intuitive and well designed, implementing a CRM adoption directive will most likely succeed across your firm.

Increase CRM Adoption

Many firms struggle with getting employees to adopt a new system. However, this does not have to be the case. By setting goals and processes for different teams within your organization to encourage use, your employees will be able to see the value of the CRM system. Lastly, make sure to point out the fact that a CRM system will help your firm continue to grow and be successful in the future.   

Grow Revenue with a CRM

A Walk Down Memory Lane as Full Sail Partners Celebrates 10 Years!

Posted by Sarah Gonnella on January 05, 2022

We are excited to celebrate our 10-year anniversary! Clients, partners, employees, and family have all embarked on this journey with us, and in so many ways, we have grown together. For this reason, we plan to recognize this big accomplishment and continue to make great strides together in 2022! Cheers to another amazing year full of fantastic projects and collaboration! We invite you to be the first to see our new 10-year anniversary logo and check out our new resource pages providing you content by role.

Full Sail Partners 10 Year Anniversary Logo

Since the creation of Full Sail Partners in 2012, the number of our employees has expanded 131% allowing us to become the technology provider when it comes to project-based solutions. Over those 10 years, our viewership has expanded 785% and we have received almost 23k website submissions. We have shared more than 540 blog articles, 293 web pages, and 132 webinars. So, in celebration, we are listing the top content based on viewership. Enjoy!

Most Viewed Thought Leadership Blog 

>>>7 Ways to Overcome Obstacles<<<

Maybe it shouldn’t be surprising that the most viewed thought leadership blog was about overcoming obstacles? These past several years brought many challenges to our work and personal lives. When faced with adversity, it sometimes can be hard to breakdown how to handle it. In this blog, we discussed 7 tips to overcome obstacles.

Most Downloaded Whitepaper 

>>>Deltek AE Clarity Report<<<

As a Deltek Platinum Partner, we promote Deltek’s annual survey focused on the Architecture and Engineering (A&E) industry. The report is one of the world’s most sought-after A&E research findings each year providing in-depth analysis about the industry’s financial condition and market outlook. 

Most Webinar Submissions 

>>>Things We Love About Deltek Vantagepoint So Far<<<

Our webinar with the most submissions was a presentation back in 2019. This webinar is still getting a lot of attention! Firms were excited about the release of Deltek Vantagepoint, and this still holds true today. During the webinar, we covered the Top 10 Features along with some honorable mentions. The webinar was so well attended, we were asked to do an updated version a year later: Deltek Vantagepoint: The Best All In One.

Webinar with the Largest Attendance 

>>>The Project Lifecycle of Deltek Vantagepoint<<<

Professional services firms need a system that takes them through the entire project lifecycle from lead identification to pursuit and final project execution. So, it makes sense that this webinar had the largest attendance in our 10-year history, especially with the enthusiasm surrounding Deltek Vantagepoint. The webinar took firms from beginning to end and compared the similarities and differences between Vantagepoint and Vision. 

Most Viewed Webpage 

>>>Our Crew<<<

Other than our home page, our most viewed webpage is about our crew. Just like with every professional services firm, our employees are the heart and soul of our company. More than 31,000 people have checked out our staff, which averages out to about 7 people a day. Everyone at our company believes we are the best at what we do! We have an amazing, collaborative, and talented team that also makes work fun. This is best illustrated by our professional and fun photos showing another side to our team.

Most Requested Blackbox Connector Solution

>>>Quick Insight to Maintain Contacts<<<

Everyone loves FREE stuff, which probably explains why our newest solution on our Blackbox Connector page sky rocketed to become our most requested page. Full Sail Partners presented on a contact and email management tool for Deltek Vantagepoint in December, 2021, to help firms clean-up their data. The tool searches for duplicate email addresses, duplicate names, and emails with bad formatting to help users target records needing clean-up. The best part is this tool can be used whether you have Vantagepoint CRM or not!

Most Time Spent on a Blog 

>>>Exception Reporting<<<

Research shows the average time spent on a website page is about 45 seconds. So, when you have a blog that users are spending on average 7.4 minutes reviewing, you know you have content worth reading. It might seem ironic that the blog that had the most time spent on it was about how to spend less time analyzing data. However, that doesn’t come as a revelation to us. The most common complaint amongst professionals is they don’t have time to analyze the data, since they need to just get the job done. If you haven’t checked it out yet, learn more about how exception reporting can save firm leaders and their employee’s valuable time.

Blog with the Most Social Media Shares

>>>9 Ways to Connect with Employees<<<

Each employee has different needs from a job and an employer. Sometimes those needs are in alignment with their employer and sometimes they aren’t. How can employers best connect and create a culture that empowers their employees? In this article, we discussed 9 ways to connect with employees to ensure they feel valued and enthusiastic about their position.

We hope you enjoyed being taken down memory lane or even discovered content that you may have missed. From the inception of Full Sail Partners, our goals were to ensure we had a passionate, dedicated, and collaborative team and to be known for valuable content amongst the project-based industry. Based on comments from our employees and clients, we think we have lived up to those goals. Thank you for joining us on our journey, and we look forward to continuing our endeavor with you and to see what the future holds.

New call-to-action

Key Takeaways from the 42nd Deltek AE Clarity Report - Project Management Edition

Posted by Ryan Felkel on December 22, 2021

Managing and delivering successful projects is the goal of every architecture and engineering (AE) firm. For most, it’s nearly a repeatable process that requires some minor adjustments to the work breakdown structure to meet the unique needs of a project’s scope. Year after year, AE firms continued with this same process while making improvements based on lessons learned. Then all of a sudden, everything in our world was altered, including the way AE firms manage and deliver successful projects.

Woman managing a time clock

However, it’s not all gloom and doom. There’s actually good news to report! According to the 42nd Deltek AE Clarity Report, firms of all sizes dealt with the uncertainty and unexpected changes very well.

Clarity on Project Management Success    

Overall, the majority of firms that responded to the Deltek AE Clarity Survey indicated that their projects stayed on schedule with some being ahead. This is great to hear, and there is more. Most of the respondents also indicated that projects remained on or under budget in 2020. This is a consistent result year after year in the AE Clarity Study findings. As 2020 was filled with uncertainty with no clear end in sight, staying on or under budget is an amazing accomplishment. Kudos to those firms!

Clarity on Challenges for Project Managers

Interesting enough, it is hard to link the effects of the pandemic to the findings in the Deltek AE Clarity Study. Overall, project status visibility issues continue to be reported as a common challenge for project managers over the past few years. Furthermore, visibility into project cost variance remains a top reason for not being able to identify project overruns before it is too late.

Highlighting other challenges AE firms experienced in 2020, tracking project KPIs continues to hinder project managers and jeopardize the successful outcome of projects. This is followed by schedule variance visibility, which only had a small upward change from previous AE Clarity Study findings. In summary, project visibility issues remain problematic but can be easily resolved by using a project management software built specifically for AE firms.

Clarity on Client Satisfaction

Mentioned, but less of a focus for project managers, is visibility into client satisfaction throughout the project life cycle. In the survey, only 40% of firms stated that they measured and tracked client satisfaction. What makes this troubling is that it is a fact that the client experience (CX) and client satisfaction has a direct impact on the ability to win future work.

For many firms, this is an unaddressed problem because they have neither a formalized CX initiative nor a solution to help track client satisfaction. This is likely because these firms are unaware that there are resources to improve their CX. Full Sail Partners is an active partner with Client Savvy, the creators of the Client Feedback Tool and the CXPS Community and can help firms to acquire these needed CX resources.

Clarity on Future Project Management Initiatives

AE firms historically have embraced a business model that forces project managers to wear multiple hats at the firm. However, this seems to be changing with more firms stating they want to:

  • Clearly define responsibilities for project management, business development and design work.
  • Invest in internal project manager training.
  • Develop internal project management best practices.

Surprisingly, all respondents to the AE Clarity Study indicated one of these as a top priority at their firm. Further down on the list of the top initiatives for AE firms is the need to hire more qualified talent. Noted in the Human Capital Management section of the AE Clarity Study, firms stated that the availability of good talent is a top acquisition challenge.

AE Clarity on the Future of Project Management

AE firms looking for future success have recognized the need to pay more attention to the discipline of project management. Moving forward, project managers need to focus on delivering successful projects. Firm leaders need to find others to share or take on the work of business development and let designers focus on creating. In other words, firms need to give the discipline of project management the respect and attention it deserves.

The Light at the End of the Tunnel

With all the uncertainty of 2020, AE firms remained resilient when faced with adversity. This says a lot about an industry that is directly affected by economic ups and downs. Overcoming what could have been an industry crippling situation, firms adapted, and project managers stepped up to continue to deliver great projects.

The Deltek AE Clarity Report is an insightful study that firm leaders should review each year. Additionally, firm leaders should use the available scorecard to benchmark their firm’s results with the rest of the industry. Get a free copy of the Study and the scorecard using the button link below.

Link to download the 42nd Deltek A&E Clarity Report

Building a Content Strategy for A/E/C Firms

Posted by Lindsay Diven on December 15, 2021

The initial steps in putting together an online marketing program include defining personas and setting goals. Once those are set, it’s time to begin creating content. But what types of content need to be created? How does an A/E/C firm come up with content ideas that attract potential clients?

In this article, we will walk through the answers to these questions and go over the process of building a content strategy. And it’s the next step in the Full Sail Partners’ Driving Growth with Digital Marketing series.

Driving Growth with Digital Marketing for A/E/C Firms

First let’s define what a content strategy is. A content strategy is a plan in which firms use content to achieve business and marketing goals. A successful content strategy will attract ideal clients and decision makers at different stages of their buying decisions. Below are the steps to help A/E/C firms to develop a content strategy.

Step 1: Formulate the Decision-Making Funnel

In every sales transaction, buyers go on a journey that begins the moment they decide they need services to when the contract is eventually signed. This is also referred to as the funnel. Marketers often group the funnel into the following phases as shown in the graphic below.

Content Marketing Funnel

The funnel stages are described below along with the content intent for each. A/E/C firms should formulate their own decision-making funnel for their clients and potential clients.

  • Awareness – Is the uppermost part of the funnel. Potential clients are drawn into the funnel through marketing campaigns that include content, events, advertising, trade shows/conferences, social media, and more. In this stage, content is developed to capture new leads and to pull those leads into a CRM system for nurturing further through the funnel.
  • Interest – Once leads are collected, they are then moved into the interest stage. Content for this stage should be more about the firm, its services, and case studies and best practices. This is typically shared through email newsletters and performs best when it can be more targeted to the leads around their industries, markets, or locations.
  • Consideration – In this stage, the lead has become more qualified to become a prospective client. For A/E/C firms, this may mean that the potential client has a project in the future or obtained funding such as a bond. Content developed in this phase is even more specific to that potential upcoming project or service offering. The content should also highlight the firm’s differentiation and value proposition. It might also be sent directly by project managers or business developers.
  • Evaluation – Decision makers move into this stage when there is a procurement event taking place. This will range from a client issuing an RFP or invitation to bid to just a meeting to negotiate. Typically, at this point marketing is working with a project manager or business developer to develop content to convince the client to select their firm.
  • Purchase Decision – The ultimate goal is to get the win! To have the client select your A/E/C firm. The prospect is now a client.

A content strategy should be a mix of content for all phases of the decision-making funnel. And, it’s possible to have different funnels for different personas identified for the firm because the decision making might be different.

Step 2: Run a Content Audit

Knowing what content is already available is a great place to start. Once you know what content is already created, the new content that needs to be created is just filling in the gaps. Take the time to gather all the available content, look through everything and tag it with the stage of the funnel it could work for.

Places to look for content:

  • Blog articles on firm’s website
  • Blog articles written by subject matter experts (SMEs) for other websites
  • Published articles written by SMEs
  • Presentations given at conferences, webinars, etc.
  • Proposals
  • Shortlist presentations
  • Project award submittals
  • Firm award submittals
  • Press releases
  • Brochures
  • Statements of Qualifications (SOQ)

When firms run a content audit, they are often amazed at just how much content they already have created. Often, content developed for a specific pursuit can also be used in various stages of the funnel after a few edits.

After reviewing a firm’s own content, take it one step further by doing a competitive analysis. Review your competitor’s own website and social media content. This will help when creating content that is differentiated.

Step 3: Fill the Content Gaps

Once the decision-making funnel is formulated and the existing content is gathered, the gaps should be clear. Now, it’s time to develop the new content to fill in those gaps. Review each stage of the decision-making funnel and make sure there are content ideas for each stage. Some ways to formulate content ideas are:

  • Ask project managers and business developers what they get questioned the most about by clients and potential clients
  • Conduct keyword research. Keyword research is an essential foundation for a content strategy because it gives valuable topic ideas. Using keyword research tools like HubSpot, Ahrefs, and Semrush will uncover search topics and questions asked by prospective clients.
  • Use the above two actions to brainstorm new content topics. Brainstorm ways to approach old topics, combine two different ideas into one, give a unique perspective on an industry outlook, etc.

Putting it All Together

At this point, the firm should have a defined decision-making funnel or funnels depending on the firm’s different markets. The firm should also have a list of content already created and identified what stage of the funnel it can be used for. The content gaps have been identified and a list of new content to create has been written.

In the ongoing articles in this series, we’ll walk through how to develop new content, how to maximize it by repurposing, and the basics of search engine optimization (SEO). Sign up below to be notified when a new resource in the series becomes available.

New call-to-action

Controlling the Details with Deltek Vantagepoint Planning

Posted by Rana Blair on December 08, 2021

Successful project management requires more than having the right people on the right project. It requires having the right project management tool to control project delivery.

The Deltek Vantagepoint Resource Planning application has been designed to require only the simplest interactions to review and plan on a go-forward basis. The system will display all Job-to-Date (JTD) time through today to direct emphasis on what happens tomorrow. With Estimate to Complete (ETC) planning, the effort is focused on what will be spent in the future. As a result, there is no need to adjust planned hours in the past to understand the forecasted results.

Planning a professional services project

For those who want access to the past to adjust the planned hours or to see the JTD through a less current/more realistic lens, Vantagepoint 4.5 introduces new options and alternatives.

Adjustable Job-to-Date Basis

In Deltek Vantagepoint 4.5, system administrators can now choose the system JTD Date Basis. In previous versions and in Vision, the system assumed today’s date as the basis with the next day as the start for the ETC. This is problematic for firms where timesheet entry is not always as up to date as it should be.

Now firms can choose to show JTD details for Labor as of the end of the last week, the end of the last timesheet period, as of a specific date, or leave it as today. Whatever the choice, the ETC always begins on the next business day following today. This allows for planning in the time periods occurring since the JTD can utilize the date basis setting. Remember the ETC will reflect only those planned hours in the actual future from the date basis.

In the example below, “today” is November 12 and the previous Timesheet period ended on October 31. Using the JTD Date Basis setting, it is reasonable to assume that Heath’s time is complete through October 31 as indicated in the red square in the example below. Therefore, planning can be done based on what we expected since then and what we anticipate going forward.

Vantagepoint Planning 1Spreading the Variance between Planned and Actuals

Another Deltek Vantagepoint Planning feature, Redistribute Hours, has many applications and uses for project planners. Please note that this function can be made available only to selected Security Roles in Settings.

In this use case scenario, the plan below was scheduled with a two-month duration and 30 hours of Emily’s time. However, the project was delayed, and Emily posted 10 hours to the project before it was put on hold. The assignment end date of May 31 is in the past and there are no remaining ETC hours. However, Vantagepoint users do not need to worry.

Vantagepoint Planning 2

One way to correct this is to simply extend the end date with a Duration Change. If this is the chosen method, the resulting options will include respreading all the Planned Hours evenly over the entire Assignment period or not spreading them at all and replanning the remaining hours in the future. The first option will spread the hours backward in time. The second option will have the result of duplicating Planned Hours and muddying the expectations.

A more eloquent solution is to change the Assigned End Date to the new date and use the Redistribute Hours function to control how the remaining Planned Hours are spread. The Redistribute Hours function has many options and uses. The key is the Spread Differences Between Planned and Actual Hours tick box. In this example, the decision was made to spread the variance of 20 hours evenly into the period shown.

Vantagepoint Planning 3The result is now that the unused Planned Hours are spread into future time periods as shown in the following image. Therefore, the integrity of the Planned Hours has been maintained which will support the reliability on Planned Hours in timesheets and other reporting mechanisms.

Vantagepoint Planning 4Gain Project Control with Deltek Vantagepoint

Projects rarely go according to the original plan and being able to adjust for unpredictable changes is a must. Whether it’s looking back at JTD or looking forward with ETC, Deltek Vantagepoint allows project managers to truly control the details of their projects.

Wondering what the differences in Vision Planning and Vantagepoint Planning are? Use the button link below to hear from Rana Blair about how these two systems compare.

Link to learn the differences between Deltek Vision and Vantagepoint planning

Deltek 42nd AE Clarity Study Reveals an Evolving AE Workforce

Posted by Ryan Felkel on December 01, 2021

Starting with the obvious, all departments and roles at AE firms were directly impacted by the global pandemic. This is emphasized in each section of the 42nd Deltek AE Clarity Study. However, the Human Capital Management (HCM) segment highlights another challenge firms are facing – a multigenerational workforce.

Today, an AE firm’s workforce can include members of up to four generations. This infusion of differing opinions about professionalism, work-life balance, and overall expectations of an employer has pushed many company leaders to shift their culture to embrace these differences. While some firms have accepted this multigenerational workforce, others have chosen to keep up their traditional methods – until now.

manager demonstrating poor human capital management practices

When the COVID-19 global pandemic struck, expectations of flexible schedules, more casual work environments, and telecommute options were thrust upon everyone without warning. Even those that were steadfastly against the idea of hybrid workers. Now, we are at the crossroads of two seemingly unrelated challenges that have a common solution, and the pros and cons of this evolving workforce dynamic are highlighted in the 42nd Deltek AE Clarity Study.

New Human Capital Management Challenges

Great workforce management requires consistency, which is everything that work, and life hasn’t been since 2020. As a result, this imbalance has created a new leading challenge for AE firms in terms of HCM. According to the 42nd Deltek AE Clarity Study, succession and career development planning jumped to first place from third place in the previous study. Subsequently, performance management and employee engagement fell to second and third place.

On the surface, these challenges are expected in the given circumstances. Taking a deeper dive, learning and development programs ranked fourth overall and was considered a top three challenge for forty-eight percent of survey respondents. Looking below the surface, succession and career development planning, and learning and development programs are closely linked. Therefore, it’s logical that the increase in ranking in both these challenges goes hand in hand.

Employee Turnover and Staffing Levels

Overall, survey respondents reported that employee turnover rate went down over one percent. This may seem like a small change, but it goes against trends documented in past surveys. In previous years, AE firms reported increases in employee turnover rates. Likely because of the strong economy. Since 2020, it has been likely that employees preferred to stay with their existing employer for stability instead of taking a leap of faith with a new company during uncertain times.

In terms of personnel growth over the previous year, firm respondents stated that they had an increase of 0.5% which is nearly 3% less than reported in the 41st Deltek Clarity Study. This is likely the result of hiring freezes during uncertain times. Additionally, thirty-three percent of firms reported having more open positions at the time of the survey and fifty percent had fewer open positions. Encouraging is the fact that forty-eight percent of respondents state the reason for open positions is solely because of firm growth.

Talent Acquisition Challenges

One of the least surprising findings of the 42nd Deltek AE Clarity Study is that the availability of good candidates in the marketplace once again ranked number one in terms of top talent acquisition challenges. The simple cause and effect assumption is to connect this finding to the decrease in employee turnover rates and other factors like uncertainty about the future economy. But what impact will the pandemic and a new hybrid workforce has on talent acquisition challenges.

For years, firms have competed for talent within their local geographies. However, the global pandemic has allowed firms to embrace their evolving workforce, and employee can be an effective member of the team whether they are at the office or at their home. When taking into consideration the changes created by the pandemic, the challenges of the past, such as matching qualified candidates to open positions and offering competitive compensation will likely become minute in comparison to the other challenges listed in the Clarity Study.

Focusing on Managing and Retaining Talent

Providing a clear career path with training goals and milestones helps keep employees engaged and ultimately retain talent. For AE firms, this strategy helps them plan for the future to make sure the firm can remain successful. Apparently, this is no secret. Respondents to the 42nd Deltek AE Clarity Study overwhelmingly ranked create or improve succession and career development planning as a top initiative. Closely followed by developing more formal career development programs. Being leading areas of opportunity for improvement, these initiatives and the others that are highlighted in the 42nd Deltek AE Clarity Study are things firms should evaluate closely.

Clarity for the Future

Reflecting back, it’s impossible to avoid including the impacts of the global pandemic on businesses. For human resource professionals and AE firm leaders, they sure got the “short end of the stick” with having to adapt and quickly create policies to ensure business can continue as normal and employees are aware of the new expectations. Fortunately, the world is getting back to some sense of normality and those tasked with overseeing their firm’s HCM strategy can get back focusing on hiring and retaining talent, and developing training and succession plans.

Link to download the 42nd Deltek A&E Clarity Report

Take a Deep Breathe: 5 Tips for a Calm Deltek Vision to Vantagepoint Upgrade

Posted by Sarah Gonnella on November 17, 2021

Full Sail Partners has worked with 200+ firms related to their Deltek Vision to Vantagepoint upgrade process in different capacities over the past two years. Full Sail Partners’ goal is to help our clients gain more insight on how to have a smooth and successful upgrade. From the experience and insight gleamed from helping these firms, these five tips have been developed to keep your firm calm.

However, there are two big caveats to consider before diving into the tips for a calm upgrade process.

Person working on Deltek Vantagepoint upgrade

One of the biggest challenges faced when working with clients is misinformation. It’s like the game telephone. Someone whispers something to the person next to them and it keeps going down the line. By the time it gets to the end person, the information is completely different. This is happening with information regarding Deltek Vantagepoint. Full Sail Partners strongly encourages firms to get their information from the source. Ask Deltek, Full Sail Partners, or another approved Deltek partner.

Next, is to take a deep breath. Some of our clients come to us in a complete panic. Some clients are concerned about how they will get through the Vision to Vantagepoint upgrade process. Some other clients are worried non-stop. So, let’s all take a deep breath. Understand that firms are not alone. Remember, Full Sail Partners is here to help as a trusted partner.

To quote Martha Lira with Impact Sciences that upgraded from Vision to Vantagepoint. “It was easier than I thought. It was smoother than I thought.”

Tip #1 – This is an Upgrade, Not a Migration

One thing to remember is this is an upgrade not a migration. This is a key point to understand and communicate to the rest of the company. Misinformation can come from anywhere. It’s important that the company’s primary contact is communicating to others within the organization.

Furthermore, there is an installer that allows the company to push every single Vision field over to Vantagepoint. This even includes custom field, tabs, and user defined info centers. There is work involved, but significantly less than there is when starting from scratch for a migration.

For finance the processes are very similar. There might be some things that are moved around and there are added enhancements to make it easier, but the learning curve is minimal for finance.

For project managers and CRM users, Deltek has been listening. All the things you have been asking for over the years are being answered. Items like:

  • Streamlined flow for project managers,
  • Improved usability,
  • User-friendly, modern look and feel,
  • Improved Outlook integration; and
  • AI capabilities with Hey Deltek! to make doing tasks easier.

Tip #2 – Take Advantage of All the Resources Available

Deltek and Full Sail Partners have many resources, most of them free. If you haven’t viewed any resources, you are doing yourself and team a disservice. Share the resources to all departments of your company. These resources include:

  • Deltek’s Vantagepoint Readiness Portal | Firms can access this through their customer care login. Inside there is an upgrade checklist along with training videos by role and Vantagepoint updates.
  • Preparing for the Upgrade Series by Full Sail Partners | This is a webinar series that provides clients with the answers and clarification on how the upgrade will impact their firm.
  • Client Assistance Program (CAP) Program | This program, hosted by Deltek, reviews the upgrade checklists found in the readiness portal. Over several weeks, it covers each area of Vantagepoint and how to prepare in moving from Vision to Vantagepoint.
  • Powering Project Success Mini Demonstrations created by Full Sail Partners | Not only has Deltek provided videos available on the readiness portal, but Full Sail Partners has taken it a step further. Mini demonstration videos range from four to 21 minutes and show different areas of the system and how different users would utilize those areas. The videos focus on sharing new features and functions.
  • Vantagepoint Upgrade page | Visit this page to find all the resources in on place including those mentioned above and to schedule a consultation with a member of the Full Sail Partners Crew.

Tip #3 - Engage All User Groups

This is the opportunity to become the “hero” of collaboration by bringing in other departments and users. This is done by understanding that the upgrade from Vision to Vantagepoint is less technical and more about inclusion. Vantagepoint is a complete ERP and ERP is about the company, so every role needs to participate to have a calm upgrade process.

Engage with them by sharing the resources in Tip #2 that are related to their responsibilities. Require users in all departments to view and engage with those resources. Take time to understand how each team member will be part of the project lifecycle. Some may be at the beginning. Some at the middle or others at the end. Making sure each of them understands how their information and actions impact others–from marketing to project managers to accounting.

This is a great opportunity to get new employees and people not previously involved with Vision to become ‘bought-in’ and advocates for Vantagepoint.

Tip #4 – Trust the Process

In assisting 200+ firms in their Deltek Vision to Vantagepoint upgrades over the past two years, Full Sail Partners has fine tuned the upgrade process for firms. While each client’s process is specific for them, Full Sail Partners has worked hard to remove the mystery to create a transparent process. This process includes:

  1. Personalized Readiness Report - Readiness Report – This is a tool run against Vision and reports the specific things that the firm needs to address. Every firm is different. The report shows exactly what to clean up. Firms have found this priceless.
  2. Train the Team and Make Adjustments – Get your system in gear and refine the team’s knowledge of managing Vantagepoint for a seamless transition.
  3. Make the Shift to Full Production – Leverage transition copy scripts to automate the conversion process from preview environment to production.

Tip #5 – Manage Attitudes and Messaging

With every process, change management is always important to plan for. A big part of change management is attitude. The attitude impacts the success or failure of the change. And, when firm leaderships approaches change negatively, the team will pick up on that attitude. If leadership approaches it positively, the team will feel more confident about the change. Success is impacted by the attitude displayed when approaching the change. Promote this change positively because it’s really a good change. Get others excited. The only ways things can be successful is excitement, positivity and getting people to understand benefits they get that will help them in their role. Deltek has been listening, and these changes with Vantagepoint are happening because of feedback from firms like yours.

Next is to prepare the internal teams. Communicate to them that it’s important to understand that this isn’t a month-long process. Take a deep breath and remove the worry first by taking the time to know what needs to be tackled as part of the upgrade process. Use the Readiness Report to know the areas to be addressed and outline the steps required. Identify team members responsible and a target date of completion. Then start working on cleaning up data, as needed. It’s always better to tackle dirty data sooner rather than later. With the upgrade, firms can clean up data before or after the upgrade, but Full Sail Partners has found it better to do it before. Don’t forget to outline training and remember this is a great time to take time to make your processes even better.

Make sure to celebrate milestones and the end success. This can be done by letting others in the firm know about those accomplishments and be sure to thank those that dedicated their time and effort along the way.

Keep Calm and Just Breathe

Often, users tend to build up unnecessary worry and think things are going to be worse than they really are. The best way to tackle worry is to write down the challenge and then break it down into smaller steps. Hopefully using these five tips will show the way to a calm Vision to Vantagepoint upgrade.

Image button link to Tips from Your Peers video on YouTube

Reasons to be Thankful for Deltek Vantagepoint

Posted by Lindsay Diven on November 10, 2021

Deltek’s new Vantagepoint product has been completely reimagined. It’s a true showstopper. Why? Because it supports the entire project lifecycle from start to finish. And the Full Sail Partners Crew is proud and thankful to give project-based firms the power and the tools they’ve been seeking, all thanks to the power of Deltek Vantagepoint.

Fall Image with Thankful for Deltek Vantagepoint text

More specifically, the Full Sail Partners Crew was asked about the specific Vantagepoint features they were most thankful, and this article shares some of those.

Ability to Get Vantagepoint CRM Insight in the Email Inbox

“I am thankful for Vantagepoint Outlook Connect to see the history of clients and ability to log emails while in Outlook.” Sarah Gonnella, Vice President of Marketing and Sales

With the Deltek Vantagepoint Outlook Connect, users can see the interaction history between contacts, clients, and projects as well as quickly log emails into Vantagepoint. Basically, this feature allows users to bring Vantagepoint into their Outlook inboxes. And this tool comes with other features like the ability to sync calendars and schedule meetings while saving them in Vantagepoint at the same time.

To learn more about the Vantagepoint Outlook Connect, watch this video.

Simple, Intuitive User Experience

“I’m thankful for the modern look and feel of Deltek Vantagepoint.” Cate Phillips, Relationship Manager

“I am thankful for browser agnostic access, so we are not tied to Internet Explorer anymore.” Heath Harris, IT Consultant

“I am thankful for the navigation tree menu search. It makes getting around in the system so much easier and faster!” Nicole Temple, Principal Consultant

“The left summary pane in each hub keeps the most relevant information in view. This is helpful to keep high level information in view when tabbing through records.” Amanda Roussel, Senior Consultant

It’s no surprise that several Crew members were thankful for the modern design and accessibility of Deltek Vantagepoint. It is truly a solution that is a more efficient way to work. Vantagepoint enables teamwork and collaboration via a single tool and empowers users with a simple, intuitive experience.

Access Information to Make Better, Faster Business Decisions

“I am thankful for all reporting options in one area with filtering capabilities.” Terri Agnew, Senior Consultant

“I’m thankful for out-of-the-box, role-based dashboards!” Rick Childs, Principal Consultant

Deltek Vantagepoint allows firms to monitor the health of the business in one place. It provides complete visibility into every aspect of the business by measuring performance by project, client, team and more. As a result, firms can make faster, better decisions with all the information in a single view on interactive dashboards.

See how to quickly business intuitive reporting in this mini-demo.

Vantagepoint Streamlines Expense Report Creation

I’m grateful of the fact that Deltek Vantagepoint can automatically match credit card charges with expense items. It’s functionality that many clients out there have come to expect and Deltek can now deliver directly.” Joel Slater, Product Sales Manager

With Deltek Vantagepoint, users can automatically match credit card charges with expense items. They can do this using a desktop, a tablet, or a mobile device. Once matched, Vantagepoint makes recommendation for close dates, amounts, etc. Users can also add the expenses to existing reports or create new reports.

“Along the same lines of Expense Reporting, I’m also grateful that Deltek Vantagepoint has included ICR functionality. Today it’s only available for expense receipts, but who knows what the future holds for this capability.” Joel Slater, Product Sales Manager

Intelligent Character Recognition (ICR) for expenses simplifies expenses and improves the accuracy of expense reports. It does this by reading text from receipts and populates the expense in the Vantagepoint mobile app. It also reads handwriting and leverages machine learning.

To learn more about ICR and why Joel is so excited about the future possibilities of ICR, read this blog article.

Easily See Remaining Effort on Projects, without Complex Reports

“Easy planning focused on the remaining effort and its ability to report very clearly on all I need to manage the financials on a project without running a report!” Rana Blair, Principal Consultant

The key to ensuring that the most current data is visible to other users is to allow project mangers the ability to update their projects quickly. When project managers act, such as changes to dates, resources, and scope, beneficiaries can rest assured they are reviewing the most current information.

Check out this mini demonstration, to see how project managers and accountants can quickly update components of the project and plan while instantly updating the results in project performance and Resource Utilization.

One Project Record, Fosters Collaboration Across Departments

“One project record from the earliest pursuit through project closeout and beyond. This brings numerous groups together within a firm and removes many information barriers.” Amanda Roussel, Senior Consultant

Projects are critical to the success of professional services firms. Deltek Vantagepoint gives these firms insight to into the entire project lifecycle. With the project command center, all the project information is in one place—from pursuit and proposal, through project planning and financial management.

Create Timesheet Entries from Outlook Calendar

“I’m thankful that you can create timesheet entries from your Outlook calendar.” Gina Stamper, Account Manager

Employees have countless tasks that they are responsible for including keeping timesheets up to date. Even more, staying organized with meetings and client appointments adds to the burden. However, Deltek Vantagepoint’s calendar feature will help eliminate these struggles.

The Deltek Vantagepoint Calendar allows users to keep track of their billable engagements and allows this information to easily be added to a timesheet with a few clicks. See it in action in this mini demonstration.

Thankful for Deltek Vantagepoint

There are a wide variety of features added to Deltek Vantagepoint that maximize productivity, boost collaboration, improve efficiency, and increase profitability. And the Full Sail Partners Crew highlights just a few of the features they are thankful for, many of which improve the work lives of multiple departments in the firm.

If you’ve already upgraded to Vantagepoint, share the feature you’re most thankful for in the comments below.

If you’re still considering Vantagepoint, feel free to watch the Powering Project Success with Deltek Vantagepoint demo series.

See Deltek Vantagepoint now!

2021 Deltek Vantagepoint & Vision Year-End Advice

Posted by Nicole Temple on November 03, 2021

2021 year-end is rapidly approaching, and it is vital to begin your year-end processes to ensure a timely close. For some finance and accounting professionals, the year-end process can be a struggle and a daunting endeavor. However, Deltek Vantagepoint and Vision clients can breathe a sigh of relief with some handy suggestions.

Year-End 2022 Image

Below are some recommended areas and process to be sure to review to help complete a thorough year-end close. It is also recommended to develop deadlines for each area prior to opening the new year to help stay on track and minimize the stress around wrapping up year end.

Create a Year-End Checklist

The first step in the year-end process is to develop a personal list of processes by noting all modules owned in the system and compiling information from Deltek Vantagepoint or Vision as well. It is also wise to review the weekly and monthly deadlines in the checklists to be sure all items have been completed.

Additionally, be sure to visit the year-end info center in the Deltek Customer Care Portal. Here, Deltek clients can gather checklists and step-by-step procedures for getting Vantagepoint or Vision ready to close out the year and begin a new year. This is updated yearly and is an invaluable source of information for the necessary processes based on the modules owned by each firm.

Year-End Process Considerations

In addition to the items and recommendations found in the Deltek Customer Care Portal, outlined below are some standard tasks to complete when preparing for year-end.

  • Enter and complete posting of all 2021 transactions.
  • Review the fiscal year checklist prior to completing the calendar year closeout.
  • Complete all cash account and bank reconciliations and verify that the reconciled GL matches the GL balance.
  • Review and complete all credit card reconciliations. This will require getting the expenses into the expense reports and posted in the year they happened - this is important for both reconciliation and for invoicing.
  • Run the file reconciliation report and troubleshoot as well as correct any differences. Review the profit and lost statement and balance sheet to verify proper categorization in accounts.
  • Run the unposted labor report and address any timesheets that require posting. Complete an interactive billing cleanup of any outstanding WIP that will not be invoiced, or that has been invoiced and not removed from the billing module by marking to be deleted and accepting a zero-dollar invoice.
  • Make any projects dormant that are no longer active.
  • Be sure to review all terminated employees for a termination date and setting the admin level for timesheet and expense reports to staff. Review all active employees and set valid company domain email addresses, hours per day, and timesheet and expense admin levels.
  • Evaluate the 2021 budgets to determine if 2021 goals were met. Set goals for 2022 and gather GL budget information that needs to be entered into the system.
  • Set up new holidays for the upcoming year in the holiday configuration/settings. This allows the timesheet to show the new holidays as well as for the utilization ratios to correctly calculate each year.
  • Review employee vacation time reporting to send out notifications needed for employees who may lose vacation time in the cut over to the new year. Now is a good time to have employees decide what to do with approaching maxes, limits, and upcoming vacations.
  • Collect on past due invoices!
  • Pay all vendors due to be paid and initialize the 1099 process before opening a new year. Void outstanding checks that may have expired. Make sure to order 1099 preprinted forms NOW before it’s too late.
  • Save all audit reports as PDFs for info center/hub changes.

Close Out 2021 with Deltek Vantagepoint and Vision

Following the recommended steps by Deltek and trusted consultants, year-end should not only run in a timely manner, but can also run smoothly and with less stress for Vantagepoint and Vision clients. Developing a good process flow now makes each following year even smoother and allows some of the process to be delegated out with confidence that is will be completed in timely manner year after year. Help is just a click away! Use the image button below to find year-end resources available from Deltek.

Deltek Customer Care

Why Deltek Vantagepoint CRM for Professional Services Firms

Posted by Ryan Felkel on October 27, 2021

The world of professional services firms revolves around clients and projects. It’s a daily process of finding new clients and pursuing them for new work with hopes that all this effort equates to a winning project. While some firms chose to treat this like a rat race, others have learned that it’s more efficient to be strategic and intentional with their tactics. The latter has also likely adopted Deltek Vantagepoint CRM. Which enables professional services firms to use data to make actionable decisions that generate profitable projects.

Deltek Vantagepoint logo

Use Deltek Vantagepoint CRM to Track Client Relationships

Touchpoints galore! That’s right, professional services firms have touchpoints with numerous people at client firms and the information gained during these interactions needs to be collected and stored in one common place. By having these insights stored in a centralized system, firm marketing and business development teams can identify new pipeline opportunities and nurture key relationships.

Additionally, Deltek Vantagepoint CRM is the only real project-based CRM and supports the “seller-doer” model. The “seller-doer” model is when project managers and/or consultants are responsible for providing their services as well as generating new work. With Vantagepoint, “seller-doers” can easily record client touchpoints since they are in the same system being used to deliver and manage projects and engagements.

Gain Insights into Client Interests

Creating the right messaging and keeping clients engaged is a daily battle for marketers. Each victory is one step closer to winning the war, or in this case, new work. In this modern-day business development warfare, insights into client behavior are the weapons to success. Marketing campaigns in Deltek Vantagepoint can be used to track and measure the success of particular marketing efforts. Initiatives such as email blasts, webinars, industry conference sponsorships and more can all be tracked in Vantagepoint marketing campaigns.

Using these insights, marketers can determine which techniques and messages are working best to keep clients engaged. Business development teams can identify firms and contacts that are demonstrating high levels of interest and know what is getting their attention. As a result, relationships can be nurtured, and proposals can be more tailored to address the unique needs of a client.

Identify Opportunities and Create Winning Proposals

Often, it’s not just about finding new work, but it’s also about picking which request for proposals (RFPs) to pursue. Let’s admit, proposals are time consuming and often require the involvement of staff from several departments. Furthermore, firms often lack a go/no go process that is based on actual data. However, that doesn’t need to be the case if firms are using Deltek Vantagepoint.

Vantagepoint is a single source of truth since it contains project pursuit and opportunity information. Prior to picking which RFPs to pursue, business development teams using Vantagepoint can:

  • Identify if internal resources are available to assist with the response.
  • Apply lessons learned from previous wins and losses.
  • Use quantifiable data to determine if an opportunity is financially beneficial for the firm.

After deciding which new RFPs to pursue, Vantagepoint remains a handy tool for the team responsible for preparing the proposal response. Being a project-focused CRM tool, the new pursuit stage begins by capturing project information in a new project. This allows the team to build an actual project plan with assigned resources, timelines, and budgets to ensure the final proposed project can be delivered in a profitable manner.

Additionally, past project information with descriptions, pictures, budgets and more can be included as reference project information. As is the same for resumes of employees that are identified as key resources for the project.

Automate Activities, Notifications and More with Workflows in Deltek Vantagepoint CRM

Updating data and maintaining clean accurate data is a daily struggle. More importantly, without taking the time to keep data up to date, it eventually becomes useless. Workflows are essential for automating repetitive tasks and notifying people about actions that need to be taken. In Deltek Vantagepoint workflows can:

  • Update a client record when a change to the client field is made in a user defined grid.
  • Provide an error notification with a user fails to update a required field or uses a wrong value.
  • Trigger follow-up reminders for predefined activities in a marketing campaign.
  • Automate the RFP go/no go process.

While these are just a few examples of workflows available in Vantagepoint, a Full Sail Partners’ consultant can help identify more workflows a firm can utilize to meet their unique needs. Click here to reach a crew member.

Win More Work with Deltek Vantagepoint CRM

Being that Deltek Vantagepoint is a project-centric CRM, it’s built and designed for the way professional services firms do business. Firms using Vantagepoint CRM gain a clear vision into their business development pipeline, nurture the right client relationships at the right time, and can propose competitive and reliable project bids. Now is the time to adopt Vantagepoint CRM and all its capabilities to win more business.

Watch demos of Deltek Vantagepoint now!

How to Set Digital Marketing Goals

Posted by Lindsay Diven on October 20, 2021

Without marketing goals, it’s nearly impossible to develop a marketing plan let alone know if the marketing effort is working. And without clear, actionable, and achievable metrics, how does an A/E/C marketing team know what they’re working towards? Setting goals for digital marketing programs should always be the priority.

In this third installment of the Driving Growth with Digital Marketing series, let’s learn how to begin goals setting, what SMART goals are, goal examples, and best practices.

Driving Growth with Digital Marketing series logo

Start with the Firm’s Goals

An A/E/C firm’s strategic or business goals is a critical place to start identifying digital marketing goals. The business goals of the firm give the marketing team a purpose and define exactly what they want to achieve.

The A/E/C firms that have strategic plans often have both long- and short-term goals. Some of those goals might not be relevant to the marketing team, but often they are. Some common strategic goals include:

  • Expand geographically – This includes opening new offices, pursuing new clients, or acquiring firms in new geographic regions.
  • Expand services – This includes adding new service offerings by acquiring firms, hiring new talent, or creating strategic partnerships.

