Happy New Year and welcome to Jumpstart January—our month-long celebration of fresh starts, big ideas, and actionable insights to kick off 2025 with a bang! As we dive into the new year, let’s take a moment to reflect on the content that inspired and empowered you in 2024.

From blogs and webinars to live events, we’ve compiled the very best of what resonated with you last year. Think of this as your highlight reel, ready to help you jumpstart your goals and make smarter, data-driven decisions in 2025. Let’s jump in!

📝 Most Popular Blog Articles: Mastering the Financial Side of Projects

When it came to blog content, 2024 was all about tightening up your project finances. From mastering write-offs to demystifying work breakdown structures, these posts helped you manage the numbers like a pro:

1. Handling Write-Offs the Right Way
   Writing off expenses doesn't have to feel like guesswork. This article became your guide for tackling write-offs with confidence.
2. What’s New in Vantagepoint 7.0?
   Who doesn’t love new features? This blog spilled all the details on what made Vantagepoint 7.0 the MVP of 2024.
3. Simplifying Project Budgeting in Deltek Vantagepoint
   This fan favorite showed you how to turn project budgeting from a chore into a streamlined process.
4. Understanding the Impact of Work Breakdown Structures
   Structure matters! You loved learning how to set up WBS and OBS to keep projects running smoothly.
5. The Unknown Features of Timesheets in Deltek Vantagepoint
   Timesheets aren’t just for tracking hours. This post revealed hidden features that make them a powerful tool for project success.

🎥 Most Popular Mini-Demos & Webinars: Turning Data into Decisions

Last year, you showed us you’re all about working smarter, not harder. Our mini-demos and webinars brought dashboards, KPIs, and data-driven insights straight to your screen, helping you make informed decisions faster:

1. Webinar: What’s New in Deltek Vantagepoint 7.0
   If you missed this one, it’s worth a watch! Discover the features that made Vantagepoint 7.0 a game-changer.
2. Mini-Demo: Fun with Dashboards
   Dashboards aren’t just functional—they’re fun! This demo helped you visualize your data with style.
3. Mini-Demo: Exploring KPI Dashparts
   Make KPIs your secret weapon. This mini-demo showed you how to track what matters most.
4. Mini-Demo: Deltek Vantagepoint’s New Timesheet Assist
   Timesheet Assist became your new best friend in 2024. Learn how to streamline time tracking and approvals. 
5. Mini-Demo: Ready-to-Use Informer Dashboards
   You asked for ready-made solutions, and we delivered! This demo explored dashboards tailored for project and financial management.

📣 Most Popular Live Events: Learning from Industry Experts

Our live events in 2024 gave you a front-row seat to hear from your peers and industry experts. From marketing tips to project health insights, these events helped you embrace best practices and fresh ideas:

1. Charting a Course for Impactful AEC Marketing Meetings
   Let’s be honest, marketing meetings can feel like a slog. This event gave you strategies to make them effective and engaging.
2. Hear from Your Peers: Monitoring Projects’ Financial Health
   Real-world advice from real-world pros. This event shared practical tips for keeping projects financially healthy.
3. Hear from Your Peers: Embracing Change for Success
   Change is inevitable, but thriving through it is a skill. This session inspired you to adapt and succeed.

Jumpstart Your 2025 with Full Sail Partners

If 2024 was any indication, you’re ready to hit the ground running this year. Use these highlights as your launchpad for tackling challenges, improving processes, and achieving your goals in 2025.

Want to make sure you don’t miss a single update, tip, or event this year? Subscribe to our newsletter today! It’s the easiest way to stay in the loop on all the new content, webinars, and expert insights we’ll be sharing in 2025. Let us help you jumpstart your success and keep the momentum going all year long!

[Subscribe Now] and let’s make 2025 your best year yet! 🚀

In today’s fast-paced digital world, businesses are embarking on a transformative journey toward modernizing their IT infrastructure. Imagine your business is like a spacecraft venturing into the vast expanse of a new digital universe. Instead of charting the stars alone, you can have a trusted mission control—a consulting partner—to guide you through the complexities of this digital cosmos. Welcome to the future of IT: Cloud Solutions.

What is a Cloud Solution?

To grasp the concept of Cloud Solutions, let’s explore this futuristic digital landscape. The “cloud” is a sophisticated network of servers and services that exists online, accessible through the internet. It’s not a physical entity but a metaphor for a model where your IT infrastructure is managed by a specialized provider. This partnership means that all aspects of IT—data storage, hardware, software updates, and security—are handled by experts, allowing you to focus on your core business activities.

Consider this: you run a cutting-edge architectural firm, renowned for your innovative design projects. Your architects are masters of design and creativity, but managing internal IT systems, keeping up with technological updates, and handling technical issues are outside their expertise. Additionally, purchasing and maintaining IT equipment represents a significant non-revenue-generating cost. A Cloud Solution offers the ideal remedy by taking these burdens off your shoulders. Advantages of Cloud Solutions

Cost Efficiency

Cloud Solutions bring a new level of financial predictability and efficiency. Instead of being burdened with large capital expenditures for on-site hardware and its ongoing maintenance, cloud computing allows you to shift to a more manageable and predictable financial model. By adopting a cloud-based approach, you benefit from a fixed annual cost that covers all your IT needs—hardware, software, updates, and support. This fixed cost model helps stabilize your IT budget, turning what was once a variable expense into a consistent, manageable investment.

Not only does this make budgeting easier, but it also eliminates the financial strain of unexpected IT expenses. With Cloud Solutions, you’re investing in a streamlined, cost-effective approach to managing your IT infrastructure, freeing up resources to focus on growing your business and pursuing innovation.

Robust Security

Data security is a top priority in the digital realm. Cloud providers invest in advanced security measures, including encryption, regular audits, and compliance with stringent standards. Furthermore, cloud facilities are designed to withstand physical threats like natural disasters, ensuring your data remains protected and accessible.

Sustainability

Embracing cloud computing aligns with environmental stewardship. Cloud Solutions contributes to reduced energy consumption and lower carbon footprints by optimizing resource utilization and minimizing electronic waste. This supports broader sustainability goals and corporate responsibility.

Accessibility and Flexibility

The cloud’s most transformative feature is its accessibility. It enables you to access data and applications from anywhere, anytime, and on any device. This flexibility supports remote work, enhances collaboration, and keeps your team productive regardless of their location.

Choosing the Right Digital Transformation Consulting Partner

As you prepare for this digital voyage, partnering with an experienced consultant is crucial. So, what are some key traits of successful consultants?

1. Dependability: A great consultant consistently delivers on their promises and provides reliable service.
2. Attention to Detail: Precision matters. Top consultants produce flawless work and manage every aspect of your IT environment with meticulous care.
3. Expert Knowledge: Seek consultants with extensive experience in cloud technologies. Their expertise will guide you through the intricacies of cloud solutions and help you make informed decisions.
4. Critical Thinking: Exceptional consultants evaluate all potential solutions thoroughly, considering various factors to identify the best fit for your needs.
5. Resourcefulness: Effective consultants are adept at finding creative solutions to complex challenges, leveraging their industry knowledge and connections.
6. Effective Communication: Good consultants ask insightful questions and listen attentively to your needs, ensuring their recommendations align with your business goals.

Embark on Your Digital Journey with Full Sail Partners

As you venture into the digital future, Full Sail Partners is your mission control, offering the expertise and support needed to navigate the cloud’s vast opportunities. Available consulting services and free webinars provide valuable insights into the benefits of cloud computing, helping you make the most of this technological leap.

With just a click, you can begin your journey towards a more efficient, secure, and sustainable IT environment. Embrace the future with confidence, knowing that your digital transformation is guided by expert hands.

So, while you may not be exploring distant galaxies, the journey to digital transformation is just as exciting and essential. Partner with Full Sail Partners and chart your course to a future where technology enhances your business capabilities and drives success.

In today’s fast-paced business world, efficiency is key. As organizations continue to embrace digital tools to streamline workflows, Deltek has introduced a powerful new assistant: Deltek Dela™. This AI-powered digital assistant, integrated directly into Vantagepoint, allows users to interact with their data using natural language queries. It’s designed to simplify your work by helping you find critical project details, team member information, and even draft written content with ease. One of the most compelling features of Dela is its ability to assist with content creation, and in this blog post, we’ll explore how it can be used to create personalized holiday mailing cards.

What is Deltek Dela™?

Dela, an AI-powered assistant, is designed to make Vantagepoint more intuitive and efficient. By using natural language, users can easily query data from various hubs within Vantagepoint, such as Projects, Employees, Firms, and Contacts. This allows for seamless data analysis and content creation, all in real-time, without the need for complex navigation.

Dela is especially useful for ad-hoc analysis, drafting written content, and summarizing data, making it a versatile tool for both everyday tasks and larger projects. However, while it’s powerful, Dela does have some limitations, including access to only certain types of data and hubs (without user-defined fields and grids). Despite these restrictions, the tool proves to be incredibly effective when paired with free-form text entries, such as those found in the Activities grids.