Once the firm’s strategic goals are identified, the marketing team can begin to create digital marketing goals to align. This helps to ensure that the marketing efforts are contributing to the firm’s growth goals and gets buy-in for budget and resources.

Setting SMART Goals

Firms are most likely familiar with the “SMART” goal setting technique. This strategy is very popular to use in marketing and personal development goal setting. To apply these to digital marketing goals, be:

  • Specific: Marketing objectives should be well defined. Rather than simply saying ‘more website traffic’ be more specific such as ‘increase web traffic from Texas.’ Ideally the specificity will align with the firm’s strategic goals.
  • Measurable: To gauge the progress of the marketing effort, marketing teams need something to measure. This means the goal needs to be quantifiable. So, instead of ‘increase web traffic from Texas,’ the measurable goal would be ‘increase web traffic from Texas by 10%.’
  • Attainable: When firms begin a digital marketing program, it’s often hard to determine what goal is attainable. An example of a better attainable goal would be ‘increase web traffic from Texas by 10%’ instead of setting an increase of 30% or 50%. That much of an increase might not be attainable. Sometimes the marketing team needs to start with some number and adjust after a certain period. It’s more important for the firm to base the goal off the firm’s own data first and then adjust from there.
  • Relevant: The goals must be relevant to the firm’s strategic goals. For example, if the firm’s strategic goal is to expand into the Ohio transportation market, the Texas goal above would not be relevant.
  • Time bound: Giving the marketing goals a deadline ensures that a goal will be given the attention it needs to be successful. Often, when there is no deadline, a project or initiative flounders.

Every time the marketing department at an A/E/C firm sets out a new digital marketing campaign, the team should go through this goal setting exercise. Then once the goal is set, it should be clearly communicated with the firm’s leadership and stakeholders. This gives leadership the opportunity to ensure it’s aligned with business goals and for marketing to get buy-in as early as possible.

Common Digital Marketing Goals

Below are a few examples of digital marketing goals.

  • Acquire new leads or contacts. This is a common goal. Most firms cannot continue to grow without generating new leads, and eventually new clients and projects. Digital marketing can help attract new leads or contacts.
  • Activate leads and contacts. A/E/C firms often have leads or contacts in their databases that they haven’t worked in months, if not years. The firms can use digital marketing campaigns to encourage engagement, as well as remind the past contacts about the value the firm has provided to them and other similar clients. The digital marketing campaign can reactivate dormant leads and contacts and help keep your firm top of mind.
  • Cross-selling services. Acquiring new clients is often more expensive than getting repeat work from existing clients. And firms often provide many services to several different industries. Digital marketing campaigns can be used to educate existing clients on all the services the firm provides.
  • Increase website traffic. Digital marketing strategies can be used to increase website viewers, either to the entire website or to targeted landing pages.
  • Improve conversion rate. This is when a website visitor completes the webpage call-to-action. A popular example is when a website visitor completes a form on a website to get access to a white-paper or webinar, also known as gated content.

Digital Marketing Goal Setting Best Practices

Some digital marketing goal setting best practices are:

  • Don’t set too many goals. This could spread the marketing team too thin and risk not achieving any goal.
  • Begin with a pilot or test initiative. Identify one firm strategic goal and begin with that as a pilot initiative. Build the goals and a timeframe around that.
  • Clearly communicate the goals. When the marketing team communicates the goals, it creates a wider understanding of what your digital marketing efforts have set out to deliver and how those efforts align with the firm’s strategic plan.
  • Define who is accountable. Identify who is responsible for each goal. Making someone solely responsible for each goal makes it more likely to be achieved.

Don’t Skip Goal Setting

Setting goals can be intimidating when it’s the first time the firm is undertaking a digital marketing program. Don’t let that stop the marketing team from setting the goals. The goals will help keep the campaigns and marketing activities aligned towards achieving a common objective. They also help to set expectations and motivate the team.

If you haven’t already, be sure to check out the other articles in the Driving Growth with Digital Marketing series. Learn more about how A/E/C marketers and principals can develop a digital marketing program that is right for their firm. Sign up below to be notified when a new resource in the series becomes available.

New call-to-action

Skills Improvement Versus Corrective Action: Getting to the Root of Things

Posted by Tasia Grant, PHR on October 13, 2021

Professional services firm leaders are often inclined to immediately use discipline or use corrective action to address an ongoing performance issue. However, that would be like medicating based on symptoms, without getting to the root cause of the illness. Instead, slowing down and thoroughly evaluating the situation can shed light on possible solutions that are likely more beneficial to the employee and for the firm as a whole.

Employee meeting with supervisor

When to Use a Skills Improvement Plan

Behavioral concerns and non-compliance issues can usually be directly impacted by progressive discipline. On the contrary, skill deficiencies or job performance concerns are usually best addressed with skills improvement plans and that includes more than just the technical skills required to perform the functions of the position. They can also incorporate the other skills essential and critical to the overall scope of the job.

For example, a manager may be a high performer based on their knowledge level and ability to perform the job duties. Yet, they may struggle in the areas of interpersonal communication or may not have had prior management experience and may need to work on developing their leadership skills. Which are areas not related to behavioral or compliance concerns.

Therefore, these skills would be best addressed with coaching, guidance, and setting clear goals and expectations. Coaching can include suggested training, an outlined strategy for change, developed by both the manager and their director, as well as mediation between the manager and their reports. If there is a desire to thrive in the position the manager should be open to the plan laid out to help them improve. Usually, employees do accept and appreciate the assistance if they feel that the plan being presented is sincere and demonstrates that the company wants them to be successful.

When to Use a Corrective Action Plan

Sometimes firms have an employee that excels in their position but is also an employee that is consistently late to their shift, breaking company policy, or their behavior is causing disruption to the team or clients. In this case, a more targeted and direct approach needs to be applied for more immediate results. Cases like these are when corrective action needs to be taken using a progressive discipline plan. This technique provides the employee an opportunity to make improvements or adjustments while allowing the employer to implement corrective actions if there is no improvement.

Corrective actions can vary in severity and can include a verbal warning or a written warning as lighter punishments. Whereas suspending an employee or terminating them can be more severe. Furthermore, corrective action primarily addresses critical problems, recurring issues, and/or problems that endanger health or safety of others.

Employees are Investments

Remember that with both a skills improvement plan and a corrective action plan, the primary goal should be to identify the cause of the change and a solution that leads to positive results. Additionally, firm leaders and managers need to consider that an employee may have greatness in them and are an asset to the firm, but are apprehensive to reveal it for fear that it will set higher expectations of them that they aren’t confident they can achieve. These processes will reveal that and encourage them to embrace it and display it.

New call-to-action

Data Imports: No IT Required for Deltek Vantagepoint Users

Posted by Charlene Kerr on October 06, 2021

Data entry can be tedious and prone to errors. Convincing IT to upload data into software can be tricky, difficult, and hazardous to your health. Luckily for Deltek Vantagepoint users, there a better option: Data Imports. Found on the menu under Utilities, the Data Import function offers users an easy-to-use interface that can import a large amount of Hub or transactional data with ease, while maintaining the Vantagepoint business rules for data entry.

Man pointing at data import

Helpful for New Deltek Vantagepoint Clients

For new Deltek Vantagepoint clients, the Data Import module offers a simple method for uploading information from previous systems, regardless of its origin. Switching from FoxPro, Oracle, or using another system that allows the export of data into an Excel or CSV file? It can be uploaded into Vantagepoint.

Has your accounting information in one system and project information in another? No problem. Data Imports are structured so that general ledger detail and table information are uploaded separately. With just a little knowledge about the software configuration of Vantagepoint, preparing data files for import is relatively simple and requires little to no training.

Beneficial for Existing Deltek Vantagepoint Clients

Existing Deltek Vantagepoint customers can also use the data import process to add new data to their current Vantagepoint instance. Using the Data Import module, a firm can modify existing information in hub. One example of this would be when adding new functionality that was previously unused. If the data exists in an Excel file, it can easily be used to update existing hub fields with new information. Vantagepoint will also verify that the data in either type of upload follow existing business rules using a validation procedure and will not import data that does not follow the rules.

Transactional data can also be uploaded into Vantagepoint via the Data Import module. Many Vantagepoint clients use outside applications to gather information that must then be uploaded in order to post in Vantagepoint. Some clients have subconsultants that use different systems for gathering time or expense information that must be captured in their Vantagepoint system. Rather than having to do manual data entry, a CSV file can be used to upload the information using Data Imports. As with each Data Import, Vantagepoint checks to make sure that the data does not break any business rules prior to uploading the data into the Transaction Center, where users can post the data.

Need to Know Info About Deltek Vantagepoint Data Import

Regardless of whether it is new data being uploaded or existing records need amending, the process is basically the same. However, at this time the data import functionality is split between Vantagepoint’s web app and the desktop app. They will eventually be combined, as Deltek intends to do with all of Vantagepoint’s functions. But for now, users will need to know where to go for each type of import. The web app currently supports importing for Employees and Employee-related tables, Clients, Contacts, Generic Resources, and lists. All other imports, such as Projects, General Ledger and transactional data, can be imported via the desktop application.

Once the appropriate type data import is identified, the data need to be aligned with Vantagepoint’s data. The data mapping will need to be done prior to the system validating the data. Once the fields that need to be mapped have been identified, they will need to be matched with corresponding data in the import file. Then select “Import” and Vantagepoint performs the validation procedures. Any errors will be reported in a file and will not be imported. The import data can be validated as many times as necessary to make sure that the new data being imported into the Vantagepoint instance are good.

Import Data with Ease

Data Import in the Vantagepoint application does not require an extensive knowledge of databases or programming. It is, however, something that takes a little practice, and a little more perseverance. Full Sail Partners recommends that practicing on a test database when learning how to use the import feature. And for another level of comfort, Full Sail Partners is happy to provide training on how to master this unique and valuable tool.

Reach Full Sail Partners

What’s New in Deltek Vantagepoint 4.5

Posted by Scott Gailhouse on September 29, 2021

With each new version of Deltek Vantagepoint, professional services firms are given more tools and features to deliver profitable projects. While version 4.0 mainly focused on supporting accounting functions, 4.5 addressed all the roles that support the success of project-based firms. Here are some of the top new enhancements and features Vantagepoint users can now begin to use.

Deltek Vantagepoint logo

Edit and Save with Ease in Deltek Vantagepoint

Editing and saving updated has been simplified. In Deltek Vantagepoint 4.5, the two saving modes, implicit saving (autosave) and explicit saving, have been combined. With this update, a “Save” and “Cancel” button will appear whenever a change or edit has been made to a field

Speaking of edits, Vantagepoint users will no longer need to click on a pencil icon in a field to make a change. Simply click anywhere in a field that needs to be updated to make the required changes.

Create Winning Proposals and Better Track Clients

In Deltek Vantagepoint 4.5, enhancements to proposal automation will help marketing professionals create formatted documents easier. First, Deltek has added the ability to link text elements, so text continues to flow from one page to the next similar to the functionality Adobe InDesign users are accustomed to. Additionally, Vantagepoint can now export proposals to PDFs and Word, and the proposal will retain the formatting established in Vantagepoint while creating the document.

Vantagepoint 4.5 now allows a contact to be associated to a project with a different firm that is linked to a contact in the Contacts hub. This is helpful for when a contact is a consultant for more than one firm or needs to be associated to a joint venture for a project.

A small but very helpful change also got added to the Mobile CRM. Before 4.5, when a user wanted to edit and open text field in the Mobile CRM app, it would take them to another screen that enlarged the text and the field. Now users can stay on the original screen to make changes without having to go to a new screen to make the changes, and then select done to return the entire record. This is a helpful for saving time.

Plan and Track Profitable Projects with Deltek Vantagepoint

Projects don’t always go to plan and Deltek realizes this issue. With the release of Deltek Vantagepoint 4.5, project managers can now go back and replace planned time with actual time, spread the difference if needed, or change planned hours all together. While some firms may not want employees to be able to do this, it is an option available in the security settings and can be turned on at the discretion of firm leadership.

Estimate at completion (EAC) values are critical in planning because it helps predict what a firm is going to spend at the end of a project. The problem today is that planning is job to date (JTD) as of today and estimate to completion (ETC) starts tomorrow. If one or more people have not updated their timesheet for any days before today, those hours are missing from the EAC. In Vantagepoint 4.5, JTD can be changed to pull from a specific day. For instance, the standard setting in Vantagepoint is to pull JTD from today, but now firms have the option to choose from yesterday or even the end of the week from the previous week.

Two small but convenient features have also been added for project managers. The first is the sharable search feature. Previously, users could create and save searches for themselves only. Now, saved and custom searches can now be shared with coworkers. Secondly, purchase orders with approvals have been add to the browser version of Vantagepoint. This allows the majority of project managers to work exclusively in the browser version.

Improved Invoice Approvals to Increase Draft Turn Around and New AR Reporting Enhancements

Deltek Vantagepoint 4.5 now allows for tracking invoices by billing client when the billing client changes during the life of the project. In Vantagepoint versions 4.0 or earlier, when the billing client changed for a project on the Accounting tab in the Projects hub, the change was applied to all existing invoices, cash receipts, voided invoices and credit memos. Obviously, this can create some confusion. Now, the change only applies to new invoices, voids and credit memos after the change takes place. Essentially allowing account receivables to track information separately for each billing client.

Draft invoice approvals also gained improved visibility into annotation and comment history when saved draft invoices are resubmitted. The process in 4.5 allows an approver to review a draft invoice, make changes and add comments as necessary. Now the change will apply to invoices, voids, and credit memos when a new billing client has been assigned. Essentially allowing you to track accounts receivable information separately for each billing client on a given project.

Start Using More Features in Deltek Vantagepoint 4.5

Deltek Vantagepoint 4.5 is one of the biggest releases ever to roll out since its inception. With that said, there are more improvements and enhancements that weren’t discussed in this article. For more information, checkout the Deltek Learning Zone and click the button link below for a free webinar detailing more features in Vantagepoint 4.5.

Link to Deltek Vantagepoint 4.5 features webinar

A&E Finance Leaders Took Control in 2020 According to Deltek Clarity

Posted by Ryan Felkel on September 22, 2021

During the onset of the COVID-19 pandemic, businesses across all industries were forced to make quick and decisive decisions. For A&E firms, determining the best plan to keep projects profitable and on schedule became the priority. While many departments were able to quickly adjust to working from home and figuring it out as they went, finance leaders had to determine how to maintain financial controls immediately. The 42nd Deltek A&E Clarity highlights the success of these efforts in addition to providing some insights on other key financial metrics.

Deltek Clarity Report logo

Numbers that Improved

Across the board, A&E firms of all sizes had increased utilization rates in comparison to the previous year. With small firms reporting a little over two percent increase and large firms showing over a one-percent increase. While this increase seems small, it’s actually significant when viewed as a change over a one-year period. Additionally, net revenue per employee also increased for A&E firms of all sizes. When looking back over the last year and comparing other relative information, it’s reasonable to link this improved utilization rate to the fact that firms had minimal growth of personnel. Meaning existing employees are being worked more and firms need to be aware of the negative effects of employee burnout. Make sure to learn about exception reporting and how this can help identify employees that are at risk of burnout.

The overhead rate for A&E firms dropped in comparison to last year which can be linked directly to the decrease in travel and other in-person related expenses. Obviously, this can be attributed to restrictions created by the pandemic, but it also leaves room to wonder if this can be maintained in the future as the world transitions to the “new normal.” Which itself is still unclear, many are predicting a hybrid variation of a remote and in-person work environment. This is even highlighted in the 42nd Deltek A&E Clarity report as something firms need to evaluate in the future.

The largest indicator of success is the firm’s earnings after all operating expenses are taken out which is referred to as the operating profit on net revenue. Unsurprisingly, A&E firms that responded to the Deltek A&E Clarity survey overwhelmingly indicated an increase with small firms reporting an eleven percent increase over the previous year. Looking back to overhead rate, the pandemic related changes firms were forced to make is a clear connection between these two numbers making it difficult to determine if this will be sustained in future years.

Numbers that Suffered

While success is easy to celebrate, shortcomings also need to be reviewed and given attention. Starting with the net labor multiplier, firms that responded to the 42nd Deltek A&E Clarity study reported a decline to a minimal increase. Which actually breaks a ten-year trend and reverted net labor multipliers being realized by firms to similar rates of five and six years ago.

An A&E firm’s most consistent indicator of operating performance is the total payroll multiplier. On face value, the total payroll multiplier remained unchanged from the previous year which seems like a win. And might as well be when considering the challenges firms were presented with as a result of the pandemic.

Future Financial Initiatives

Across the board, respondents to the 42nd A&E Deltek Clarity study stated their top priority is business process improvements which is a consistent leader year after year. Furthermore, this seems like a vague statement that lacks an actual plan action and is likely the yearly list leader for this reason. With all the adversity firms faced throughout the last year, it might be a good time to start implementing a business process improvement plan by first mapping out firm processes to see how these changes have impacted firm operations.

Further down the list of financial initiatives firms wish to address are better managing growth, organizational change, and increasing spending for talent acquisition and retention which are ranked fourth, fifth and sixth respectively. Lumped together, all of these are a component of human capital management. From an employee perspective, this is promising to know that A&E firms are realizing that their value proposition is their people.

Gain Financial Clarity

In the face of uncertainty, A&E financial leaders buckled down by tightening finance controls by embracing technology to keep teams connected. Similar to what other departments within the firm did which is detailed in the technology trends section of the A&E Deltek Clarity report. Further, it’s exciting and promising to see that A&E firms weathered the initial impact of the pandemic fairly well. While the future still has some uncertainties, A&E industry has once again proven to be resilient and capable of overcoming adversity.

Benchmark your firm! Use the link button below to download the 42nd Deltek A&E Clarity report and scorecard for free.

Link to download the 42nd Deltek A&E Clarity Report

The Best Deltek Vantagepoint Video Demos

Posted by Ryan Felkel on September 15, 2021

Finding helpful and insightful information just got easier for Deltek Vantagepoint clients. The Powering Project Success with Deltek Vantagepoint mini demonstration series is a growing library of video content for Vantagepoint users of all roles and skill levels. Each video is five to twenty minutes long and about a specific feature and function available in Vantagepoint that many are unaware exist or are unsure how to use.

Person watching demos on laptop

Projects Start with Business Development

Winning work is the first step to initiating a project and Deltek Vantagepoint helps business development (BD) professionals generate and close opportunities. Even on the go! With the mobile CRM functionality, BD team members can easily access and update client information from anywhere using a mobile device. Check out this demo to see how simple it is to review and update client information right on your mobile smart device.

In addition to the great benefits of mobile CRM, tracking Outlook emails and calendar appointments in Vantagepoint CRM is seamless with Deltek Vantagepoint Connect for Outlook. With a few simple clicks, BD team members can conduct typical CRM tasks directly in Outlook. Watch this demo to see how easy it is to create contacts, manage appointments and schedule meetings directly in Outlook.

Simplify Project Startup and Creation

Before work can begin, a client must pay a retainer fee. As simple as this sounds, there can be many parties involved throughout the process. During this mini demo, Vantagepoint accounting professionals can learn how to easily process retainers using cash receipts all while automatically keeping the project manager in the loop through the entire process. As simple as this sounds, it’s a favorite obscure feature for many accounting professionals.

Setting up new project and plan can be a time-consuming process that can be avoided using Vantagepoint Project Templates and Plan Settings. Instead of starting each project from scratch, Project Templates and Plan Settings allow firms to use pre-defined work breakdown structures to quickly set up complex projects. Essentially, simplifying the project creation process and ensuring consistency of project records. Watch this demo to see a project set up in less than 10 minutes.

Track Time for Timesheets Easier

Managing projects and clients is already a lot of work for billable employees. On top of that, they are required to track and update their timesheets on a regular basis. Deltek can’t create more time in a day, but Vantagepoint can make updating timesheets easier. Using the Calendar feature, users can track their billable time and add it to their timesheet with a few clicks. Check out this mini demo to see how.

Manage Talent Acquisition and Learning

Growing firms need to hire quickly and onboard new talent fast. Attracting and recruiting new talent requires getting the message out about new open employment opportunities. During this demo, human resources (HR) professionals will see how to post open positions across multiple job listing platforms with a simple click.

Once a new employee is hired, getting them started and setting up their training needs to be as simple as advertising for the position. In this demo, HR staff will learn how to set up the new hire onboarding process in an online environment. Additionally, the demo covers how employees can submit required paperwork and info as well as complete self-guided online training.

Get Paid Easier

Before billing a client, it’s important to make sure the invoice is correct. This internal back and forth process between project managers and accounting can become time and paper consuming. After watching this demo, accounting professionals and project managers will both be relieved once they see how easy it is to digitally markup invoices and resubmit them to accounting.

The ugly side of accounting is having to bill and collect interest from clients. Well, Deltek Vantagepoint can’t talk with clients about late payments, but it can make charging interest easier. Learn how to set up billing terms in Vantagepoint to make collecting and tracking past due balances easier in this demo.

Deltek Vantagepoint Provides Answers

Reports after report, Deltek Vantagepoint as them which is great. However, picking the right report can be confusing which is not Deltek’s intentions. In this demo, picking the right project planning related report is thoroughly explained along with the context about how each report is created. This demo is great for those tasked with forecasting project performance.

What seemed like a dream for project managers is a reality in Vantagepoint. With the combination of project planning and budgeting in one hub, project managers can quickly review project success based on both of these data inputs. The Project Review demo shows how Vantagepoints pulls from both these data sources to help ensure projects are profitable.  

Maximize the Benefits of Deltek Vantagepoint

Getting work done just got easier for Deltek Vantagepoint users! While these are just a few of the mini demos available in the Powering Project Success with Deltek Vantagepoint series, more are available using the link button below. Make sure to regularly check out the growing demo library for updates and share these with coworkers.

Watch demos of Deltek Vantagepoint now!

Define Your Personas to Guide Marketing Strategies

Posted by Lindsay Diven on September 08, 2021

Professional services firms don’t just make a product that one consumer is going to purchase. The services that the firms sell are complex and involve different decision makers who have different needs and goals. Successful firms don’t just know who those decision makers are, but rather, develop personas that guide their marketing strategies.

Driving Growth with Digital Marketing for A/E/C firms series logo

This article will dive deeper into what personas are, how to develop personas, and how they are used to help create marketing strategies This is the second article in the Driving Growth with Digital Marketing series.

What is a Persona?

According to HubSpot, a buyer persona is a fictional, generalized representation of an ideal client. The persona helps firms understand their clients and prospective clients better making it easier for them to develop content to the specific needs, behaviors, and concerns of different groups.

Personas are based on insight gathered from existing clients and market research done by marketing, business development or outside resources. Due to the nature of project-based firms who pursue projects with multiple decision-makers, most firms will have multiple personas.

How to Create Personas

The first step in creating a persona is asking specific questions about current and ideal clients to find out as much as possible about who they are and how they interact with your firm. This can be completed through research, surveys, and interviews by a mix of clients, prospects, and those outside the CRM who might align with the target audience.

Potential methods for gathering information needed to develop personas are:

  • Look through the contacts database (CRM) to uncover trends about how certain clients find and consume marketing content.
  • Use form fields that capture persona information when creating website forms. For example, if the persona varies based agency role, ask each lead for information about their role at their agency on the website form.
  • Ask for feedback from the business development team about the leads and contacts they’re interacting with the most. What generalizations can they make about the different types of contacts served by the firm?
  • Ask for feedback from project managers and other project delivery teams. What generalizations can they make about the different types of client contacts they work with?
  • Interview clients and prospective clients to discover what they like about the services the firm offers.

Some example questions to ask during the information gathering phase:

  • What is their profession?
  • What does a typical day in their life look like?
  • Where do they go for information?
  • How do they prefer to obtain services?
  • What is important to them when choosing a firm?
  • What do they value most?
  • What are their goals?

Use this information to identify patterns and commonalities. Then the persona can begin to be recorded (written down!). This can include information such as:

  • Basic demographic information – Age? Income? Location? Gender identity?
  • Background – Job? Career path? Family? Lifestyle?
  • Identifiers – Communication preferences? Social media platforms?
  • Challenges – What does this person struggle in relation to meeting goals? What serves as a roadblock for this person’s success?
  • What can we do – To help this persona achieve their goals? To help this persona overcome their challenges?
  • Goals – Primary/secondary goals? Personal vs. professional goals? Role-related vs. company goals?

Once the persona is created share it with marketing, business development, executives, and operations to ensure the entire firm has the same view of the ideal client.

How are Personas Used to Guide Marketing Strategies?

Personas allow firms to personalize or target marketing for different segments. For example, instead of sending a monthly newsletter to all contacts in a CRM system, firms can segment by personas and tailor the newsletter content according to what is known about each persona.

Let’s say a firm called ACME Engineering has personas that include facilities directors, permitting coordinators, and prime architects. These personas have different specific needs, behaviors, and concerns, as one would assume. Sending a monthly newsletter that contains the same content to the entire list, wouldn’t be as well received as if ACME Engineering changed the newsletter content slightly that each project feature or blog article was written specifically with that persona in mind.

Other uses for personas for marketing include:

  • Building effective content marketing strategies by focusing on keyword research efforts.
  • Identifying and prioritizing the most relevant promotional activities.
  • Timing marketing campaigns for peak engagement rates.
  • Publishing content and advertisements on the channels (email, social media, etc.) most frequented by personas.
  • Personalizing marketing automation efforts.
  • Refining copywriting to reflect improved SEO strategies.

When the personas are used correctly, personas allow firms to produce highly targeted content that leads to better responses from new and repeat clients. And there is data to prove this. According to research from Single Grain, companies who used personas saw:

  • Websites were 2-5 times more effective.
  • Personalized emails had a 14% higher click-through rate (CRT).
  • Conversion rates* were 10% higher.

Using Personas Throughout the Firm

While this article focuses on the persona for marketing’s use, once the personas are defined, they can be used throughout the project lifecycle.

  • Business Development – Personas are valuable to anyone in the firm who is client facing. From crafting one-on-one message and building rapport to understanding the persona on a deeper level allows the business developer to be better prepared to address the client’s concerns.
  • Project Delivery – Just because the firm won the project, the firm shouldn’t stop building the relationship with the client. Because of this, involve project management team members in the persona development process so that it can be tailored to the project delivery process in your firm.

Persona is the Foundation for Driving Revenue Growth

Having a deep understanding of the personas is the foundation for building a digital marketing strategy. It’s critical to driving content creation, seeking out new clients and prospects, building relationships, delivering the projects, and really anything that relates to client acquisition and retention.

This is the second article in the Driving Growth with Digital Marketing series. In this series, marketers and principals will learn how to develop a digital marketing program that is right for their firm. Sign up below to be notified when a new resource in the series becomes available.

New call-to-action

*Conversion rates can mean that someone took an action on a call to action. This can be filling out a form, clicking a link, etc.

Solve Common Problems with Deltek Vantagepoint AP Voucher Lookup

Posted by Terri Agnew, CPA on September 01, 2021

For accounting professionals, the AP voucher is the single source of truth for tracking supplier invoices. An AP voucher has information from a supplier like the firm amount that is due, terms for payment, signatures of authorized firm representatives, and more. Keeping this information up to date and correct is critical, however, errors and other changes do occur.

  • Is there an invoice that was accidentally entered twice and one needs to be voided/reversed one?
  • Was tax, shipping or another amount missing on an invoice and now it is already posted?
  • Is an entered invoice amount incorrect and need to be corrected?

AP Voucher Review image

If this sounds familiar, it’s because these are all common issues that come up in the AP world. Typically, AP associates will enter a new voucher to correct these items and then reverse or add/subtract to the value of an original invoice. By doing this, two vouchers are entered for the same invoice number, often by adding a letter or number to the original invoice number. When the invoice is paid, the associate needs to remember to select both vouchers to pay the entire correct amount of the invoice. In the case of a duplicate invoice, there isn’t a “void voucher” option like there is void check or void client invoices.

However, there is a better solution - utilize “Voucher Lookup” to edit an AP voucher easily & smoothly!

Using Deltek Vantagepoint AP Voucher Lookup

Once an AP Voucher is posted Deltek Vantagepoint, it isn’t very evident that there is an option to edit the voucher. But there is! Voucher lookup is a great tool that is not as widely used as it should be.

When using AP Voucher lookup, Vantagepoint “attaches” the new voucher detail lines to the original voucher by utilizing the same voucher number and voucher header. When the corrected voucher is attached to the original there won’t be two vouchers for the same invoice to reconcile in vendor review or select in payment processing! As a result, vendor records are kept clean!

Examples of Deltek Vantagepoint AP Voucher Lookup:

Issue 1: Whoops! Two vouchers were entered for the same invoice and one of them needs to be reversed.

Deltek Vantagepoint AP Voucher Tips Solution: Enter a new AP transaction, use voucher lookup, and reverse the original lines. This AP entry will be linked or “attached” to the original voucher, not creating a new voucher but editing the original, making a zero-dollar total invoice. The steps are as follows:

  1. Go to Transaction Center > Transaction Entry > AP Vouchers. Either start a new batch (if using batches) or a new transaction (if using single transaction posting).
  2. Select the vendor. Don’t enter the rest of the header data!
  3. Go to the top right under “Other Actions” and select “Voucher Lookup”.
    1. A list of the vouchers for this vendor will appear.
    2. Select the original voucher for the invoice that needs to be edited.
    3. In the top of the list there is a search box that can be used to find an amount, voucher or invoice number and it will search for any matches from the existing vouchers.
  4. Next, select the voucher that requires editing. The voucher header information will populate from the original voucher… this is where the linking comes in.
  5. At this point, anything entered in the voucher details below will add to the original voucher line items. If the original entry had three lines and another it added, four lines will appear in the voucher review.
  6. In this example, the original voucher needs to be reversed entirely.
    1. To reverse lines, go back to “Other Actions”, select “Copy/Reverse Lines”.
    2. Check the box in the top header row to select all voucher detail lines.
    3. Click “Reverse All”.
    4. This selection will bring these lines into the voucher detail as a negative, using the same project coding. Which is simple, FAST, and does not require re-keying of line items!
    AP Voucher 2
  7. Post voucher as usual.
  8. In voucher review, the original line items and the additional link items entered during the Voucher Lookup will appear.
  9. In this example, the overall voucher is now zero and the total lines in the voucher are 12.

Deltek Vantagepoint AP Voucher Tips

Issue 2: Need to add an additional line for tax, shipping or other charges missed on original entry?

Solution: Do all steps from above, except line 6, don’t use the Copy/Reverse function. Simply add the lines needed to add to the voucher detail. Any lines that are added will link/attach to the original voucher and add/subtract to the original voucher amount.

Issue 3: Need to correct an amount in the original voucher?

Solution: Do everything above, including Copy/Reversing Lines. It is suggested to reverse the line(s) that were entered incorrectly and then enter the correct amount so there is a good audit trail. After reversing the line(s) that were entered in error, add the correct lines in the same voucher. Every line that is reversed and/or add will still link/attach to the original voucher and add/subtract to the original voucher amount.

Solve Common Accounting Challenges with Deltek Vantagepoint

Deltek Vantagepoint does more than making AP voucher corrections easy. Need to bill a client interest on a past due invoice? Check out this mini demonstration to learn how and make sure to explore all the free Vantagepoint content available on the Full Sail Partners’ website. Additionally, Full Sail Partners is dedicated to the success of its clients. Use the image link below to contact Full Sail Partners with questions about Vantagepoint.

Reach Full Sail Partners

 

 

Join the Deltek Project Nation at Virtual Insight 2021

Posted by Ryan Felkel on August 25, 2021

Calling all Deltek users! Block your calendars for September 14 and 15 to attend the virtual Deltek Insight 2021. This gathering of Deltek users only happens once a year and always delivers the ultimate learning and networking experience for project-focused professionals. For Deltek Vantagepoint users and those that are upgrading from Vision soon, attendance to Insight 2021 should be considered mandatory for those seeking to embrace the full capabilities of Vantagepoint.

Deltek Insight 2021 logo

Aside from the added attention to Vantagepoint this year, Insight also provides industry insights and other various forms of thought-provoking content. From an inspiring keynote presentation, live education sessions led by Deltek and industry experts to engaging networking opportunities that are sure to delight, Insight has something to offer Deltek users of all experience levels. Checkout what’s planned for this year’s largest gathering of Deltek users.

Kwik Fix to Reclaim the Brain’s Full Potential

After sustaining a devastating head injury as a young child, Jim Kwik struggled with learning which made succeeding in school seem like an unsurmountable achievement. Growing up he was known as the “boy with the broken brain.” However, he was determined to not let this hold him back, and his passion for superheroes and comic books inspired him to unlock his “superhero brain.”

As the Deltek Insight 2021 keynote speaker, Jim Kwik is set to deliver an inspiration presentation focused on improving memory, reading skills, and decision-making abilities. Jim has worked with global companies such as Nike, GE and Zappos, and speaks to over 200,000 people a year. Make sure to attend this aww-inspiring keynote presentation.

Knowledge Sharing and Learning for All

With over 200 breakout sessions, this year’s Deltek Insight has something for everyone! Of these, over 40 sessions are dedicated to Deltek Vantagepoint users, and cover features and functions that support all the roles within a firm. Even more, Full Sail Partners is hosting a session specifically for firms still on Vision. The session will feature two firms, Impact Sciences and RIOS. They will be discussing their experience with the Full Sail Partners’ Vantagepoint to Vision upgrade process. Make sure to sign up early for the session.

In addition to the breakout sessions, conference attendees will have the ability to meet with a Deltek expert one-on-one for a 30-minute video appointment. Each Deltek expert is a member of the Deltek Customer Care team, Deltek Global Consulting or Solutions Engineering group. Meet the expert appointments are available on a first come, first serve basis.

Networking at virtual events seems impossible. Well for Deltek, making the impossible possible is what they do. This year, Deltek is excited to incorporate Braindate into the Insight virtual experience. Braindate provides attendees the ability to meet up virtually with other Deltek Project Nation members to have meaningful peer to peer conversations and discuss topics important to them.

Earn Deltek Vantagepoint and Vision Certifications

While many claim to be a Deltek expert, only a few have the certifications to prove it! As part of registering for Insight 2021, access to the Deltek University certification exams will be provided for free through October 28, 2021. Monetarily, this is a $295 value. Professionally, this in invaluable!

Interact with Full Sail Partners During Deltek Insight

As a dedicated Deltek partner, Full Sail Partners is sponsoring Deltek Insight and will have a virtual booth. Make sure to navigate over to the sponsor exhibit and stop by the Full Sail Partners booth to find what’s new with the Blackbox Connector, and learn how our team of Deltek consultants are helping firms upgrade from Vision to Vantagepoint. While you are there, click on the Contact Me button to receive a $25 Amazon gift card (*gift card offer is only available to Vision and Vantagepoint clients).

Additionally, Full Sail Partners will be hosting two highly interactive events during the month of September. During each event, Full Sail Partners’ consultants will give a short presentation about that day’s topic. Following the presentation, attendees will be split into small groups that have similar interests. Each group will be assigned a Full Sail Partners' expert that will facilitate a group conversation to allow participants to share and talk about their experiences. The first session will be on September 16, 2021 and will explore the Deltek Vision to Vantagepoint upgrade process. On September 23, we will explore the endless uses of workflows and even create one or more during the small group breakout sessions. Make sure to register for these interactive events today.

Project Success Starts at Deltek Insight

Last year’s Insight brought together over 10,000 members of the Deltek Project Nation as one giant virtual gathering of project-focused professionals. With everything that was offered last year, it seemed impossible for Deltek to outdo themselves in the future. But this year’s Insight is certain to set the standard for virtual conferences for all industries.

Deltek Insight 2021 image registration link

Driving Growth with Digital Marketing: What is Digital Marketing

Posted by Lindsay Diven on August 18, 2021

This article is the first in the Driving Growth with Digital Marketing series. This series will walk A/E/C firms through how to develop a digital marketing program that will raise brand awareness, capture new leads, and increase revenue.

But, before the series covers the nuts and bolts of how to do this, let’s define digital marketing, its history and how it can benefit A/E/C firms.

Driving Growth with Digital Marketing logo version 2

Digital Marketing Defined

Digital marketing is defined as any marketing that uses electronic devices to convey promotional messages and measure its impact. Typically, these marketing practices include marketing campaigns that appear on computers, phones, tablets, or other electronic devices. It takes many forms including videos, emails, and social media posts. Additionally, it includes organic content and paid content such as display ads. Digital marketing is often compared to “traditional marketing” like magazine ads, billboards, and direct mail.

The History of Digital Marketing

The term Digital Marketing was first coined in the 1990s when customer relationship management (CRM) software became a significant factor in marketing technology. Then in 1994, the first clickable banner ad went live for the “You Will” campaign by AT&T. Over the first four months of it going live, 44% of all people who saw it clicked on the ad.

In the 2000s, with increased internet usage and the birth of the iPhone, customers began to search products and make decisions about their needs online first, instead of consulting a salesperson. This encouraged marketers to find new ways to integrate digital technology into market development.

Digital marketing took another step forward in 2007 when marketing automation was developed. Marketing automation is the process by which software is used to automate conventional marketing processes. With this new technology, marketers could launch multichannel marketing campaigns based on the customers specific activities.

After that, social media including Facebook, LinkedIn, and Twitter made consumers even more dependent on digital applications in their daily lives. Now customers and potential customers expect a seamless user experience across different channels when searching for a firm’s information.

Digital Marketing Campaign Types

Digital marketing can consist of both online and non-internet channels and strategies. Common online digital marketing channels and strategies consist of:

  • Search engine optimization (SEO)
  • Search engine marketing (SEM)
  • Content marketing
  • Inbound marketing
  • Influencer marketing
  • Social media marketing
  • Email marketing
  • Display advertising
  • Pay per click advertising (PPC)

Off-line or non-internet digital channels and strategies consist of:

  • Television
  • Text message campaigns (SMS and MMS)
  • Virtual displays or electronic billboards such as at conferences or events
  • Custom apps
  • Cold calling

The Driving Growth with Digital Marketing series will go more in-depth on several of these digital marketing strategies. Click on the image below to be alerted when a new article in the series is available.

Goals for Digital Marketing

We live in a digital age, and millions of people spend most of their time on digital platforms including their computers and phones. Marketing is all about connecting with targeted contacts in the right place, at the right time, and if the contacts are plentiful online, then that’s where the best marketing strategies should be implemented.

One goal of digital marketing is to raise brand awareness. Recent trends show businesses and digital marketers are prioritizing brand awareness, focusing more of their digital marketing efforts on cultivating brand recognition and recall than in previous years. This is evidenced by a 2019 Content Marketing Institute study, which found that 81% of digital marketers have worked on enhancing brand recognition over the past year. Another Content Marketing Institute survey revealed 89% of B2B marketers now believe improving brand awareness to be more important than efforts directed at increasing sales.

Another goal for digital marketing is lead nurturing. Many A/E/C firms work with the same clients for many different projects. Because of this high rate of repeat work, the marketing goals aren’t to raise awareness to new leads, but rather, keep the firm top of mind with existing clients. Also, the sales cycle in the A/E/C industry can be long, stretching out several months, if not years. Therefore, a firm might want to stay in front of those leads between projects.

Most likely, the goals for the digital marketing program will consist of a combination of both of these for different markets and clients.

Benefits of Digital Marketing for A/E/C Firms

The agency Hinge Research conducts original research for digital and thought leadership marketing specific to the A/E/C Industry. In their 2020 study of high growth A/E/C firms, they found high growth firms are dedicating almost 27% of their revenue to marketing, and are generating 50% of new leads from digital sources.

Other benefits of developing a digital marketing program for A/E/C firms include:

  • Cost effectiveness – Compared to traditional marketing strategies such as print advertising, conference sponsorship or attendance, digital marketing is relatively low cost. Some of the digital marketing strategies only cost the time to produce the materials and the technical knowledge. Others involved purchasing relatively low-cost software and online advertising like display ads or PPC.
  • High return on investment – Because of its relatively low cost to generate new leads that could result in thousands of new firm revenue, the return on investment is very high for digital marketing. And with the proper marketing technology in place to track and attribute the marketing campaigns appropriately, it’s relatively easy to track.
  • Easier to measure – Compared to traditional marketing strategies like a print ad or conference sponsorship, with a digital campaign you can know almost immediately how it’s performing. For example, an email marketing campaign’s performance can be known within hours or the next day. The opens and clicks are a good indicator of its performance, and marketers can use that knowledge to adjust accordingly.
  • Easy to adjust – Because the performance of the digital marketing effort is known quickly, marketers will have that knowledge and can adjust other campaigns with that knowledge.
  • Easy to share – Digital marketing channels like social media posts and email campaigns can be shared with a click of a button. This helps firms create a multiplier affect and amplifies the content.
  • Precise targeting – Traditional marketing is one to many and everyone. For example, an engineering firm places a print ad in an industry publication. The engineering firm hopes that a few people who like what they see in that ad would take a positive action. Marketing over digital platforms allows for targeted campaigning. The engineering firm can now place a display ad where that ad is presented to potential contacts based on their preferences or initial action.
  • Further reach – Digital marketing gives small firms, which make up most of the A/E/C industry, the opportunity to expand their reach. Using the benefits above of low cost, precise targeting, etc. every firm that deploys a digital marketing program can play on the same field as the mega firms. A small architecture firm in Iowa can be the worldwide leader in theater acoustical engineering through digital marketing campaigns and reach theaters in Moscow or Brisbane, for example.