The Holiday Mailing Card Use Case

One example of how Dela can simplify your workflow is in the creation of personalized holiday cards. Consider a firm that regularly sends out holiday greetings to its clients. While this is a thoughtful gesture, the time it takes to craft individualized messages can be overwhelming—especially when trying to incorporate personal details like special milestones or activities associated with a client.

This is where Dela shines. By querying activity data related to a specific contact, users can easily draft personalized messages in just a few steps. Let's walk through how this process works using Dela’s functionality.

Step 1: Querying Activities

First, users can query Dela for specific activity information tied to a contact. Activities are a crucial part of the Vantagepoint system, allowing users to record detailed notes and interactions with clients. These free-form text entries often include valuable insights like the client's personal interests, upcoming or past milestones, and important life events—perfect for creating personalized content.

Because the Notes section of Activities is free form, it is extremely easy for normal system users to add information. There is no need for them to find a correct dropdown, grid entry, or checkbox in the record. As long as users are trained to use Activities, they can simply add whatever information they deem interesting about the contact.

For instance, let’s say one of the firm’s contacts, Allen, had a meeting with a Project Manager concerning a current project. During that meeting, he mentions that his wife is pregnant. Afterward, the Project Manager adds a note to the Vantagepoint Activity for this meeting:

“Allen mentioned his wife is having a baby in 5 months.”

This Activity is stored in Allen’s profile but locating that detail manually would be time-consuming. Instead, Dela can quickly summarize this information and help users generate a meaningful message.

A simple prompt to Dela could be: “Based on the activities for this contact, create a personalized holiday email for him.”

Step 2: Dela Responds

Once the prompt is entered, Dela quickly processes the data and generates a draft email. Here’s an example of what Dela might provide:

In just a few seconds, Dela has generated a thoughtful, personalized message that acknowledges Allen’s life event—without the user needing to sift through Activity entries and notes or manually write the email.

Step 3: Editing and Sending

Once the message is generated, the user can easily review and edit the content before sending it. With Dela’s integration into Vantagepoint, there’s no need to switch between different platforms or tools. The user can either click a button to send the email directly or copy the content to paste it elsewhere.

Dela offers additional customization options, such as the ability to adjust the tone of the email. For example, users could choose a more formal or informal style depending on the nature of the client relationship. The integration with Vantagepoint also ensures that all the relevant details, such as the firm’s branding and contact information, are included in the email template.

Why Dela’s Capabilities Shine with Activities Data

This holiday email example highlights one of Dela’s most impressive features: its ability to interpret and summarize free-form text entries in the Activities grid. These notes can range from personal milestones (like Allen’s baby news) to project-specific insights. While these activities can be time-consuming to sift through manually, Dela effortlessly distills them into concise summaries.

Furthermore, since Dela retains the context of the conversation, users can easily follow up on previous queries. For example, if the user asked for the activity summary and then wanted to see additional details about Allen’s current project, they could follow up with another simple prompt like, “What is the latest activity recorded for this contact?” This fluid, conversational interaction makes Dela a natural tool for generating content and obtaining real-time data insights.

By leveraging Dela’s capabilities alongside the free-form text in Activities, users can quickly generate meaningful, personalized content for clients, improving both the quality of interactions and overall productivity.

Enhance Workflow and Productivity with Deltek Dela™

Dela exemplifies how AI-driven tools can enhance workflow and productivity, especially when paired with rich, unstructured data-like Activities. The ability to turn detailed, free-form notes into cohesive and personalized messages in mere seconds can save professionals time and effort, while also fostering stronger client relationships. Whether you’re sending out holiday greetings, drafting follow-up emails, or simply summarizing project activity, Dela is a powerful tool for getting the job done quickly and efficiently.

This example of using Dela for personalized holiday messages is just one of many ways this tool can streamline your workflow. By understanding how Dela interacts with the data and hubs within Vantagepoint, users can harness its full potential to make their tasks easier and more effective.

Learn how Deltek is powering the future for project-based companies with a recap from their most recent user-conference, Deltek ProjectCon. Click the image below to learn more.

Deltek ProjectCon 2024 united innovators, leaders, and tech enthusiasts to explore the future of project-based solutions. Our crew was fully engaged in the discussions and demos, discovering Deltek’s latest advancements and their practical applications. Whether you missed the event or just want a recap, here are the highlights that caught our attention.

AR Forecast Collections Dashboard

For finance professionals, staying ahead of cash flow is key. Jenny Labranche, Senior Finance Consultant, shared her enthusiasm for Deltek’s new AR Forecast Collections Dashboard:

Deltek has put together a forecast tool to track your cash coming in because we all know that cash is king in any business.

Expected in the 7.2 or 2025.1 release, this tool promises to streamline cash forecasting and collections, giving firms better control over their financial health.

Clarity Meets Vantagepoint Dashboards

Joel Slater, Client Solutions Manager, was interested in the integration of Deltek Clarity A&E Study benchmarks directly into Vantagepoint dashboards:

Clients can compare their own specific data and results against the greater industry through the Deltek Clarity study.

This feature provides businesses with actionable insights, making it easier to align their performance with industry standards.

Simplifying Billing and Contract Management

Ease of use remains a top priority for Deltek, as highlighted by Lisa Ahearn, Senior Consultant, who had two exciting updates to share.

I learned that they are planning on putting billing terms in a list view, which is awesome for all of our billers. Deltek is also bringing document management to contract management so we can finally attach our contracts to our line items for our contract management.

These enhancements are designed to streamline critical workflows, making it easier for firms to manage billing terms efficiently and improve the organization of contracts.

Flexibility and Adaptability: The Future of Deltek

Sarah Gonnella, VP of Marketing and Sales, praised Deltek’s commitment to adaptability:

Deltek is really focused on flexibility, adapting to how people work, and providing relevant content through AI. Their roadmap through 2026 is full of innovative developments.

The spotlight on tools like Deltek Dela™ and Harmony™ reflects their intent to enhance user experience by integrating platforms like Microsoft Teams and offering personalized, data-driven insights.

Solving Business Challenges with AI Innovations

Jake Lucas, our AI Developer, highlighted the growing potential of artificial intelligence in addressing unique business needs:

A big aha moment has been having conversations with different people and getting a renewed perspective on how AI can solve certain business needs. It’s been fascinating to see the scope of what people are thinking about when it comes to using AI to run their business better.

He emphasized how AI tools like Deltek Dela are meeting immediate challenges while leaving room for future enhancements.

AI and Data Synchronization: Enhancing Business Intelligence and Building Trust

Jake Lucas also presented his session on the transformative role of AI in data processing and real-time synchronization. He noted that as businesses increasingly adopt AI to optimize workflows, real-time insights become essential for tracking performance, forecasting cash flow, and monitoring project progress.

Real-time data synchronization, as demonstrated by our BlackBox Connector integrations, can deliver down-to-the-minute updates that help organizations optimize resource management and make faster decisions. Having immediate access to data enables businesses to react quickly to shifts in project dynamics or staffing needs, driving efficiency and adaptability.

Jake also emphasized the importance of trust and transparency in AI-driven insights, addressing a critical concern for organizations adopting these advanced tools:

A big takeaway was seeing how AI is improving but still needs that critical element of trust from the users. It’s essential to understand the data and processes AI is using to ensure its accuracy.

With AI playing a growing role in complex data processing, ensuring transparency in how insights are generated is vital. Businesses must be able to trace the sources and methodologies behind AI-driven conclusions, fostering confidence and trust in decisions shaped by this technology.

Optimizing Vantagepoint Investments with Terri Agnew

Terri Agnew, Principal Consultant, led a session as well where she explored how a Navigational Analysis can help maximize Deltek Vantagepoint's capabilities to improve performance.

A navigational analysis is like dumping out a puzzle on the table. The process is about putting that puzzle back together—understanding your system, identifying pain points, and finding solutions to streamline processes.

She showcased strategies to leverage Vantagepoint’s data to drive more informed decision-making. Her practical insights demonstrated how to close the gap between data analysis and actionable outcomes, leaving attendees equipped with tools to immediately optimize their processes.

Keeping Up with Deltek

Deltek ProjectCon is a unique opportunity to connect with industry leaders, innovators, and technology enthusiasts who share a passion for enhancing project-based solutions and we had a great time interacting with everyone who attended! The insights and tools showcased this year—from AI advancements to streamlined workflows—highlight the tremendous potential for businesses to optimize their processes and achieve greater success. Whether you attended or simply followed along with our highlights, the value of being part of this forward-thinking community is undeniable.

If you want to stay up to date on all things Deltek, visit our webinars page to see what’s on the horizon. We’d love for you to join us as we continue exploring the latest innovations and solutions for project-based firms!

When evaluating a CRM or ERP system, a critical component of the decision-making process is assessing the data migration effort. Beyond the software and consulting costs, data migration presents its own set of challenges and expenses. As organizations move to the latest ERP systems, such as Deltek or similar ones, understanding the migration process becomes key to ensuring a smooth transition.

So, when you're asking yourself, "Should I migrate my existing data to a new ERP system?", here are the 6 essential questions you should ask:

#1 How Valuable is the Data?