Propelling Forward

The A/E/C industry has often been slow compared to other industries when adopting new marketing trends. But in 2020 with the global pandemic, A/E/C firms were propelled to rapidly make changes to their marketing programs, including shifting resources to digital marketing. Knowing this, Full Sail Partners has developed the Driving Growth with Digital Marketing series. In this series, marketers and principals will learn how to develop a digital marketing program that is right for their firm. Sign up below to be notified when a new resource in the series becomes available.

New call-to-action

Significant Technology Trends Discovered in the 42nd Deltek AE Clarity Study

Posted by Ryan Felkel on August 11, 2021

With the uncertainty of 2020 behind us, many AE firms are optimistic about the future and expect that investment in new technology will likely remain consistent. While a great number of firms are still in the early stages of moving to the cloud and making investments to support a mobile workforce, smaller tech savvy to large-sized firms have already implemented these technologies by 2021 and are seeking out IT solutions that improve project delivery and ultimately their bottom line. According to AE firms that participated in the 42nd Deltek Clarity study, adopting new technologies to support firm growth and client needs is a priority, however, selecting which technologies will produce the desired results and provide a noteworthy return on investment seems to be a challenge.  

Deltek Clarity study logo

Clarity on Technology Trends for Small Firms

Small AE firms, those with less than 50 employees, reported in the Deltek Clarity study that investments in new and emerging technologies will likely see a reduction. Likely, because many of these firms made larger than expected technology investments in supporting the needs of a remote workforce to ensure business continuity during the pandemic. Therefore, many of these small firms are refocusing efforts and spending on revenue generating resources.

Furthermore, small firms typically have smaller budgets for all departments across the board. As a result, they tend to invest in new technologies that are usually more affordable and easier to deploy firm wide. Which brings up another key finding from the Deltek Clarity study – limited internal IT expertise. Small firms and even medium-sized firms both noted that one of the largest challenges with adopting new technologies is having internal experts to help navigate the sea of technology options that serve different and unique purposes. Even more, some firms are likely unaware of which operational processes can be improved with the assistance of technology.

Medium-sized Firms Looking to Go Big

AE firms with 51 - 249 employees, commonly referred to as medium-sized firms, indicated in their responses to the Deltek Clarity study that they are eyeing big data and artificial intelligence (AI) for future technology solutions to support their organizations. However, only 18% of firms reported having an actual plan in place. With a large percentage of firms citing the aforementioned and seemingly consistent theme of lacking internal champions to identify and thoroughly vet new technology. Overall, medium-sized firms as a whole are continuing to straddle between implementing less expensive and simpler technologies with big aspirations to embrace and invest in emerging technologies large firms are already utilizing.

Large Firms Seek Clarity with Big Investments

Large AE firms, defined as having more than 250 employees, will always lead the AE industry when it comes to adopting the latest and greatest technologies since they generally have larger budgets and the ability to spend. As such, larger AE firms that participated in the Deltek Clarity study stated they are continuing to move forward with making large investments in emerging technologies like geolocation, big data and data science with no indication of slowing down. More importantly, large firms revealed in the Clarity study that they have less of a challenge with employing internal technology experts that can provide guidance on future technology investments that are aligned with the needs of the firm.

Similarities Deltek Clarity Identified for All Firms

According to the 42nd Deltek Clarity study, firms of all sizes have some shared challenges regarding technology initiatives. Unsurprisingly, data and cybersecurity lead the way like previous years and will likely continue to be the leading concern for AE firms well into the future. An encouraging finding in the Clarity study is the common strategy all firms are taking to mitigate these risks, with nearly half of respondents stating they are implementing new security policies and protocols. Even more, thirty-four percent of respondents said their firm is planning to outsource their IT administration and infrastructure. Although there are no fail proof safeguards against a cyberattack, being proactive can certainly reduce the risks which is what firms are trying to accomplish.

Do More with Technology and Deltek Clarity

One thing is clear from the Deltek Clarity study, AE firms of all sizes will have to continue to invest in technology just to stay competitive. For small and medium-sized firms that indicated they lack internal experts to help make technology investment decisions as a challenge, maybe they need to consider enlisting the assistance of a company that specialize in the technology needs of AE firms to help with these choices.

Lastly, big data and data science are quickly being adopted in the AE industry. As a result, AE firms will begin to see new technology solutions specifically tailored to meet their needs being brought to market over the next few years. Which adds more complexity for firms when it comes time to decide which technology solutions they should pursue in the future.

Link to download the 42nd Deltek A&E Clarity Report

Business Intelligence Users Can Visualize More with Entrinsik Informer 5.4

Posted by Timothy Burns on August 04, 2021

Seeing is believing, and with Entrinsik Informer, many different types of professional services firms already have the ability to quickly visualize and analyze data to make informed business decisions. Informer, a highly ranked business intelligence (BI) solution, allows users firmwide to create customized dashboards and easily drill down into the data pertaining to their specific department and role to find the answers to questions or get status reports on areas of concern.

Informer BI logo

So much insight can be gained already using Informer. However, with the latest release of Entrinsik Informer 5.4, employees at professional services firms now have new and improved features to improve data visualization.

Enhancements with Informer Template Creation

Templates are an exciting new feature in Informer 5.4. Templates are custom formatted outputs using HTML coding. This allows total pixel-perfect control over the end product. The template code is in HTML, but being an HTML expert is not required. Many users of the Informer business intelligence tool have little or no HTML experience when they first start. Some even creating a template in less than a day.

Using the data that resides in a firm’s Deltek Vision or Vantagepoint system, firm employees are able to customize the final output into almost any format. The first step is to get the data organized into datasets so that it is easily available for the template. Then it is simply creating the template in the format the user wants.

Within the template, logical formulas can be applied. For example, if the invoice on an accounts receivable (AR) statement is past due, it can be shown in yellow highlight, or if survey is checked in an opportunity, specific survey language can be inserted into the agreement that is being sent to the client.

Additionally, users will be able to create a CSS (Cascading Styles Sheet) for templates to standardize the firm’s output and have logos readily available. Even more, there is also a way to save those commonly used expressions, so it is not necessary to retype every time.

Some of the uses for the templated output are:

  • Client Agreements
  • Compensation Reports
  • Financial Reports
  • Project Status for Clients
  • AR Statements
  • Custom Invoices
  • Governmental Reporting (DOT reports)

Once a templated output is set up, it is repeatable and can be shared firm-wide with the appropriate staff.

New Ways to Look at Data

Informer 5.4 also offers different ways to visualize data. Within the Informer 5.4 visuals tab, new visualization charts are available, heat maps and spider charts, which allow fresh perspectives to analyze important data.

A heat map is a graphical representation of data where values are guided by color accent with the deeper the shade, the higher the value. Heat maps are a great way to see concentrations in the data and are really useful if there is a lot of data to manage. In this example, at first glance, the color variations easily indicate the different values and can guide evaluation.

Informer heat map chart example

A spider chart, by comparison, is a helpful way of showing outliers. For example, a spider chart may show employees with the highest or lowest utilization. By viewing the chart, it is apparent that Mary Best is exceeding her utilization target, while Michelle Beien, Moshen Farsi, Leia Skywalker and Geoff Smith are not.

Informer spider chart example

See More than Before with Informer 5.4

The Entrinsik Informer 5.4 release was developed to improve how users can take their BI further and visualize their data so that better and quicker decisions can be made. With this newest release, users of Informer across the firm will have even better options for visualizing their data. And, going into the future, as BI needs continue to evolve so will Entrinsik Informer to meet them.

New call-to-action

Effective Employee Feedback to Coach a Winning Team

Posted by Tasia Grant, PHR on July 28, 2021

Imagine being the head coach of a promising basketball team that with the right guidance can be league champions year after year. However, that is a rather ambiguous statement. What is the right guidance? Who is the coach? Even more, what does basketball have to do with professional services firms? Wow, those are some great questions.

Satisfaction face illustrations on chalkboard

For a coach of a team, it is his or her job to guide the players and instruct them on how to make the best use of each individuals talents to win each game. Similarly, a manager at a professional services firm is the leader of the team of employees that contribute to successfully completing a project. And as a coach or manager, recognizing underperforming players, improved or exceptional players, and how often recognition is needed can be difficult. Most importantly, the coach or manager of the team is ultimately responsible for wins and losses. Therefore, to be a great team leader, understanding how to effectively use feedback is critical to the success of the team.

Three Points for Negative Feedback

 

Ignoring shortcomings or less than desired performance and failing to address these concerns with employees is a common problem with managers. It is human nature to want to avoid potentially negative situations. But, is it okay to ignore that number 6 keeps missing three pointers? If so, this mindset and practice are contributing factors to why low performers continue to make errors, fail to meet expectations, and show a lack of improvement.

 

Managers avoid these conversations throughout the year because of the misconception that negative feedback is not as purposeful or as acceptable as positive feedback. Both managers and their reports can dread these conversations, and as a result, the managers defer to the annual performance review to address any grievances or concerns, assuming that the employee will expect it all at that time anyways. As a result, managers are doing their low-performing employees a disservice with this practice which does not foster a culture and environment to help their employees to win. Which is essentially like waiting till the end of the game before telling number 6 to give up on the three pointers.

 

Slam Dunk for Positive Feedback

 

Higher performers who anticipate annual raises and promotions often look forward to annual performance reviews. This confidence is not always instinctive or due to self-evaluation. In reality, it is because high performers often experience random, spontaneous praises and recognition for both small and large accomplishments, which creates positive affirmation. Similar to LeBron James, the crowd cheers we he sinks hoops, roars when he slam dunks, and celebrates his championships.

 

Unlike negative situations, it’s in peoples’ nature to seek out opportunities to praise others for their successes like fans in the stands cheering and screaming for every big play. Therefore, informal and formal recognitions of achievements tend to happen more often and spontaneously which provides continuous affirmation to high performers. But, not every team has a LeBron James, and even King James himself needs feedback from his coach to be a better team player.

 

Using Quarters and Timeouts for Effective Feedback

 

In basketball, imagine if, throughout a game, a coach witnessed one of their players missing passes, missing shots, failing to intercept…and not just failing to perform at his or her highest potential but in fact, performing below standard…not even meeting expectations. Would it be fair to the player or the team for the coach to wait until the end of the game to give the player feedback, pointing out all the player’s deficiencies? By then, it would adversely affect them, make them defensive or hyper focused on every misstep, ultimately leaving them feeling that losing the game was their fault.   

 

On the contrary, imagine if the coach addressed the player’s performance obstacles when they first noticed them and brought it to the player’s attention to ensure they were aware and determine if outside factors were contributing to the change in performance. Then, strategized with the player providing them with the guidance and knowledge to succeed. This sends the message to the player that they are valued, that the coach believes in them, and most importantly that they are still in the game, giving them the incentive to try harder to win!

 

Well, why wait till the end of the year or the end of the project to address areas of improvement or to recognize their achievements? Like a basketball game, managers need to find more frequent intervals to have formal one-on-one employee feedback sessions than the typical yearly review. Additionally, managers need to know when to call a timeout to address an employee’s shortcomings or celebrate an employee’s or the entire team’s achievements. Just as important, make sure to soften the blow negative feedback can have by sandwiching it between positive feedback.

Link to performance management webinar

5 Ways Deltek Vantagepoint Simplifies Billing, Time, Expense, and Transaction Entries

Posted by Theresa Depew on July 21, 2021

Why do project-based firms struggle with billing, time, expense, and transaction entries? Simply stated, firms lack the systems to support the unique challenges of professional services firms. Accounting professionals at project-based firms depend on the timely billing of their projects for the success of their firms’ bottom line. By streamlining accounting processes with Deltek Vantagepoint, project-based firms can increase cash flow and profitability.

Deltek Vantagepoint logo

1. Efficient Entering of Timesheets and Expense Reports

Using Deltek Vantagepoint, project-based firms can reduce the time it takes for employees to enter timesheets and expense reports using the Time & Expense Mobile App. Using the Vantagepoint Time & Expense App, employees can submit timesheets and expense reports while travelling. As a result, there is no more waiting until employees are back in the office to scan receipts; just snap a picture on a mobile device and the app will use intelligent character recognition (ICR) to start the expense line. Now, submitting and approving time and expenses on the go is simple which reduces the burden for employees as they enter time and expenses. Ultimately, this improves the process of client invoicing.

2. Improved Firm Cash Flow with Document Management

Project-based firms can improve their cash flow with Deltek Vantagepoint by speeding up the invoice process with document management. Within Vantagepoint, users can utilize the database to store receipts and AP Invoices by attaching them to each transaction. Additionally, they can utilize billing terms to include back-up documentation with the client invoice which greatly reduces the time it takes for billers to search and copy all supporting documentation that needs to be sent to the client.

Another added bonus of a virtual document management solution within Deltek Vantagepoint is that there are no more piles of papers needing to be recycled. If receiving AP invoices electronically or journal entry requests via email, there is no need to print; simply save and attach in Vantagepoint. Documents can be attached in AP vouchers, expense reports, units and journal entries. Vantagepoint is bringing firms a lot closer to a paperless and remote-working world!

3. Digitized Client Invoices Speed Up Billing Process

The interactive and batch billing tools in Deltek Vantagepoint digitize the client invoice process which speeds up the billing process and shortens average collection time. Vantagepoint allows billers to submit draft invoices electronically and use saved searches in batch billing to group invoice by project manager, principal, or by invoice approver. The billing tools notify invoice approvers electronically that a draft is ready for review, and approvers can use the draft invoice approval feature to mark-up and enter comments using the new PDF editor function.

Approvals also happen electronically with no more paper approval or emails to keep track of any longer. The system will keep an approval audit trail, and billers can see all comments and mark-ups made to drafts in Interactive Billing. Billers make the changes and produce the final invoice in either Batch or Interactive Billing. Ensuring all firms have a billing contact, invoices can be emailed, with back-up attached, directly to the billing contact out of the database.

4. Reduced Manual Data Entry with Workflows and Approvals

With Deltek Vantagepoint, leveraging workflows and approvals streamline transaction processing, and reduce manual data entry. Vantagepoint users can utilize electronic approvals for timesheets and expense reports. Furthermore, approval workflows are flexible and can accommodate many steps if needed, and approvers can approve timesheets and expense reports anywhere by using the mobile app. The accounts payable workflow provides an electronic approval audit trail and document management within the database leaving no stacks of papers. Even more, the absence request workflow allows managers to keep track of each employee’s schedule which helps with ensuring coverage on projects when needed.

5. Streamlined Repetitive Tasks Using Recurring Transactions

Recurring transaction entries can be done to streamline repetitive tasks for Deltek Vantagepoint users. Utilizing recurring transactions in Deltek Vantagepoint will reduce the time it takes each month to enter the same transaction. Additionally, using transactional imports for multi-line transactions will ensure accuracy and allow more time for other tasks.

Save Time, Save Paper, Save Money with Deltek Vantagepoint  

Interactive billing, automation, and leveraging workflows means less wasted time and more time to focus on the bottom line. These features are all available with Deltek Vantagepoint, and with this intuitive solution, managing billing, time, expense, and transaction entries becomes that much easier saving firms lots of money. Not to mention so many trees! Don’t forget to check out the other features offered to users by Deltek Vantagepoint.

Link to webinar about Vantagepoint 4.0

6 Marketing Trends That A/E/C Firms Shouldn’t Ignore in 2021

Posted by Lindsay Diven on July 14, 2021

As 2021 comes through its halfway point, it’s a good time to take pause to see what marketing trends are emerging for A/E/C firms. One thing that 2020 did for A/E/C marketing was accelerate the strategies marketers have wanted to bring from other industries. Highlighted here are six marketing trends A/E/C firms shouldn’t ignore in 2021.

modern AEC digital marketing trends

1. Increased Leads from Online Sources

High growth A/E/C firms generate half their leads from online sources according to a Hinge Research study. They looked across the entire industry and found that 50% of new business leads were generated from digital sources including website, email, social media, and digital advertising.

The report goes on to say that a third of high growth A/E/C firms report having mature marketing and sales software automation strategies in place, which make their digital lead generation more efficient.

This can’t be ignored. Marketers should be leading these marketing efforts and making sure the backend systems are in place to track and attribute the leads appropriately.

2. Hybrid Asynchronous Events Will Flourish

2020 was the year of Zoom meetings and virtual events. While there will continue to be a place for these types of events, they will become more hybrid. An example of this was the SMPS Southeastern Regional Conference. About 150 people attended the in-person live event in Nashville, TN while another 100 attended the virtual event during the same time.

Marketers will be tasked with finding ways to engage with their prospects with this type of event through multiple means. Often times, this is showing up in the chats of the video replays during the virtual portion while someone else attends the in-person event. Or, savvy marketers will create their own virtual experience dovetailing the organized hybrid events. Think about how private, in-person client dinners the night before a traditional conference can be transformed into a virtual experience.

3. The Emergence of Community Marketing

Speaking of hybrid events…the large industry event where all firm clients are in one place might be gone for a long time, if not for good. Most, if not all, annual conferences went virtual in 2020. But these large annual conference hosts are finding other ways to support their industries. Rather, the organizers are developing smaller, intimate, and more topical gatherings – both online and in-person.

Take for example, CXps. This once annual conference has transformed into a multi-day online experience with six, smaller regional events.

Marketers can help their subject matter experts by preparing them to be active contributors and bring practical value to the more intimate gatherings.

4. What’s Old is New Again – Email Marketing

While we might be tired of getting emails, the data doesn’t lie. Email marketing isn’t dead and isn’t going anywhere anytime soon. According to Full Sail Partners’ own research, 20% of respondents increased their email marketing efforts and another 8% started email marketing during the past year. And, a HubSpot study found that roughly 80% of marketers have reported an increase in email engagement over the past 12 months.

This is probably the easiest marketing strategy to begin for A/E/C marketers. Many firms have a database full of contacts and prospects through the normal course of doing project work and regular sales and marketing interactions. And, many A/E/C firms already send out a holiday card or other types of email promotions. Email marketing is a no-brainer then for distributing the content the firm is already creating and publishing to blogs and social media.

5. Content Repurposing

One of the biggest challenges marketers face is to get good content from their technical staff, and many of these strategies rely on value-packed content. Quality content is essential to drive traffic to a firm’s website, to engage on social media, and to send in email marketing. Repurposing content is the proactive process of reusing all or a part of an old piece of content to expand its reach. It’s really about doing more with less content. And, target audiences have different learning methods. Some like to listen or watch while others like to read. Repurposing the same piece of content ensures that all preferences are being met while needing less original content from technical staff.

For example, take one long blog article and repurpose it into a few short YouTube videos, an audio file, several social media graphics, or a slide deck that can be shared on LinkedIn. A series of blog articles can be packaged into a whitepaper that visitors to a firm’s website can download after entering their email address.

6. Increased Investment in Martech

All of the previous trends have one thing in common – the need for integrated, marketing technology (martech) solutions. This new technology is not only critical for the deployment of these strategies, but for the tracking and proper attribution to the appropriate strategy. And, it’s not just the purchase of the software but adequate training for both the marketers and the end users to understand the importance of using the software correctly. When marketers get the software and the usage correct, then they can start tracking and reporting. This step is critical for both marketers and firm leadership. Marketers can quickly determine what’s working and what’s not and adjust, and firm leadership can see what their return is on the marketing investment.

Stay Abreast of Marketing Trends

While 2020 was a year no one wants to revisit, it did accelerate many trends that A/E/C marketers have been trying to implement for years as noted in the 42nd Deltek Clarity report. This tipping point will change marketing in the A/E/C industry like nothing else. While only six marketing trends have been presented here, it’s not exhaustive. Though every A/E/C firm is unique, all should stay abreast of these current marketing trends for 2021 and those moving forward.

Image button to hear from email marketing experts

42nd Deltek A&E Clarity Study Finds Business Development Embraced New Strategies

Posted by Ryan Felkel on July 07, 2021

Overall, the majority of respondents to the Deltek A&E Clarity study shared an optimistic view about opportunities and growth potential in coming years. Conversely, the long-term effects of the global pandemic did shock the industry with handshakes and face-to-face meetings becoming collateral casualties. As a result, the loss of these interpersonal connections was far greater and impactful than many could have imagined, and this sudden mandate and frankly need to socially distance inevitably left its mark on the way people interact and nurture relationships. As a result, this year’s Deltek A&E Clarity results are that much more significant as they shed light onto the future of A&E business development tactics that firms have embraced and will likely continue to utilize well into the future.

Deltek Clarity Report logo

Top Three Business Development Challenges

Finding time to nurture client relationships seems to be a list leader year after year for the A&E industry. However, the number of respondents that listed this as a top challenge grew five percent from prior years. Increased competition is second on the list with 22% of respondents putting this as their top BD challenge. While the third top challenge was identifying new prospects, with 15% of respondents listing this as their top challenge.

Interestingly enough, 14% of respondents indicated that their firm’s business development model has dedicated BD staff, 39% have a seller/doer model, and the remainder a combination of both. Even more, firms reporting having a formal business development process declined from previous years. Identifying the exact correlation on how these different BD models and lack of processes impacts these top BD challenges is difficult to measure, however there is with some certainty a direct relationship.  

Bidding to Winning

This year’s Deltek A&E Clarity study found that more firms are employing a formal go/no go process with an increase to 75.7% with 51% stating they use a formal process for all opportunities. For firms not using a formal go/no go process, 25% are considering implementing one in the future.

For small and medium A&E firms, proposal win rates decreased by nearly two percent from last year while large firms had an increase of almost two and a half percent. On the contrary, firms of all sizes saw an increase to their capture rate with a cumulative increase of three and half percent. These differences between win rate and capture rate can be attributed to the type of work firms are pursuing and the use of a more strategic go/no go process.    

Deltek Clarity on A&E Marketing Techniques

Respondents to the 42nd Deltek A&E Clarity study indicated that they predict traditional marketing techniques like in-person trade shows and exhibits, and public relations initiatives will see a sharp decline in utilization with a transition to more modern techniques. Specifically, firms stated they will increase the use of client-specific marketing, social media, thought leadership and content marketing as the core to their overall marketing strategy. This is not to say that trade shows will be abandoned, but these will likely become more virtual and/or hybrid versions which can reduce their benefit and importance to A&E firms. Overall, it’s encouraging that A&E firms want to adopt more modern marketing techniques, but their willingness to make significant investments into these changes has yet to be seen.  

Deltek Clarity on the Future Outlook and Forecast of A&E Industry

Small firms expressed a bullish outlook when reporting on their revenue growth forecast while medium and large firms expected to experience gains in the coming years. When asked to look further out to nine years, respondents expected to see growth of five to six percent in most years indicating there is still some level of uncertainty in the market, but still being sanguine there will be an upward trend in the years to come. Generally, A&E firms are optimistic about the markets they serve and believe they will be able to increase their position within them.

Significant Deltek Clarity Business Development Findings

In summary, the 42nd Deltek A&E Clarity study found that firms are going to need to continue to rely on passive sources for new opportunities which will require nurturing existing client relationships to win more work from them and to gain referrals as well. Firms will also need to embrace business intelligence tools and strategic business development models and processes to remain competitive. Additionally, the pursuit process itself has changed and became more virtual and digitized. As a whole, A&E firms have recognized the need to revolutionize their business development strategies if they want to remain relevant and viable in the future.

Understanding the full business development findings of the 42nd Deltek A&E Clarity study truly requires comparing the results to one’s own firm. Make sure to download your free copy and use the Clarity Scorecard to benchmark your firm.

Link to download the 42nd Deltek A&E Clarity Report

Reduce Data Analysis Time: Exception Reporting for Exceptional Professional Services Firms

Posted by Sarah Gonnella on June 30, 2021

In the professional services industry, reporting is key. The common complaint amongst professionals is they don’t have time to analyze the data, since they need to just get the job done. Time is always of the essence, but true efficiency incorporates being proactive and taking the time to evaluate the data and determine what to pay attention to or worry about. This is where exception reporting comes into play. 

Many times, though, professionals aren’t really aware of the robust capabilities of exception reporting and how it can save firm leaders and employees valuable time. Oddly, there seems to be some disconnect about the real benefits of exception reporting to their firm’s bottom line.

Reports and Graphs

What is Exception Reporting?

Simply put, exception reporting can indicate a red flag to a business. Within the professional services industry, it is especially important to receive exception reporting related to projects and people. An exception report can be a report, alert and/or dashpart that notifies a user, department, or business about data that is outside of a defined expectation of what is typically acceptable. This notification indicates action should be taken. With an ERP or business intelligence system, exception reporting can be programmed to highlight parameters of values that appear outside of a defined criteria range. 

Why Use Exception Reporting?

With growing professional services firms, the more projects a firm wins, and the more employees hired, means managing more projects and employees. Anyone in the professional services industry knows that there is no such thing as a perfect project. Whether managing projects or employees, it’s important to know what needs closer attention and when to adjust a project or processes. With the ebb and flow of projects and availability of resources, those adjustments can come at any time. When done right, exception reporting can ensure a firm is addressing potential problems or weaknesses before they wreak havoc on the bottom line. 

What Are Examples of Exception Reporting for Professional Services Firms?

Exception reporting can be simple or more in-depth for professional services firms. Below are some examples of the most commonly used exception reports along with some that are less common, but highly effective within the professional services industry.

Identify Unsubmitted Timesheets with Ease

Having timesheets completed on time allows for timely billing and improved cash flow. Additionally, having the ability to list the staff who have worked less than expected hours for a selected time period lets managers know who to focus their efforts on and helps avoid mass emails to the entire company. Below is an example within Deltek Vantagepoint. Managers can identify which of their employees need to receive notifications or reminders and can quickly send one. Accounting and principals will also find it helpful to know which managers are underperforming. Additionally, business intelligence tools, like Entrinsik Informer, can provide insight in a visual way to alert those department managers who have the most employees slacking on their timesheet.

Deltek Vantagepoint Unsubmitted Timesheets - Floor Check

Draw Attention to Accounts Receivable (AR) at Risk

Accounts receivable “at risk” refers to the likelihood that a client or project is beyond the expected timeframe. For some firms, this may be 45 days and others may deem more than 60 days as being unacceptable. The longer the DSO (days sales outstanding) cycle, the more likely a business is offering credit to its clients. The longer the bill goes unpaid, the more likely a firm may not collect 100 percent of what is owed. Providing accounting, project managers and principals a list of “at risk” accounts allows a firm to focus just on those that are beyond the normal threshold. 

A project manager might be managing 50 projects. With an exception report, the PM can quickly see that they have 10 projects that need attention related to AR. For accounting and principals, an exception report may be one showing which project managers, principals or divisions have the most AR “at risk” to narrow down individuals or groups that need further attention.  

Entrinsik Informer At Risk AR

Resource Allocation Balancing

Another example of an exception report is one providing management information to demand the resources they need. With a resource allocation report for a project-based business, it outlines competing priorities required to execute on projects. It provides those overseeing projects the ability to determine who is over and underutilized allowing them to readjust those out of balance to maximize the effectiveness of the firm’s resources.

Deltek Vantagepoint Resource Allocation ReassignmentSpotting Projects in Trouble

A projects in trouble report is another exception report that identifies variances from the plan or project data. This type of report identifies the reason(s) a project may potentially be in trouble. The Blackbox Connector for Entrinsik Informer has an out-of-the-box BI reporting solution that can report on common reasons a project may be in trouble and includes:

  • Over budget or approaching budget
  • Low gross margin ratio percentage
  • AR is at risk or getting old
  • Percentage of time used is beyond expected days
  • Actual hours exceed budget
  • Low expected revenue
  • Project past expected completion date
  • No current activity

4 Entrinsik Informer PMs with Potential Projects In TroubleProject Feedback to Manage Expectations

Listening to feedback from clients about a project is essential to ensure project success. Projects require adjustments along the way and the best way to ensure a project is meeting client expectations is to provide a method for clients to provide quick feedback. The most effective method for professional services firms we have seen is the Client Feedback Tool by Client Savvy. This electronic feedback is quick, effective, and provides indicators when someone records a low score. As a result, an exception report alerts the team and leaders that follow-up is required, and potential mentoring of their employees is needed.

Client Feedback Tool Surveys Needing Follow-upReduce Employee Turnover with a Burnout Report

In professional services firms, a commonly used phrase is “our employees are our greatest asset.” This is true for so many reasons as they are often the primary contact with our clients. They also have the project knowledge as well as the technical skills required for project success. Having to replace an employee on a project costs time and money and can potentially result in a poor product or project delays. Ensuring that employees are maintaining a work life balance goes a long way to keeping productive staff. Providing executives and managers an exception report on identifying employees that may potentially be burnt out can help reduce turnover. In a burnout report, criteria might include employees that have:

  • Not taken PTO in the past 6 months
  • No PTO scheduled for the next 6 months
  • Consistently working more than 8 hours a day

Entrinsik Informer Employee Burnout IndicatorBeing Proactive with Exception Reporting Adds to Bottom Line

Training project managers, principals and teams on project details to look for across the board is essential. Exception reporting is a great way to quickly identify variances between what is expected and what is happening to help identify potential issues sooner. Utilizing business intelligence like exception reports offers firms the chance to proactively make adjustments and reduce data analysis time. Exception reporting can be a positive thing to help achieve better processes or avoid costly issues and should be a part of professional services firms’ operational strategies.

Key Performance Indicators

Preview: Email Marketing Trends for Professional Services Firms Survey Results

Posted by Lindsay Diven on June 23, 2021

In May 2021, Full Sail Partners conducted its first-ever email marketing trends survey. We wanted to gain insight as to how many firms have fully embraced email marketing as a proactive marketing strategy. And, if the effects of the worldwide pandemic, when many face-to-face meetings and conferences have been canceled, adjusted firms’ email marketing strategy and results.

Email Marketing

General B2B Statistics

Before the results from the Full Sail Partners’ survey are previewed, let’s take a look at some other statistics focused on email marketing and business to business (B2B) marketing strategies.

  • Billions of emails are sent every day. 306 billion to be exact. And, according to The Radicatti Group, that number is expected to reach 361 billion by the end of 2024.
  • Email helps you reach your clients as fast as possible. With the popularity of social media, you might think it has overtaken email as the fastest way to reach new and current clients. But the truth is that 21% of opened emails are opened within the very first hour of delivery.
  • In the annual research conducted by Content Marketing Institute in 2020:
    • 85% of B2B organizations use email marketing software to assist with content marketing
    • 81% of B2B organizations use email newsletters as part of their marketing strategy
    • 87% of B2B organizations use email to distribute their content
    • 90% of B2B organizations used email engagement as the top metric to measure content performance
  • That same research also found that email is the most reliable channel for nurturing leads to sales throughout the funnel.

Email Marketing Trends Survey Results Preview

So how do the responses from our email marketing trends survey compare to some of the national trends? Full Sail Partners invited our clients, prospects, and partners to complete the survey. The invitation was sent via email and shared on our social media channels.

Survey Demographics

The survey responses were from firms that provided mostly either engineering (41%) or construction (28%) services. Half of the responses were from firms that had either 1-50 (36%) or 51-100 (25%) employees. The other half of the responses broke down into the following: 101-500 (29%), 501-1000 (2%), and 1001+ (8%) employees.

Full Sail Partners is a Premier Partner for Deltek Vision and Vantagepoint. So, one of the questions asked if the firms responding were users of either software. Of the responses, 40% are either a Deltek Vision or Vantagepoint user, 58% were not users, and 2% said other. The one “other” response indicated that they are currently using another CRM software system.

Overall Firm Marketing Strategies

Before we asked about email marketing strategies, we asked respondents what marketing channels their firm currently uses. They could respond with multiple answers. The top three marketing channels included website, social media, and email. This seems to be consistent to the other independent research noted above.

Email Survey Image 1

Today’s Email Marketing Strategy

The survey also wanted to gauge how professional services firms are using email marketing today. We asked questions including goal/purpose for email marketing, frequency, type of email campaigns, and how the firms track success of their email marketing efforts. These were asked in a combination of quantitative and qualitative questions.

The biggest goal/purpose for email marketing is for brand awareness (41%) with lead nurturing well behind at 26% of the responses.

Email Survey Image 2

The main types of email marketing campaigns sent by the respondents included regular newsletters (33%), highlight emails (23%), and promotional emails (23%).

When asked for a brief overview of the firm’s email marketing strategy, objective responses ranged from simple holiday greetings to organized targeted campaigns. Some of the consistent qualitative response themes include:

  • Holiday greetings
  • Announcements such as new hire, employee promotions, new office, or office move
  • Sharing content produced by the firm like blog articles
  • Teaming and bid opportunity alerts to contractor and subcontractor lists
  • Event invitations around either webinars or attending conferences/tradeshows

Email Survey Image 3

When asked how frequently email campaigns are sent, nearly half of respondents send their email campaigns quarterly (46%) with another 21% sending monthly. Some of the other responses included bi-weekly sends as well as sending depending on specific promotions.

Email Survey Image 4

Email Marketing Changes Due to Pandemic

Another reason for conducting this survey was to gauge how email marketing strategies and engagement have changed, if at all, during the pandemic. Since the beginning of the pandemic, many face-to-face meetings and conferences have been canceled or transformed into virtual events. Staying in front of clients and prospects is critical for maintaining relationships for professional services firms. And, email marketing may be one way the pandemic has affected this.

First, we wanted to know if the firms’ email marketing strategy changed during the pandemic. Nearly half of the responses said their email marketing strategy DID NOT change (45%) while 20% indicated that they did increase the amount of email marketing efforts during the pandemic. Interesting is that 23% of the responses were not doing any email marketing before the pandemic and still haven’t started.

Email Survey Image 5

Next, we wanted to gauge the results of the firms’ email marketing efforts during this past year, regardless of any changes to their email marketing strategy. According to the responses of this survey, the majority said that everything has stayed about the same (38%). However, 18% did say that their email engagement has increased.

Email Survey Image 6

What’s Next

This is just a preview of the email marketing trends for professional services firms’ survey results. More results and recommendations will be shared on the June 30, 2021 webinar. During that webinar, Full Sail Partners along with a very special guest will be talking about:

  • Why email marketing is a must-have for professional services firms,
  • What’s working right now for B2B firms,
  • How to get started in email marketing,
  • Resources available from Full Sail Partners and SubjectLine.com

To register for this free webinar, click the image below.

Image button to hear from email marketing experts

Why Should You Join the CXps Community?

Posted by Full Sail Partners on June 16, 2021

Simply stated, strong client relationships are fundamental for thriving professional services (PS) firms. Therefore, proactively creating a positive client experience (CX) should be at the core of a PS firm’s mission. As simple as this effort may seem, many firms fall short in terms of meeting client expectations which inevitably becomes detrimental to their bottom line. However, there has been an influx in forward looking PS firms that are now dedicating resources to CX.

With this rapid growth and interest in CX for PS firms, the creation of a community dedicated to connecting likeminded individuals and firms has risen. CXps is the only client experience association dedicated to professional services firms. What once began as an annual conference has now evolved into so much more. The CXps community is now a nationwide network that offers monthly virtual meetups, regional in-person events, a rapidly growing library of CX content and so much more.

CXps community logo

As a client-focused firm, Full Sail Partners is a dedicated partner of the CXps community with several members of the staff actively participating in the network and others joining this year. Furthermore, the 2021 CXps annual conference was hosted virtually from May 25th to May 27th. During this year’s annual conference, trends and ideas were presented and breakout sessions allowed attendees to collaborate and share their perspectives. Additionally, Ryan Suydam with Client Savvy discussed the evolution of the CXps community and the future outlook of this rapidly growing network of CX professionals. If you are wondering what you missed, here’s what some of the Full Sail Partners’ crew members had to say about the CXps annual conference and community.  

“As a CXps newbie, I learned a lot!”

As a first timer, I have long understood the necessity for firms to ensure a good client experience, however the 2021 CXps virtual conference was the first time I was introduced to the idea of firms actually focusing on the concept of CX in their overall business strategies. During the small group breakout sessions, I was able to discover several things about CX. First, firms appear to always be seeking to increase profits whether they consider themselves to be mission, vision or purpose driven, therefore CX is significant for that reason alone. Next, that employees, no matter what level, need to have a good employee experience (EX) in order to facilitate a good CX. We also learned that a great story about a positive experience goes a long way in CX and encourages both employees and clients to be loyal to the firm. Attending this virtual CXps conference offered me new insight and perspective on the real complexity of CX.

              Jennifer Renfroe, Marketing Associate

“The CXps conference is one I look forward to every year!”

The Client Savvy team did an excellent job revamping the traditional conference format into a truly virtual experience. In this experience, you worked hands-on with a community of peers to build your CX program together.

One session of the conference took us through making the business case for a CX firm initiative. We were inspired by Ryan Suydam to “win the heads” of our firm leaders to begin a CX program. Then we broke into small groups to discuss the challenges/opportunities of how a managed CX program can create value for our specific firm. We were provided a list of different options that ranged from easier ones like pricing our work to value, not market, and reducing non-value-added project work to more advanced methods like increasing share of wallet with clients and measuring client lifetime value. We were asked to pick one or two ways we can demonstrate the value that a managed CX program could provide.

During another session, we were challenged to “win the hearts” by using stories. Our firms have dozens of stories like the one great story of how a client was won or kept through extraordinary conditions. Andrea Mac from Prequal, LLC showed us how CX stories can optimize the value of client experience initiatives among colleagues and leaders. Again, we broke into peer groups to begin developing our story element library and how to use them.

The best thing about the CXps virtual experience was that it took somewhat nebulous ideas of client experience and put a framework and system around it. And, when you can do that, it helps A&E firms develop and grow a proactive and thoughtful client experience program at their firms.

Lindsay Diven, CPSM, Blackbox Connector Sales and Marketing Manager

“Being a member of the CXps community gives you access to a wealth of knowledge!”

I’ve been participating in the CXps community for over a year after joining the 2020 annual conference. My first conference and the 2021 conference were both outstanding with great presenters. Whether it was your first time being exposed to CX concepts, or if you are a seasoned CX veteran, the conference has an incredible depth of knowledge for all experience levels.

Additionally, as a member of the CXps community, you are able to access the knowledge base that the Client Savvy team continues to grow and fill with reliable informational resources and contributions from members of the community. I personally contributed last year by creating a video, “How Marketers Can Use Client Feedback” for the Knowledge Sharing Modules (KSM) which Client Savvy releases on a monthly basis. Make sure to check out all the KSM sessions on their YouTube page.

This year, I’m looking forward to the regional meetups. During the “Making CX Happen” regional events, CXps community members will meet in-person to explore challenging CX problems PS firms face. I’m also a sucker for Ruth’s Chris Steak House.

Ryan Felkel, Marketing Manager

It’s Never Too Late to Join the CXps Community

Did you miss the 2021 CXps Conference? No worries! You can join the CXps community whenever you’re ready to take the first steps to improving the client experience your firm delivers. There are several levels of membership, and your level of commitment and participation is completely up to you.

Join the CXps Community

Revelations of the 42nd Annual Deltek Clarity Architecture & Engineering Study

Posted by Jennifer Renfroe on June 09, 2021

This year’s Deltek Clarity Architecture & Engineering (A&E) Study came on the heels of an unprecedented event with the global pandemic. However, the 42nd Annual Deltek Clarity A&E Study showed that despite the challenges presented in 2020, many firms were able to persevere by focusing on fundamentals, maintaining contact with clients and managing costs. The move to remote operations, changes in workplace policy, and greater use of technology identified new areas for improving processes. Additionally, the Clarity Study indicated that firms are optimistic about future opportunities and growth potential moving forward.

Deltek A&E Clarity Report lol

The 42nd Annual Deltek Clarity Study collected responses from A&E firms of all sizes in North America based on 2020 fiscal data. Here is an overall look at what was reported this year, but for more detail, the 42nd Clarity Study can be reviewed in its entirety.

Clarity on Technology Trends

Throughout 2020, firms continued technology adoption and deployment as well as migration to the cloud according to the 42nd Annual Deltek Clarity A&E Study. The top technology challenges included cost of technology, prioritizing which technologies would be most beneficial and dedicating a champion to evaluate which technologies would achieve firm goals. Furthermore, the Clarity Study noted that firms expect to increase investments in emerging technologies in project management and execution to reimagine ways of working to increase profitability. Not only will finding ways to leverage technologies in project management be important but also teams will need to be well versed in it to utilize it effectively and efficiently to bring significant returns.

Clarity on Financial Statements

Despite the use of tighter controls and leaner spending in 2020, the financial stability of firms was maintained according to this year’s Annual Deltek Clarity A&E Study. The results of the Study indicated that operating profits and utilization rates increased as net labor multiplier went down, and firms demonstrated no material drop-off in the ability to secure projects or maintain a strong pipeline. The key financial challenges for firms addressed in the report were finding and retaining top talent, in addition to driving and managing growth into the future. Learning during the last year, firms went back to basics and focused more on financials leading to improved operational efficiency and increased profitability.

Clarity on Business Development

The results of the 42nd Annual Deltek Clarity A&E Study noted that business development (BD) resources were being stretched with responsibilities shared among staff, and cross-training employees grew in importance. Another challenge to BD was finding ways to nurture client relationships as in-person meetings and events were cancelled. Furthermore, competition increased for pursuits which caused a slight decline in overall win rates yet electronic proposal submissions freed team members up to focus on other projects. Firms also indicated in this year’s Deltek Clarity Study that they needed to carefully target their marketing efforts to meet client interests and needs. Additionally, using business intelligence (BI) tools and investing in Customer Relationship Management (CRM) systems would help prevent missed opportunities better positioning firms to win.