One of the first steps in the data migration process is to understand how valuable the data is to your current and future business operations. In today’s world of data-driven decision-making, your data is likely more valuable than ever.

With the rise of the latest software development, high-quality, accurate data has become a business asset. Data that isn’t frequently updated or no longer relevant might not be worth migrating. However, real-time data on sales, finance, and customer interactions should be prioritized. In some cases, you may need to archive historical data rather than fully migrate it.

When considering whether to bring data to the new system, consider these four questions:

1. Is the data frequently updated and is it accurate? 
2. How often is the data accessed/needed? 
3. Do you use the data in reports? 
4. Do you need the data to make business decisions?
5. If your answer to these questions is rare or never, then the data is probably not worth migrating to the new system.

#2 How Organized is the Data? 

Organized data is essential for smooth ERP migration. Data that isn’t structured properly or with inaccuracies will cause significant roadblocks during migration. ERP migrations should be focused on data cleanliness and consistency.

Some existing data that is being considered for migration may not be consistent across a given data field in a database record. For instance, inconsistencies in key fields (e.g., a phone number field containing text instead of numbers) will need to be corrected before data is moved. Migrating to any latest ERP system requires standardizing data fields to ensure compatibility.

So, evaluating the amount of manual clean-up required can help determine if the information is worth migrating. 

#3 How Long Would It Take Someone to Manually Enter the Data? 

One of the main concerns in an ERP migration is the sheer volume of data that needs to be transferred. As mentioned earlier, certain data is more efficiently entered manually into the new system. It is crucial to evaluate the effort versus the cost. Small data sets or data fields with only a few records may be better handled manually, but large-scale migrations benefit significantly from automation.

If a particular field contains only 50 data records, is it worth the cost of migrating it programmatically to the new system? On the flip side, underestimating the time and effort required for manual data entry can significantly extend the implementation timeline. Our experience has shown that when a firm opts out of a recommended data migration based on analysis, the success rate of the overall implementation tends to decrease substantially.

#4 Is A Conversion Utility Available for my Data?

In today’s ERP landscape, conversion utilities are often available to help automate and simplify the data migration process. These tools can significantly reduce costs and time, especially when migrating to popular ERP systems like Deltek. If a conversion utility is not available, working with a data migration expert who can create custom scripts may be necessary. Be sure you evaluate the cost of these custom tools before starting your migration process. 

#5 What is the Data Migration Vendor’s Migration Process? 

Selecting a vendor with a well-defined and proven migration methodology that addresses the preservation, security, and speed of migrating your business data is key to a successful ERP migration. As an example, below is Full Sail Partners’ migration methodology: 

1. Data Mapping/Assessment – This step involves defining the scope, outlining the migration strategy and approach, and establishing the desired timeline. A proposal will be provided, detailing the costs involved.
2. Data Cleansing – During the mapping phase, data that needs cleansing will be identified. The necessary data will be cleaned and organized in the current system to prepare it for migration. The data migration expert will also analyze the existing data and ask relevant questions to assess its quality. Improving the quality of source data in the current system enhances the success of automated data conversion.
3. Test Migration – Once the migration scripts are created and the data is verified with the client, a test database will be set up for review.
4. Migration Validation – After receiving the test database, the client will examine the data in the new system to confirm it has migrated as expected.
5. Final Migration – After the data is validated, a final migration date is scheduled. Typically, all data is backed up based on the timing of a firm's billing cycle or payroll cycle. The final migration is performed over a couple-day period. Once the final migration is complete and reconciled the system is ready for use, minimizing downtime between the old and new systems.
6. Post Migration – If any issues with the data are discovered after the final migration, occasional post-migration updates may be required to address those issues.

#6 How Experienced is the Migration Expert? 

ERP migrations are complex projects, and the expertise of the migration team can make or break the process. Experienced ERP consultants and migration specialists focus on data strategy and digital transformation.

Most data migrations require a mapping document. This defines the scope and ensures that the data will be imported correctly. An experienced data migration consultant provides this mapping document as well as valuable insight on potential issues that might occur during the data migration process. Before proceeding with data migration, it's important to understand the role and expertise of the data migration specialist within the firm.

Is their primary responsibility focused on data migration, or are they handling multiple tasks? Do they have experience migrating data like yours? A seasoned migration expert typically specializes in this area, dedicating most of their time to migration. Selecting the right expert is crucial, as it can minimize post-migration cleanup and ensure the data is accurately and efficiently transferred to the new system. be necessary. Be sure you evaluate the cost of these custom tools before starting your migration process. 

Data Migration Success Involves a Well-Thought-Out Plan

In many cases, migrating data is a must when implementing a new ERP system. However, by considering these 6 critical factors—data value, organization, manual entry requirements, available conversion utilities, vendor process, and expert experience—you can ensure a smoother transition and get the most out of your new system.

Data migration has evolved significantly over the years. Still, the key to success lies in a well-thought-out plan, comprehensive data assessments, and collaboration with experienced vendors and experts. If you're still unsure about your data migration process, then see how Full Sail Partners can help you with personalized migration strategies tailored to your specific needs by clicking the image below.

Did you know that over 75% of Deltek Vantagepoint customers are in the cloud today? That's right—every day, more Deltek Vantagepoint clients are taking their systems to the cloud. But what exactly makes project-based firms decide to make the move to the Deltek Vantagepoint Cloud?

Continuous Access to Your Data, Anytime and Anywhere 

Imagine this: you're at the airport, waiting to board a flight to a major work conference, with your presentation materials and agenda in hand but you need to check something really quickly. Or perhaps you're in a quiet coffee shop between client meetings, preparing for your next big pitch and you realize you are missing something that needs to be looked up fast. No matter your location, in the cloud, your data is always at your fingertips, as long as you have secure internet access and a web browser.

The Deltek Vantagepoint Cloud provides the peace of mind that comes with knowing you can safely access, extend, or update your data from any location. With a 99.9% average uptime, you can rely on your data being available whenever you need it. This level of accessibility is a game-changer for businesses that require flexibility and mobility. Whether you're working from home, traveling for business, or simply need to check in on a project while you're away, the cloud ensures that your data is always within reach. No more being tethered to a physical office or worrying about accessing critical information when you need it most. 

Ease Your Growing Pains as You Expand Your Business 

As your business grows, so do your technology needs. Managing hardware can become a significant distraction, especially as the need to upgrade and maintain legacy systems increases. By moving your business to the Deltek Vantagepoint Cloud, you can leave those growing pains behind. Focus on what matters most, growing your business while enjoying the benefits of no hidden fees. 

The Deltek Cloud offers several tailored options, allowing you to pay a clearly defined annual cost each year, eliminating the surprise costs that can occur with on-premise setups. Plus, you'll have a team of experts managing your cloud infrastructure, including servers, storage, networking, patching, software updates, and hardware procurement.

The scalability of the cloud is another significant advantage. As your business expands, the cloud can easily accommodate increased data storage and processing needs without the hassle of purchasing and installing new hardware. This scalability ensures that your IT infrastructure grows seamlessly with your business, allowing you to focus on strategic initiatives rather than technical challenges.

Know Your Data is Secure in the Deltek Vantagepoint Cloud 

Security is a top priority when it comes to your data. The Deltek Vantagepoint Cloud offers features like multifactor authentication, encryption, and monitoring systems to ensure your data is secure. Deltek, a best-in-class service provider for project-based firms, takes security seriously. Their Cloud Security Operations Team and Site Reliability Team provide constant monitoring twenty-four hours a day, seven days a week, and three hundred and sixty-five days a year to protect your firm against any threats. With the cloud, you can have confidence that your data will be safe, no matter the disaster. 

In addition to these security measures, Deltek also complies with industry standards and regulations, providing an extra layer of assurance. Regular security audits and updates ensure that your data is protected against the latest threats. This proactive approach to security means that you can trust Deltek to safeguard your sensitive information, allowing you to focus on your core business activities without worrying about data breaches or cyberattacks. 

Enhance Your Collaboration Capabilities

Furthermore, the cloud offers enhanced collaboration capabilities. Team members can easily share and access documents, collaborate on projects in real-time, and stay connected regardless of their physical location. This improved collaboration can lead to increased productivity and better project outcomes, as everyone has access to the most up-to-date information and the tools they need to succeed. 

The Cloud is Waiting for You 

The benefits of moving to the Deltek Vantagepoint Cloud are clear. From continuous access to your data to easing the growing pains of your business, to ensuring your data is secure, the cloud offers a reliable and efficient solution. It is time to join the growing number of project-based firms that have made the switch and experience the advantages for yourself. 

Moreover, the Deltek Vantagepoint Cloud is not just a technological upgrade; it's a strategic move that can transform the way your business operates. By embracing the cloud, you position your firm for greater agility, security, and growth. So why wait? The cloud is waiting for you - are you ready to take your business to new heights?

As the leaves change from a cool green to the burning hues of fall, you can almost hear the annual groan that emanates from marketing and business development departments everywhere as we ponder next year’s budgets. We’re feverishly cramming numbers into spreadsheets, struggling to get that final hit rate report from the ERP system, and perhaps even consulting with a local palm reader, all with the goal of accurately predicting the future - next year’s sales!