Clarity on Project Management

As workers went remote during the pandemic, keeping projects on track became a great concern. Coordinating with clients and keeping teams connected virtually was a new concept and firms needed to come up with a project delivery system that focused on meeting client needs. 2020 did not allow for focusing on enhancing project management best practices or finding experienced talent. Based on the survey results of the 42nd Annual Deltek Clarity A&E Study, going forward, firms appear to be getting more serious about project management. Firms cannot afford to have project managers (PMs) without the necessary training, and a clearly defined process for PMs will help improve project success. Moreover, visibility into and better understanding of project financials can help PMs analyze performance and manage projects proactively while integrating with accounting staff.

Clarity on Human Capital Management

According to this year’s Deltek Clarity A&E Study, Human Capital Management (HCM) KPI tracking decreased overall in 2020 most likely because managers were having to support a remote workforce. Talent acquisition continues to be a top HCM challenge and firms need to find the right balance between in-office and remote workforce practices. Any steps that firms can take to help make the work/life balance more attractive will benefit future recruiting efforts particularly after a year of remote working. Additionally, investments in talent acquisition and performance management tools will help to tackle the ongoing challenges of recruiting, onboarding and retaining quality staff.

The 42nd Annual Deltek Clarity A&E Study Reports Positive Conditions

Even after a very challenging year, the industry outlook and market conditions are positive based on this year’s Deltek Clarity Study. In order to maintain financial stability and keep projects on track, the study shows that A&E firms focused on the fundamentals and stayed close to their clients. From the experience of this past year, new opportunities for improvement have presented themselves across the board. Firms have shown an interest in investing in the training and development of their PMs which will greatly impact project profitability. Realigning strategic marketing initiatives to incorporate virtual interactions when face-to-face are not always feasible will help firms continue to connect with their clients. Furthermore, firms began to provide remote and flexible work options for their staff which going forward will only encourage retention and attract new talent.

Link to download the 42nd Deltek A&E Clarity Report

Accounting Made Easier for Project-based Firms with Deltek Vantagepoint 4.0

Posted by Scott Gailhouse on June 02, 2021

What is better than a purpose-built modern ERP with functionality to streamline and consolidate business processes? More features! With the latest release of Vantagepoint 4.0, Deltek offers even more features to make it easier for firms to deliver better projects, analyze business performance, and create more accurate invoices. Let’s check out some of these new features and see how they will be beneficial to Vantagepoint users.

Deltek Vantagepoint logo

Digital Markup of Draft Invoices

Clients have been asking for the ability to markup draft invoices for some time. Now with the latest Vantagepoint release, draft invoices can be digitally marked up. This allows the biller to view and edit annotations within interactive billing and markups are saved for future reference. As a result, the digital markup feature allows for improved collaboration between project managers and accounting.

Expanded Interactive Billing Capabilities

This newest version of Vantagepoint continues enhancing the user experience and ease of use. With enhanced interactive billing, you can view marked up drafts including comments from final invoices in prior periods. Also, when invoices are voided, Vantagepoint will keep a record of the void and the date the invoice was voided.

Store Final Invoices as PDFs in Vantagepoint

With Deltek Vantagepoint 4.0, final invoices can be stored as a PDF when they are accepted in interactive billing or final creation in batch billing. Since a PDF is created at the time of final invoice creation, you actually have a duplicate record of what you sent to the client originally. Now, with this enhancement, all invoices stored in Vantagepoint will exactly match the invoices that you sent to your client.

New Expense Report Screen Designer Capabilities

Deltek Vantagepoint 4.0 features now help with increasing expense report accuracy. Now, the Expense Report has a “lite” screen designer. This allows users to build in business rules within the expense report. Also, you can add additional columns or choose the columns you want to display on the expense report and change their descriptions. You can even make tool tips to help with accurate reporting by users. Additionally, screen designer changes apply to mobile expenses as well.

Expanded Expense Approval Features

The latest version of Vantagepoint focuses on increased usability. For expense report approvals, there is a new toggle to show all approval types or completed approvals. This gives the approver the ability to just see expense reports that need to be approved. Also, there is a new Print Lines Approval Report button for both timesheets and expense reports. This report gives the approver, at a glance, line items that still require approval.

Timesheet Status Update with Floor Checks

Vantagepoint 4.0 also helps with managing employee timesheet completion. If you are responsible for making sure employee time entry is completed on time, you can do a “floor check” to review the status of time entry for your employees for a specific timesheet period or day. This feature allows users to quickly see which employees still have outstanding timesheets and includes the ability to create a reminder email template to send to employees.

Mobile Enhancements Including Biometrics

In previous versions of Deltek Vantagepoint, users could upload receipts from a mobile device using Intelligent Character Recognition (ICR). With 4.0, users can now automatically match a line created from a receipt with a credit card charge. Biometric authentication has also been added to Time & Expense and CRM mobile capabilities. Using this new feature, users can now utilize fingerprint ID or face recognition to make it more convenient and more secure to access their Vantagepoint system. These new enhancements simplify the process making it easier for end users to complete their expense reports. Therefore, allowing for more accurate reports which benefits accounting.

Dashboard Enhancements for Clearer Insights

With Vantagepoint 4.0, Deltek continues to provide more improvements to filters, dashparts, and dashboards for ease of use for the end user. The latest release provides further visibility into project details and labor planning. One of those enhancements to dashparts is the ability to drilldown to the details to see unposted labor hours at cost and/or billing rates.

Always Looking Forward with Deltek Vantagepoint 4.0 

With each release of Vantagepoint, Deltek seeks to reimagine functionality and leverage innovation to provide usable and practical value for accounting. The latest release steps up with features that work on improving user experience, ease of use and accuracy. As always, the newest Vantagepoint 4.0 enhancements make managing and delivering projects that much better for all users and there are many more to come.

Link to webinar about Vantagepoint 4.0

Is My Firm Getting the Most Out of Deltek Vantagepoint?

Posted by Theresa Depew on May 26, 2021

Congratulations for upgrading to Deltek Vantagepoint, the reimagined and greater version of Vision! For starters, you’ve probably already noticed that Vantagepoint is different from Vision in its appearance. This new and greatly improved user interface just scratches the surface though. Did you know that there are several process enhancements designed to streamline your firm’s day-to-day operations?

questions marks in bubbles

 

While Deltek Vision was the gold standard for project-based ERP systems, its successor, Vantagepoint, is raising the benchmark. Check out what you may not know Vantagepoint can do to improve your firm’s processes.

Did you know Deltek Vantagepoint can…?

Did you know you can customize the timesheet approval process?

Do you need one or more approval steps? No problem!  Do you need line-item approval? No problem!  

Using a Vantagepoint timesheet approval workflow is simple and flexible. Additionally, using an approval workflow tends to shorten the time it takes to get timesheets approved and posted, everything is done electronically either from a desktop or on a mobile device. Timesheet approvals have never been easier!

Did you know that Vantagepoint now allows for draft invoice markup?

Say goodbye to emailing and/or printing draft invoices for approval! With the new “Markup on Draft Invoices” feature, approvers can review, markup and approve directly in Vantagepoint. The draft invoice will show all the information needed for an approver to verify billing. The approver can also use the PDF editor that is built into Vantagepoint so they can make notes right on the draft and resubmit. Waiting days or weeks for invoice approval a thing of the past!

Did you know that you no longer need to post batch transactions?

Have you ever wanted to post one Voucher or one Cash Receipt without creating a whole batch? With Vantagepoint’s new “Single Transaction Posting” option, this is now possible. If this option is enabled, control totals will no longer be needed. As a result, there is no need to leave the transaction entry screen to post, just enter your data and click post. With Vantagepoint, entering and posting transactions has never been this quick and easy!

Did you know that you can have multiple dashboards in Vantagepoint?

Since Project Managers often wear multiple hats in a firm, they can now have different dashboards to represent those different hats. For example, there can be a dashboard for business development activities and pipeline management in addition to a separate dashboard for project financials. Thus, allowing Project Managers or other firm employees that wear multiple hats to have critical decision-making information at their fingertips.

Did you know that information from the project budget and project planning tool are in one view?

In the Project Hub in Vantagepoint, the Project Review option allows project managers to view the Contract Fee, EAC Budgeted Cost, ETC Planned Cost and the Planned Profit in one single view. Additionally, Key Performance Indicators can be tracked on the same view and are continuously tracked and updated as information is changed in the budget and project tool.

Did you know that the professional licenses that your employees hold can be tracked in Deltek Vantagepoint?

For professional services firms, there are often credentials that must be held for some types of work. Examples include professional engineer, professional land surveyor, registered architect, and more. It’s imperative that licenses such as these and other certifications are kept active. Some firms rely on the employees to maintain their licensures while other firms may ask their human resources or marketing teams to capture this information.

Deltek Vantagepoint allows users to capture and track this information in the Credentials grid in the Employee Hub. Available fields cover the credential description, type of credential, license number, state and country, date earned, expiration date, last renewed date, and a check box for proposal use. With the use of workflows, employees can be notified 60 days, 30 days, or another chosen number of days prior to an expiration date.

Did you know that Vantagepoint has a seamless transition process from project pursuit to award?

In Vantagepoint, there are no more mapping exercises after a project is won. You can enter estimates, plans, budgets and contract amounts at any tine in the project lifecycle. As a result, project information is already captured and ready to use at the start of the project.

Get the Most out of Deltek Vantagepoint!

Simplifying and improving your firm’s operations is the intent and purpose of Deltek Vantagepoint. But with anything new, a lot of these enhancements may never be utilized if firms are unaware that they exist. If you’re interested in learning more about the features and tools that are part of Vantagepoint, check out our Vantagepoint video demonstration series. Additionally, make sure to read our monthly newsletter with a new “Did You Know” in each edition.

Reach Full Sail!

How to Use Client Feedback to Improve Client Experience

Posted by Ryan Felkel on May 19, 2021

In a recent study by Dimension Data, 84% of companies that strive to improve their client experience (CX) report increases in their revenue. Another survey completed by Gartner found that 81% of businesses compete primarily on CX. Even more, PWC found that 32% of customers are willing to walk away from a brand they favor because of one negative experience. While there are endless amounts of statistics that directly correlate CX to company revenue and growth, many companies are still falling short in terms of their clients’ standards.

Client taking survey

 

Typically, the common denominator for businesses that are providing subpar CX is the lack of asking for feedback from clients. Certainly, your firm’s team members are meeting with clients and sharing ideas about their projects and expectations, but these conversations are merely that…just talk. However, creating a formalized client feedback process can revolutionize the CX and take your firm’s brand to the next level.

Understanding What to Measure

For professional services (PS) firms, measuring a client’s satisfaction with the final product ignores the process of delivering a project from start to finish. Therefore, the quality of the process is what determines CX for project-based firms. In other words, PS firms need to be more focused on asking for feedback about the project delivery process. When determining what questions to ask about the process, it’s important to keep in mind that there are two categories that need to be evaluated about the process, subjective- relationship metrics and objective-deliverable metrics.

In terms of subjective or relationship questions, firms need to understand how helpful they were during the process. Additionally, they need to ask for feedback regarding how the client felt about their responsiveness and their abilities to make the right decisions at critical moments during the project.

For objective or deliverable feedback, PS firms need to know how clients feel about their ability to manage budgets and schedules. Overall, objective feedback measures the accuracy of quantifiable standards and expectations that were set prior to the project starting.

Cadence of Asking for Client Feedback

Waiting until a project is completed to ask for feedback is too late. At this point, fixing any negative perspectives is a moot point as it’s hard to correct something in the past. For PS firms, it is critical to ask for feedback early on and often.

It is often encouraged to begin the feedback process at the project kick-off. During this time, the project teams need to make sure milestones and KPIs are aligned, and all parties are clear on the path to success. Once the first milestone has been met, there is now an opportunity to request client feedback and to begin to assess the process your firm is using to deliver a project. As the project continues and various milestones or percent complete points have been met, feedback can once again be requested. Finally, client feedback needs to be requested upon project completion.

Asking Clients the Right Feedback Questions

Providing a great CX requires asking the right questions to gain feedback about the project delivery process. Additionally, each client feedback inquiry should include six to eight questions that are shorter than 12 words. Questions should also be different for each phase of the project, and they also need to be tailored to the role each stakeholder has in the project. Most importantly, the goal is to create a great CX, therefore questions need to be geared toward measuring expectations and not satisfaction. Since satisfaction cannot be controlled, but expectations can be managed.

Moreover, avoid questions about an individual since they are only part of the process. Also, ask questions about things you can control and change. For instance, asking a client if they think a budget is sufficient is pointless since the budget was predetermined prior to the project. Most importantly, reevaluate questions that use the word “and” as this is usually becoming two questions with the use of a conjunction connecting two clauses or thoughts.

Take Action on Client Feedback

Well, now you’ve asked for feedback which means you likely need to respond and address the client feedback. In many cases, positive feedback only requires a small acknowledgement. When the feedback indicates expectations are not being met, it is imperative to reach out to the survey respondent to understand why they feel the process is falling short of expectations.

It is equally important to note that the person requesting client feedback needs to the person reaching out and acknowledging the responses whether they are positive or negative. Additionally, the person requesting feedback needs to not take the information personally since the questions and responses are about the process. Lastly, when discussing feedback with a client, the person requesting feedback needs to practice empathy as to avoid creating a conversation filled with attacks and defenses.

Join the CXps Community

When Should My Firm Upgrade to Deltek Vantagepoint?

Posted by Amanda Roussel on May 12, 2021

Is my firm ready to make the transition from Deltek Vision to Vantagepoint? The answer to this trending question remains the same – it depends on your firm’s needs since there are several factors that should be taken into consideration when determining your upgrade timeline. Deltek has recently shared that Vision will be supported beyond January 2023. This means firms can upgrade in a timeframe that aligns with their calendars and needs. Let’s take a look at some of the factors that are affecting decisions around a target upgrade date.

 

Is it time to upgrade

Team Capacity

 

We all have various times of the year that are busier than others. Upgrading to Deltek Vantagepoint isn’t necessarily hard. However, readying your firm for the upgrade does take time, important conversations need to take place, and impactful decisions have to be made.

 

The upgrade is ultimately a project that stakeholders must spend time on and converse about process improvements. Consider the timeframe of year-end processes. End-of-year processes can consume finance teams for weeks, or even months. Therefore, choosing a time when the finance team has some schedule flexibility is very important. For some firms, this may affect the timing in the first quarter as well.

 

Additionally, marketing and project management teams rely heavily on the system as they use CRM and Resource Planning. As processes are tweaked and reestablished, also think about end-user training. How will you train power users and end-users? Would that be in your preview environment or after going live in Vantagepoint? The answers to these questions vary from firm to firm. However, one trend noticed is that many firms are committing resources and time to education and training as they go through the upgrade process. This is all in an effort to equip their teams with the latest technology as they manage and deliver projects.

 

System Complexity

Deltek Vision and Vantagepoint have impactful features out of the box. There are often times when firms need to add fields, workflows, and custom hubs. Depending on the amount of customization, that can affect the length of their transition timeline. This may include workflows, custom fields, and robust processes.

 

In addition, some firms integrate their Deltek system with third-party systems to streamline processes and data entry. Examples include payroll services, email marketing platforms, external expense and invoicing services, firm intranets, and more. Firms should seek confirmation from their third-party solutions that they, too, are ready for the upgrade. These integrations can impact the timing of a firm’s upgrade and testing should be incorporated into the timeline.  

 

The complexity in which a firm uses Deltek can also affect a firm’s upgrade date. The time a team spends in the preview environment should be measured. Whether it’s in screen designer, security, rebuilding reports, or creating useful dashboards, that work won’t automatically carry forward to a data refresh or going live. Instead, those settings would rewind to the default. There is a tool called transition copy scripts that can copy and apply those configurations and settings forward.

 

Firm Culture

Many firms are leveraging the upgrade as a time to evaluate and modify processes. Although some view these changes as improvements, others may become intimidated. For some features, the changes can actually be incorporated into Deltek Vision and put into action now. Other improvements, including new module implementations, maybe more efficiently put into practice after going live in Vantagepoint.

 

Getting teams on board and all on the same page may take some conversations around change management. Furthermore, be sure to include some of the “department cheerleaders” throughout the firm as you determine who will be leading the upgrade efforts. A variety of roles and experiences is effective as it brings up new conversations, squashes “change” concerns, and breaks down silos that may exist.

 

Firms are also taking this opportunity to increase the potential of their Deltek solution and train their staff for more hands-on usage. In the past, Deltek may have been more heavily used for accounting functions. However, we are finding that some firms are now consolidating some outside resources and using features in Vantagepoint that have become more approachable and inviting.

 

Plan for Successful Vantagepoint Upgrade

Planning for the upgrade is of great importance, and it may be easier than you may think. There are many resources available to start familiarizing firms and teams with Deltek Vantagepoint. Deltek offers the Deltek Learning Zone (DLZ) and the Client Assistance Program (CAP) to help teams prepare for the upgrade.

At Full Sail Partners, we are taking a personalized approach with firms that are looking for some assistance with the upgrade. From planning efforts to training after going live in Vantagepoint (and everything in between), we are guiding firms through a successful upgrade. We also feel that education is key, so helping firms better understand and utilize Deltek Vantagepoint will stick with our clients far beyond the upgrade.

Vantagepoint Transition Services Webinar

Searching for Unicorns with Deltek Talent Management

Posted by Joel Slater on May 05, 2021

Imagine this scenario, it is Monday morning, and you’ve just been notified that your business development team has secured a major high dollar construction project due to start in three weeks. While a core project team has been assigned, certain significant positions crucial to this project are not yet filled. You’ve been asked to find these key players immediately to round out the project team, and you can tell that the needs are quite specific maybe even unicorns. You take a deep breath, process everything for a minute, and think I got this. Why? Well, you’ve got the power of resume searches in Deltek Talent Management.

 

unicorn resume

The Hunt Begins

Deltek Talent Acquisition, a part of Deltek Talent, offers a resume search which allows you to check out your entire database of resumes using whatever criteria you need. You can choose a key word, specific skill certification or license and just filter the information as you need. When looking for those unicorns, having the option to easily find them is important and a real time saver.

Unicorns Don’t Stay Out in the Wild for Long

Once you’ve identified the unicorns you are seeking, finding them requires quick action so having immediate access to certain resumes is a priority. The Deltek Talent main dashboard can be configured with a search resumes widget which allows you to quickly search for your desired resumes. Once you find your unicorns, you must be able to track them down and catch them as soon as possible.

Newly Discovered Species

At times, your tracked population of unicorns is missing in your current database, but other species do exist. So being able to be notified when another unicorn meeting the specific needs appears is a nice feature to have. Resume Search Agents let you save a specific search, and you can choose the frequency of the emails coming in when certain applicants match your criteria.

Additionally, in the case of an immediate need, you have access to other databases such as Monster and Career Builder from directly within Deltek Talent Acquisition. You can import resumes from other sources right into your database. These options give you a great chance of finding a new species of unicorn.

Tag the Unicorns in Your Research

Surprisingly, you’ve been able to find and capture the unicorns you were seeking. However, you may have discovered that you didn’t need all of them at once. Since they are rare and special, you want to make sure you can find them again. In Deltek Talent Management, resume pools can be created to tag candidates that are great choices for future openings. Your Resume Search Agents can automatically populate these pools for you, keeping a list of those with the skills you are desiring.

Don’t Forget to Feed the Unicorns

Fortunately, you’ve been able to find the unicorns you needed with the power of resume searches in Deltek Talent. Your project team is now ready to go, and you can breathe a sigh of relief. However, don’t forget to feed the unicorns and keep them happy, including the ones on your team, since they are a valuable resource. As for the candidates that you tagged for future openings, using Deltek Talent Relationship Management, you can keep in touch so hopefully they will come when you call them. Maybe have some sugar cubes ready?

Deltek Talent Candidate Engagement link to demo

Common Blunders Made by Marketing Teams

Posted by Full Sail Partners on April 28, 2021

What were they thinking? #SendNoods was a social media marketing campaign launched by Kraft foods in October 2020 to coincide with National Noodle Day to promote its famous macaroni and cheese. Back in 1985, Coca-Cola released a sweeter new formula known as “New Coke” to win back younger customers that switched to Pepsi only to be mocked for sacrificing its own identity. Then in 2010, Gap decided to redesign its beloved and established logo. After what must have been countless hours in meetings and who knows how much money, Gap released its new WordArt inspired logo. It caused a massive backlash from loyal customers and is known as one of the largest rebranding blunders in history. 

 

Whether your company is a big national brand or a small to medium sized business, everyone is prone to having a mishap when executing a marketing campaign. 

 

Perplexed by a blunder

Architecture and engineering firms are no different. Have you heard of the same firm submitting on the same proposal? Or, someone from your firm meeting with the same client the week before and you had no clue? 

 

However, it seems like many of these marketing snafus were avoidable if more due diligence was practiced. Reflecting upon the aforementioned marketing blunders, here are some common areas marketing teams overlook when creating an effective marketing campaign.  

 

Not Really Knowing Your Clients 

 

Thinking you know what your clients like and want can quickly upend any marketing effort before it begins. Because believe it or not, your assumptions are likely wrong. However, you can gain insight into your clients by practicing some due diligence by asking about feedback on previous marketing efforts and having conversations with key decision makers about their experience with your firm. What you thought your firm excelled at might actually be one of its biggest downfalls and this is something you surely do not want to promote as it will lead to future failures.  

 

At A/E firms it’s common to make assumptions about what’s really important to a client for a particular project. Your marketing and business development teams may craft an entire message campaign, including the proposal and presentation, based on those assumptions. What happens if you made the wrong assumption? Getting that feedback directly from the client helps to minimize the risk of making assumptions. 

 

Unclear Messaging 

 

Convincing a consumer to make a purchase is already difficult enough. Adding confusion with misleading or hard to comprehend information is for certain a marketing campaign killer. When creating your core messaging, you need to identify what problem you are solving with your product and how this benefits the end user. Additionally, this needs to be tested and optimized to resonate with your audience in a clear and concise fashion.  

 

Common in our industry is messaging that includes industry jargon and overusing acronyms. To ensure a more effective message, make sure the content can be understood by even those with no technical background. 

 

Using Bad (or No) Data 

 

Today, great marketing efforts are formulated around data. There is so much data out there and your firm probably collects and stores endless amounts of information about your clients, contacts, and projects. However, if your data is poorly organized and maintained, it’s likely old and misleading. In other words, bad data is just as bad if not worse than having no data.  

 

Having a robust CRM system, like Deltek Vantagepoint, will allow you to organize your data, and be able to analyze and find trends you can use to strengthen your marketing efforts. A CRM system also allows you to track what potential projects your firm is pursuing and contact interactions. This helps avoid the embarrassment of multiple people from your firm bidding on the same project! 

 

Testing 123... 

 

Great marketing campaigns are the result of trial and error. Even the brightest of marketing minds will agree that not all great ideas are effective. However, there are things that can be learned by testing that can be incorporated into a strong and impactful marketing campaign. Furthermore, most marketers use a A/B testing which uses two forms of something to learn which is more effective. This testing allows marketers to ensure their messaging resonates with their audience and does not offend anyone. 

 

Failing to Follow RFP Instructions  

 

In the AEC industry, many proposals are crafted with a focus on team qualifications rather than fee. Strong proposals can take countless hours and may never be “perfect.” The hope is that your client will read your proposal and select your team for the work. However, what if it never makes it to the review team?  

 

When a request for proposals is advertised, there are often fine-print details regarding the deliverable, such as font size, spacing, and page limitations. Even one page too many could disqualify your team from the review process. Before you put countless hours into that large, or small, proposal, be sure you read, reread, and understand the submittal details before getting started.   

 

Learning from Past Experiences 

 

Doing the same thing over and over again is considered insanity to many people. Well, if anything, it will probably drive you insane to continue to see the same poor results repeatedly. During the execution of a marketing campaign, it’s important to keep track of what is and isn’t working, and noting lessons learned that can be applied to future marketing efforts.   

 

Noting the results and best practices in a marketing campaign record is easy with Vantagepoint. This way your entire marketing and business development team can access and learn from the past experiences.  

 

Are You Willing to Share?  

 

Have you experienced a marketing blunder at your firm? Or, seen one in the industry? Share your experience in the comments below so we can learn from each other.

Access all our blogs using this button

Pick the Winning RFP with Deltek Vantagepoint CRM

Posted by Ryan Felkel on April 21, 2021

It seems like déjà vu and it should. It’s the same scenario played out over and over again for every proposal professional. Sitting in a dimly lit room with a lukewarm cup of coffee behind stacks of RFPs with pages upon pages to read. This entire process seems to be on constant repeat as you extract important details to determine which RFP is the winning one for your firm. However daunting and looming the task seems, the process is necessary.

decision making

For a proposal professional, the repetitive preparatory tasks are important since they are the gatekeeper that determine which RFPs receive a response. As a result, this responsibility requires analyzing specific metrics and information to determine which RFP your firm can win. In doing so, they utilize the infamous go/no go process to compare the details within the RFP to determine which opportunity is the best fit for their firm. But what if there was a solution that can help select the winning RFP for your firm? Well, there is since Deltek Vantagepoint CRM is more than your average CRM.

Deltek Vantagepoint is Your Source of Truth

A major benefit to starting the go/no go process with the Deltek Vantagepoint is that it already contains project pursuit and opportunity information. By using Vantagepoint early on in the process, you can:

  • Identify available internal resources to assist with the RFP response
  • Compare previous wins/losses and apply lessons learned for better decision making
  • Quantify the go/no go process to make more objective decisions
  • Avoid high risk pursuits and projects
  • Improve your overall win rate
  • Use automatic notifications to stakeholders to inform them of the go/no go decision and next steps

Utilize Vantagepoint User Defined Fields and Workflows

With user defined fields, a go/no go process can be created based on your firm’s needs. From simple to complex, Vantagepoint can be aligned to meet your business goals. User defined fields allow your firm to capture intel during the go/no go process and even apply a numeric score to criteria your firm uses to make a final decision. If your firm chooses to use a numeric score, a workflow in Vantagepoint can be created to determine whether or not to pursue an opportunity. A short list of some great areas to track using a numeric score that can be calculated using a workflow are:

  • Experience with type of work in the RFP
  • Client relationship type
  • Client relationship status
  • Past project performance for client
  • Amount of work to be subbed
  • When did you learn about the opportunity (before advertised, etc.)
  • Does the project align with the firm’s strategic plan
  • Can we compete with known competition
  • Number of competitors
  • Is there an incumbent

Implementing Deltek Vantagepoint CRM for the Go/No Go Process

When adding Vantagepoint CRM into your firm’s go/no go process, it’s important to thoroughly evaluate:

  • If you’re asking the correct questions and weighting them appropriately
  • Past wins and losses to identify what questions you could have asked to make a better go /no go decision
  • Ways to simplify the process for others in your firm like project managers and senior management
  • Collaborate with others at your firm on questions and metrics that should be included
  • Test, test and test again to fine-tune the go/no go process

Start picking the winning RFP for your firm by using Vantagepoint CRM in your go/no go process.

New call-to-action

Setting the Tone for the Candidate Interview Process

Posted by Tasia Grant, PHR on April 14, 2021

After the countless interviews I have done over the last twenty years, one of the greatest compliments I’ve received from a hiring manager was, “You bring an energy that makes candidates feel comfortable enough to be themselves.” With every interview opportunity comes the ability to explore a match for a candidate with the position and firm. When candidates are prepared and at ease during an interview, much can be learned about their personalities and potential to fill open positions. As the interviewer, you want to know with confidence that you’ve taken the time to make the whole process positive and done your due diligence when selecting the “right fit,” not just on paper. 

 

Employee Interview

 

Initiate Attraction

The job description for an open position is a very significant piece of the pre-interview process, and if written well, it transitions nicely into the actual interview. Oftentimes, job descriptions get recycled over and over while the job itself has gone through many evolutions. Many factors can impact the scope of a position like change in the size of the team or leadership, new technology, and change in the needs and goals of the company. In the AEC industry, particularly, industry standards and regulations can impact the requirements for certain job titles.

So, in preparation for interviewing for a specific position, the job description must be clearly written to reflect the qualifications expected of top talent. Candidates should then be able to see exactly what is required by the job description in advance and come to the interview able to prove how they match the needs and fit in the overall organizational plan. Interviewers having previously provided what they are looking for in a clear job description will receive candidates that are ready to showcase what they bring to the table and make the interview process flow easily and successfully.

Make a Good First Impression

If candidates are able to come into the office, they should feel not only welcomed but excited about sharing their qualifications with you. Greetings and initial contact in person should be done with polite professionalism such as acknowledging their interview time and offering water or a place to sit and wait for their time slot. The interviewer should come out and walk candidates back to the pre-set-up room and inquire as to any needs they have before the interview begins. For a Zoom or phone call, candidates should still be greeted on time with a positive attitude and made to feel that their time is valuable.

Break the Ice and Establish the Mood

As the interview begins, candidates should be encouraged to relax with some comforting initial conversational questions. Afterwards, they should be reminded to take their time and think through their answers asking for clarity if a question isn’t understood. With most interviews these days being conducted virtually, you want to create an environment that removes the technical barrier and gives the same energy you would if you were in-person. For the interview questions, minimize the predictable, classic, broad questions like “Tell me your strengths and weaknesses,” or “Do you work well with others?”

Remember the goal is to find out who the person is, not just what they think you want to hear. You should ask Behavioral Questions that allow candidates to talk about their past work experiences. Behavioral-based interview questions focus on how they previously handled various work situations such as “Tell me a situation which was challenging and how you handled it?” Especially for highly technical and labor-based industries, like AEC, ensure that the questions are specific to the position and structured to reveal the candidates’ skills, abilities, and thought processes.

Candidates, having reviewed your job description in advance and feeling at ease with the interviewer, should be able to relate to the needs of the open position and provide some good examples of their past experiences. As mentioned before, a well written job description pre-interview should provide top talent the chance to come to the interview prepared for identifying their skills. You should wrap up the interview by allowing the candidates to ask any other questions and give them an overview of the remaining steps in the candidate selection process including the approximate date you have targeted to have the position filled.

Carefully Choose Your Match

When possible, conduct post-interview discussions immediately after the interviews or within a few days so that impressions and thoughts about the candidates are still fresh in the mind. Many companies use a rating system to rank the candidates’ interview performances. Using the ranking system can work in conjunction with post-interview discussions, and it provides measurable data to support the final decision.

After all interviews have been completed, make the selection of your candidate a priority. Efforts to determine who will move to the next step or to choose the final selection should be made within a week to increase the probability that your top choices are still available when you are ready to extend an offer. Every interview that is completed requires a follow-up indicating the status in the selection process or thanking candidates for their time if not chosen.

Keep in mind that those candidates that are not picked for current positions might be good matches for future positions, so it is important to have open communications all the way through to the end. Also, maintaining these connections will ensure good public relations going forward. You never know when a position will open up again so setting the right tone for the entire candidate interview process is a must in order to attract and find the best fit for your firm.

Automate Job Postings

Read This Before Deciding to Attend a Virtual Conference

Posted by Ryan Felkel on April 07, 2021

Handshakes, large group lunches, and late nights mingling with strangers that will likely become longtime professional connections and even friends are highlights of attending professional conferences. Ahhhh just remembering those days…excuse me while I reminisce on my past experiences that made attending in-person conferences fun and exciting and not just educational. While I’m sure many of us can relate and probably add to the list of things we love about in-person conferences, many of those perks have disappeared with conferences being forced to move to a virtual or hybrid approach.

Now, reflecting upon my recent experience with the new virtual/hybrid format for conferences, I can say for certain that participating in a virtual conference is a different experience in comparison to the traditional in-person conferences most of us are accustomed to attending. However, by understanding the benefits of attending a virtual conference and applying some best practices, you can ensure your virtual participation is a success.

Man Standing in front of virtual audience

 

The Advantages to Attending Virtual Conferences

We all have a list of things we loath and find extremely annoying. For me, I like traveling to places that require air transportation, but the whole routine of going to the airport, arriving early, waiting in long TSA lines, and walking all over the place just to find a restroom seems to put a damper on the entire trip. The list can go on when you think about the ups and downs of staying in a hotel. So, while there are perks to traveling, nothing beats staying in the comfort of your own home with your family.

By eliminating travel, virtual conferences also provide other benefits. Instead of wasting time hustling around the airport and wandering around hotels, you can spend more time on your actual work which we all know doesn’t complete itself while you’re attending a conference. Even more, since there are no associated travel expenses with virtual conferences, the company would be more willing to approve them over in-person events.

Prepare Yourself for the Virtual Conference

Attending a conference in-person or virtually, you should always take time prior to the conference to review conference schedules, register for educational sessions and other activities, and learn about resources that are available to attendees. Additionally, review the format of the conference as it seems to vary from conference to conference. Last year alone, I attended or participated in numerous virtual conferences. Some were 2 to 3 all-day events and others were a series of half-day events. Others even included ongoing monthly meetings to encourage continued conversations about topics presented at the conference itself. So, make sure you are familiar with the conference format and able to commit time to attending and participating.

Most importantly, update your work calendar. I recommend blocking out your calendar for the entire time you plan on attending the conference. I even take it one-step further by adding the sessions I plan on attending to my calendar with related links included in the body of the appointment. 

Be Seen by Being Present

You may ask, “If it’s virtual, how am I going to be seen?” Great question! First, let your professional network know you are attending by posting to LinkedIn. A simple message with a link to the conference letting people know what you are excited to learn about is a great way to be seen virtually.

During the conference, avoid distractions by closing your email and messaging tools and treat the conference like you are there in-person. If you typically take notes with pen and paper at in-person conferences, do the same while at your desk. Furthermore, virtual conferences that are worth attending will have a great communication platform for attendees and presenters. So, don’t be shy! Be seen by asking engaging questions during sessions, tour the virtual sponsor expo hall and chat with vendors, and participate in conference events and contest like dance-offs, trivia games, or other fun activities. In other words, find ways to network and be camera ready.

Do Your Homework

The conference might be over, but your opportunities to learn and network have just begun! One of my favorite things to do after a conference is send out LinkedIn connection invites to my new contacts. Additionally, I include a note with the connection invite that mentions how we met and a highlight of something we discussed. This is a convenient way to keep track of how you have met people in your LinkedIn network.

It’s also a great idea to follow up with your favorite speakers by sending them a LinkedIn message or an email. Let them know what you liked about their presentation and how it impacted you personally. Then include a question you did not ask during the live session or one you thought of afterwards. Believe it or not, speakers generally and truly enjoy receiving messages from audience members like you.

So, get out there…virtually that is…and attend professional conferences to continue to build your skills and network!

New Call-to-action

Change in the Workplace Climate – In Comes the Deltek Cloud

Posted by Lindsay Diven on March 31, 2021

MovetotheCloud-Deltek Cloud_BannerBeginning in 2020, the workplace environment saw a drastic change when the pandemic shut down nearly all in-person office work. Not expected by many, this dark and looming cloud forever transformed the workplace indefinitely. Zoom and video conferencing became an everyday alternative to face-to-face interactions at the office, and work from home became the only solution and not a privilege.

While many workers had to adjust to this new remote working model, businesses had to quickly adjust to this changing workplace climate. As a result, employers had to quickly adapt to allow this newly created remote workforce to able to get work done from anywhere with an internet connection. As stated in July 2020, Accounting Today’s top VARs of 2020 noted that this is the year that has pushed the cloud over the tipping point largely because of the COVID-19 pandemic.

Now a year later, the forecast for the workplace environment has changed. Many firms accepted this back in 2020, but the businesses that held out hope that normalcy will return are now facing the reality that so many have accepted as the “new normal.” While the Deltek Cloud has emerged as a solution to solving numerous challenges professional services firms faced by becoming a more remote workforce, there are also other benefits to consider when choosing to move to the cloud.

The Difference Between Fog and the Cloud

Cloud computing in itself by name can be confusing. Simply stated, on-premise or hosting your own software means that software and servers that run your Deltek solution are typically hosted within the four walls of your business. In other words, on-premise is similar to fog in that it is on the ground.

On the other hand, the cloud means that the software and servers used to run your Deltek solution are on an external infrastructure like Amazon web services. Additionally, software as a service (SaaS) is a component of the cloud.

The Brightside to the Deltek Cloud

There are so many misconceptions about the cloud and the entire idea can seem daunting. To put your mind at ease, here are some benefits to taking your Deltek Vision/Vantagepoint system to the Deltek Cloud.

  • Fast and Easy Upgrades – Always have the latest and greatest version of your Deltek solution without the need to tie up valuable IT resources for software and hardware upgrades.
  • Off-Site Data Replication – Protect your data from an unexpected natural disaster with multiple backups in multiple data centers.
  • Secure and Reliable – Data is secured and monitored 24/7 to standards set by the American Institute of Certified Public Accountants and reported on Service Organization Controls (SOC) audit requirements.
  • Access from Anywhere at Anytime – Workforces are more mobile and remote than ever, give your teams secure access to your Deltek solution from anywhere with an internet connection.
  • Easily Grow and Expand – As your company grows, so can your Deltek Vision/Vantagepoint instance by simply adding users to your license, not hardware which tremendously helps during the acquisition and expansion process.
  • Cost Effective – Eliminate costly and time-consuming software and hardware upgrades and ongoing maintenance hassles and the people and time required to support this making future costs predictable.
  • One Subscription Fee – Using the Deltek Cloud allows you to pay one subscription fee that can be easily budgeted for year after year allowing you to use IT budgets for projects that can improve your firm’s productivity and effectiveness.

Should the Deltek Cloud be in Your Firm’s Forecast?

It’s easy for us to assume that since we made it through the crisis created by the pandemic without the Deltek Cloud, then we can continue on with our newly crafted workaround solutions. While this seems logical, there are other reasons to consider the cloud. Take a minute to review the following questions:

  • Does my firm have aging hardware?
  • Do we have plans for growth in the near future?
  • Is our workforce becoming more remote and mobile?
  • Are we getting ready to upgrade from Deltek Vision to Vantagepoint?

Is you said YES to any of these questions, then it’s time to take your Deltek product to the cloud.

No Umbrellas Needed for the Deltek Cloud

When it rains, it pours. Well, with the Deltek Cloud, it pours with even more benefits. For starters, nothing really changes for your firm or employees. The Deltek Cloud offers the same power of Vision/Vantagepoint and the same functionality your teams are accustomed to using on a daily basis. Furthermore, your employees get unlimited access to the Deltek University eLearning content at no extra cost so they can continue to build on their knowledge and improve how your firm uses Vision/Vantagepoint. Lastly, making the move to the Deltek Cloud is simple and can be done in 24 hours or less in most instances. Above all, by choosing the Deltek Cloud, your firm will be resilient to any workplace climate change going forward.

New Call-to-action

Recruiting Top Talent in the New Normal: FACT vs. FICTION

Posted by Tasia Grant, PHR on March 24, 2021

The “new normal” is not so new anymore as we are still operating in a different state of existence. There is so much conflicting and confusing information being disseminated out there about the job market and the current state of unemployment that both employers and candidates aren’t sure how to approach meeting their specific needs. Let’s break down common myths about the current market and what’s important to job seekers a year after the pandemic began. Knowing the truth between fact and fiction in the present recruiting climate will help determine what’s really important to top talent and will guide talent acquisition.

questions marks

FICTION: Things should “get back to normal” later this year. 

A quarter of the way, even halfway through 2020, firms were holding on to the thought of being able to pick up where they left off before the pandemic, especially if the firm was operating at its highest level at the pandemic’s onset. At that time, they were viewing any adjustments or changes as a temporary fix to make it through what they hoped would be the end of this catastrophic event. Taking their lead, employees were anticipating the same, even avoiding getting their hopes up of maintaining their virtual work status and the savings racked up from a decrease in spending on gas, lunch, and clothing. Candidates, as well, took a wait and see approach assuming that virtual work would not be the long-term expectation. 

Now, some employers realize there is no such thing as “getting back to normal.” Therefore, they are beginning the process to identify permanent adjustments that need to be made. To make the hiring process for new candidates smoother and more effective, they need to evaluate what would work best going forward virtually. 

FACT: In the AEC industry, employment has been consistent. 

According to data from a monthly supplement to PSMJ’s Quarterly Market Forecast (QMF) survey of AEC firms in the 4th quarter of 2020, the AEC industry has weathered the crisis better than most. The survey also found that less than 5% of responding firms suffered “significant” staff reductions, and under 15% said that their project delays and cancellations were “major” as opposed to moderate or minor. However, the industry must still proceed with caution because the stagnation in construction employment in January may foreshadow further deterioration in the industry as projects that started before the pandemic finish up and companies hold off on awarding new work. Project-based top talent should be kept in the loop as to the status of upcoming projects to ensure availability when needed. 

FICTION: People are so desperate for work they aren’t looking for competitive salaries. 

In the current environment, with so many workers facing lack of income or the threat of losing their current salaries, the assumption may be that candidates will take what they can get. This may give employers the false sense of security that they can offer lower salaries and still obtain top talent. What we are seeing is that job candidates are seeking out firms that provide competitive salaries, and even more importantly, firms that are flexible and truly care about the wellbeing of their staff. Top talent will remember how they were treated during the pandemic.

FACT: It is now easier to find top talent. 

This is partially true. The challenge is that HR professionals may see an increase in applications for some positions making it harder to sift through the resumes and find the right candidate in a timely manner. HR teams that have an automated screening system will be in a better position to filter out unqualified individuals. Furthermore, employers that have established HR processes in place to proactively recruit and nurture candidates will be able to cut through the noise more quickly.

 

FACT: Work from home (WFH) options remain viable. 

The AEC industry will see a mix of in-person and WFH. For the architectural and engineering industries, WFH can be accomplished by the majority of positions. To the contrary, the construction industry will have a significantly smaller portion of its workforce that is able to work remotely. 