In this article, we'll break down the often-overwhelming process of developing an annual sales budget, providing a clear guide to understanding key sales metrics, evaluating your firm's capacity, and crafting a realistic strategy. We’ll explore different approaches to achieving sales goals by analyzing key combinations of services and clients, offering practical insights into how firms can align their business development efforts with broader growth plans. Whether you're working with existing clients or exploring new markets, these strategies will help you set and meet achievable targets for the year ahead.

Review Your Professional Services Sales Vocabulary

Many of us in the professional services industry don’t approach our sales vocabulary as clearly as we should – or worse, it’s just that “s” word that nobody wants to talk about. Let’s quickly review some common numbers:

1. New Backlog: The rest of the world usually calls this number sales. It generally answers the question about the measured period, such as, how much NEW billable work did we book/contract/sell? You might sell the project in one year but could deliver it over several years.
2. Earned Revenue: This number values the work we actually did in the measured period, and is recognized as such, whether we billed for it or not. Learn more about earned value in this article.
3. Billings: This number is the total of all the invoices your firm sent in the measured period. Again, depending on how you count the beans, this number may or may not match Earned Revenue.

It’s imperative that we clarify what thing we’re aiming for and how to budget for it. Most professional services firms have a theoretical limit to what they can deliver, based on staff size and utilization. But is there a limit to how much new work you can sell?  

Let’s Work Backwards

It’s important to know what your firm’s revenue goals are. There will be ongoing work and repeat work to put toward those revenue goals. The difference is the number that the sales team, whether dedicated sales team or seller-doers, will need to secure. You will also want to take your hit rate into consideration, perhaps from the last three years. Learn from it! How much work do you need to chase to secure the right amount of dollars?

Metrics are valuable to track and being in tune with your firm’s key performance indicators is a must. What targets can you manage weekly and monthly to help reach your goals annually? And how does that fold into the firm’s goals? Alignment is key.

Mix Up Your Sales Efforts

Once you know the goals, you’ll now turn to the “how.” Here’s the point – these numbers all work together, but marketing and business development departments are usually focused on “New Backlog” when discussing sales. So, where does the new backlog come from? It comes from the strategic combination of two variables: The services you sell and who you sell to—your clients. Your job is to figure out the best mix of these combos to achieve the firm’s overall growth plans. Easy right?

Let’s have a brief look at the different ways we can combine our new backlog variables.

Combo 1 - Sell the Same Services to Existing Clients

Unless you offer bread, milk, or toilet paper, this combo can only take you so far. If you sell a corporate headquarters design project to ACME, Inc., when will they buy the next one? Large retail rollout programs and compliance-required assessments/surveys/reviews are good exceptions to this challenge. Watch out for “better, faster, cheaper” competitors led by well-dressed daredevils focused on Combo 4 described below.

Combo 2 - Sell the Same Services to New Clients

We should always analyze how to position our core offerings to new clients – in new markets or new geographies. Many firms claim about 80% of the new backlog is repeat work, meaning 20% has to come from this combo and Combo 4. Leverage your highly experienced professionals who like to build new relationships.

Combo 3 - Sell New Services to Existing Clients

Maybe ACME, Inc. doesn’t need a corporate headquarters designed this year but really needs help with a facilities management system. Here’s a little secret: Your existing clients trust you and would prefer to buy new services from you rather than from someone they don’t know. Build internal partnerships between your key relationship managers and the technical leader(s) of the new services. These communications and relationships can be tracked in your CRM for better management. This cross-selling method can often result in additional work for your firm. Watch out for experienced competitors focusing heavily on Combo 2.

Combo 4 - Sell New Services to New Clients

Get into LinkedIn and line up the cold calls! OK, that may be excessive, but this is definitely the final frontier in selling professional services. You’re convincing people who don’t know your firm to buy services for which you don’t have a track record. Totally possible, but not for the faint-hearted. This combo often requires strategic hires or acquisitions, which might be the only way to beat the competition in the other combos. Do your research. You may get lucky, but your competition in Combo 1 knows you’re coming.

Serving Over Selling in the Professional Services Industry

While we can’t completely avoid the annual budgeting process, we can look at it differently. You’re in the business of professionally serving others. Instead of simply looking for more projects, more offices, or more technical credentials, why not look for the best ways your firm can serve more people next year, and get paid for the value you created?

Use the combinations above as a framework and correlate the targets for each to your firm’s overall strategic plan and annual business plan. Tada! Now you’ve got a growth target that everyone can embrace. Happy budgeting, and more importantly, happy serving!