Throughout the pandemic, AE firms have found enabling employees to work from home much easier than originally thought. Those that have embraced it wholeheartedly have reaped the benefits. This mindset shift now requires HR professionals to think about moving forward on how they will accommodate both in-person and WFH positions as this becomes more prevalent in the industry. In the end, top talent will be enticed by the work options. 

FACT: Work/Life balance is a critical consideration for all.

Transitioning staff from on site to remote work was a big adjustment for many firms, and some found the balance to be a challenge. As more firms continue to offer WFH positions, HR professionals will need to identify ways to help employers manage employee expectations and become more flexible with schedules. According to Tiger Recruitment Salary and Benefits Review 2021, Work/Life Balance ranks third most important to salary and job security, when it comes to attracting candidates to their next role. 

Human Resources Must Be Front and Center

Today, acquiring top talent means new approaches and viewpoints to ensure firms are staying competitive. Superior candidates will be looking for a virtual means of recruitment and hiring, acceptable salaries and flexible work options. Maintaining a strong firm culture with a fragmented and remote working staff puts the burden on management to mentor, communicate, and collaborate with teams. HR processes must be adjusted and updated to help firms adapt to the changing times, and Human Resources must stand front and center in the firm’s overall business strategy.

Automate Job Postings

Entrinsik Informer Ranks High According to the BI & Analytics Survey 21

Posted by Chris Simei on March 17, 2021

Completed by BARC (Business Application Research Center), the worlds’ most comprehensive survey of business intelligence (BI) end users, the BI & Analytics Survey 21, was conducted from March to June 2020 and included 2591 responders in all. It examined user feedback on BI product choices and use across 36 KPIs. This extremely detailed survey provides great insights into the benefits and drawbacks of a plethora of BI tools.

Not surprisingly, Entrinsik Informer achieved excellent results and customers reported an outstanding user experience. Additionally, Informer received high ratings for its ease of use, ad hoc query capabilities, operational BI, and data preparation. Informer also demonstrated business benefits and business value and received praise for self-service and functionality.

BARC BI Survey logo

Ease of Use 

One of the biggest advantages to Informer for the majority of its customers and a huge strength of the product is its ease of use. The interface is accessible and allows for the creation of personalized dashboards and reports. Even more, the analysis pipeline is simple to use with drill down capabilities on visualizations and simple exploration of data using pivot tables. Therefore, technical professionals are not required anymore.

Ad Hoc Query Capabilities 

The BARC report indicated that ad hoc query is a key function of Informer, and it offers the ideal synergy for report creation. With a drag-and-drop functionality and easy data access, the query process is quite fast and simple. Yet it remains both versatile and scalable with many options for data sources. 

Timely Operational BI Data

Informer has implemented an effective pipeline for using near real-time updates. Initial reports can be sent out that end-users can custom update when needed. This setup creates an agile work environment for all users granting situational awareness all of the time.

Simplified Data Preparation

Informer users appreciate the data preparation and transformation process which happens in the Data Flow interface. Data Flow allows a review of the incoming datasets such as appending incomplete entries and normalization of inconsistent fields. This feature also has options for data governance and security.

Tangible Business Benefits

Users consider Informer to be beneficial to their business development and consider it to be a market leader in the BI software realm. Informer has a solid understanding of market niches and drives insights which provides for a more collaborative effort. Futhermore, value is given by the ability to query and access data across the organization.

Proven Business Value

Which BI tool creates value for your business is a key metric to consider when selecting the right solution. Informer’s good ratings show that the promise to increase reporting productivity does hold up and this core competency has delivered on every level. The value-add comes from accessibility empowering all departments to create their own reports working with real-time insights to make decisions.

Self-service Abilities

Informer enables all users to benefit from the BI tool. Simply put, elaborate SQL knowledge is not required, and it appeals to clients with multiple data structures allowing flexible integration of a variety of data sources. With its easy set-up, all users can generate insights and reports which drive business decisions without having to rely on IT.

Intuitive Functionality 

Client needs are met with the capabilities of Informer with its dashboards, ad hoc query and distribution of reports. Entrinsik continuously looks to improve these core functionalities such as the update in April 2020 including more flexibility with personal alerts and scheduling individual data updates. Informer 5 focused on client concerns and found solutions that are useful to them. 

In the BARC survey, Entrinsik was also rated as a top vendor in customer satisfaction, price-to-value, vendor support and implementer support. Furthermore, Entrinsik recently made major enhancements to Informer with the version 5 which includes visual attractiveness enhancements. Additionally, Informer has an intuitive report creation that is easy to set up and runs directly on databases, flat files or operational business applications. As far as customer base, Informer is mostly used by mid-sized firms between 100 and 2500 employees. Entrinsik’s familiarity with its clients allows them to anticipate and handle their growing needs timely and thoroughly.

Price-to-Value

Based on the survey results, Informer has a lead over the competition with consistency and its delivery at a bargain price. Two-thirds of clients have stated that the price-performance ratio is a main reason for choosing the tool. Many Informer clients like that it follows a subscription-based pricing model so that costs are predictable and flexible based on use.

BI Product Customer Service

BARC’s data shows that around a third of clients said their good relationship with Entrinsik is why they purchased Informer. The responsive support of Informer shows the commitment to clients after the purchase is made. Entrinsik also has an online presence which offers supplemental instruction in the way of tutorials, webinars and manuals.

Product Implementation Support

There is the right balance of individual flexibility and assistance with Entrinsik. Clients are able to rely on implementation specialists for help with integration and installation. Also, the Development Toolkit offers an internal development team to adopt solutions. Everything is targeted at a fast implementation time period so clients can pursue their own business agenda.

Entrinsik Informer is Worth the Investment 

According to BARC, the Entrinsik Informer BI tool is mainly used for reporting based on 97% of its customers who depend on it for reporting and the ad hoc query functionality. 85% of survey participants used the tool to view data insights and two-thirds of users found benefit from using the available dashboards. These functions of Informer make it the perfect self-service tool for IT and BI professionals, and even those not familiar with BI can use Informer to gain insight.

The BARC B&I Analytics Survey 21 download link

Introducing Deltek + ComputerEase for Construction Firms

Posted by Ryan Felkel on March 10, 2021

For more than three decades, the construction industry has trusted ComputerEase Construction Software to help ensure contractors are able to manage their construction projects while adhering to the unique accounting challenges this industry faces. As one of the first construction software developers, ComputerEase has become the industry leader with its evolving and innovative construction and accounting solutions for contractors of all sizes. Additionally, ComputerEase was one of the first to introduce innovative features like dashboard reporting to allow users to make critical decisions based on actual data.

ComputerEase Logo

After 36 years of continued success and growth, ComputerEase caught the attention of Deltek, the leading software solution provider for over 30,000 project-based firms such as architectural and engineering firms, and management consulting firms to name a few. Due to this, Deltek and ComputerEase decided to join forces in August of 2019 to create Deltek + ComputerEase. This new partnership created when Deltek acquired ComputerEase marked the beginning of a new era for the construction management software industry.  

Benefits of the Acquisition

Deltek left in place the previous upper management led by John Meibers who had been the ComputerEase President for 22 years. Therefore, the original company vision and dedication to providing great customer experiences through excellent support and training remain in place. With the addition of Deltek, new strategic positions were added to accelerate product development and innovation, and 24/7 support became available for customers, employees, and partners.

Even more, Deltek is now leveraging technologies it already uses in other software products such as GPS, complex integrations, and access to the internet of things (IoT) to further enhance Deltek + ComputerEase’s existing capabilities. Deltek is also using its experience to develop a product roadmap to deploy new features quickly to address the ever-growing needs of their construction management customers. These new resources will help to continue to drive innovation of their existing product offering which will better serve clients long into the future.

Why Deltek + ComputerEase?

Deltek + ComputerEase is known for being innovative and user-friendly which is why they are the leaders in construction management software. With job cost accounting being the lifeline of the construction management industry, Deltek + ComputerEase integrates project management, purchasing and inventory, subcontracts, HR and payroll, and accounting functions into one system. As a result, firm leaders can easily access advanced and comprehensive reporting tools that allow for them to ensure continued profitability based on accurate firm data.  

Why Full Sail Partners?

Full Sail Partners has been a dedicated and trusted Deltek partner for over two decades, and our staff, collectively, has over 275 years of experience with Deltek products. Our team of accounting, business development and marketing, project management, and technology experts are well versed in the nuances and complexities that project-based firms deal with on a daily basis. As such, expanding our partnership with Deltek to offer construction management clients a software solution designed to meet their unique needs was a no brainer.

Get to Know Deltek + ComputerEase

ComputerEase has embodied the philosophy of putting the customer first, and Deltek + ComputerEase continues with the understanding that strong relationships with clients and partners is what makes great companies thrive. As a team, Deltek + ComputerEase are committed to continuing to improve their software solutions to help their customers increase the profitability of their projects. Make sure to keep up with the future Deltek + ComputerEase innovations that can help your construction management firm become an industry leader.

Link to Deltek + ComputerEase information

Finding Success in Marketing Efforts with Deltek Vantagepoint

Posted by Amanda Roussel on March 03, 2021

Marketing is a necessary function in business, and AEC firms are no exception. First off, there’s general brand awareness, and then there are the marketing campaigns that firms spend resources on to drive quality leads. Marketing efforts cover a variety of outreach methods such as conferences, sponsorships, golf tournaments, and email campaigns. Can you name the projects awarded to your firm as a result of particular marketing efforts? What campaigns would you consider a success based on the efforts and dollars spent? Let’s see how Deltek Vantagepoint marketing campaigns can help you with your marketing efforts.

Marketing Campaign ROI

Organize Marketing Efforts

For each marketing effort, information can be collected and organized in one place inside a Vantagepoint marketing campaign record. The marketing campaign name, its description, associated promotional project used for budget trackingmarketing campaign manager, and marketing manager are all fields that may be useful to planning efforts.

Beyond the marketing campaign record, organizing a marketing plan in the same system as your CRM allows for efficient associations. With Deltek Vantagepoint, teams can associate resulting projects in pursuit and awarded projects to the marketing campaign that led to that effort. Therefore, you have visibility to:

Measure Costs Against Goals

A Revenue Goal can be identified as you begin the campaign. Other monetary fields are populated based on project information in your system. There are fields for Actual Revenue, which recognizes dollars from awarded projects associated back to the campaign, and Potential Revenue, which recognizes dollars from projects in pursuit. A promotional project can also be created for the marketing campaign to track time and expenses. Using the promotional project number, Actual Costs are populated on the marketing campaign. This gives a quick view of the success of the marketing campaign as it relates to resulting projects.

Build Email Lists or Tally Responses

It’s not always about the dollars. For events in which attendee information should be collected, responses can be tracked using contacts in CRM. The responses, or contact list, can be used to create mailing lists or distribute follow up information.

Stay on Target with Activities

With each marketing campaign comes tasks and to-do lists. Those activities can be managed and tracked in the marketing campaign record. This brings all activities together, whether it’s registering for an event, completing sponsorship information, creating marketing materials, or making reservations. Deltek Vantagepoint allows Activities to be assigned to other employees so the appropriate team members will see their Activities as well.

Measure the Effectiveness

Tying actual revenue to a marketing campaign gives firms the opportunity to measure the effectiveness of various marketing efforts. By doing so, firms can determine which efforts to repeat and which ones to modify or discontinue. One example is conferences. Many dollars can be spent on industry conferences, and we simply cannot attend all. Using marketing campaigns, teams can see the return on effort. These metrics can help prioritize event involvement for future years and be an integral part of strategic marketing and business development plans.

Be Smarter with Vantagepoint

As Deltek users, marketers can take advantage of the marketing campaigns in Vantagepoint and discover which marketing efforts work the best. Based on what these marketing campaigns identify, your firm can strategically plan better. Additionally, by using marketing campaigns in Vantagepoint, the marketing department can easily translate their outreach efforts to a monetary value.

Track Marketing Efforts with Deltek Vantagepoint

Why Continuous Performance Management is Better than Annual Reviews

Posted by Jennifer Renfroe on February 24, 2021

Relying on annual performance reviews as the main performance evaluation tool often feels like employees are given one big dose of criticism that has been saved up all year long. This process does a lot more harm than good as it is generally a collection of out-of-context feedback received long after projects have ended, and no improvements can be made. According to a 2019 Workhuman Analytics and Research study, 55 percent of workers believe annual reviews did not improve their performance, and a study from Gallup indicated that nearly 30 percent were so put off by a negative review that they started looking for a new job.

People Meeting

Annual Reviews are Obsolete

In actuality, many HR leaders are dissatisfied with annual performance reviews and find them obsolete. They realize that continuous and supportive feedback with more frequent reviews can help spur employee growth and development. While negative feedback is unavoidable, it should be given in small manageable amounts letting employees digest and make proactive changes. For project-based firms in particular, it is important to let team members know where they are doing well and indicate areas of improvement as the projects are happening rather than waiting until year end when it is too late. Additionally, continuous performance management is much better tailored to meet the needs of the modern workforce.

Reflects How Work Gets Done

Continuous performance management is reflective of how the work really gets done, and it increases employee engagement. Feedback is quite effective when check-ins are frequent, and according to Workhuman, employees who checked in with their manager at least weekly are five times less likely to be disengaged than those who never check-in. With the pandemic and remote working in 2020, the need for consistent feedback became even greater as the virtual nature of business made it harder to connect personally.

Shows Employees Their Value to the Firm

As employees are given continuous input on their performance, they begin to see how they are providing value to their firm. Motivated employees get their work done faster, are more creative and collaborative, and go above and beyond what is expected. Even given areas of improvement, motivated employees will work harder to make sure their goals are met. And when employees are more efficient, there is a positive impact on the firm’s bottom line.

Focuses on Career Development

When having more frequent conversations about performance, employees can be considering their next steps in career development. Talking about performance development is much more forward thinking, positive and employee focused. Doing this shows employees that their work is appreciated and that they are valued. When employees are invested in getting to another level in their career, they are motivated and harder working.

Communicates Expectations Clearly

In the past, employees often did not know what their expectations were, and the annual review was the first time they were able to see the bigger picture. When communication is increased in a continuous fashion, employees are able to understand immediate priorities and the firm’s ultimate goals and plans. These discussions provide a meaningful pathway to success for both employees and the firm as a whole. Therefore, employees feel engaged and are motivated to meet goals.

Offers Timely Feedback

If employees are not aware that something is wrong, they do not know to fix it. Without direct conversations regarding areas that need improvement, employees cannot be held accountable for not making corrections. Especially with projects, team members need to know what aspects of the project could be adjusted more appropriately to meet the firm’s goals. Not addressing these issues until year end does not provide any way to resolve them. As a result, continuous performance management is truly a necessity for project-based firms.

Continuous Performance Management is the Future

The modern project-based workforce demands a performance management system that focuses on autonomy, development, feedback and engagement. Shifting to a continuous performance management system simply requires effective processes and a technology solution that can facilitate them throughout the firm. With an effective talent management solution, your firm can realize project team success while truly engaging your quality talent using continuous performance management.

Continuous Feedback and Goals

What You Need to Know About OCR and ICR Technologies

Posted by Ryan Felkel on February 17, 2021

For project-based firms, document management is vital, and with a document management system in place, these firms can organize all relevant information with ease. However, many firms use scanning technologies that only create an image of the document. As a result, the image lacks the metadata contained within the document such as client name, dates, invoice amounts and more unless a firm associate adds this information manually.

Artificial Intelligence

Today, new scanning technologies have been introduced to the market that have the capabilities to “read” a document and collect the pertinent metadata making the file searchable. This technology eliminates the time required by an employee to manually gather and enter that information. Before your firm decides to invest into this technology, it’s important to get a basic understanding of how these technologies work.

What is OCR and ICR?

In short, OCR, or Optical Character Recognition, is a software that scans text in documents and is usually used for translating long documents into electronic files. ICR, or Intelligent Character Recognition, by comparison, is a software that recognizes fonts and styles of handwriting. With this basic understanding, let’s take a deeper dive into the differences.

It is commonly accepted that OCR technology was first introduced by Emanuel Goldberg in 1914 to read characters and convert them to a telegraph code to help the blind read. During the following decades, OCR capabilities continued to grow to what we have and use today. You may not even realize it, but you probably use OCR technology on a weekly basis. If you travel through an airport, send a letter in the mail, or deposit a check in the ATM, you have used OCR technology. While OCR technology is used regularly and effectively, there is a newer technology emerging as the leader.

In the early 1990’s, ICR technology took OCR capabilities to the next level. Basically, it is a smarter OCR which can focus on details. While OCR is normally used for retrieving typed documents that can be categorized and searched, ICR handles handwriting with more complicated styles than OCR can manage. Even more, ICR is a self-learning technology that teaches itself to recognize new handwriting patterns and improve data capture from scanned documents.

Benefits of ICR

OCR software is generally less expensive than ICR because you get fewer features. For some firms, the advanced features of ICR may not be necessary. However, for the majority of project-based firms, the cost of ICR is worth it as it will save countless hours spent on document management. Since ICR can read handwritten notes, and virtually any font, it can be used to manage many more documents than just OCR alone. Not to mention, the automatic retrieval of this relevant data no matter the handwriting prevents human input error which is a common problem with manual entry.

ICR and Accounting Data

Specifically, when it comes to accounting data, using ICR is extremely beneficial. ICR can be used for scanning various accounting documents such as accounts payable, invoices, purchase orders, onboarding payroll forms, and travel expenses. Larger firms that process hundreds of forms each month will be able to reduce numerous hours spent by team members having to manually enter all that data.

Expense Retrieval on the Go With ICR

Since Deltek is the leading provider of project-based ERP systems, it has already begun adopting ICR technology in Deltek Vantagepoint. Currently, Deltek is utilizing ICR in its mobile expense feature which allows users to take a picture of their receipts which can be read by Vantagepoint. The printed or handwritten text auto populates into the fields in Vantagepoint eliminating the manual entry of this information. Accounting can then see where the budgets stand throughout the project lifecycle keeping everyone on track. Stay tuned as Deltek is continuing to test this capability in other capacities to help streamline your business operations!

Watch demos of Deltek Vantagepoint now!

Human Capital Management Remotely – No Office Required!

Posted by Sarah Gonnella on February 10, 2021

Since the spring of 2020, many firms have had to transition to a remote only working environment. Learning to deal with this new operating style was certainly a challenge at first, but hopefully, these same firms are embracing the changes which could help to streamline the whole Human Capital Management (HCM) process. Let’s check out how HCM can be successfully done remotely with no office required based on our own experience at Full Sail Partners.

Human Capital Management

Pre-Hire

First off is the interview process which can still be done face to face, just virtually. Searching for talent is different when you work remotely. The location of potential new hires doesn’t really matter. It is more about skillsets and the fit of the person with the company.

You will also want to ask different types of questions about working from home such as questions towards working autonomously and communication skills. You need to see signs of motivation and the ability to self-motivate with any candidates you interview. Some key questions are “Why would you want to work from home?” and “Can you handle IT issues on your own?”, “Do you have internet?”, and “Do you have a quiet place to work from”. These types of questions will help you determine whether a particular candidate can handle a remote only position.

Onboarding

Once you’ve found the talent that seems to fit your remote work environment and the offer letter has been accepted, it is time to prepare for this new hire. Working remotely, a very important place to start is with the IT aspect. Having a standard online checklist of items that IT should prepare for is super helpful. Deltek Collaboration and Microsoft Teams are great solutions that allow you to copy a template that includes a list of standard tasks or assignments. Don’t reinvent the wheel each time you have a new hire. Everyone needs a computer and login info for different types of software. Send that info ahead of time so new hires can be ready day one to start learning more about the company. Also be sure new employees are provided with contacts within the company that can be approached for different needs. Working remotely puts the onus on the new hire to seek out the answers, but they should have a list of resources.

Another significant way to start on good footing remotely involves setting goals. These goals will have details about expectations to accomplish. The goals should focus on steps that are required to be successful. We find establishing 45-day, 3-month, 6-month, and 9-month goals can ensure the employee knows exactly their priorities and allows them to proceed forward with confidence. A supervisor should meet with the employee at the end of each of these time increments to discuss where they are in meeting their goals and determine if further mentoring or training is required.

Retention

Full Sail Partners Team Fun Meeting CallNow that you have the right people for remote work up to speed, think about ways to engage employees and offer professional development. Since you can’t just walk down the hall to see what is happening, you have to trust them and their desire to perform their duties. Continuous feedback and performance discussions are key. It is a good idea to check in to see how things are going in frequent intervals.

Finally, day to day is different in the remote world with no monthly team lunches or birthday cake. However, time can be taken to meet virtually over Zoom, have phone conversations or even text. Just recently, Full Sail Partners had a virtual happy hour to get the gang together with a little bingo time. Being comfortable in a new position at the outset also promotes retention. New hires can learn about the roles of the various company positions through shadowing them. Once employees have shadowed certain firm members, they can then take the lead knowing that there is a built-in safety net still shadowing them. Offering professional development opportunities and trainings is another means to ensure retention. There are plenty of online resources available.

Learn More From Full Sail Partners' Sarah Gonnella

Sarah is interviewed by another Full Sail Partners' Crew Member about the onboarding process at our firm. Watch the video below.

Remote Going Forward?

Full Sail Partners has been a virtual company for more than two decades and has proven that HCM can be done remotely with success. For those firms who have seen the benefits of working remotely, there may not be a return to the way before. Let Full Sail Partners’ experience guide you going forward. If your firm is interested in learning more about remote working, feel free to reach out to an employee to learn more about their experience.

New call-to-action

 

Top 10 Blogs From 2020

Posted by Jennifer Renfroe on January 27, 2021

Full Sail Partners works very hard to provide our clients with the most up to date, valuable and interesting content relevant to the professional services industry. One convenient avenue for disseminating information is through our weekly blogs. We know that with everyone’s busy schedule, not everything in the inbox can be read upon receipt. With that in mind, we make our content accessible online so it can be reviewed and digested on the client’s timeline. So, in case you missed them and to pique interest for further discovery, here is a quick summary of the top 10 blogs of 2020.Top 10

2020 Trends in the Professional Services Industry

Firms in the professional services industry must adapt to compete in today’s world. Through acquisitions and other partnerships, many professional services firms have been entering into new markets and now have the need to offer a wider range of services to a larger client base. What are the top trends as they deal with evolving client expectations and staying competitive?

  • On Demand Workforce
  • More Flexible Service Rendering
  • Perception as Advisors
  • Leveraging Automation

>>>Click here to learn more!

Deltek Vantagepoint – A New Era for Project-based Professional Services Firms

A two-decade era of Deltek Vision is winding down, but it will continue to be supported through at least January 2023. Its legacy continues under a new name - Deltek Vantagepoint. Just like Vision, Vantagepoint will continue to help your people manage your projects from start to finish, but with a reimagined, intuitive interface focused on efficiency.

  • Available Resources at Your Fingertips
  • Preparing for Success
  • Bring Everything and Everyone Together

>>>Find out what you need to know abut Vantagepoint! 

The Value of the Deltek Vantagepoint Readiness Report

As the launchpad to Deltek Vantagepoint, the Full Sail Partners’ Vantagepoint Readiness Report can be used as a guide for your firm’s cleanup efforts and next steps. This valuable resource is such a strong starting point for firms as they consider when and how to upgrade from Deltek Vision to Vantagepoint.

  • How to Get There
  • Start with a High Impact Tool
  • Benefit from the Results

>>>Be more prepared to may the upgrade to Vantagepoint!

The Value of the Deltek Vantagepoint Transition Copy Scripts

During the Vantagepoint testing process, firms will need to address some key areas including workflows, saved searches, reports and configuration settings before moving forward with a production environment. Our Vantagepoint Transition Copy Scripts are a valuable resource to ensure the work you put into addressing issues does not require rework when you move from test-to-test environment or to your final production environment.

  • Vantagepoint Preview Environment
  • Vantagepoint Preview Becomes Testing Environment
  • Benefits of Using Transition Copy Scripts

>>>Learn how copy scripts help ensure a seamless upgrade!

Improve Project Planning with Deltek Vantagepoint

With Deltek Vantagepoint, project planning has been taken to the next level with a focus on the features and functionality that project managers need. Here are some key features of Vantagepoint that will assist project managers with delivering successful and profitable projects.

  • Use Project Templates
  • Take Advantage of Labor Codes
  • Adjust Project Timelines with the Interactive Gannt Chart

>>>Learn about the features in Vantagepoint that improve project delivery!

Easily Capture Project Information Using Deltek Vantagepoint

Gathering accurate project details in a timely manner is a nearly everyday challenge of marketing and proposal managers at project-based firms. Fortunately, with Deltek Vantagepoint, teams can easily capture project information and reference it quickly when it matters most– during proposal crunch time. 

  • Identify Key Project Information
  • Capture Information While Pursuing the Project
  • Move from Pursuit to Billable Project without Losing Key Information
  • Access Data You Need When You Need it

>>>Tracking critical project information has never been easier! 

The Value of Vantagepoint for Business Development

When firms can successfully manage interactions, identify projects that add to our pipeline, and collect the right information to position our firm better than our competitors, we win more projects, improve client satisfaction, and increase loyalty. The abilities of Deltek Vantagepoint CRM can provide business developers, project managers, marketing staff, and executives with real-time information on client touchpoints, project pipelines, marketing and service efforts.

  • Record Interactions On-the-Fly
  • Easily Uncover Client and Contact Relationships
  • Support the Entire BD and Project Lifecycle

>>>When more business with Vantagepoint!

The Value of Deltek Talent for Human Resources Professionals

More and more professional services firms are finding value in having a methodical human capital management (HCM) practice in place. Deltek, the leading software solution provider for professional services firms, noticed that this specific market vertical has unique needs and released Deltek Talent, an HCM designed for professional services.

  • Recruit and Hire Top Industry Talent
  • Provide Development and Advancement Opportunities
  • Performance Management
  • Seamless Integration with Deltek Vantagepoint

>>>Improve the employee experience with Deltek Talent! 

Creating the Intentional Client Experience

When it comes to your clients, building strong long-term relationships is priority, and the quality of these relationships can make or break your business. Most importantly, clients desire an overall exceptional experience, and the intentional client experience benefits your company.

  • Begins with a Plan
  • Takes Being Client Centric
  • Leads to Efficiency
  • Ensures Positive Client Feedback

>>>Learn to create an experience that will delight your clients!

Key Findings from the Annual Deltek AE Clarity Report

The 41st Deltek AE Clarity Report provided a comprehensive assessment of the 2019 performance of AE firms. This year’s study collected responses from more than 415 firms of all sizes within the AE industry and provided a summary of trends in:

  • Technology
  • Financial statements
  • Business Development
  • Project Management
  • Human Capital Management

>>>See how your firm measures up against your peers! 

We’ve Got You Covered

Into 2021, we have all sorts of interesting ideas for relevant industry content just bubbling out of our experts’ heads. So, while you’re trying to stay afloat with your responsibilities at your firm, please know that Full Sail Partners is working to make your job easier. In the months to come, keep an eye out for future blogs on what is new and exciting for professional services firms. And, as always, feel free to check out our content online.

Access all our blogs using this button

What’s New in Deltek Vantagepoint 3.5

Posted by Ryan Felkel on January 20, 2021

Delivering successful projects requires having the best project management tools available. Luckily for Deltek Vantagepoint users, more features and improved functionality continue to be added in each new version release. And recently, Vantagepoint version 3.5 just rolled out and it includes some incredible enhancements. Here’s a look at what’s new in Vantagepoint.

Deltek Vantagepoint

Dashboard Enhancements

A key feature required to effectively manage projects is having project performance information right at your fingertips. With the Deltek Vantagepoint dashboard enhancements, users can create informative charts, graphs, and lists to easily display your business data. This allows firm staff to quickly make critical business decisions that can positively impact project delivery performance.

In version 3.5, Deltek has taken the dashboards to a new level by allowing users to drill down to detail for hours, labor cost and labor billing on the project dashparts. Additionally, new options for planning data have been added, and the pipeline dashpart now includes the option to show total compensation. If you’re already using Vantagepoint 3.5, make sure to check out these improvements and start visualizing your data in ways you never imagined.

Improved Revenue Forecasting

Revenue forecasting accuracy is essential to delivering a profitable project and Vantagepoint users now have improved insights to ensure a successful project. Firstly, Deltek has now added more accurate and granular views of potential revenue from a project. Additionally, users can create revenue forecasts for individual projects. Deltek also is taking revenue forecasting to the next level by adding a feature that allows users to enter estimated to completion planned revenue at any level and easily update forecasts. With all this new functionality, users can now run reports to show pipeline and forecasted revenue periods.

Project Review Drill Down Capabilities

Project managers need to be empowered to better monitor project details. Now in Vantagepoint 3.5, project managers can easily review direct, indirect and reimbursable expenses as well as direct and reimbursable consultant fees. Additionally, all this information is available in a single location making it easier and faster to access.

Accounting and Billing Improvements

Cash flow is essential for any business to be successful and Deltek knows that their project-based clients rely on having easy and accurate billing to ensure they get paid by clients. For this reason, they have streamlined the billing and invoicing process in Vantagepoint 3.5. Now, the accounting department has better visibility of bill-through dates in interactive billing. Also, accounting and project managers have the option to resubmit draft invoices with new dates. Fast and accurate billing is important to any business and Vantagepoint is helping project-based firms streamline this process.

Expenses Simplified

Employee expenses are a cost of doing business, but these shouldn’t be surprises. Deltek recognized that making expense submission easier can speed up the process. Now in Vantagepoint 3.5, the mobile expense feature has been greatly enhanced with the addition of an intelligent character recognition (ICR) technology. What this does is allow users to take a picture of a receipt which Vantagepoint can read. The printed and handwritten text information from the receipt auto populates into the fields in Vantagepoint. The typical information collected is where the expense occurred, the date and the total amount of the purchase. Therefore, eliminating the manual entry of this information.

Do More with Deltek Vantagepoint 3.5

Each version of Deltek Vantagepoint will continue to grow upon the previous iterations. While we are only at 3.5, be on the lookout for more enhancements as more versions come out. It is truly exciting to learn and see where Deltek is taking Vantagepoint in the future and how it will make successful project management more intuitive and intelligent.

Deltek Vantagepoint 3.5 Webinar Series

New Year's Resolutions for Project-based Firms

Posted by Amanda Roussel on January 13, 2021

A new year often brings new goals to set and work toward and doing so helps you focus and improve behaviors to better yourself. Personal goals are a must – health, organization, time, etc. – the list can go on and on. However, professional goals have great importance as well. There are always areas we can work to improve upon in the workplace. These can be personal, for a team, or even for the firm as a whole. Let’s take a look at some new year’s resolutions that project-based firms may consider in 2021.

new-year-resolution

New Year’s Resolutions for Professionals

1. Use technology more efficiently

Firms may have numerous software options available, various calendars, and maybe a plethora of tracking files. Try consolidating and mastering a different resource, one at a time. Master it, share with your team, and promote a wider usage for consistency. By focusing on one new tool each quarter, four cleaner processes may be established by one employee alone!

2. Make technology accessible by all

The last year has taught us the value of being able to work from anywhere. Some IT groups were ready to roll, and others had to pull together additional resources to get employees the access needed for business continuity. If your firm has not invested in accessibility, this is the time.

There are numerous cloud options that firms can consider to be more accessible by all. There may have been IT projects put on hold, but perhaps moving forward with them will see a greater outcome once complete.

3. Be adaptable

There may have been some frustrating moments in 2020 when plans suddenly had to change. With many scenarios out of our individual control, our reactions make a huge impact on the future. Therefore, being adaptable and open to change can actually lead to great things for firms. It allows us to change the narrative instead of using the workplace curse words of, “This is how we’ve always done it.” I never liked hearing those words anyway.

Being adaptable allows employees to have a quicker rebound, with less downtime as they try to figure out each little detail. Modifications can be made along the way as needed. Also, try to see things from another’s perspective. We all have our own challenges and can work together for effective solutions.

4. Promote employee growth

Don’t forget about training, mentoring, and collaborating. Executives, managers, and employees alike should have opportunities for learning and growth regardless of what the office looks like. Employees can still be paired with a more senior position to continue learning, executives can collaborate and check in on teams, and managers can continue training on a virtual platform. This goal will always be important for a firm’s success.

5. Support local communities

Communities need each other. Find ways to use local businesses and support community-based organizations. By doing this, more money can stay within the community and help other small businesses and families directly in your area.

6. Adopt a new habit as a team

There are many tools at our fingertips that can help teams communicate and collaborate. As new information or details emerge about opportunities or projects, do yourself and your colleagues a favor and record them properly. Think of the new information as a shared company resource and use technology to make it accessible to others. I encourage you to collaborate with your colleagues to modify some professional processes for a more streamlined workday. New year = new technology habits.

7. Time management

Be intentional with how your time is spent. We can all get caught up in mundane tasks but identifying important professional tasks can keep us on track. Block time off on your calendar for various projects to ensure chunks of time are available to focus on independent work. This helps protect your own work time while working efficiently for clients too.

8. Keep learning and add value

Let’s face it – we know a lot, but we do not know everything. Even an expert in a particular field has more to learn and room to grow. Step out of your comfort zone and dive into something new. It can be a new hobby, a new skill, or sharpening and fine tuning a skill you are already promoting. There are ways to add value to your life and to your work. Allow yourself to be inspired and empower others to learn and grow. Personal development expands your horizons and what you have to offer!

Keep Pressing On

A new year does not necessarily equal a new you. Instead, it welcomes the opportunity for improvements over time. Our work is never complete and that’s part of the fun. Our personal and professional lives can be so intertwined. Improvements in one area may bring success to the other as well. Best of luck with your resolutions – you can do this!

Reach Full Sail Partners

Top Watched Full Sail Partners’ Webinars of 2020!

Posted by Ryan Felkel on January 06, 2021

Last year kept us busy with all the new developments of Deltek Vantagepoint, not to mention the large number of firms upgrading from Vision to Vantagepoint. However, we planned for this back in 2019 and decided to roll out a series of mini demonstrations focused on specific features and functions available in Vantagepoint.

Webinars

This new format proved to be overwhelmingly successful. Therefore, as you review the top 10 watched webinars of 2020, you will likely notice that many of them are part of our “Powering Project Success with Deltek Vantagepoint” mini demonstration series. Enough with the introduction, here are the top 10 webinars you and your peers watched in 2020.

Top 10 Full Sail Partners’ Webinars of 2020

  1. Deltek Vantagepoint – The Best All in One Package – This webinar is an ideal webinar to watch if you are new to or have very little knowledge of Vantagepoint. If you watch this webinar, you will learn what Vantagepoint is, what resources and information are available, and you will learn more about the steps to upgrade from Vision to Vantagepoint. Make sure to check this traditional one-hour webinar out to also learn about our favorite new features. Did I mention that this webinar aired live in 2019? It made the 2020 top watched list since the on-demand video was downloaded by so many people.
  2. Powering Project Success with Deltek Talent – Candidate Engagement – Professional services firms are quickly realizing that acquiring and retaining industry top talent is becoming a necessity to stay competitive. Deltek has recognized this need as well and created Deltek Talent to assist firms in automating the employee experience and lifecycle. This mini demo hosted by Joel Slater features Deltek Talent and the specific tools within this human capital management system that support the candidate engagement experience to help attract the future leaders of your firm.
  3. Powering Project Success with Deltek Vantagepoint – Update Your Timesheet Using the Deltek Calendar– Billable employees struggling with staying organized with meetings and client appointments will benefit from this mini demo. No one wants to worry about completing the dreaded timesheet. With Vantagepoint, the challenge of keeping up with all your daily tasks has been simplified with the Deltek Calendar. During this mini demo, Nicole Temple will show how the Deltek Calendar helps users keep up with their billable engagements and how this information easily transfers over to a user’s timesheet.
  4. Powering Project Success with Deltek Vantagepoint – Quickly Build Project Plans – Maintaining successful projects requires all team members to have the information they need when they need it most. Furthermore, project plans often necessitate adjustments during the life of the project and this must happen quickly and easily. This mini demo is hosted by Rana Blair and shows users how to quickly build project plans and update them in Vantagepoint. This is a must watch for project managers.
  5. Tale of Two Firms: Tackling Business Intelligence –Business intelligence (BI) is booming in all industries as more and more BI tools enter the market. But you don’t have to take our word for it! During this webinar moderated by Sarah Gonnella, two of our clients that represent different firms share how the Informer 5 BI tool has revolutionized their business analytics capabilities. Make sure to watch this webinar on-demand to learn ways your firm can embrace the power of BI.
  6. Powering Project Success with Deltek Vantagepoint - Mobile CRM – Getting out and talking with existing and prospective clients is a standard part of business development and essential to winning new business. With Vantagepoint’s mobile capabilities, updating touchpoints while on-the-go has never been easier. Watch this mini demo hosted by Kevin Hebblethwaite to see how Vantagepoint streamlines the business development process with mobile functionality.
  7. Powering Project Success with Deltek Vantagepoint – Create Flexible Billing Terms – Not all projects are the same, nor are project billing terms. However, this is not a problem for Vantagepoint users. During this mini-demo, Scott Gailhouse shows how simple it is to create unique billing terms for projects in Vantagepoint.
  8. Powering Project Success with Deltek Vantagepoint – Streamline and Expedite the Invoice Review Process - In any business, getting paid is the name of the game. However, professional services firms have a lot to track to create accurate invoices that can be sent to clients. With Vantagepoint, the old days of printing invoices and marking them up by hand are long gone. Now project managers can use the invoice review features to streamline the review process. If you are in accounting or project management, you will want to see Rick Childs’ demonstration that is available on-demand.
  9. Powering Project Success with Deltek Vantagepoint – Capture Project Information for Proposals – As many of you know, having high quality proposals that address all the requirements contained in an RFP is essential for winning new projects. Even more, proposal teams are usually up against tight timelines to draft and finalize a winning RFP response. With Deltek Vantagepoint, this struggle can be better managed. This webinar is a guided tour by Lindsay Diven to show users the features in Vantagepoint that enable the quick creation of winning proposals.
  10. Powering Project Success with Deltek Vantagepoint – Project Templates and Plan Settings – The most popular webinar of 2020 was part of our Vantagepoint mini demonstration series. During this presentation, Theresa DePew shows users how to quickly create templates that have the correct pre-defined WBS so that entering data into the correct fields is the only task a user has to complete. Watch this outstanding demo to see how Vantagepoint has made planning a new project quick and easy.

What to Expect in 2021?

In 2021, we are planning on hosting a mix of traditional one-hour webinars and continuing to add to the “Powering Project Success with Deltek Vantagepoint” mini demonstration series. We will continue to promote these webinars using our newsletter and email notifications. Please make sure to pay attention to the amount of time allotted for a specific live webinar event on the registration page. Mini demonstrations are typically 30 minutes long with the actual demonstration being from 7 to 15 minutes long followed by live QA with the presenter.

We hope to see you at our live virtual events in 2021! In the meantime, catch up on past webinars you may have missed that are available on-demand. Enjoy learning!

Request a webinar topic

Deltek Vantagepoint – A New Era for Project-based Professional Services Firms

Posted by Sarah Gonnella on December 30, 2020

As 2020 draws closer to the end, we reflect on the past and think about the future. A two-decade era of Deltek Vision is winding down. As a result, we are encouraging firms to make the move to Vantagepoint when it's right for them. Additionally, Deltek will continue to support Vision beyond 2023, with no end of life yet determined by Deltek. Its legacy will continue under a new name - Deltek Vantagepoint. Just like Vision, Vantagepoint will continue to help your people manage your projects from start to finish, but with a reimagined, intuitive interface focused on efficiency. Throughout 2020, our firm has communicated with more than 250 firms about their plans to upgrade from Vision to Vantagepoint. In 2021, we look forward to continuing the conversation with many more firms and demonstrating why Deltek Vantagepoint is the gold standard for project-based firms.

Deltek Vantagepoint-2

Available Resources at Your Fingertips

As the Deltek Vision product continues to evolve to Deltek Vantagepoint, clients are looking for answers and clarification on how the change will impact them. The foundation of this new solution is based on Vision with enhanced features and capabilities that users should be aware of before they upgrade. Full Sail Partners has dedicated two years to providing firms with resources to help answer questions and simplify the upgrade process. If you are just starting this journey, be sure to review these resources:

In 2021, we plan to continue educating firms about the latest features as new versions are released. Be sure to sign-up for two webinars focused on the latest release of version 3.5. Both of these webinars will be an hour long and experts will be available to answer your questions.

Preparing for Success

For firms that are ready to jump into 2021 with a plan in hand, we recommend checking out our webinar Preparing for a Successful Move from Vision to Vantagepoint and our Vantagepoint Transition Services to learn more about our 3-step process. Full Sail Partners is helping firms navigate through the upgrade process to deliver a smoother result. Our process reveals the “sins” over the years that might need to be addressed and helps answer the questions of where to start. We have dedicated resources ready to help you outline a plan, train your staff on new features, and make the process more efficient.

Bringing Everything and Everyone Together

Deltek Vantagepoint is designed for the needs of everyone throughout the project lifecycle. The solution was built specifically for professional services firms to improve productivity, boost collaboration, and increase profitability. Suffice to say it was purpose-built with people and projects in mind, bringing all critical business processes into one unified platform. Deltek Vantagepoint brings value to all roles within your firm:

The Future is Deltek Vantagepoint

We understand there are other products that your firm may consider, but we suspect none of them will match the superior levels of project intelligence, management and collaboration needed to grow your business. In 2021, we look forward to helping existing and new project-based businesses better understand the power of Deltek Vantagepoint. Wherever you may be in your Deltek journey, let Full Sail Partners help you navigate your way!

Vantagepoint Transition Services Webinar

The Value of Deltek Talent for Human Resources Professionals

Posted by Joel Slater on December 23, 2020

Professional services firms have historically overlooked the importance of a formalized and systematic talent management process. However, more and more firms are now finding value in having a methodical human capital management (HCM) practice in place. In fact, 74% of AE firms reported that they are tracking revenue per fulltime equivalent and other financial metrics that are related to HCM according to the 41st Deltek AE Clarity Report.

Untitled design (3)

Even more interesting, technology companies have become aware of this desire for HCM, and a countless number of HCM software packages have flooded the market. Nonetheless, most of these HCM software offerings are generic to serve any industry. But Deltek, the leading software solution provider for professional services firms, noticed that this specific market vertical has unique needs and released Deltek Talent, an HCM designed for professional services. Here are some ways Deltek Talent adds value for human resources (HR) professionals.

Recruit and Hire Top Industry Talent

Finding and attracting top talent in the professional services industry is becoming extremely competitive. Essentially, firms are realizing that the quality and experience of their people has a significant impact on the quality of projects they deliver. Therefore, quickly enticing the “right” people is becoming priority.

Deltek Talent offers benefits such as:

  • Faster talent acquisition
  • Enhancing visibility and insight into the applicant pipeline
  • Improving communication with applicants, candidates and hiring managers
  • Putting new hires to work faster with an automated onboarding process

Firms likely receive numerous submissions from potential candidates for new job openings, and unfortunately, not every applicant meets the minimum job requirements. However, those applicants can still be good fits for different positions that may open in the future. With Deltek Talent, HR managers can create “talent pools” which organize applicants based on their qualifications and provide a group to target for new positions that are within their skill sets.

Provide Development and Advancement Opportunities

To retain top talent, firms must show that they are invested in their people. This could involve coaching and learning opportunities, certifications, or laying out a clear path for career development. Deltek Talent provides the perfect platform for firms to demonstrate that they are invested in the advancement and professional development of their employees.

The Learning Management System (LMS) within Talent allows HR professionals to:

  • Reduce compliance risks with expiring certifications
  • Create individual learning plans to ensure employees achieve their goals
  • Improve employee engagement

Even more, the Deltek Talent LMS is designed to support the continuous educational needs of professional services firms. Some key features of Talent LMS include:

  • Easy tracking of required industry specific training and certifications
  • Maintaining organizational compliance and managing certification programs
  • Using automatic reminders and notifications about expiring certifications
  • Creating and tracking individual learning plans with industry specific courses from RedVector
  • Storing internal training documents creating a one-stop shop for all learning materials

Performance Management

Long gone are the days of annual reviews. Today, HR professionals view annual reviews as an antiquated method for performance management. The trend now is for ongoing improvement by providing instant feedback about performance. With a continuous improvement model, firm leaders and managers can recognize positive or handle less than acceptable performance on an ongoing and regular basis. This ensures employees are always aware of areas they excel at or need to improve upon.

The performance monitoring tool within Deltek Talent significantly benefits HR professionals by:

  • Reducing performance management cycle times
  • Recognizing and rewarding top performers
  • Greatly improving employee engagement and motivation

Seamless Integration with Deltek Vantagepoint

A huge benefit of Deltek Talent for Vantagepoint users is that it fully integrates with the following Vantagepoint modules:

  • Accounting
  • Resource Planning
  • CRM
  • PSA

From the moment a new applicant’s information is captured, it is stored within the Talent platform. Once a candidate becomes an employee, Vantagepoint creates a new employee record from that information. The integration collects data such as first, middle, and last name, email, home address, phone numbers, and social security number, eliminating duplicate entry of information across firm departments which saves time and reduces errors.

Manage the Entire Employee Lifecycle with Deltek Talent

HR professionals will finally get the tools they require to make them more productive and efficient in their roles. With Deltek Talent, professional services firms can enjoy the benefits of an HCM solution designed to meet their unique industry needs. Is it time for your firm to formalize an effective talent management strategy? Find out more about how Deltek Talent can help create an automated, employee focused HCM plan.

Deltek Talent Management

The Value of Vantagepoint for IT Departments

Posted by Wes Renfroe on December 16, 2020

For professional services firms, IT departments seem to have limited resources with one or a few people managing the entire technology infrastructure for the firm. This is a lot of work and can be very stressful for the IT person or team. However, you can alleviate a major burden for the IT department if your firm has a purpose-built ERP solution to support all of your business functions.

Value of Vantagepoint - IT

Deltek Vantagepoint offers a robust, comprehensive system that has been specifically designed for project-based firms. The Vantagepoint solution provides flexibility, scalability, and accessibility to everyone at any time and from anywhere. With Vantagepoint, several of the common burdens IT departments face can easily be eliminated. Here are some of the ways IT departments benefit from Vantagepoint.

Robust Modern Architecture

Having a robust IT infrastructure ensures information can easily flow between all the systems that support a business. Deltek Vantagepoint is one of the most modern, feature-rich, and high performing systems being deployed for project-based firms. With Vantagepoint, IT can rest assured that every department will have access to what they need when they need it. With ease of use for all users, the work of the IT department will be greatly simplified, and priorities can be reevaluated and reestablished.

Scalable Framework

IT departments are quite experienced with sudden personnel changes and growth due to mergers and acquisitions. They are also keenly aware of the importance of having a system that can grow with the firm. Deltek Vantagepoint is a solution with an evolving and scalable framework. No matter the ebb and flow of users, IT will be able to accommodate technology needs appropriately with this flexible, fully integrated system.

Cloud Flexibility

Cloud technology does more than allow for real-time access of data and systems which supports a more mobile workforce. Leveraging the cloud also reduces the burden on the IT department and decreases overall business costs while ensuring reliability. With the cloud, hot fixes, patches and other upgrades are performed seamlessly and uptime is essentially ensured. Solutions like Full Sail Partners’ Blackbox Connector, which fully integrates Deltek Vantagepoint and other third-party software,  are also provided in the cloud.

Be More Strategic with Deltek Vantagepoint

With Deltek Vantagepoint in place, IT departments at project-based firms will have the chance to focus on the future and strategically plan technology resources accordingly. With easy user adoption and a scalable framework, IT can make well informed technology decisions rather than having to constantly put out fires. Additionally, with reliable cloud offerings and Blackbox Connectors in play, there will be more efficient business processes and reduced downtime increasing productivity.

Reach Full Sail Partners

The Value of Vantagepoint for Business Development

Posted by Lindsay Diven on December 09, 2020

For professional services firms, business development can be completed both with dedicated resources and/or “seller-doers.” Because our firms have touchpoints with multiple people at our client organizations, information gathering and sharing becomes a critical piece to the success of our business development. When our firms can successfully manage the numerous interactions, identify projects that add to our pipeline, and collect the right information to position our firm better than our competitors, we win more projects, improve client satisfaction, and increase loyalty.

CRM on the go

The abilities of Deltek Vantagepoint CRM can provide business developers, project managers, marketing staff, and executives with real-time information on all of the client touchpoints, project pipelines, marketing and service efforts. This ensures all firm goals are being met and provides for the shared resource of firmwide data. Deltek Vantagepoint’s CRM strengthens your business development in the following ways:

Record Interactions On-the-Fly

The power of a CRM comes when everyone records conversations or information related to interactions with clients and contacts. Vantagepoint CRM provides users several ways to record these Activities and Touchpoints.

  1. Web Brower – You can access Vantagepoint to record a contact interaction from your computer, laptop, tablet or phone using any web browser.
  2. Hey Deltek! – Watch out Alexa, because there’s a new voice command in town! Deltek has developed its very own voice automated service. You can use this now in the web browser and coming soon to the CRM mobile app. Simply record an activity by speaking to Hey Deltek!
  3. Mobile CRM App – The Vantagepoint CRM app is available for both iOS and Android devices. Access all of your Firms, Contacts, Activities, and Projects inside the app. You can use your phone’s native talk to text feature to automatically log activities and meeting notes.
  4. Outlook Connect – Coming in early 2021 is the new Vantagepoint Outlook Connect. This integration includes a contextual email pane to view contact details, search Vantagepoint and create new records from your email. You will also be able to sync your contacts and calendar directly from Outlook to Vantagepoint. Connect also includes a scheduling assistant to help you find the perfect meeting time without all of the back and forth emails.

Vantagepoint makes it easier than ever for busy business development and technical professionals to log the critical information needed to build strong relationships with your clients.

Easily Uncover Client and Contact Relationships

Vantagepoint associates its Hub and Record information throughout the database. There are Hubs for Firms, Contacts, and Projects that are all interconnected. This means that you can associate any firm that is involved in a project – from teaming partners to program managers and general contractors. And, each time a firm is associated to a project, that project then appears on that firm’s record in the Firm Hub. This same association works for contacts and employees as well. It also gives your business development team the insight into the relationships of your firm with your clients, contacts, employees, and projects – all in one location!

Support the Entire Business Development and Project Lifecycle

The business development process often begins with targeting clients, then getting to know contacts at those client organizations. Through this effort, projects are identified. At this point, your team begins preparing for the pursuit of that project through teaming, proposals, and/or presentations. The goal is to win that project and perform so well that you are awarded with repeat work.

Deltek Vantagepoint is designed specifically to support the entire project lifecycle beginning with the earliest business development stages. When you are targeting clients, you will be utilizing the Firms, Contacts, and Marketing Campaigns Hubs. In those you can begin to gather information about contacts and activities.

Then as a project is identified, it’s logged into the Projects Hub in a pursuit stage. You will continue to use this same record through the pursuit and proposal stages. When this project record is created, a plan is also created so your project manager can begin to allocate resources and develop estimates.

When you are awarded the project, you will continue to use that same project record and update the stage and budget. All of the intelligence gathered in the pursuit of the project remains in the same project record you will continue to use to perform the project. This gives your business development and marketing staff the complete picture and history for that entire project.

Bring Everything and Everyone Together

Not only does the Vantagepoint solution encourage a collaborative environment, but it brings all your firm’s business development processes into one unified platform. This enables business developers to do their jobs better. Be sure to check out our entire Deltek Vantagepoint mini-series to see how the product can help your employees and firm.

See Deltek Vantagepoint now!

Valerie Kelleher Transitions into a Sales Accountant Position with Full Sail Partners

Posted by Ryan Felkel on December 03, 2020

Valerie Kelleher

Full Sail Partners, a Deltek Partner and creator of the Blackbox Connector, is honored to announce that Valerie Kelleher has grown into a new role as a Sales Accountant. With over 20 years of accounting and finance experience, Valerie is great fit for the recently created Sales Accountant position.

As the Sales Accountant, Valerie Kelleher will be managing the accounting for software sales, SaaS renewals and maintenance billing. With an increase of clients moving to the cloud, Full Sail Partners wanted to ensure client renewals were managed with consistency. She has previously served as an Account Manager for Full Sail Partners servicing our southwest region clients.

“Over the years many of our firms have preferred the convenience of a cloud subscription and have migrated to the cloud. Valerie’s attention to detail made her the perfect candidate to manage the renewal process,” Wendy Gustafson, General Manager at Full Sail Partners explained. “Even more, I am more than confident that Valerie is the perfect person to fill this new role as we continue to grow as a company.”

Valerie Kelleher has been active in the Deltek community for five years as an Account Manager at Full Sail Partners. Additionally, she has an extensive accounting and finance background that combined with her experience with Deltek clients, gives her the unique skill sets to continue to provide top notch service to our clients.

“I am completely overjoyed with my new opportunity as the Sales Accountant,” stated Valerie Kelleher. “I have learned so much about the value of Deltek products for our clients and this opportunity is going to give more chances to learn more about the Deltek ecosystem.”

For more information, please contact Full Sail Partners’ Marketing and Communications Department. 

2020 Year-End Processing in Deltek

Posted by Rick Childs on December 02, 2020

2020 year end

2020 has been quite a year, to say the least! If you are like most of the people I talk with, you are looking forward to the new year. But, hold on a minute! Those of us in accounting roles generally dread year-end processing and, therefore, year-end itself! Either way, time marches on and we will find a way to deal with it! After all, that’s our job, right?! So, let’s talk about what we can do to make year-end as painless as possible!

Get Your Calendar and List Ready

The first thing to do is to make a good list of what needs to be done, when it needs to be done and what it is going to take in time and resources to accomplish! When I think of this type of endeavor, my mind always goes to my Accounting Calendar. That calendar is my guide throughout the year and contains all of the relevant milestones – timesheets and expense report due dates, payroll processing, AP processing, billing, month-end close, etc. My calendar helps me to keep everything in balance throughout the year, rather than waiting until year-end to take it all on.

At year-end, we need to add some items to that list – benefit year initialization, 1099’s, and W-2’s to name a few. Additionally, the tax accountants and auditors (if applicable) will be asking for substantiation (sub-ledgers) for the primary account balances – cash, AR, fixed assets, AP, revenue, for example – on an accrual basis and cash-basis, if needed. Whew! It is a good thing we got to work from home this year! Not having to commute to work freed up plenty of time to get everything done, right?!

Ok, back to the job at hand – year-end close! As mentioned earlier, the accounting calendar will be a big help. One other item, that you should be checking on a regular basis, is the File Reconciliation Report in Deltek (Utilities, Advanced Utilities, File Reconciliation). This report lets you know if you have possibly mis-coded any revenue, direct, reimbursable or indirect expenses. Additionally, it will let you know if your AR, AP and/or unbilled services accounts agree with the sub-ledgers. Remember, the auditors are on their way. Therefore, your Full Sail Partners consultant can help you troubleshoot and correct any issues that this report might point out, as well as helping you run the best reports to troubleshoot any other issues you may find in your assets, liabilities, capital and/or income statement balances.

Other Key Year-End Notes

What about those special year-end items I mentioned, you might ask? Let’s address those now, before another year has come and gone.

Benefit Accrual Year-End 

  1. Validate that you have run all necessary accruals for the benefit year. Remember, accruals may be made at or around timesheet end dates, payroll dates, month-end, etc. But they are not reliant on those dates. Your benefit year has a life of its own and you, as the administrator, just need to be sure that you accrued the proper number of hours for each employee for each benefit.
  2. Validate that employees have recorded all benefit hour usage for the year on their timesheets. If you are using weekly timesheets and your benefit year ends on December 31st, you may not have all benefit hour usage recorded into the system until early January. That is not a problem, you just need to make sure everything is recorded.
  3. Run – and print to PDF/Excel - an Accrued Time Report for each accrued benefit code to document the balances validated in steps 1 and 2 above.
  4. Run the “Open New Benefit Year” Utility.
  5. Run – and Print to PDF/Excel - an Accrued Time Report for each accrued benefit code to document the new balances after the new-year initialization. This is necessary to be sure that all carry-over rules and pre-accrual rules are applied properly and that each employee is starting the new year with the hours that they deserve.
  6. Don’t Panic! Any issues found in the above process can be remedied via accrual adjustments and/or benefit accrual history loading.

Accounts Payable 1099 Initialization and Printing 

  1. Let all appropriate personnel know the last date that AP checks & disbursements will be issued to vendors. Also, let everyone know when the first check run for the new year will be run. Yes, I know, everything changes at year end, but, with a plan, you can work with the changes.
  2. Once all 2020 payments have been processed, and before any 2021 payments are processed, run the 1099 Initialization Utility. This utility modifies two fields in the Vendor Info Center Firms (Vision) or Hub (Vantagepoint) – paid this year and paid last year. The utility moves the paid this year amount to paid last year and zeroes-out the Paid This Year Amount. Now you are ready to cut checks in the new year.
  3. Run a Vendor Ledger Report for all 1099 vendors and validate the Paid Last Year Amount. Once validated, you can then run 1099’s prior to January 31st.
  4. Don’t Panic! If you find discrepancies between the Paid Last Year amount and the Vendor Ledger Report, you can validate the proper amount and modify the field in the Vendor/Firm setup, then generate/regenerate the work file in 1099 processing (accounting, accounts payable) and process your 1099s.
  5. Keep an eye out for a Cumulative Update in the mid-December, 2020 to mid-January, 2021 range that will include an update to 1099 Processing to include the 1099-NEC form for Vision 7.6 and Vantagepoint 3.0 and above. If you haven't done so yet, please be sure to subscribe to Knowledge Base Article #39799 – Master Hot Fix List for Vision.

New Fiscal Year Initialization 

  1. This time, I am going to start with “Don’t Panic!” Although this one seems like a huge deal, opening a new year does not close out the old year. Changes will be made to the previous year balances throughout the year-end close, tax season and audit season. So, just plan to open the new year as soon as feasible.
  2. The primary consideration for opening the new fiscal year is that this process resets the Year-to-Date “tracking mechanism” in all overhead projects. Because of this, you might reserve the morning of January 2nd for finishing up the postings of 2020 items (AP invoices, etc.) that might have come in during the holidays and then open the new year so that you can record new cash receipts that also might have arrived.

Don’t Panic about Year-End

As you might have noted, the overall theme is “Don’t Panic!” Year-end does not need to be stressful! And, if you take advantage of the processing options available in Deltek Vantagepoint or Vision, you can save yourself a lot of time and money come year-end, tax-time and audit-time. How? By maintaining and following a good Accounting Calendar and by setting up General Ledger Account Groupings to present your financials in the formats that your CPA and auditors prefer. Don’t wait for them to ask for sub-ledgers to prove AR, AP and Revenue, have them ready and balanced all year.

Additionally, Deltek’s Recurring Transactions can help to make it easy to take care of accruals and depreciation, etc. on a monthly basis. As always, if you have any questions or need assistance with any of the setup, processing or recording discussed here, just send an email to Consulting@FullSailPartners.com. Furthermore, Deltek has several resources available through the Deltek Customer Care portal including:

  • Year-End Resources such as knowledgebase articles, videos and documentation
  • The Deltek Community which allows users to connect with peers to ask questions and exchange knowledge and ideas
  • Live Chat with a customer care analyst to get answers regarding year-end

This may not have been the happiest of years, but at least now, year-end does not have to be stressful! Happy New Year!

Deltek Customer Care

The Value of Vantagepoint for Accounting

Posted by Theresa Depew on November 25, 2020

Accounting teams are typically some of the most engaged users of Deltek software having extensively worked with Vision and now Vantagepoint. With its cohesive environment, accounting teams can benefit so much from Deltek Vantagepoint, and if utilized properly, it can streamline accounting processes and promote transparency throughout the system. Let’s take a look at the value of Vantagepoint for accounting.

Value for Accounting

 

Creating Value for Your Team

Deltek Vantagepoint offers meaningful dashboards that give independence to executives and project managers alike. In doing so, this allows for accounting data to be viewed in real time, without the need to process reports and send to project staff. Some of the benefits that result from streamlined processes include:

  • Approval workflows keep business processes moving
    • Using approval workflows to automate daily tasks can reduce the time it takes to send final client invoices and process vendor payments. Vantagepoint allows for streamlined approvals on most functions in the system – timesheets, expense reports, accounts payable and client invoicing.
  • Intuitive search functionality allows for more timely record retrieval
    • Vantagepoint makes finding information quicker. Using Find on the menu allows you to quickly access a hub or area in the system.
    • When searching in hubs or reporting, simply type part of the field name and get a list of everything containing that name.
  • Financial statements and reports are available for timely and informed decisions
    • Dashboards are a great way to get a quick snapshot of your business regularly. Vantagepoint dashboards are intuitive and easy to create. Also, Vantagepoint is preloaded with the most common dashboards by role.
  • Firms in one location (clients and vendors are consolidated) allows accounting to view one record and understand the bigger picture.
    • The Firms hub in Vantagepoint allows you to view all clients and vendors in one hub. Clients and Vendors are linked in one record, allowing users to view client invoicing and vendor payments in one area. The records can be kept separate for reporting, if needed.

Bringing Teams Together

Tracking down employees to submit timesheets is typically an endless story that firms experience. With mobile time and expense, teams can get excited about more timely submissions because employees can use this to enter and submit timesheets and expense reports from anywhere. Receipts can even be uploaded from a mobile device, and an expense line can be created using Intelligent Character Recognition (ICR). With Vantagepoint, submitting timesheets and expense reports is not such a daunting task after all.

Another way that Vantagepoint brings teams together is streamlining and expediting the invoice review process. Accounting can quickly and easily issue draft invoices, and project managers can mark them up promptly. This clean process keeps the invoice cycle moving along. Other benefits include:

  • Automate bank reconciliation

    • Downloading transactions from the bank and importing into the Bank Reconciliation in Vantagepoint greatly reduces the time it takes to reconcile the bank. Setting up the import is quick and only needs to be done once.

  • Billing Made Easy
     
    • Use Batch Billing to run draft invoices and email directly to project staff for approval. In batch billing, once all options are selected, they can be saved to use for future batch runs. Example, if billing is run by project manager, Options can be saved by PM.
    • Streamlining of the invoice approval process, all approvals can be done within Vantagepoint. Project staff can view, make changes, view invoices after changes and approve all in Draft Invoice Approvals in Project Hub.
    • Flexible Billing Terms can be based on the project contract. Vantagepoint allows creation of the fee billing grid at the top level of the project but linked to each level. When you have a mixed project, Fee Based and Hourly, use sublevel terms to set up billing at different project levels.

  • Transaction Entry
     
    • In Vantagepoint, transactions are created and posted in the same area. Batch processing is no longer necessary. All transactions can be viewed in one screen, using the filter option to easily search.

Simplify Processes with Deltek Vantagepoint

Deltek Vantagepoint offers the tools and functionality to streamline processes between groups in an organization. The improved accessibility and collaborative features break down process silos and allow for a continual flow of information. Since invoices must be sent to receive payment, the streamlined process can shorten the billing cycle and keep cash flow in check.

Deltek Vantagepoint Visuals

The Value of Vantagepoint for Project Managers

Posted by Rana Blair on November 18, 2020

Project management view

Project success is vital to any professional services organization, so project managers must be given every resource to ensure their projects are done on time and within budget. In Deltek Vantagepoint, there are numerous dashboards and ways to view information easily so project managers can access what they need to ensure that projects run smoothly and are on target. Let’s check out the benefits of Vantagepoint for project managers.

Greater Visibility

Deltek Vantagepoint offers enhanced visibility to all users. Vantagepoint provides a major way to engage people with the system, specifically non-accounting users like project managers. With built in dashboards showing important numbers and graphs, plus a more intuitive reporting interface, every role in the project team can participate with the details regarding projects to ensure they are managed efficiently.

Focus on Project Health

The planning application itself is the most efficient tool to review project health and activity. Here, users can review profitability or billing multipliers with instant feedback while updating resource assignments. Additionally, Vantagepoint has detailed reports as well as a variety of standard dashparts to provide relevant information.

Flexible Project Management

Resource forecasting is all in the same house with Vantagepoint. With the resource view, project managers can control the resources for each project. In addition, with the Vantagepoint heat map, utilization of staff can be evaluated, and action can be taken based on those utilizations. Now there is a whole new interface for resource planning, and resources can be added from several different places. For example, resources can be added using the Resource view or the Project view. With these flexible options, project managers can easily see all details and can focus on resources and proper management of those resources.

Future Forward

Resource planning early in the process allows for better forecasts for resource allocation. With Deltek Vantagepoint, project managers can look at resources in line with awarded projects and pursuit projects out six or eight or even ten months. Also, there is a redesigned project review which is easier to read and has KPIs with calculations that make sense. Project managers have a one stop shop where they can see the performance of their projects which can be done in Project View.

Improve Collaboration with Deltek Vantagepoint

Deltek Vantagepoint has been designed to be more approachable, with simplified processes, enhanced visibility, and improved accessibility which has created a new willingness to contribute by all users. With a variety of dashboards and different ways to access important data regarding projects, project managers now have a much easier time keeping an eye on their projects. They can quickly see the results of their contributions to project management and rest assured that their projects will be successful.

Deltek Vantagepoint Visuals

The 41st Annual A&E Deltek Clarity Report: Financial Statements

Posted by Nicole Temple on November 11, 2020

Deltek Clarity 41st

Financial statement data is vital for leadership teams. This data is the basis for measuring firm performance and influencing decisions regarding the firm’s future. There are several financial metrics that businesses track and rely on. Based on the findings of the 41st Annual Deltek Clarity A&E Report, operating profit on net revenue has increased for ten years consecutively to 15.8%. This is a 1.4-point jump year-over-year. A variety of other important metrics were addressed in this year’s Clarity report as well. The Clarity report reveals where things measured up for 2019.

Top Financial Challenges

The financial challenges have remained similar year-over-year. This year the trend is towards challenges with increasing profitability, finding and retaining qualified staff, and managing firm growth. Although, finding qualified personnel and keeping turnover low is second to increasing profitability. It is also noteworthy that qualified staff is at the top of the list for greater than half of the respondents. Cash flow is floating in the ranks, but it seems that firms are managing it better than in years past. The unpredictable spending environment was only at 11% for 2019, though that is likely to change given the challenges many firms faced in 2020.

Building on Success

While there is economic uncertainty in the year 2020, the results show that firms strengthened their operations in 2019. Operating profit continues to rise steadily, as it has over the last decade. Of note, small businesses saw a strong increase, rising to 15.9% operating profit, up 3.5% from the prior year. The net labor multiplier has seen a minor increase as well, reaching 3.03 last year. That’s the highest multiplier measured for the industry in ten years.

Another significant metric tracked by firms is the utilization rate. It is calculated as cost of labor charged divided by total labor cost. This metric remained steady with the prior two years, except for Architecture firms that showed an increase of 2.3% points year-over-year. Employee retention is a factor within this metric. Firms with higher utilization also tend to show lower turnover rates as well as higher net revenue by employee. Does this show us that working employees are happy employees? Findings will show that investments in technology and training can keep employees engaged and productive in producing revenue.

Net revenue per employee is yet another metric to see a positive increase. This could be attributed again to the investment in technology and training, an already high productivity amongst employees, increased rates, or possibly better efficiency driving projects to completion. Since obtaining qualified staff remains difficult, firms are working with existing teams to accomplish more. Burn-out should be a consideration and cutting associated costs or wages could be disadvantageous.

With employee cost being a possible factor in retention it is important to track trends and analyze total employee cost as a metric. This is calculated as the sum of total labor and other labor related costs, (such as fringe benefits and taxes but excluding bonuses) divided by the average number of employees during a year. This returned data shows that there was not an overall noticeable change. Payroll expenses and employee numbers increased at higher percentages which in turn drove the decrease in overall cost. Where the year prior it had showed a small decline, we may see a more drastic change in 2020.

The average collection period calculation divides accounts receivable by annual total revenue, multiplied by 365. This is an important metric for cash flow stability and deserves a great deal of attention. There has been small improvement or decline in average days amongst all firms. In comparison, small businesses and high performers stand out as having notably improved. It is important to stay on top of the outstanding accounts receivable to maintain cash flow performance stability.

Preparing for the Future 

A&E firms have largely agreed that business process improvements and project management training have a strong impact on a firm’s financial health. In addition to those areas, better forecasting should continue to be a top focus area. Addressing and improving these key components can be the key to continued success, even in difficult and uncertain economic times. To read more about financial statement findings, visit the full Clarity report. 

New call-to-action

The Value of Vantagepoint for Executives

Posted by Sarah Gonnella on November 04, 2020

Vantagepoint Value  for Executives

As an Executive, we carry a lot on our minds and plates these days to ensure our companies are running smoothly. Unifying our teams and simplifying our business processes is a key challenge all executives are looking to resolve. When searching for tools to help staff, it is important to find systems that will grow with your business. This is why thousands of firms rely on Deltek products. For professional services firms, executives are turning to Deltek Vantagepoint to track growth, performance, and profits throughout the project lifecycle. Let’s explore the value of Vantagepoint for executives.

Creating Value for Your Team

Deltek Vantagepoint provides 360-degree visibility into your projects to drive business success. Creating value is not done magically. It requires thinking about the end users’ experience and understanding their business. With Deltek Vantagepoint, much of that work has been done for you. Deltek Vantagepoint was designed by thinking about how each person within your firm will interact within their role and creating efficiency around their interaction with the solution.

Some of the key benefits important to executives include:  

  • Sharing mission-critical data easily across your team while eliminating roadblocks and redundancies
  • Creating a collaborative systematic business process to ensure teams are able to quickly share information across the company
  • Visibility into your team resources company-wide to determine how best to avoid missed milestones
  • Driving home accountability to help maximize productivity and improve efficiency
  • Streamlining cash flow management by capturing timely expenses and captured billable hours with targeted alerts and accurate invoices
  • Simplifying and protecting work in the cloud with a secure, sophisticated infrastructure

Perfect Fit for All Sizes of Project-Based Firms

Deltek Vantagepoint is perfect for project-based firms of all sizes. Interestingly, the majority of firms Full Sail Partners serves are under 50 employees (57%) which coincides with the typical size of project-based firms across the United States. So, as your firm continues to grow, the solution should grow with you. What is most important is choosing a solution that fits your staff’s needs and provides leaders the information necessary to make business decisions about your firm’s growth plans. For firms that have more complex needs, the solution also includes robust features like multi-currency, multi-company, multi-language capabilities and much more that can be enabled.

Modern, Intuitive and User Friendly

Vantagepoint is an intuitive, powerful solution that puts your people and projects at the center of your business. It is designed to help you manage the entire project lifecycle better than before. One of the focal points when the solution was created was to ensure the interface was modern, intuitive and user friendly. It is purpose-built to allow firms to access the solution from any device or browser. As Deltek looks to add new features, they include finding ways for users to utilize the solution more easily. Here are a handful of the cool, modern features within Deltek Vantagepoint:

  • Role-based Dashboards – Quickly access pre-built dashboards designed specifically for the different roles which users are involved in within the company.
  • Intelligent Character Recognition (ICR) – Provides users the ability to translate text from handwritten or typed format back into the solution. For example, taking a picture of a receipt and auto filling an expense report.
  • Outlook Add-in – Proactively manage client relationships from within Outlook and synchronize data between both solutions.
  • Calendar Synchronization – Synchronize your personal calendar to easily create touchpoints and timesheet entries.
  • Hey Deltek – Use a personal assistant to help locate, open or create new records.

Built for All Users

In addition to providing executives an at-a-glance look at the health of their business, Vantagepoint is also focused on each role within the firm down to individual employees. The solution was designed with the needs of every employee in mind which ultimately helps executives manage the company. The role Vantagepoint plays in other roles will be discussed in future blogs. Suffice it to say that Deltek Vantagepoint can do it all.

Bringing Everything and Everyone Together

Not only does the solution encourage a collaborative environment, but it brings all your firm’s critical business processes into one unified platform to ensure executives get value from their investment. All employees from project managers to finance to marketing and business development can benefit using Deltek Vantagepoint. Be sure to check out our entire Deltek Vantagepoint mini-series to see how the product can help your employees and firm.

Deltek Vantagepoint Visuals

Full Sail Partners’ Ryan Felkel has become HubSpot Marketing Software Certified through HubSpot Academy

Posted by Jennifer Renfroe on November 03, 2020

Ryan Felkel's HubSpot Marketing Software Certification

HubSpot offers a marketing automation platform to help firms attract the right audience, convert more visitors into customers and run inbound marketing campaigns. There are over 86,000 users in over 120 countries increasing business with HubSpot. The mission of HubSpot Academy is to transform the way people and companies grow by offering free online trainings for the digital age. From quick, practical courses to comprehensive certifications, those interested can learn about cutting edge business topics and how HubSpot’s built in tools support these business growth strategies.

HubSpot offers a marketing automation platform to help firms attract the right audience, convert more visitors into customers and run inbound marketing campaigns. There are over 86,000 users in over 120 countries increasing business with HubSpot. The mission of HubSpot Academy is to transform the way people and companies grow by offering free online trainings for the digital age. From quick, practical courses to comprehensive certifications, those interested can learn about cutting edge business topics and how HubSpot’s built in tools support these business growth strategies.

“As a marketing professional and an avid HubSpot user, I use this powerful marketing platform to drive Full Sail Partners’ inbound marketing efforts,” stated Ryan Felkel. “Earning the HubSpot Marketing Software Certification demonstrates both mine and Full Sail Partners’ commitment to ensure clients find value from our content.”

On the verge of offering the HubSpot Blackbox Connector for Deltek Vantagepoint and Vision, Full Sail Partners is looking to help clients best utilize HubSpot together with Vantagepoint and Vision. With this certification, Ryan serves as an internal resource to lend his insights on how clients can benefit from using the product. The Blackbox Connector for HubSpot is scheduled to be released the first half of 2021.

“I am very pleased that Ryan chose to pursue the HubSpot Marketing Software Certification to elevate his ability to provide content that is beneficial to our clients and perspective clients. The knowledge he has acquired from the HubSpot Marketing Certification demonstrates his dedication to become an expert on the HubSpot marketing software platform and to provide guidance to our internal team as we finalize the development of our Blackbox Connector for HubSpot,” explained Sarah Gonnella, VP of Marketing and Sales.

For more information, please contact Full Sail Partners’ Marketing and Communications Department. 

Value of the Deltek Vantagepoint Transition Copy Scripts

Posted by Amanda Roussel on October 28, 2020

Transition Copy Scirpts

Are you thinking about your Deltek Vantagepoint upgrade and what steps are required? If you haven't already, we recommend you take a look at Full Sail Partners’ 3-step process. An important fact to know is that Deltek has provided a conversion tool to allow all of your data to move over. No migration necessary. Does that mean I can move tomorrow? No, we do not recommend that. Just like with any upgrade, you need to make sure updates haven’t impacted your processes. This upgrade is a bit more extensive but rest assured Full Sail Partners has tools to make the process easier and more efficient. One of those tools is our Vantagepoint Transition Copy Scripts.

During the testing process, firms will need to address some key areas including workflows, saved searches, reports and configuration settings before moving forward with a production environment. Our Vantagepoint Transition Copy Scripts are a valuable resource to ensure the work you put into addressing issues doesn’t require rework when you move from test to test environment or to your final production environment. Let’s take a look at how this tool can help you with the upgrade process. 

Vantagepoint Preview Environment

Now that clean-up efforts have been identified and prioritized with the Vantagepoint Readiness Report, and clean-up efforts are nearing completion, it may be time to request a preview environment. Many firms are finding the upgrade process to be an opportune time to tidy-up data and fields that have been collected in Deltek Vision over the years. Here is the chance to get Vantagepoint started with best practices and processes.

Upon accessing a firm’s preview environment, you may notice that things look different. The data moves over from Vision to Vantagepoint, but some big areas are consolidated. For example, opportunities get consolidated into projects, and clients and vendors consolidate into the firm hub. As this takes place, you will see some field duplication. Fields may also be organized differently.

Vantagepoint Preview becomes Testing Environment

There are many changes that can be made in the testing environment. It’s important to know that any changes made - screen design properties, saved searches, reports, dashboard/dashparts, and more - will reset upon a preview refresh as well as go live. Full Sail Partners understands that this can be a burden on firms as they track and recreate each of the changes. Full Sail Partners' Transition Copy Scripts allow firms to retain these changes and eliminate redundancy and rework between each test upgrade and your your final conversion.

Below is a list of the available scripts in the transition copy script bundle:

Screen Designer:

  • Design layout location for User Defined Fields
  • Properties including: Hidden, Locked, Required Fields, Tool Tips
  • Resource Planning Configuration

Security:

  • Security user role for each employee
  • Security options for each user role
  • Email Configuration
Saved Searches
  • Private and Shared search options

Reports/Templates:

  • Private and Shared reports with options and selection criteria
  • Proposal templates
Dashboards/Dashparts:
  • Dashboard layout
  • Dashpart widgets
  • Dashpart calculations

Workflows:
  • Hub Workflows
  • Approval Engine Workflows

Newly Created Components and Values:

  • Standard field values and labels
  • Custom fields and labels
  • Custom grids and labels
  • Custom files
  • Custom tabs
  • Custom hubs
  • Navigation tree

Benefits of Using Transition Copy Scripts

Some firms may have a manageable list of changes to address on their own, but we understand that firms with more complex data spend measurable resources getting the test environment just as needed. Below are some of the many reasons to use this impactful tool:

Work efficiently and save time. Adjust fields right where you want them, build dashboards, and configure to meet your firm’s needs. No need to track every change made. These settings will be applied with transition copy scripts.
Test, test, test. Searches, reports, and workflows will need to be recreated and tested. Do so knowing that efforts will not be erased.
Train staff before going live. Once the test environment meets your firm’s needs, you can train staff prior to going live. This can give staff the confidence of using the cohesive system and promote a smoother adoption after going live.
Count on Full Sail Partners. Our Deltek experts are here to cheer, guide, or lead you along your Deltek journey. Our custom team works closely with you to apply the appropriate transition copy scripts

Utilize Your Resources

We understand that there are many other responsibilities needing to be addressed throughout the workday. Full Sail Partners' Transition Copy Scripts can alleviate the redundancy of Vantagepoint refreshes and live environment and spend your time more effectively.  

Wherever you may be in your Deltek journey, Full Sail Partners has additional resources to assist with the Vantagepoint upgrade. Let us help you get there the right way!

New call-to-action

Focus on the Future with Sales Forecasting

Posted by Lindsay Diven on October 21, 2020

Forecasting

Are you simply betting that your future will be bright? Or are you using your data to plan for tomorrow? As my data-loving, gal-pal, Stacey Ho, CPSM, puts it: “Forecasting is a little bit of science, and a little bit of crystal ball.” In this blog, I’ll share what forecasting can tell you, and how to get started today using anything from Excel to a major ERP finance software system. Your firm, no matter what size, can take small steps to plan for a bright future.

What is forecasting?

Forecasting is a way to use your pipeline to demonstrate potential future sales. It helps your firm make smarter decisions or know when to course correct. Forecasting can tell you if you need to identify more work, improve your hit hate, recognize “must-win” opportunities, or even when to hire more staff.

Get Started with Forecasting

To get started with forecasting, you will need to set yourself up for success. This is done through aligning the right people, process, data, and technology:

PeopleYou will first want to have a good understanding of who is responsible for data collection, maintenance, input, etc. and who will be gathering and reporting on the data. Consider who has both the knowledge and the time to put the forecast together. Lastly, make sure you have buy-in from your firm leadership.

ProcessOnce you have the people identified, it is time to start working on the process. This includes setting sales goals for your firm, so you have them to compare the forecast to and which can be developed using a top-down or bottom-up approach. You will also want to determine the frequency in which you report the forecast and how often you will update it. The frequency can be weekly, monthly or quarterly. I recommend beginning with quarterly and eventually increasing to monthly for firms just starting to forecast, Additionally, you will need to decide how far out into the future your forecast goes. The two most common forecasts are the current calendar or fiscal year and a rolling 12-month report.

DataTo build your forecast you need data. This includes dates, dollars, and status. I will go into more detail regarding the minimum data you need to build a forecast in just a bit.

TechnologyOnce you have identified people, process, and data, you will have a pretty good idea of what type of technology is needed. CRM systems, like Deltek Vision and Vantagepoint, are developed specifically to make reporting forecasts seamless and automated. Once the information is entered into the system, you can build reports or dashboards easily, segment the data by office or market, and schedule the reports to be delivered automatically.

What are the Minimum Pieces of Information for Effective Forecasting?

Since a forecast is predicting your sales into the future, there are some minimum pieces of information you need to record to develop a forecast report. Those pieces of information are:

  • Opportunity or Potential Project Name – The report is a cumulation of all your future potential projects. So, ideally every opportunity or potential project would be entered into your CRM system.
  • Anticipated Fee – In order to forecast expected sales, you will need at least an estimate of anticipated fee for each opportunity.
  • Date – This can be a date for when you expect the contract, when the proposal is due, or when you expect to begin work on the project. Again, because the forecast is based on a date range, you need to input some date to base the report on. I would recommend capturing a contract or expected start date. No matter what type of date field you choose, be sure to enter and update that data field consistently among all your opportunities.

There are some other data fields that will make your forecast reports even better:

  • Probability – Chances are you are not going to win every opportunity you pursue, so I like to apply a probability to each opportunity. This probability is the likelihood your firm will win the opportunity.
  • Weighted Fee – Weighted fee is what you get when you multiply the estimated fee by the probability. When you calculate this, and use the weighted fee in your forecast, it is more conservative than just using the estimated fee. Sometimes, this gives you a better idea of what your sales will be.
  • Office or Market Segments – I like to develop my forecast reports around the same segments as the other financial reports my firm does. So, if your firm reports P&L around offices, divisions, or studios, then you can set up your forecast reports the same.

Maintaining the Forecast

Now that you have set up your initial forecast report, make sure you maintain it on whatever frequency you decided above. Maintenance encompasses:

  • Data Auditing – This includes routine data updates such as updating the contract or estimated start dates, updating estimated fees, and probabilities.
  • Actualizing – Data actualizing happens when you turn the opportunity into a sale. This involves marking opportunities as wins or losses, updating the estimated fee to the actual final negotiated contract amount, and changing wins to 100% probability if you are using a weighted fee.

How to Use Your Forecasts

While forecasting can tell your firm if it will meet its goals, there are some other uses of sales forecasting. In my experience, forecasts have been used to:

  • Identify your top 10 or “must-win” projects that will allow you to meet or beat your goals
  • Know where your future work is coming from, specifically what clients or markets
  • Understand how increasing your probability (chances of winning) can affect your entire forecast
  • Develop estimated plans of efforts for all your potential projects and combine those with your contracted backlog effort. You can assign resources (named or generic) and see how utilized your teams are.

Get a Clear Picture of the Future

Stop guessing what the future will look like for your firm by developing a sales forecast. With some minimum information that is tracked in a CRM like Deltek Vision or Vantagepoint, you can easily build a forecast report that will give your firm a clear picture of the future. Ready to get started?

Deltek Vantagepoint Visuals

2020 Premier Award for Client Satisfaction from PSMJ Resources and Client Savvy Presented to Full Sail Partners

Posted by Jennifer Renfroe on October 19, 2020

2019 Premier Award for Client Satisfaction

Full Sail Partners is excited to announce that it has been chosen again as a recipient of the 2020 Premier Award for Client Satisfaction by PSMJ Resources and Client Savvy, creator of the Client Feedback Tool. This impressive recognition is given to firms in the AEC industry who have gone above and beyond to deliver a truly exceptional client experience. Full Sail Partners is proud of its commitment to provide client-focused technology solutions and services always considering what would work best for each individual firm.

The Premier Award for Client Satisfaction winners are chosen using data from surveys from over 300 firms. Based upon the surveys, firms which really stand out regarding client feedback are given this prestigious distinction. Award recipients are honored at the 2020 PSMJ A/E/C THRIVE – The Growth, Profit, and Performance Summit on October 14-16th which is held live and online this year.

“Full Sail Partners constantly monitors client feedback through the Client Feedback Tool and knows that a positive client experience can create repeat business and loyalty. However, it’s important to ensure the purpose of the feedback is always about the client. The real power of obtaining client feedback is when clients know you will take the suggestions, learn and apply them,” stated Sarah Gonnella, VP of Marketing and Sales. “We are greatly honored to be one of only 25 firms to be recognized with this Premier Award for Client Satisfaction and continue to look at ways we can improve.”

For more than 40 years, PSMJ Resources, Inc. has been recognized as the leading publishing, executive education, and advisory group devoted completely to improving the business performance of A/E/C organizations worldwide.

Client Savvy works with professional services organizations whose success depends on strong client relationships. Their commitment to clients is to help them align their client experience (CX) strategy, implementation, and measurement initiatives with their top strategic priorities.

“Since 2009, Client Savvy has partnered with PSMJ to recognize the professional services firms around the globe that achieve the highest standards of excellence by the metric hardest to achieve: excellence recognized by a firm’s clients. Of the hundreds of firms that participate in this benchmarking each year, only the top 30 are recognized. Full Sail Partners began their journey several years ago and has now been recognized three years in a row. Full Sail Partners sets the bar by asking for more feedback per staff consultant than any firm we’ve encountered,” stated Ryan Suydam, Chief Experience Officer at Client Savvy.

For more information, please contact Full Sail Partners’ Marketing and Communications Department. 

The 41st Annual A&E Deltek Clarity Report: Human Capital Management

Posted by Joel Slater on October 14, 2020

Deltek Clarity 41st

Human Capital Management (HCM) is a vital process that must be taken seriously for firms to be successful. There are many aspects to HCM from talent acquisition, to employee learning and professional development to succession planning. Based on the findings of the 41st Annual Deltek Clarity A&E Report, talent acquisition remains a major challenge for A&E firms and they must embrace technology and improve practices to attract the best candidates. This year’s Clarity report also addressed a variety of other hot HCM topics for A&E firms.

Tracked KPIs for Human Capital Management

According to the results of the report, the top four KPIs tracked by A&E firms included revenue per full-time equivalent (FTE), voluntary turnover, involuntary turnover, and employee retention. Identifying these particular KPIs shows that firms are concerned with retaining employees once they are hired. As a matter of fact, 74% of firms tracked revenue per FTE which indicates that financial-related metrics are being connected to HCM. However, only a minority of firms tracked other financial-related metrics. Those firms willing to look at the whole hiring and retention process will ultimately have less costly HCM systems thus making them more successful.

Managing Talent

Seeing that the top KPIs tracked are regarding turnover, it is no surprise that employers continue to focus on their initiatives for managing talent. The report stated that the top two talent management initiatives remained the same, develop more formal career development programs and create/improve succession and career development planning. Creating and improving mentorship programs moved to the third spot going from 28% to 45%. It is becoming clear to firms that knowledge must be transferred to those employees with less experience if they are to continue operating successfully. Unfortunately, however, only 10% of firms prioritized investing in a HCM solution even though 40% of firms currently use outdated HR solutions.

Surveys of Employee Engagement

Again, focused on the topic of retention, this annual Clarity report addressed employee engagement surveys. The results from the report indicated that 81% of firms conduct employee exit interviews and surveys. Only 60% of firms stated that they do annual employee surveys which means that the opportunity to address employee concerns is often missed. If those concerns were heard and addressed, then turnover could be reduced. Gauging employee sentiment is important to keep retention high so firms should move away from more traditional methods of survey towards more frequent survey models.

Talent Acquisition

Back to the issue of talent acquisition, the top talent acquisition initiative reported in the survey was improving the perception of the firm (54%) which is important since reputation helps attract the best candidates. Additionally, 41% of respondents picked improving onboarding processes and procedures which went up from 37% the prior year. On the other hand, the report showed that only 40% of firms were considering an enhanced compensation offering. Besides compensation, firms should consider leveraging technology to offer flexible/remote work options to attract candidates.

Firms Care About Human Capital Management

Despite a tough labor market, it does appear that A&E firms continue to improve their HCM processes. Acquiring and retaining top talent remains a priority for firms. They must continue to improve talent acquisition by tracking KPIs, considering enhanced compensation and leveraging technology. There should also be focus on succession planning and career development to ensure employee engagement and retention. For more detailed information on the 41st Annual Deltek Clarity A&E Report, review it in full.

New call-to-action

Marketing Plays Well with Others

Posted by Amanda Roussel on October 07, 2020

Marketing can integrate

Those in marketing for professional services have a level of knowledge they had to build, likely for a field they did not pursue, and use that knowledge of services to build a brand. In doing so, marketers paint a picture of the firm that they promote. Usually marketing professionals find themselves helping many departments throughout the firm. Not only is collateral client-facing, but marketers often have a responsibility to market to the firm internally. Over the years, I have found many marketers to be integrators in a firm so let’s check out how marketing plays well with others:

Know the Brand

The brand is more than the firm’s identity and reputation. According to an SMPS article, “…strong branding is viewed through three lenses: overall firm branding, personal branding, and employer branding. All three are crucial to a strong brand foundation—and all three are connected in important ways that contribute directly to your firm’s success.”

Marketing has the fun responsibility of viewing the firm with a broader lens and shining the best light on firm strengths. As marketers believe in the services the firm can provide, they can use various channels to get the right message to the right audience. Therefore, knowing internal teams is just as integral as knowing clients.

A lot can change in a firm, whether it be people, services, or goals, and marketers need to be in the know of company happenings to properly communicate the appropriate message. After all, the only constant is change. Marketers find themselves having to be very flexible with messaging as well as keeping up with the dynamic structure of the firm.

Master the Service Lineup

Professional services firms typically have printed material, a digital footprint, and many proposals created for specific clients. Marketers must have knowledge of the firm’s services and a strong bond with technical staff to collaborate and create content. While a majority of technical staff has vast knowledge of what services its group offers, it’s important to educate everyone on all of the firm’s offerings, even if at a very high level. This can lead to more aware project managers as well as cross selling. All marketers should take advantage of education opportunities.

Knowing that many marketers have a great understanding of the firm’s services, they can become integrators within the firm, matching up employees that can benefit from bigger discussions. Collaborations do not stop with technical departments.

Recruit Like a Pro

Great minds come together for the greater good when human resources and marketing collaborate. Recruiting can be quite time-consuming; however, attracting top talent can tighten the candidate funnel. Pulling together human resources’ knowledge, the firm’s brand, and creatively crafting the right message can yield strong new recruits for consideration.

To that note, a firm’s digital footprint can play a huge role in a candidate’s interest. Using social media as a recruiting strategy can have phenomenal results. According to harver.com, 92% of recruiters use social media in their efforts. It is a way to engage passive candidates and employees, make connections, and share quality content.

Naturally, recruits or potential candidates google the firm and can be quick to judge on initial findings. It is imperative that a firm’s brand stand out on social media, such as LinkedIn, and on the firm’s website and network.

Set Standards from the Start

After an offer is accepted, it is also beneficial to include marketing in onboarding efforts to educate the new hire on the following, at a minimum:

  • Branding guidelines (colors, logos, firm names, and more)
  • Branded swag
  • Proposal resume building
  • Email signature
  • Collateral that covers all firm services

As marketers share branding guidelines and set brand expectations from the start, new hires are immediately in the know when it comes to firm resources that are client-facing.

Own that Hat Closet

Marketers may notice that they wear many hats as time passes at a professional services firm. Each hat will give different insight into the firm and potentially challenge the “norm.” There are conversations with all roles of the firm, from C-suite to staff level. All of these collaborations help build the firm’s message that is distributed through email campaigns, mailers, proposals, onboarding, and both digital and social content. With each hat that is worn, many areas are weaved together for a more cohesive firm and a stronger brand.  

Talent Management

What is Artificial Intelligence and Machine Learning?

Posted by Ryan Felkel on September 30, 2020

Just the terms artificial intelligence (AI) and machine learning can cause some confusion as many relate these with robotics. Based upon common knowledge, this is a rational thought, but in actuality, AI and machine learning technologies are being incorporated into numerous software applications and personal assistant tools such as Siri and Alexa. It is important to note that AI and machine learning have some slight differences. Let’s take a look at how Deltek is using these technologies to improve the experience for Deltek Vantagepoint users.

Artificial Intelligence

Getting Smart with Artificial Intelligence

Simply stated, AI is the principle that machines can make smart decisions and complete tasks using logical intelligence. In theory, this means that machines using AI exhibit cognitive functions like those performed in human minds. AI works by using algorithms, and in many cases, multiple complex algorithms stacked on top of each other. Typically, these algorithms can learn from data enhancing the ability to make smarter decisions.

The late Larry Tesler, a computer scientist who worked for many major corporations, tried to define AI. His theorem stated that “AI is whatever hasn’t been done yet” meaning that intelligence is ever changing. However, once something becomes common, it transitions to machine learning. Tesler’s theorem is often referred to when discussing the difference between AI and machine learning.

Be Efficient with Machine Learning

So, based on Tesler’s theorem, machine learning is a subcategory of AI and focuses more on the idea that machines are able to learn and adapt through experience. Like AI, machine learning uses algorithms to perform tasks without being programmed to, but it achieves goals by learning and figuring things out over time. In machine learning, the commonly accepted approaches are divided into three categories:

  • Reinforcement learning – a computer program navigates a dynamic environment to achieve a goal. For instance, the computer-controlled players on your team when playing a video game.
  • Supervised learning – the program is given inputs and desired outputs and then it creates the connections. An example of this is creating models to predict the weather.
  • Unsupervised learning – As the name suggests, the program is given no pre-existing labels and left to figure out patterns in the data on its own. This technique is often used in marketing to identify clusters of potential customers.

Do More with Deltek Vantagepoint

Now that the difference between AI and machine learning has been clarified, it should help users better understand these types of computer sciences as used in Vantagepoint. Currently, Deltek is adding AI capabilities to Vantagepoint that will be available in later versions. According to Deltek, AI will be able to analyze data across the project lifecycle. As a result, the AI tool will provide unbiased insights into the health of projects addressing any needed changes to ensure project success.

Deltek has also announced plans for machine learning technology. One effort is to simplify the expense submittal process. Deltek has announced that Vantagepoint’s Time and Expense will have an Intelligent Character Recognition (ICR) capability. The ICR technology will give users the ability to take a picture of a receipt needed to expense and Vantagepoint will be able to recognize characters no matter the font or if it’s handwritten or typed. The machine learning will recognize groups of data like food cost, taxes and tips, and then it will total those numbers.

It’s Time to Embrace AI and Machine Learning

Identifying and clarifying the difference between AI and machine learning is important since you’ll likely be hearing these terms used interchangeably from now on and far into the future. Even more, you’re likely only to benefit as a Deltek Vantagepoint user if Deltek continues to invest and take real advantage of these technologies. If you use apps on your phone like Lyft and Uber on a daily basis, you actually already do benefit from these technologies!

Reach Full Sail Partners

Accounting Today’s 2020 VAR 100 List Once Again Includes Full Sail Partners

Posted by Ryan Felkel on September 24, 2020

2020 VAR 100

Accounting Today has recognized Full Sail Partners as one of the top 100 value-added resellers (VARs) for 2020. Being distinguished as a top 100 VAR indicates that Accounting Today is overwhelmingly confident with the firm’s services and knowledge of business accounting principles and the software required to support operations. Each year Accounting Today selects 100 VARs to acknowledge their accomplishments in the accounting software industry. The top VARs are chosen from firms focused on sales and implementation of accounting and enterprise resources planning (ERP) software. Accounting Today uses criteria such as revenue, number of offices, and staff size to generate the list of top VARs. 

According to Accounting Today, VARs on the 2020 list noted that this is the year that has pushed the cloud over the tipping point. Furthermore, the VARs have overwhelmingly echoed each other’s sentiments stating that this year more clients than ever have inquired about cloud and software-as-a-services options. One reason the cloud demand is so high is the peer pressure from others within their industry adopting the cloud. This is a clear example of the benefits and the need to keep up with the competition. For more information about this year’s findings, click here. Also, for the full list of the 100 Top VARs, click here.

“Full Sail Partners is once again pleased to be recognized by Accounting Today as a Top 100 VAR for 2020. Additionally, Full Sail Partners has found that 2020 is the year that the cloud has become a leading topic for our clients. With several of our clients preparing to upgrade from Deltek Vision to Vantagepoint, they have also decided to take advantage of the benefits afforded them by moving their on-premise solution to the cloud,” stated Sarah Gonnella, VP of Sales and Marketing at Full Sail Partners. “We anticipate this trend to continue well past 2021.”

Accounting Today is a leading provider of online business news for the accounting community, offering breaking news, in-depth features, and a host of resources and services. The VAR 100 list is an annual report developed to rank the top technology resellers in the accounting and ERP spaces.  

For more information, please contact Full Sail Partners’ Marketing and Communications Department. 

The 41st Annual A&E Deltek Clarity Report: Project Management Trends

Posted by Rana Blair on September 23, 2020

Deltek Clarity 41st

Projects are the bread and butter of A&E firms and well executed ones are an absolute necessity to remain competitive. Based on the results of the 41st Annual Deltek Clarity Report, A&E firms are aware of the need for project management responsibilities to be more clearly defined. Project information processes must be improved and there should be more investment in project manager (PM) training. Additionally, PMs require more visibility into KPIs to meet performance expectations. Here are some snippets from this year’s report.

Project Management Challenges

The 41st Deltek Clarity Report showed the top three project management challenges facing firms to be the same for the third straight year. Those challenges are inexperienced PMs, staff shortages and competing priorities. PMs are at the center of project management, so they need to be better trained and be knowledgeable of firm and industry wide best practices. For firms to deliver successful projects, PMs across all projects should be keenly aware of their responsibilities. They should also become experts in their practice and to bring in other members that complement the team.

Project Status

According to this year’s report, the number of projects that came in on or under budget is slightly higher than last year. With a six-percentage point increase to 72% for architecture firms and high performers coming in with 75% of projects on target or under budget, project status appears positive. Additionally, two-thirds of projects were recorded as being current or ahead of schedule which is up two percentage points from last year. Visibility into project financials and KPIs plus targeted PM training positively impacts project execution.

Tracked KPIs for Project Management

In the survey, and consistent with last year, most A&E firms track profitability (92%) and net revenue (91%). Next is average collection period (87%) and multipliers (80%). The least-tracked KPIs remained on-time delivery, schedule variance and earned value management. The report again indicated, based on these findings, that there was a need for greater project visibility. Increasing efforts to track those KPIs would in fact improve project success, business performance and client satisfaction. In particular, the failure to track schedule variance would be reflected in the percentage of projects determined to be behind schedule.

Measuring Client Satisfaction

Based on the 41st Deltek Clarity Report, 54% of surveyed firms do measure client satisfaction. The majority of those which are not currently doing so are considering it for the coming year. Engineering firms are more inclined to evaluate client satisfaction, and the larger the business, the more likely it is considered. Of those firms that measure client satisfaction, 58% do so for all projects. Firms use a variety of means such as in person to electronic surveys. While the executive team is usually in charge of contacting clients (50%), large firms rely on the PMs (56%) to monitor client satisfaction. Lastly, firms that do not regularly measure client satisfaction will not be very effective with process improvement.

Well Executed Projects

As seen in the 41st Annual Deltek Clarity Report, A&E firms understand that improving project management training and providing access to KPIs will lead to improved project performance. Additionally, leveraging tools to streamline project delivery and investing in both PMs and the whole project team will make the process much more efficient. When projects are well executed, clients are likely more satisfied, and firms earn repeat business. This ultimately keeps firms competitive in the A&E industry.

New call-to-action

Technology Tips and Tricks to Help Your Kids with Digital Learning Series: Staying Organized

Posted by Jennifer Renfroe on September 16, 2020

Time management

Many students started the new school year online, and parents continue to navigate this new way of learning with their children. Across grade levels, many students are still struggling with the challenges of learning remotely. Without direct guidance and reinforcement from teachers face to face, it often becomes overwhelming to manage the expectations of classwork. In this installment of our series, we will address how parents can help their kids stay organized in the digital learning environment.

Non-Distracting Workspace

Children should have a designated workspace that has minimal distractions. Parents should not pick the bedroom for schoolwork because kids can be tempted to do their work on their beds which can reduce productivity. Having a room outside of the bedroom designated for school work is the better option. Dining tables have been a popular choice when spare rooms aren't an option. Phones, televisions and other sources of entertainment provide further disruption opportunities so should be removed from the workspace. When taking a break, kids can go back and enjoy the amenities of their bedroom.

Time Management

Regardless of which class management tool is used, staying organized is now a bit easier than in the past since assignment due dates can be tracked online. However, procrastination remains a real problem for many students which can lead to feeling overwhelmed. The best way for parents to help kids manage time is to make sure there is a set schedule and daily routine. Daily tasks should be written down and crossed off when completed. All work can be prioritized and chunked so that assignments can be accomplished several days in advance of due dates.

Protect School Work

One of the biggest frustrations with online learning is technology failures. After spending hours on an assignment, no one wants to risk losing that work. Parents can make sure this doesn’t happen by having kids do their work in the cloud using Google docs or another cloud service. If the computer shuts down, the work will still be accessible when it reboots. Additionally, besides using a flash drive, other methods of saving work include sending the work to another location via email, like parents’ email. This is a great option for assignments that use Microsoft Word or Excel. Always have a backup source so assignments can be submitted on time.

Ask for Help

Another means of staying organized is for parents to encourage their children to ask for help. One benefit of online learning is connectivity to teachers through tools like Canvas and school email like Microsoft Outlook. Rather than waste a lot of time being confused or worried about something, just email the teacher for clarification. While teachers may not be able to respond immediately, they usually will within the day. Once the request has been sent off, make sure kids move on to another question or assignment. It is often hard to wait for an answer, but without asking teachers, there will be no resolution which ends up causing more stress.

Stay Prepared with Digital Learning

Parents should use these recommendations to stay organized with digital learning. It is hard to balance “real” jobs and the extra responsibility of managing students’ work, but with these measures in place, routines will be well established, and it will all get done. Another reason to keep those kids organized is to make room for a little “me” time. Good luck!

Reach Full Sail Partners

The 41st Annual A&E Deltek Clarity Report: Business Development Trends

Posted by Sarah Gonnella on September 09, 2020

Deltek Clarity 41st

“The only constant in life is change.” In the business development world, truer words have never been spoken. The 41st Annual A&E Deltek Clarity Report was conducted at the beginning of 2020 and shows how companies performed during the 2019 fiscal year. Since then, much has changed in the world. The United States is officially in a recession - defined as two consecutive quarters of negative economic growth. Recessions in the A&E industry have proven to be a high-pressure exercise in change management. So, what can we learn from the Clarity report and also from previous recessions in the A&E industry?

Business Development Trend Challenges

The Clarity report showed that challenges from a few years ago remain the same. Time is always a challenge, especially finding time to nurture client relationships. Competition for work continues to get tighter and many firms still struggle to identify new prospects. The A&E industry is overall accustomed to in-person interactions. That dynamic has changed drastically in 2020, requiring firms to identify new ways to develop connections and build relationships.

Getting into Position

Firms that participated in the study were asked to share in which markets they expect their firm’s position to grow, tread, or decline. Over the next 18 months, the transportation market takes the lead at 67% of firms expecting to grow there. Next up is the water/wastewater/stormwater market, followed by the health care market. Firms can remain flexible and be ready for a market shift given the election year and the global pandemic. Market research is always important, and now proves this notion even more.

Tracking the Hit Rate

The Clarity report shows that there’s room for improvement in how firms can use hit rate as a valuable metric. The six-year trend has varied from a 40% - 50% hit rate. Recently, more small and medium-sized firms have formalized a go/no go process, but consistency may be the biggest challenge. Formalizing the system can streamline processes, dedicate resources effectively, and drive the hit rate up. Firms should push business development teams to focus on quality of pursuits, rather than quantity. This is even more important when resources are limited to avoid burnout.

Bringing in the Work

As seen in the 41st Annual Deltek Clarity report, most roles within a firm have some level of responsibility for business development. Executive teams take the lead on the responsibility along with business development staff if that is an option. Marketing groups seem to lead some efforts and the seller/doer model is common in A&E firms. Regardless of who is bringing in the business, only 41% of firms have a formal business development process. Streamlined processes could ensure teams are working efficiently and communicating effectively.

As part of broader marketing efforts, the study asked about marketing techniques for the first time. The survey showed social media posts are the primary marketing technique used by 87% of firms. Traditional trade shows and exhibits are a primary technique for 65% of firms. From there, thought leadership and content marketing are of importance as this showcases the industry experts. This will be a good one to track year after year to see where the trends take us. The survey also asked about the importance of these techniques over the next five years. Social media remains at the top, followed by thought leadership. Trade shows and exhibits surprisingly bump down to the number four spot. In today’s marketing, focusing on your online presence is even more critical.

The Outlook for Business Development

Change brings opportunities. Now more than ever, business development teams should concentrate on strategic planning to narrow in on how to refocus existing business opportunities and develop new business prospects. Firms focused on being flexible and adaptable will continue to flourish in our ever-changing world.

New call-to-action

Value of the Deltek Vantagepoint Readiness Report

Posted by Amanda Roussel on September 02, 2020

Right direction

As the launchpad to Deltek Vantagepoint, the Full Sail Partners’ Vantagepoint Readiness Report can be used as a guide for your firm’s cleanup efforts and next steps. This valuable resource is such a strong starting point for firms as they consider when and how to upgrade from Deltek Vision to Vantagepoint.

How to Get There

Many AEC and professional services firms have buckled down on Deltek Vantagepoint conversations this year. We hear and understand the excitement, as well as the hesitation around the upgrade. Therefore, Full Sail Partners has developed beneficial solutions to help ease the transition from Deltek Vision to Vantagepoint. As consultants, we have received questions, such as:

          “What do I need to do prior to the upgrade?”

          “When should we do the upgrade?”

          “How will the upgrade impact our business?”

In all honesty, it all depends on your Deltek environment and the data it holds.

Start with a High Impact Tool

As a Deltek Partner for more than two decades, our consultants have assisted and led many upgrades, implementations, conversions, migrations, etc. Some firms have started the process on their own by viewing our Preparing for Deltek Vantagepoint webinar series, accessing the Deltek Readiness Portal and participating in the Client Assistance Program (CAP). These are all useful resources. However, to truly understand the state of your database, we are encouraging Deltek Vision users to start with the Vantagepoint Readiness Report to assess what needs to be addressed and managed. Below are some of the many reasons to use this impactful tool:

  • Alleviate anxiety. The report provides a plan on the areas that need to be addressed and cleaned up. We know you have other responsibilities. Gain insight on your entire database to know where and how to start.
  • Quick and easy inventory of your database. Deltek administrators can spend countless hours sifting through data to find potential duplicates or inapplicable records. The Vantagepoint Readiness Report can highlight this data in 30 minutes or less. After all, time is money.
  • Consulting time is included with the report. The report can be overwhelming for many firms. Therefore, one of our consultants will spend an hour with your upgrade lead or team digesting the report findings and identifying next steps.
  • Eliminate some of the manual steps. In the time saved using an automatic inventory script, teams can better spend their time preparing data and the firm’s preview environment, rather than digging for the starting point.
  • View details specific to your Deltek environment. Many resources can guide firms to run their own analysis, but this one does the work for you.
  • Reveal the unknowns. Firms are treating Deltek Vantagepoint as a fresh start. There may be hidden data that administrators were not aware of that should be cleaned up prior to the upgrade. The Vantagepoint Readiness Report can unveil this “hidden” data that may have been collected in previously used modules.
  • Outlining next steps. No two firms use their system in the same manner, so the plan of action varies. Once completing the Vantagepoint Readiness Report, our consultants can help identify and prioritize your next steps in the upgrade process.
  • Count on Full Sail Partners. Our Deltek experts are here to cheer, guide, or lead you along your Deltek journey.

Benefit from the Results

The Vantagepoint Readiness Report identifies the areas that will need attention or discussion before upgrading. In fact, it is even better to run this before getting your preview environment. The simple process runs a script and produces an excel file for review. Below are some of the details this report provides:  

  • Identifies potential duplicate vendors and clients

  • Produces a list of all your workflows

  • Compiles a list of all your user defined fields and grids

  • Identifies custom report files in use

  • Identifies duplicate columns across vendors and clients and across leads and contacts

  • Displays all the key formats for various info centers

  • Shows labor cross charge; overhead allocation and revenue generation settings for all companies

  • Displays the database table size

  • Identifies unposted transactions; timesheets, expense reports, transaction center files

  • Identifies plans which do not comply with Vantagepoint (iAccess) requirements

  • Identifies info center numbering that differs from your key formats

Use Your Resources

We learn throughout our careers that we should use our resources to ease the burden of some projects and spend time more effectively elsewhere. This is one of those scenarios. Firms can eliminate a long list of questions and tasks by starting with the Vantagepoint Readiness Report. The turnaround time for the Vantagepoint Readiness Report has typically been two weeks, depending on how schedules line up.

So, let’s roll up our sleeves, let the report do the magic and review the results. You will then have the next steps identified and prioritized as you move forward with the upgrade to Vantagepoint. And it doesn’t stop there! Full Sail Partners has additional resources to assist with the Vantagepoint upgrade. Let us know when you are ready to get started!

New call-to-action

Technology Tips and Tricks to Help Your Kids with Digital Learning Series: Presentations in Google Slides

Posted by Sarah Gonnella on August 26, 2020

Google Slides

Many students started the new school year with digital learning. As parents navigate the most efficient way to support their children during the school day, we have launched a digital learning series to help both parents and students. Follow along for technology tips and tricks as families adapt to this new environment. This addition to our series features Google Slides. 

Creating Presentations in Google Slides

Many students across various grade levels are tasked with creating presentations as part of their assignments. There are several programs to choose from, but two of the more popular ones are Microsoft PowerPoint and Google Slides. Google Slides is gaining popularity within school systems. Check out this video to learn about time savers, such as master slides, as well as some tips that can improve the presentation creation experience.

 

Get Prepared for Digital Learning

We hope you found this vlog in our series helpful. Templates and shortcuts can make better use of time when creating Google Slides and PowerPoint presentations. Therefore, this automation can be beneficial for both students and parents. If you have a technology topic you would like to see covered in the digital learning series, let us know.

Reach Full Sail Partners

The 41st Annual A&E Deltek Clarity Report: Technology Trends

Posted by Wes Renfroe on August 19, 2020

Deltek Clarity 41st

Technology is something that all firms must embrace to stay competitive. Project based firms both large and small especially benefit from investments in technology. According to the results of the 41st Annual Deltek Clarity Report, A&E firms understand the necessity of technology yet are primarily applying it to project execution and management as part of strategic plans to gain a return on investment. The report also addressed challenges to the adoption of technology and the initiatives to overcome these challenges.

Applying Technology Trends

Based on Clarity results, A&E firms have identified the value of applying technology to their core operations and have invested in solutions that streamline project execution (60%) and project management (59%). Nonetheless, investments in other integrated functions like business administration, human capital management, resource and financial management all have shown modest declines year-over-year. With projects as the focal point for A&E firms, they have yet to take advantage of technology for integrated administrative functions. Not only can these technologies improve business processes, but they can also attract new employees with a forward-thinking attitude.

Technology Trend Challenges

The Clarity report showed the ranking of the top technology trend challenges facing firms in an upcoming three-year period. The challenges were like those from last report, with the top three being: 1. cost of technology, 2. prioritizing which trends were most applicable to business, and 3. employee education on trends and their application to A/E/C. However, this year firms appeared to be less challenged by a lack of time to invest in learning about technology trends, and more due to the lack of a champion to lead a technology initiative.

Emerging Technology

As part of the study, firms were asked to identify the importance of emerging technology to their business. The Internet of Things (IoT), geo location and augmented/virtual reality were chosen as the most important emerging technology. Though not at the top, artificial intelligence (AI), machine learning and wearable technology saw a considerable increase from last year. It is interesting to note that larger firms showed a broader focus on and higher interest in emerging technology trends.

Strategic Plan for Implementing Technology

In the survey, 73% of respondents indicated that creating a strategic plan for implementing technology trends was a high priority. Educating staff on technology trends is key to moving the initiative forward. Looking at the Clarity report’s top technology trend initiatives, businesses want to identify and develop subject matter experts to help with deployment and adoption within their firms. Businesses are also prioritizing the development of budgets for investments to manage costs.

Overcoming the Digital Transformation Dilemma

As seen in the 41st Annual Deltek Clarity report, while some A&E companies are slow to accept technology, a greater openness to adoption and investing in solutions that will streamline business processes will bring forward a digital transformation. Projects will be delivered, and businesses will operate more efficiently. In the end, customers will be satisfied thus protecting the bottom line.

New call-to-action

Look Forward to the New Deltek Virtual Insight Experience

Posted by Amanda Roussel on August 12, 2020

Deltek Insight

As a Deltek Partner, Full Sail Partners looks forward to networking, teaching, and learning at Deltek Insight each year. However, due to current circumstances, this year’s Deltek Insight conference will be VIRTUAL and held on September 15th and 16th. Though the conference will look different as a virtual event, we know it will be a success. You may also notice that the dates are slightly earlier in the year than in years past. One benefit to that is having more time to incorporate new initiatives as 2021 nears. Even if your home or office may not look like a Gaylord resort, you will want to participate in all aspects of this FREE virtual experience. Let’s take a look at some of the incredible reasons why you should attend Deltek Insight this year.

Expand Your Understanding

Deltek’s product line up is beneficial to professional services firms. Technology has truly helped firms continue operations and keep business flowing this year. Deltek products have played a vital role in that. The robust systems can streamline processes and increase efficiency for your teams. Conference sessions will help you better understand the many areas of Deltek. In addition, you will learn about many exciting features as firms upgrade from Deltek Vision to Vantagepoint and as Deltek enhances other products.

You will have ample opportunities to meet with Deltek experts throughout the conference. In addition, our experts at Full Sail Partners will be available at our virtual kiosk. We will have Rick Childs, Scott Seal, Scott Gailhouse and more to answer your questions about the finance side of Deltek; Kevin Hebblethwaite and Lindsay Diven will be online to cover CRM topics; and Rana Blair will have Resource Planning covered! Additionally, if you have questions about the transition from Deltek Vision to Vantagepoint, we have that covered as well.

If you need a little more help with a certain area, you can meet with a Deltek expert who can assist you. “Meet the Experts” is a 30-minute 1 on 1 session with a Deltek expert. These meetings are first come first serve and the slots fill up fast. Getting one on one expert advice provides new insight on your products and is another great reason to participate in Deltek Insight. For more information about these sessions click here.

Be Inspired

Deltek has secured some strong keynote speakers. As our business environments shift, you will want to hear the experiences and advice of Dr. Shirley Davis, Mike Robbins, and Mike Corkery. Here is a little about each:

  • Shirley Davis is a diversity & inclusion thought leader who will talk about embracing workplace diversity. She will share tips on how to work effectively in a diverse environment and manage workplace conflict.
  • Mike Robbins, host of this year’s Deltek Insight, will take the reign on navigating attendees through Deltek’s first-ever virtual Insight. He will also share his perspective on managing stress and enhancing mental and emotional well-being.
  • Mike Corkery, President and CEO of Deltek, will speak about persevering through uncertainty. He will share how Deltek has enabled customers to continue their success and address questions from attendees.

Network the 2020 Way

Everyone has had a different business experience than originally planned for 2020. Learn from each other and grow your skillsets as you talk with industry peers. Sponsors will have virtual kiosks so be sure to stop by each one! Be on the lookout for other networking opportunities as Deltek Insight nears.

One way to get some visibility is to shine on Deltek Project Nation’s Got Talent. This attendee participation event gives you the microphone and an opportunity to showcase your skills for a chance to win a $2,500 cash prize plus a $2,500 donation to a Deltek charity of your choice. Bring your talent on this one - singers, dancers, comedians, contortionists, and more! Submission deadline is August 21st, so get your acts in!

Register Now for Deltek Insight 2020

There’s so much to look forward to with this year’s virtual Deltek Insight. Be sure to register NOW for this FREE event! You can network with industry users, learn from the experts, collaborate with peers, and get a stronger grip on the Deltek ecosystem.

New call-to-action

Let Your Employees Own Their Career Paths with Deltek Core HR

Posted by Jennifer Renfroe on August 05, 2020

Career path

In order for project-based firms to be successful, they must employ the most qualified talent. Furthermore, the most talented employees need to feel empowered and engaged with their firm and look forward to growth in their career paths. Allowing staff to own their career paths ensures longevity with the firm, and the Deltek Core HR solution provides this capability. So, how does Deltek Core HR enable employees to own their career paths? Great question - let’s take a look at the key features that make it possible for employees to feel empowered.

Employee Self-Service

Today’s workers expect to have the ability to handle matters on their own. This is especially true for staff members that are on the go or working from home. Additionally, it is certainly much easier for employees to update information on their own rather than having to call or email HR. With self-service, staff can do this and ensure that their certifications and training requirements are up to date. With Deltek Core HR, employees are able to independently manage their personal data and keep it current.

Professional Development

According to a 2018 LinkedIn Workplace Learning Report, the number one reason employees felt held back with their professional development was because of time. With the Deltek Core HR solution, employees can easily take training in the system which is automatically built into their history. Instructor-led and e-learning classes are viewable in the course catalog and can be simply enrolled in when employees desire. Furthermore, certificates and education units achieved can be downloaded proving that job requirements are being met. Deltek Core HR allows employees to see all of their certifications and training so they can stay on top of their professional development.

Up to Date Resumes for Proposals

Another benefit of Deltek Core HR is that employees can maintain their resumes in the system, updating them as needed. Having access to resumes ensures that they are always the most recent ones especially when they are part of your firm’s proposal process. When selling professional services to clients, the top available talent needs to be evident to win the work. Employees who want to get the most desirable projects want to have their skill sets and certifications up to date. Deltek Core HR lets employees put their “best faces” forward by being current with their resumes.

Applying for Job Openings

Also, with resumes being immediately available in the system, staff can search and quickly apply for internal job openings that may be of interest to them. They can also see what the skill sets and requirements are for the open positions and of course easily sign up for the necessary training then add it to their resumes. With Deltek Core HR, employees are put in the driver’s seat of their career advancement by being able to choose what direction to take and how to get there.

Track Feedback

The best employees want to see that they are meeting or exceeding expectations. Within Deltek Core HR, the Deltek Talent Performance component offers the scheduling and tracking of continuous feedback. Employees choose the time of these feedback sessions and comments from both staff and managers are tracked. With feedback, employees are given guidance about their performance which ensures they are right on track with their career.

SMART Goals

One other aspect of owning career paths is setting goals. Deltek Core HR provides employees the tools to set up SMART goals – Specific, Measurable, Attainable, Relevant and Time-bound. The goals can be set up by preference whether it is a numerical target or complete/incomplete. From the My Goals link under Performance, employees can access their goals. When goals are being met, employees work even harder which ensures success for the firm as a whole.

Deltek Core HR Benefits All

In the end, Deltek Core HR is a solution that benefits both employees and business leaders. With the convenience of self-service and putting staff in charge of their career paths, there is more engagement and thus a desire to stay with the firm. Additionally, having many HR tasks handled by employees eases the burden on those who usually manage it which allows them to focus on business development and success.

New call-to-action



Technology Tips and Tricks to Help Your Kids with Digital Learning Series: Keyboard Shortcuts

Posted by Sarah Gonnella on July 29, 2020

Keyboard shortcuts

Across the US, many parents have elected for their kids to do schooling at home, while others are only given the option of digital learning. Since working from a computer is not something many adults and kids are prepared to do, we decided to help out by starting a blog series on technology tips and tricks to adapt to this new environment. Our firm has been working remotely for more than two decades and the hope is that this series provides value to kids and adults alike. Please note that all of the tools mentioned in this first blog are geared towards a PC and Windows applications.

Must Know Keyboard Shortcuts

  1. Create Browser Shortcuts – First things first. Create a bookmark for the applications that need to be accessed daily by navigating to the page you want to save and click Ctrl+D or click the “Star” next to the website address. Name the bookmark with a clear title. Now you have a quick link to access, so you don’t have to remember where to go each morning. 
  2. Copy, Cut & Paste – Some of the most commonly used keyboard shortcuts are copy, cut and paste. They can save tons of typing time. To copy text, highlight the text and press the Ctrl+C buttons simultaneously. To paste the text, put your cursor where you want the text to go and press the Ctrl+V buttons simultaneously. To cut text, highlight the text you want to remove and press the Ctrl+X keys simultaneously. Pro trick: If you want to remove the style and paste as plain text, add the Shift button: Ctrl+Alt+V.
  3. Select All, Undo & Redo – If you want to highlight an entire section of text, use the keyboard shortcut Ctrl+A and it will highlight the entire section of text. This is commonly used in combination with cutting or copying text. If you want to undo an action, press the Ctrl+Z to quickly reverse the previous action. This is commonly used when you accidentally remove text you want back or apply a style that you no longer want. If you would like to redo an action, press the Ctrl+Y keys. This is commonly used to apply a style again or insert an action you just did like a new column or row. These tricks can help you save mouse clicks.
  4. Minimize All Windows – If you quickly want to view the desktop and minimize all windows, you can click on the Windows button + D. This is a helpful trick to minimize it all. Another quick way to minimize is to go to the bottom right hand on the task bar. To the far right there is a bar next to the time. When you click on it, all windows will minimize.
  5. Moving Between Programs – When your work requires multiple applications to be open, it can sometimes be difficult to minimize and reopen the right application. One easy way to find your document or application is to use the Alt+Tab key. It will open all of your applications and allow you to tab over to the one you want with ease. Pro Tip: Add Shift to move to the previous tab (Alt+Shift+Tab).
  6. Finding Information – Many times it is difficult to find the information you are wanting on a page. As long as the page is not an image, you can search for words on a webpage, pdf, etc. by clicking Ctrl+F. Then type in the word you are searching.
  7. Revisit a Browser Tab That Was Accidentally Closed– If you accidentally closed out of a browser tab, there is a simple keyboard shortcut that can quickly bring it back open. Simply click Ctrl+Shift+T.
  8. Format Painter – The format painter applies all attributions. Think of it as copying and pasting for formatting styles. Highlight the text, row, column, or graphic you want to apply to another object and click on the Format Painter icon under the Clipboard. From there, highlight the object you would like to apply the format to. Pro Tip: You can also click Ctrl+Shift+C to copy all formatting and Ctrl+Shift+V to apply the formatting.
  9. Screenshot – To take a screenshot of the entire screen, click the Ctrl+PrtSc. If you only want to take a screenshot of the application or dialogue box that is up, click on that application or dialogue box and click the Alt+PrtSc. Chromebook Tip: Many schools are providing Chromebooks. It is important to note the instructions are different. Here is an article for Chromebook users: https://www.theverge.com/2020/1/14/21065295/chromebook-screenshots-how-to-take-keyboard-keys.
  10. Screen Freeze – Many times when your computer is not responding, one program is causing an issue. A keyboard shortcut that all users should learn about is Ctrl+Shift+Esc. Many of you may have used Ctrl+Alt+Delete in the past and it still works, but Ctrl+Shift+Esc is a quicker way to pull up the Task Manager and see what programs are using CPU memory or which programs are not responding. Once you determine which program, you can close just that program down.
  11. Dictation Tool - It isn’t a keyboard shortcut, but this button is a life saver for kids that don’t know how to type and struggle with spelling. In each Office product, there is a Dictation tool. An important reminder is to make sure they go back and re-read what they wrote. It might be good to have an adult review before an assignment is submitted, too.

Get Prepared for Digital Learning

We hope you found the first blog in our series helpful. Understanding keyboard shortcuts helps expedite the learning process and makes it easier to execute homework and assignments for both students and parents. If you have a technology topic you would like to see covered to help the digital learning process, let us know.

New Call-to-action



Easily Capture Project Information Using Deltek Vantagepoint

Posted by Lindsay Diven on July 22, 2020

Project information checklist

Have you ever noticed how the proposal process tends to fly by leaving you scrambling as the deadline nears? When producing proposals, project-related information needs to be found quickly. Of course, speed is important in the search, but data accuracy is imperative. Gathering accurate project details in a timely manner is a challenge I hear of nearly every day from marketing and proposal managers at project-based firms. Fortunately, with Deltek Vantagepoint, your teams can easily capture project information and reference it quickly when it matters most– during proposal crunch time. Let’s dive a little deeper.

Identify the Key Project Information You Need for Proposals

The Deltek Vantagepoint Projects Hub will become your one source of truth for the project information you need to rely on to produce winning proposals. The image below shows a project experience page created using Deltek Vantagepoint Custom Proposals. The page was built based on information captured in the Projects Hub and includes fields such as project name, project description, client name, project manager, and square footage along with a few project images.

Project experience page

 

Capture Information While Pursuing the Project

Using Deltek Vantagepoint, capturing critical project information begins in the pursuit stage. Because Deltek Vantagepoint has one project record that is maintained from opportunity to pursuit to proposal and eventually to a regular project record, the information captured during the pursuit never gets lost or goes unused.

Project in pursuit stage

The image above is showing a project in a pursuit stage. We can tell this record is in a pursuit stage because the coloring in the left-hand summary pane is gold and the Stage is labeled as Pending. During this stage, there is common key project information that is typically collected as part of the proposal process.

Much of the information you will eventually need for your project cut sheets and proposals is typically known during the pursuit stage, and thus can be collected and stored inside the project record in Deltek Vantagepoint.

Examples of common key project information include:

  • Project Name
  • Primary Client and Contact
  • Project Location
  • Key Team Members, such as Principal-in-Charge, Project Manager

You can also identify other team members, both internal and external to your firm, for the project. See image below.

Project team

Over on the Dates & Costs tab, you can begin to capture the estimated project start and completion dates.

Project dates & costs

You may even have some information about the project from the RFP or client description of the project. Deltek Vantagepoint allows you to easily store an initial project description on the Proposals tab.

Project description

 

Move From Pursuit to Billable Project Without Losing Key Information

Now you might be thinking, why would I want to store this information into a record that is in pursuit? Well, Deltek Vantagepoint makes it seamless to move from a pursuit stage to an awarded project stage. When you make that move, all of the information captured in the pursuit stage stays with the awarded project record. This makes the process more efficient. Information is entered only once and is used throughout the project lifecycle.

Pursuit to Billable Project

 

Access the Data You Need When You Need It

Once you have won the project and are performing the work, you can easily continue to enter and access key project data:

Key Team Members

Over on the Team tab, Employees are automatically added to the project when they charge time to that project on their timesheet. Then, you can easily update their role on the project.

Team members

In the image above, you can also see the number of hours employees have charged to this project. Additionally on the Team tab, you can add external contacts that should be associated with the project. You can even identify who should be the project reference (for future proposals, of course).

Project Descriptions

As the project evolves, you will have more details to include in the project description. That information can quickly be added to Deltek Vantagepoint on the Proposals tab. Deltek Vantagepoint allows you to store different types of project descriptions that you may need for different uses. Examples may include short description, long description, key features, etc.

Firms often have a primary project description that is used on project cut sheets, but then may need a project description that is shorter. The shorter descriptions might be good for resumes or when page limits are tight. You can mark one description as the default by checking the default checkbox. No matter how you use your project descriptions, Deltek Vantagepoint makes it easy to store and use project descriptions for proposals.

Description options

Track Project Awards

Chances are you have some award-winning projects. Vantagepoint makes it easy to track what awards your projects win in the Awards grid as shown in the image above.

Project Photos

If you want to use project photos in your proposals, Deltek Vantagepoint allows you to store and manage images and other project related documents on the Files & Links tab.

Files & Links tab

Information Specific to Your Firm’s Projects

If there is information that is specific to your firm’s project, Deltek Vantagepoint allows you to create custom fields, grids, and tabs. The image below is showing a custom tab called Project Information. On this, I have added custom fields like square footage or number of floors. Other popular custom fields are around tracking sustainability goals such as LEED Certifications.

Custom tab and fields

 

Drive Success with Deltek Vantagepoint

As you can see, Deltek Vantagepoint allows you to easily track key project information through the entire project lifecycle, from initial lead to project completion. That information can then be quickly used to build winning proposals that drive success for your firm. 

Watch demos of Deltek Vantagepoint now!

Key Findings from the 41st Annual Deltek AE Clarity Report

Posted by Rick Childs on July 15, 2020

Deltek Clarity

Every year, Deltek collaborates with ACEC, ACEC Canada, AIA and SMPS to conduct a study to measure the health of the AE industry. The 41st Deltek AE Clarity Report provides a comprehensive assessment of the 2019 performance of AE firms. Furthermore, the study collected responses from more than 415 firms of all sizes within the AE industry. While many of you will eventually read over the findings, here is a summary of what you will discover in detail.

Clarity on AE Technology Trends

With no surprise, technology is a leading focus for AE firms. It seems like this is a trend every year, and it is now becoming even more important for AE firms to invest in technology to be competitive. Surprisingly, augmented and virtual reality is driving a deeper interest into technology investments for AE firms. Even more, firms that have been challenged by the costs of emerging technologies are finding them more affordable as they become more mainstream. According to responses from the Deltek Clarity survey, firms have accepted that the cost of investing in technology has a significant and beneficial impact on the efficiency of their operations.

Clarity on Financial Statements

2019 proved to be another great year for the AE industry in regard to financial performance. The report explains that over the past 10 years, the financial stability of the AE industry has remained strong and has shown growth. While many of the core metrics measuring financial strength demonstrate small changes from year to year, the changes are continuously positive. A significant finding is that operating profit on net revenue and net fixed assets per employee did rise in 2019. Furthermore, the benchmarks for operating profit on net revenue and net labor both surpassed the high performer thresholds which backs the findings of financial stability in the AE industry.

Clarity on Business Development

This section has some interesting findings. Win rates were down and so was revenue from the firm’s top three clients. However, there may be some factors that can explain these results. Is it because firms are lacking a formal go/no go process to improve new business pursuits, or are firms pursuing business in new markets? Are your firm’s top three clients doing less work? Perhaps it is a combination of all these things. But one thing remains certain, that business development continues to be a challenge for AE firms.

Clarity on Project Management

What, what, what? The 41st Deltek Clarity Report found that AE firms, which are project-based businesses, have recognized they need to improve their project management capabilities. Yes, you read that right. Many AE firms are reporting they need to better define responsibilities and processes, develop better practices, and invest in project management training. How fantastic that AE firms are recognizing that project management and delivery is hindering the overall performance of their firm and acknowledging there is a need for change.

Clarity on Human Capital Management

Human Capital Management is a not a problem unique to the AE industry, and it affects nearly every profession. For AE firms, talent acquisition is the top challenge leaders face each year. Since a firm is only as good as the people it employs, acquiring and retaining top talent is essential to staying competitive. Unfortunately, talent acquisition is going to continue to be a challenge for AE firms since the number of available experts is limited. Also, AE firms continue to fall short due to lack of succession planning. This is something AE firms should evaluate as we approach a generational change and baby boomer retirements.

Learn More with the 41st Deltek Clarity Report

For many, the Annual Deltek AE Clarity Report is a valuable tool used to benchmark the performance of your firm. It’s important to keep in mind that using this report from 2019 to compare to your current fiscal year of 2020 may give you skewed results as the global pandemic’s effects are still unseen and predicting the impact is nearly impossible. Good news though, you can still compare your 2019 results against the report findings, and Deltek plans on releasing the 42nd Annual Clarity Report in 2021, which will most certainly shine light on the impact of the global pandemic.
New call-to-action

How the Recruiting and Hiring Process Has Changed

Posted by Jennifer Renfroe on July 08, 2020

Recruitment

Years ago, when a firm was looking to fill a position, there were limited resources for recruiting and there was a stagnant hiring process. The old-fashioned newspaper classified ad, a placement in a trade magazine or word of mouth were the go-to options for sourcing. After many hours of reviewing hard copy candidate resumes, interviews were set up by telephone, and connections were made. Once the right candidate was discovered, there was a printed offer letter to be mailed for acceptance and miles of hiring paperwork to be filled out by hand. It was certainly a time-consuming process.  Luckily, with the rise of the internet and technological advancements, the recruiting and hiring process has dramatically changed.

The Whole World is Your Oyster

With local classified ads, regional trade magazines and literal word of mouth, the reach for hiring managers was not very expansive. Using the internet, hiring managers now have access to the whole world when posting job ads. The open positions can be advertised directly on company websites, through professional networking on LinkedIn, or even more relaxed platforms such as Facebook or Twitter. Word of mouth has also gained momentum with email and information exchange. Thanks to the internet, the chances of finding the right candidate for your open employment position are greatly enlarged.

Time Savings Using Talent Management Software

Compared to the old way, talent management software saves hiring managers, candidates, and new hires a lot of time. Once jobs are posted online, resumes in response to open positions are uploaded and can be searched for specific hiring needs. Interviews can be scheduled more efficiently, and candidates can track the recruitment process. When new hires onboard, the “paperwork” is completed in advance online, so they can jump right into learning about their roles. Additionally, any certifications or licenses required can be obtained and monitored using talent management software.

Candidate Driven Job Market

In the past, employers drove the job market. It could take months before second and third interviews were done, and candidates were left in limbo. With the current competition for talent, however, the tides have turned. Hiring managers know that to get quality talent, they need to appeal to the candidates and give them the best recruiting and hiring experience. Candidates need to be informed and moved quickly through the hiring process. Furthermore, firms need to showcase their brands online through their websites and social media to attract the attention of these candidates.

Business Intelligence Can Help with Finding the Best Candidates

Business intelligence (BI) as it exists now was not available back in the day for talent acquisition. “Informed” decisions were made based on paper resumes and involved conversations. Fortunately, in today’s modern world, BI gives hiring managers a leg up. Using certain chosen data, hiring managers can establish a process to find the right candidates for open positions. They have realized that such data can be used to visualize patterns to predict future success. Rather than guessing on the right person to fill a role, they can look at specific information to see who would make the best addition to the team.

Take Advantage of Technology

So much time was wasted back in the days of placing classified ads…even if you like pina coladas and getting caught in the rain. Nowadays, everyone involved in the talent acquisition process benefits from technology. And every time technology improves, the process is made simpler and easier. Why not take advantage of what is right at your fingertips?

Automate Job Postings

The Roadmap of Business Intelligence

Posted by Chris Simei on July 01, 2020

BI infographics

Business intelligence (BI) is playing an increasingly critical role in the strategic planning of organizations. The output of established analytics can be used to track performance against business goals, identify inefficiencies, optimize processes, report and share information consistently, and identify unrealized business insights, all in real-time across a growing number of browsers and devices. The options are plentiful, and it can get overwhelming as you determine where to start.

Before you can reach these autonomous, pilot-cockpit-type dashboards, you will need a strategy. This will remain fluid and evolve as you adapt to your firm’s needs.  However, it is important to establish a roadmap to ensure that your efforts remain focused and deliver value where it is most needed. Let’s take a look at how to get there.

Identify Pain Points at a High Level

A basic first step is to summarize key pain points impacting your business. What are the questions your business is hoping to answer with its data? What are the information voids in your company? What reports are being run week after week to make decisions? Oftentimes, the pain points will evolve with your BI and shed light on areas needing attention. 

An easy and high-value place to start is exception reporting. Exception reporting highlights potential problem areas in your data based on a set of criteria you define. Examples may include:

  • Executive staff need to have visibility when a branch has not met its profit goal;
  • A project manager wants a consolidated dashboard to display his or her projects as he or she may be stretching the budget;
  • Administrative support staff wish to easily see what project records need review and approval;
  • An employee wants to view a dashboard of outstanding items (i.e. timesheet submissions, learning and development courses, annual review progress).

This proactive approach to quick-glance data can be a strong starting point to develop your BI strategy while staying focused on important metrics that require action.

Review Organization Structure

How does your organization structure support your reporting needs?  If you would like to produce reports by organization units (i.e. division, practice, group), then you will want to ensure that your system supports that structure. In the case of Deltek products, you may consider how you are utilizing organizations, teams, timesheet groups, and custom field associations. Furthermore, the firm and system structure will ultimately affect the data that is accessible by different groups.

Define Role Based KPIs

Each role in your organization has a unique business function. Frequently, these roles can share a responsibility that cascades down the business’s organization structure.

Consider the various roles in your company. How can they be grouped into subsets that could be measured together; such as, will a project manager be measured with the same standards as a project principal or supervisor?

One fundamental metric for any company is managing accounts receivable (AR) – getting paid for services or products that have been delivered. Here is an example of role based KPIs, starting at the top of the organization:

  • CEO wants to ensure that the AR Aging is in a healthy position to deter cash-flow concerns. CEO is pleased as long as the AR >60 days is less than 10% of the total AR balance at a company level. If that target is not met, CEO can interrogate the data.
  • Group manager ensures the total accounts receivable >60 days remains below 10% of the total AR balance for his or her entire group. Data can be summarized by project principal and prompt a discussion with any principal who is above the 10% threshold.
  • Project supervisor ensures that AR >60 days is below 10% for each project he or she is responsible for. BI can prompt a discussion with any project manager who is approaching the threshold.
  • Project manager is responsible for ensuring that invoices are paid per the 30-day payment terms. Invoices aging over 30 days must be chased and addressed. 

This example illustrates how a single metric is relevant to all roles. Therefore, a CEO can reference a dashboard in discussion with a group manager, who can then take it to the project supervisor, and onward down the hierarchy, directly to the project manager. Since this metric is consistently measured, each role understands the importance and relevance of his or her responsibility. This ties all roles to the financial success of the company.

Educate Team Members

It is important to educate on how defined measures are calculated. By doing so, your teams will clearly understand how their work is being measured and how their project success influences KPIs. BI tools can offer sophisticated and shiny visuals, but the end-user must understand how to use the data. Otherwise, the insights will be lost, or worse – misleading. Clean, simple data and education can provide clear definition to team members. Furthermore, it will give consistent data interpretation across all roles.

Measure the Firm’s Success

As you navigate through the BI journey, pause to measure the success of your BI strategy and the analytics you are measuring.  It is critical to gather feedback from the intended audience to understand how the BI tools are promoting productivity as well as transparency. Are the end-users interacting with the data and making smarter decisions because of it? By being agile in the BI development strategy, you can confidently deliver the most valuable analytical tools for your firm and ultimately power project success.

Key Performance Indicators

Key Reasons to Attend Our Virtual Deltek CRM Bootcamp

Posted by Sarah Gonnella on June 24, 2020

Virtual CRM bootcamp

Last year, we conducted multiple CRM workshops throughout the US. We received such great feedback that we wanted to do it again. This year we are offering a virtual experience and it will be a "bootcamp" to get your CRM into shape. This bootcamp is focused on helping your firm discover how to better utilize your Deltek Vision CRM system. If you are considering attending but aren’t sure if the bootcamp is right for you, here are some key reasons to attend.

  • Native State of CRM - Many attendees remarked that it was great to see what Deltek looked like before their firm customized it. Many of our attendees did not realize how much their system had been changed by past employees. That insight provided them a baseline of what changes had been made allowing them to rethink some of the custom fields previously added. Now is the perfect time to understand the original form of your system and reevaluate processes prior to upgrading to Deltek Vantagepoint.
  • Hands-On - Although delivered in a virtual format, each session will be hands-on and interactive. Users will be given access to a Deltek Vision CRM database to follow along with the presenter during each session. Each bootcamp series is limited to only 20 people to allow for maximum participation and engagement. Each attendee will learn how to better utilize and configure a Deltek Vision CRM system and set-up useful reporting metrics for agile decision making. 
  • Expand Your Thinking For best results, firm attendees would include someone who is leading the CRM strategy and someone who is responsible for implementing the strategy. Although this bootcamp focuses on the fundamentals, it also will teach how to define strategies that will help you better recognize and manage client, contact, and partner touchpoints. The best CRM system works in combination with accounting.
  • Adequate Time for Questions – With this year’s workshop split into four two-hour sessions, attendees will have even more time to play with their sample database and come back with questions. The workshop was already designed to allow plenty of time for this. With the new format, we anticipate even more in-depth and insightful discussions and questions.

What Did Past Attendees Think?

2019 workshop survey results from CFT

Following the 2019 workshop series, 56.5% of attendees responded to a request for their feedback. Of those that responded, ALL felt the workshop met or exceeded their expectations. Accuracy, Responsiveness, and Schedule received the highest response rate. Each of them received an average of 6.3, which means the workshop exceeded expectations, based on the Client Feedback response rate. Attendees were asked these questions:

  1. How clearly and accurately was the information presented?
  2. How well did the agenda, pace and length of the presentation align with the time allotted for it?
  3. How well did we respond to questions brought up in the presentation?

Here are some comments from some attendees:

"Lindsay is an excellent presenter and her ability to relate the BD/Marketing aspect to the accounting and overall business functions was invaluable." - Siobhan Turner, Marketing Director at Bentley Architects & Engineers, Inc.

"Lindsay was patient and clear in all her explanations. Very happy I took the day and attended the course. It really made me see the total potential of the software and our next steps." - Alfred Lurigados, Sr. Vice President, BCC Engineering, Inc.

"The workshop was complete with easy-to-follow slides and thorough explanations.The presentation met my objectives. I set out to get a better understanding of CRM and how it fits into the rest of Vision and this presentation did that. Lindsay is a great presenter and I felt I took some things away from the workshop that I did not previously know."  - Karl Lundmark, Database Administrator at Gas Transmission Systems, Inc. (GTS)

Bonus Bootcamp Workbook

All participants will receive a workbook used to not only implement what they learned at the bootcamp but also enhance their use of Deltek Vision CRM. This workbook includes: 1. Discussion Starters; 2. CRM Readiness Checklist; 3. Best Practices Tips; 4. Top 10 CRM Tips & Tricks; and 5. Preparing for Vantagepoint.

Be sure to visit our website to sign up for our virtual CRM bootcamp. It is definitely worth the small registration fee. Hope to “see” you there!

New call-to-action

Top Reasons Professional Services Firms Should Leverage Deltek Talent’s Learning Management System (LMS)

Posted by Sarah Gonnella on June 17, 2020

Learning Management System

As a professional services firm, your business exists because of the knowledge and expertise of your employees. Staying competitive requires these employees to keep up with the changing times and current industry practices. A learning management system (LMS) can set your professional services firm up for success by providing your employees training content related to their positions. However, one of the challenges with an LMS is finding or creating the relevant content. With Deltek Talent and RedVector joining forces, your firm can now leverage pre-built ample content. Let’s see the reasons why your firm should consider utilizing Deltek Talent’s Learning Management System.

Comprehensive Training Library

To start off with, Deltek Talent teamed up with RedVector which provides a comprehensive training library including courses in project management, safety, industry codes and standards, leadership development and much more. The online library contains approximately 4,000 courses authored by more than 200 subject matter experts and accredited by 100 national and state bodies. This extensive offering eliminates the need for your firm to have to create content on the fly. Here is a complete list in the AEC course catalog

Access Training Anywhere

Another key issue impacting employee learning is the time commitment. Many professional services firms require their employees to be flexible with their time and those employees often have to be other places during the workday besides at their desks. Conveniently, Deltek Talent is a cloud solution accessible from anywhere with internet access. Users can access content on-the-go from any device allowing employees to learn when it’s convenient for them.

Training Content in One Location

One of the main advantages of having RedVector aligned with Deltek Talent is that professional services firms have content from day one. Furthermore, firms can add additional instructor-led, online, and external courses allowing users to access courses in one location. It is easy for users to document what courses they have completed so managers have visibility into their employees’ development progress. With Deltek Talent’s LMS, there won’t be any problems with finding the appropriate content for employee enrichment.

Improve Performance & Retention

Professional services firms save a lot of time and money when their employees grow with the company and stay long term. Within Deltek Talent Learning, RedVector provides an assessment tool that helps determine the competency level of employees, new hires, or students and generates an individual training curriculum based on deficiencies in the assessment results. Thus, providing impactful learning opportunities that improves employee performance, reduces turnover and puts employees in the driver’s seat of their own careers. 

Reduce Risk

Finally, for highly regulated industries, managers need to track required training and certifications which can be done with Deltek Learning Management. Additionally, RedVector provides more than 500+ courses that address the most hazardous situations professional services firms face. Employees will learn how to recognize and prevent at-risk conditions or behavior before they lead to an incident. Having the correct employee certifications and providing safety awareness helps reduce employee and company risk. Here is a list of RedVector’s health, safety and environment library collection.

Fuel Prosperity

Deltek Talent and RedVector combined focus on providing professional services firms with skills training, continuing education, and performance support to reduce risk and promote employee success. When firms help their employees perform better and grow in their careers, they not only retain the best employees but make certain they are engaged which leads to a prosperous outcome for all.

New call-to-action

An Effective and Successful CRM is a Lifestyle Change

Posted by Amanda Roussel on June 10, 2020

CRM lifestyle

There have likely been times where you desired to get healthier and stronger. You cannot just wake up one day, eat well, exercise, and see the results of your efforts instantaneously. You must have the desire to change, recognize the benefits of doing so, keep your WHY at the top of your mind, and identify long-term goals. Just like in your personal life, lifestyle changes are necessary on the business front to see real success, and client relationship management (CRM) is a large part of making that happen.

Professional services firms offer services, and it is all about the knowledge and expertise of a firm’s professionals and trust in the brand. The art of building relationships and earning trust takes time, thought, and coordination within your team. CRM tools keep track of these communications, and consistency is what builds the data. With this data, you can establish long-term goals that you strive to meet. The positive results from choosing to use an effective CRM make it worth your while to change your work lifestyle.  

Accomplish More

The benefits of a personal healthier lifestyle may be having more energy, feeling more confident, and accomplishing goals that have felt distant. Likewise, for businesses, process and habit improvements offer benefits such as boosting productivity, increasing communication with clients, and crushing sales goals. Implementing a CRM helps you work more effectively as a team while adding productivity time back to your schedule. If CRM data is captured timely and correctly, it takes significantly less time to “research” what the latest communications and outcomes were with clients.

Think of employee-client interactions and the information that is gathered as a firm resource. Business resources are meant to be shared efficiently, and that information should be available when others need it. Furthermore, new information is constantly coming in and a CRM tool provides your teams a platform to document and share this information, keeping everyone informed.

Use the Technology at your Fingertips

As new information comes in from various sources, real-time data is crucial. This is achievable with the mobile capabilities of a strong CRM. Therefore, documenting information after each engagement brings consistency and a positive habit. With a firm-wide CRM, you can stay on top of your communications and proactively reach out to clients.

Additionally, as there are web-based apps to track exercise stats, sleep habits, and food intake, there are also apps that streamline business matters. All data from these apps, such as email, can be incorporated and captured into your firm CRM. While technology can help guide us, we are ultimately responsible for holding ourselves accountable for the improvements. 

Use Accountability to Create Consistency 

Just like having an accountability partner in an exercise or health program, employees should be accountable for keeping their colleagues informed. When we have dated action items as a CRM may show, the transparency should drive employees to stay on top of their tasks. However, there needs to be support and enforcement from all levels of leadership to make sure this happens. Consistency is crucial to success.

Get Over the Hurdle

According to the 40th Annual Deltek Clarity Architecture Engineering Industry Study, only 14% of firms planned to invest in marketing intel and CRM systems. Is your firm part of that 14%? CRMs have advanced greatly, and the capabilities of an effective CRM support and encourage accountability, teamwork, outreach, and relationships. After some time, your firm will not remember business without an efficient tool like a CRM. These positive habits will stick with the firm for years to come, just like a lifestyle change for a healthier you.

Grow Revenue with a CRM

Manage Your Employee Expenses Like A Pro

Posted by Theresa Depew on June 03, 2020

Expense management

When employees seek reimbursement for employee-paid expenses, chances are good that far too much time is spent looking for receipts. Often, there is also the question of limits, processes, and details around submitting an expense report. Wouldn’t it be great if there was a software that could manage employee expenses with a seamless process, helping you navigate expenses like a pro? Fear not, as such automation is possible with SAP Concur. Even more, SAP Concur integrates with Deltek Vision and Vantagepoint through the Blackbox Connector to simplify your expense reporting processes.

With SAP Concur, you can see all expense data in one place, offering the big financial picture while making the process easier for your employees. Yes, it can be a win-win for all. Let us look at some of the advantages an automated and integrated expense management tool can offer.  

Makes the Process Easier for Users

While submitting an expense report can be a very frustrating task, it is a necessary business process that cannot be overlooked or eliminated. Usually, it does take administrative or overhead time for some often-extensive searching. Fortunately, SAP Concur can give employees an easier method of submitting expenses on a routine basis with the following features: 

  • Mobile Tools – Users have full access to expense report functions via a mobile device, allowing employees to submit, review, and approve on the go. Having full expense functions on a mobile device makes submitting expenses quick and easy. There is no more waiting until you are back at your desk to complete expense tasks.
  • Receipt Capture – SAP Concur removes the need for a scanner, and never having to use a scanner to upload receipts one by one is priceless. Simply snap a picture of a receipt using your mobile phone camera and start a report from your mobile device, saving processing time.
  • E-Receipts – Transaction data from airlines, hotels, restaurants, and car companies can be automatically captured to create accurate, detailed expense reports. Receipts can be sent directly to your SAP Concur profile, allowing you to quickly add the expense details without having to organize receipts. As soon as the receipt is emailed, it appears on the home expense screen.
  • Credit Card Feeds – Your corporate or travel card transactions are directly fed into SAP Concur for expense processing. This functionality is marvelous; firms no longer need to manually import charges into an ERP or expense program for users to expense or for reconciliation. When a charge is made, the bank sends the transaction to SAP Concur. From there, users will see it on their home expense screen, and it is ready for expensing.

As you can see, the expense management process can be more efficient for employees, allowing them to focus their efforts on earning new business, serving the client, or working on current business. With an easier process, employees can submit their information timelier, and accounting can invoice clients sooner on billable expenses, helping to shorten the invoicing cycle.

Even Accounting Thinks This is Snazzy

Accounting teams are often the ones tracking down the missing details or having to reject submissions for details that were overlooked. By automating expense management and integrating it with your accounting system, SAP Concur can be implemented with workflows, ultimately helping everything flow more smoothly. Here are some of the features that accounting teams can look forward to:

  • Automated Travel Policy – Workflows can be set to warn or stop expenses from being submitted based on your company’s expense/travel policy. Using the audit rules takes the guess work out of policies. Workflows allow the expense audit/approval process to move quickly and efficiently. Auditors and approvers do not need to spend hours verifying every policy detail; most can be set up as a rule and not allowed.
  • Reporting – SAP Concur offers simple spend monitoring, schedule reports, and customizable reporting. The software offers out-of-the-box reporting, which is quick and easy to use. Reports can also be downloaded in different formats – Excel, Word, PDF. If the report needed is not available, it can typically be created and saved for future use.
  • Integration – A comprehensive financial picture and reliable reporting can be gained by connecting to your enterprise resource planning system (ERP), Deltek Vision/Vantagepoint. Integrating SAP Concur with Deltek Vision/Vantagepoint allows a constant and consistent flow of financial data. New or changed employees and projects can be pushed into SAP Concur through an automated feed. Also, expense reports that are approved/processed in SAP Concur will be fed into Deltek Vision/Vantagepoint nightly and be ready for posting. So, no more need for double entry at many levels.

Wins All Around

As you can see from the highlighted features, SAP Concur can eliminate many pain points that come with expense reporting. The right expense management software creates a smoother process for firms, which benefits the employees, supervisors, and accounting team alike. We can all agree that any process that can be automated and ultimately improve a business should be given consideration. Everyone will be pleased with timely expense reimbursement so start managing your expenses like a pro with SAP Concur.

Concur Spend Management

How to Guide: Find the Best Talent for Your Firm

Posted by Joel Slater on May 27, 2020

Recruiting

If you’re an HR or recruiting professional, you’re probably tired and maybe completely annoyed with the overly used and abused term… “war for talent.” Today, we will bury that term deep into a grave with no headstone. Why do you say? Simply, because there isn’t a “war” to win. Instead, let’s think about recruiting like dating and the desire to attract the perfect fit. These days, many people meet their potential mates via relationship sites. Therefore, when a person is looking to find the right match for life, he or she goes to a source of available quality candidates. Shouldn’t a firm look for the best employee to meet its needs using a similar system? So, how does a firm go about finding the right mates for its business purposes?

Utilize Internal Resources to Attract Talent

We’ve all been there - single with a group of friends who want to help us find our soulmate. They always have someone in mind who is the “right” person to match with you, and they know you really well. All that has to happen is the introduction and finding commonality, and bam, you’ve got your fit.

Well, if your role at the firm is to find the right match for business purposes, sometimes the best place to look is internally. You’ll first want to let everyone know what you are looking for so fellow coworkers can be matched with these internal job requisitions. Employees might also know others from outside the firm that are good fits as well. Did you know that studies suggest that new hires sourced from internal referrals lead to reduced time to hire, reduced cost per hire, improved quality of hire and reduced turnover rates?

When internally advertising a new job requisition, here are some items to consider:

  • Can your staff easily access this information?
  • Are there incentives for employees to recommend your firm to their friends/acquaintances?
  • Are these new job requisitions advertised in a way to attract existing employees looking for internal change?

Use Your Website to Evaluate New Talent

Using your company website for matchmaking? That’s a bit creepy if you think about it. But there are people using TV shows to find their potential mates so not too much of a stretch, huh? In a world of fast-moving internet connections, why should firms miss out on “speed dating” for their new job requisitions? Firms want to quickly separate those who may potentially be good fits from those who are absolutely not worth pursuing any further.

Let’s focus on the careers section of your website. Here’s the shocker, and I genuinely ask you to visit with your webmaster to ask what percentage of your website traffic is driven by the careers section. You’d be surprised that up to 50% of your traffic goes to your career page if you’re a professional services firm.  

With that said, your careers section should not be controlled by your on-staff or contract website guru. As the HR or recruiting person at your firm, you want the control to create and update your job requisitions as needed and when needed. You must have a simple format that is easy for potential matches to input the required information. Additionally, you need to be able to track the analytics of this page to know how many are reviewing the job requisition postings and how many of those convert to applying for the advertised open positions. Above all, with these job applications accessible on your website, you should easily be able to evaluate who may jive with firm culture and who is definitely a no-go.

Using Social Media to Connect with New Individuals

“Hey, I’m single and #ready to mingle!” Or better yet, “I’ve never met you before, so let me slide into your DMs.” Believe it or not, this works great for finding a potential romantic mate and for generating interest in your new job requisition. The power of social media is amazing for so many reasons.

First connections see your post, then they share or like your post, and then their friends see and like the post, and from there…it continues to grow. Better yet, your firm probably uses several social media platforms on a daily basis. What better way to attract new talent than harnessing the power of social media? Additionally, social media allows your firm to add personality just like it does for an individual looking for a date or a mate. When using social media, you can make your messaging fun and personify your firm. Just think about the hashtags and who you might want to @ to bring more attention to your job requisition. Once you grab the attention of a perspective candidate, you’ll likely get them to apply.

Stand out Above the Competition on the Web

If you’re tired of being single, you’re likely trying everything you can to attract and find the right mate. This means you’re likely using multiple dating apps and websites. Even more, you are probably using the best photo you can find of yourself for your profile. You want to stand out, right?

Yep, there’s a connection here too with finding the right person for your new job requisition. First off, you probably want to post it to as many job boards as possible. Sure, this takes time, but the more the better, and having the right tools can make cross-posting a new job requisition across multiple job boards simple. It even helps ensure the posting is consistent across all listings. Most importantly, you want your job requisition to stand out among the crowd. Make sure to use exciting job descriptions that emphasize the benefits of working for your firm over the competition. Lastly, you want potential candidates to be able to easily apply for your open position.

Quit Playing Games and Get Serious

Just like dating unimpressive potential suitors, interviewing underqualified or less than desirable talent can be frustrating. Technology has changed how people find dates and potential mates. Similarly, firms have access to better hiring management platforms. For many, the concept of an applicant tracking system (ATS) is nothing new, but people are still unaware of the benefits and the time-saving capabilities that these platforms offer. It is time to get serious about attracting and hiring the best talent for your firm.

Automate Job Postings

Empower Your Firm with Better Email Management

Posted by Ryan Felkel on May 20, 2020

Email management

What do you think is the most widespread office tool used amongst your peers and coworkers? If you answered email, you are correct! Employees use email throughout the day to communicate with coworkers, clients, vendors, and the list continues. In fact, a study by McKinsey found that employees spend 28% of their workweek managing their email, the equivalent of 11 hours if we assume that an employee works 40 hours a week. So, how can we help employees more effectively manage their email?

Email Management Pitfalls

Let’s start where most people do when they read and write an email - the subject line. The fact is, there is not a global standard to email subject lines, and most companies don’t establish predetermined subject lines either. As a result, searching for a specific email about a certain topic wastes a lot of time especially if the email is never found leaving some to wonder if the email ever actually existed.

For some savvy email users, they have learned to create a folder system to improve their email organization. According to a study by Microsoft Research, 30% of email users create a folder structure to organize email. However, ironically, 90% of those that create folder structures don’t actually use them.

Here, we just discovered two email mismanagement issues, but if you want to dig deeper, there are many more. There are other simple things like not using reply all so that everyone on the email chain has access to the communications and decisions made based on the email content. Also, not using convenience features such as setting reminders to follow-up or complete an assigned action item. All these examples are things that can be improved, but how does a business get everyone on board with practicing better email management?  

Put the Right Email Management Solution in Place

Email tools such as Gmail and Outlook contain intuitive features and functions that allow users to improve their email management. However, these tools by themselves are not enough to be able to improve firm-wide email management. While these email tools are great for facilitating communication especially for person to person, where they fall short is when emails contain specific details and information about a project that requires multiple people from multiple departments to know about changes and statuses as they happen.

An effective email management solution will have the ability to store uncategorized emails with important information in a database that makes these emails more searchable allowing employees to find the information they need, when they need it, with only a few clicks. Additionally, the emails should be in one centralized location for all relevant staff to be able to access and obtain the pertinent information. An effective email management solution integrates your firm’s email platform tool with the firm’s ERP solution to ensure all data is stored in one place.

Unravel the Email Management Mess

There’s a lot of confusion about email management solutions versus email tools. In layman’s terms, email tools are what you use to create and respond to emails. On the other hand, email management solutions allow you to quickly categorize an email from your email tool that will then add the email to a general database that lets others access the information. Furthermore, email management is more than an individual process and requires an email management system in conjunction with FIRM-WIDE established processes to ensure proper email management success.

Most importantly, email management solutions can change the culture of your company and open up the ways we communicate. They help eliminate inadvertent gatekeepers of information and ensure everyone within your firm has the information needed for client satisfaction. Lastly, they create time savings for your firm by providing easy access to the information your teams need to deliver a great client experience.

Deltek PIM

Why NOW is the Time to Move to the Cloud

Posted by Amanda Roussel on May 13, 2020

MovetotheCloud_BannerLeadership teams and firm owners have countless business elements to focus on and decisions to make. Some decisions are no-brainers, others are hard, and some just need to wait for the “right time.” There are often firm improvements pitched for consideration that may not make it to the priority list, or that are labeled as a luxury rather than a need. The word “value” can often determine where an initiative may fall on that labeling scale. One initiative that is proving to be a need is moving your firm’s ERP solution like Deltek Vantagepoint or Vision to the cloud. Now is the time, and it should be an easy decision. Let us identify some of the many advantages of moving your ERP solution to the cloud.

Make it Easy for Your Teams

Professional services firms have data… lots of data. Much of this data is centered around your people and projects and should be safely stored and easily accessible. With a device and an internet connection, teams can securely access their solution from anywhere. This allows for great flexibility with office, remote, and field team members. The cloud is not only flexible with location, but it is also flexible with firm size. Growth is a leading driver for many firms, and it is important that systems put in place now allow for scaling up when the time is right. The cloud offering makes it easy for teams to get their work done, providing value for the firm.

Reduce IT Burdens

Another benefit the cloud offers is removing the burden on your IT team, whether internal or external. On-premise hardware requires system maintenance and server upgrades which take time and money. Moving to the cloud, IT resources can be reallocated, and your firm will have confidence knowing that your ERP system is running on enhanced security, using updated hardware and software, and requiring zero maintenance from your IT team. You can also rest assured that a disaster recovery plan has been established and is ready to be deployed, if needed. The value of the cloud ultimately improves firm efficiency because you can now focus on what you do best, providing value to your own clients.

Fixed Costs vs Unexpected Costs

Planning for and managing expenses is a significant part of a firm’s financial health. Opting for a subscription-based fee for cloud services, firms can have confidence in budgeting a fixed cost. Otherwise, a best-guess amount would be budgeted for on-premise hardware needs. Another factor that should be considered is potential downtime. On average, downtime with a traditional IT system can be four times longer than the cloud alternative. Unexpected expenses and downtime can put an unfortunate burden on a firm. Choosing to be in the cloud ensures value with increasing reliability and reducing operating expenses.

Everyone is Invited to the Cloud

Small and large businesses alike have the same access to the cloud. The cloud can give businesses a competitive edge as they use the latest ERP solution like Deltek Vantagepoint for project management, financial management, and other streamlined processes. With proven tools accessed easily from the cloud, project managers, accounting teams, marketing groups, and executives can stay integrated and informed, no matter the firm size. The cloud does not discriminate on who gets value.

Continuity is a Necessity

Now is the time to make the move. Firms should be proactive in protecting their valuable data and seamlessly move it to a safe place. Do not wait until something goes amiss with your traditional IT system. Because cloud solutions are reached via the internet, users have greater flexibility with computer upgrades and mobile devices, too. The cloud is the leading choice for data storage because it is secure, reliable, and always available. With all these benefits, it should be an easy decision that NOW is the time to move to the cloud.

New Call-to-action

Using Goals to Improve Employee Engagement

Posted by Jennifer Renfroe on May 06, 2020

05-04-23 Using Goals to Improve Employee Engagement_Banner

While many consider satisfied clients to be the most important factor for a business to be successful, they often overlook the significant contribution that satisfied employees make to the bottom line. Employees need to feel that they are not only a part of the process but see their efforts result in positive results. If employees are left in the dark regarding firm strategies and outcomes, they are more likely to just go through the motions in their jobs rather than be engaged. The best way to make sure your staff is engaged and therefore motivated towards firm success is to set goals. Let’s see what this entails.

Set Clear Expectations

If employees know what they are expected to achieve in their roles, they will be more inclined to work hard. When you clearly state goals and explain the strategic direction your team will be taking, you provide needed guidance which forms a connection. The individual employee goals established should be aligned with the overall firm goals whether short-term or long-term. Short-term goals work particularly well as the results can be more quickly seen by both employees and managers and provide a way to offer more continuous feedback ensuring employee engagement.

Stay SMART

In identifying particular objectives, it is best to be SMART about them. The guidelines for setting goals should be specific, measurable, attainable, relevant and time bound. A specific goal should address what is to be accomplished and what resources are involved. A measurable goal looks at when it will be accomplished while achievable focuses on how realistic the goal is. A relevant goal decides if it is timed correctly and if it meets a firm’s current needs. Finally, time bound establishes when the goal should be met. Goal milestones should be set to hold employees and teams accountable, and there should be a way to track the goals using a talent management system like Deltek Talent.

Recognize Employee Impact

Employees want to see how their contributions impact their team and their firm overall, and it is easy to become disillusioned when they cannot see the end result of their actions. With a tracking system in place, managers can show employees what they have accomplished, and employees can understand how their meeting of goals benefits the company at present and down the line. When you recognize the efforts of employees, they feel like they are part of firm success and will be motivated to continue these efforts.

Put a Goal System in Place

Employee engagement is necessary for the success of your firm and setting of goals is the best pathway to ensure such engagement. This way, employees will be informed of their expectations and given an opportunity to show what they can accomplish. Tracking these goals with a talent management system like Deltek Talent will keep employee goals aligned with firm goals and provide a way for employees to see their contributions to firm growth. Put a goal system in place today.

New call-to-action

Chris Simei Joins Full Sail Partners to Lead Business Intelligence Development

Posted by Amanda Roussel on May 05, 2020

Chris Simei

Full Sail Partners hired Senior Consultant, Chris Simei to head up their Blackbox Connector between Informer and Deltek Vision and Vantagepoint. Chris is known as a business intelligence (BI) expert in the Deltek ecosystem and will focus on expanding Full Sail Partners’ BI capabilities including connecting with other solutions. His wealth of knowledge will help ensure Deltek clients maximize the value of their product and reimagine how they use their data to reach optimal efficiency.

Chris is always looking to help clients and leverage creative concepts to drive innovation. Additionally, Chris delivers automated solutions with a well-versed perspective, having been in the A&E industry for over a decade. His work has taken him across the United States, Australia, New Zealand, and the Middle East.

“The landscape of ERP data management is changing swiftly. I collaborate with clients and use Deltek solutions to help firms get to the next level. The solutions are endless and I’m excited to guide firms along their success journey," commented Chris Simei.

Professional services firms are starting to reap the benefits of business intelligence. However, the most effective analytics take some collaboration and preparation. In this role, Chris will help firms get the data they need to make key business decisions by using the Blackbox Connector to integrate Informer, or other business intelligence software, with their Deltek system. Informer is becoming the desired choice among the Deltek community because of its drill down capabilities, ease of use, and ability to combine other data sources. The Blackbox Connector team has made it easy for firms by providing pre-built datasets, visuals and dashboards to every user within the firm.  

“Many firms are looking for ways to streamline their business intelligence data to stay on top of projects and business decisions. Bringing Chris on board allows Full Sail Partners to help more firms get connected with Informer and other solutions. Deltek is a robust, cohesive system, and it takes technical experience to integrate these systems correctly. After connecting the systems, firms can have confidence in their data and have an intuitive system at their fingertips,” stated Scott Seal, Vice President of Consulting.

For more information, please email Full Sail Partners’ Marketing Communications Department.

Latest Posts