Learn How to Streamline Your Sales Process with a Successful CRM Rollout

If you're looking for more insights on how to successfully implement a CRM system to support your firm's business development and sales goals, be sure to check out our recent LinkedIn Live session, "How to Successfully Roll Out a CRM System." In this session, we share best practices, common challenges, and tips for ensuring a smooth rollout that drives both adoption and results. You can watch the full discussion by clicking the image below.

I believe we could all say, we question what gets put into the ‘snail mail’ these days. Especially if it is a sizeable check for your professional services firm. Will it arrive on time? Will it be lost? Will the check end up in the wrong hands? So many variables!

Not only are you concerned with the ability of the check to show up at its destination, but the timeline of when the payment will clear the bank. Sometimes this can take weeks, which might affect how fast you can reconcile your books. Add in the influx of employees working from home, and now you have even more concerns with printing the actual checks.

Accounts Payable (AP) as a manual process increases the likelihood of potential fraud and creates uncertainty, which could eventually affect your professional services firm’s cash flow. So how does a company simplify this process, alleviating the longer timeline and potential for discrepancies? You automate your Accounts Payable process!

Benefits of Automating Your AP Process

The AP process is one of the most important tasks a professional services firm performs daily. Automating it allows you visibility into every vendor payment easily to see its status, and an automated AP process can be fully integrated and streamlined to your preferences.

Although AP automation is not a recent technology, it has come a long way over the years. It is surprising that so many firms have not embraced this technology. Maybe it’s because they feel doing it manually will be more accurate, or they think their current process is efficient and cost-effective. So, let’s look at the benefits of automating the AP process and see if these preconceived notions have merit.

Going Paperless and Reducing Error

Accounts Payable is a paper-intensive process that requires printing, copying, storing, and retrieving paper. Additionally, manual processes are slow and are prone to human error rather than being more accurate as one may think. The paper-based process of printing and mailing checks can be transformed into a digital process of selecting, processing, and scheduling your electronic payments against your AP.

With AP automation, invoices are stored digitally, and paper, shipping costs, and manual entry are eliminated, saving money and ensuring accuracy, while also speeding up the entire payment process. Your increased visibility into payment status will also help simplify reconciliation and help to avoid duplicate entries.

Improving Employee Productivity

The AP process is a repetitive and time-consuming manual task. For instance, processing an invoice manually requires a person to copy information from an invoice and add it to the accounting books. There is no longer a need to manually reenter information for ACH payments or to recreate a physical check with automation.

When a professional services firm automates the AP process, employees are relieved of doing these tasks and can focus their efforts on more profitable pursuits. The opportunity for error is lessened and more time is available for your employees to be more productive in other areas of business.

Getting Insight into Your Firm’s Finances

It’s difficult to manage your professional services firm’s finances if you can’t see them. Solutions like spreadsheets or pen and paper hinder your firm’s ability to generate accurate financial reports. With automation, digital audit trails for all payments whether it be a physical check, credit card, or an ACH are available to ensure you clearly see what stage each of your payments is in.

You can immediately offset the liability and reconcile payments versus waiting for them to clear. Furthermore, being able to see who you owe money allows you to predict future firm spending and avoid late payment fees and penalties. With AP Automation, your firm’s financial picture is easily accessible and therefore manageable.

Gaining Control of the Procurement Process

Procurement policies are hard to enforce if you do not have a way to approve a purchase before it’s made. Using an automated AP solution allows firms to set up an approval process that ensures purchases are in compliance with firm policy. Professional services firms can gain control of their spending by knowing when a purchase is made prior to being issued an invoice which promotes transparency.

Automating AP is a Win-Win Situation for All

With actual reduction in errors, cost savings and a clear view of firm finances, the preconceived notions of not using AP automation are certainly without merit. And there’s even more benefit to automation. An automated AP solution allows vendors to submit invoices to a designated email address or webpage which reduces the risk of losing invoices.

With the opportunity for error decreasing and your employees' productivity increasing, it is a win-win situation for everyone involved. AP automation also ensures you pay your vendors on time, which makes them happier to work with your firm. Not sure if your firm is ready to automate?

Ensure the Success of Your Business by Utilizing Specialized Services

Staying competitive requires not only adopting the right systems and tools but also ensuring they have the right support structures in place. Whether a company is implementing a new software system, optimizing current processes, or managing its finances, specialized services like consulting, training, and outsourced accounting are essential to success. These services ensure businesses leverage their systems effectively, empower their teams, and optimize financial operations.

Each of these services plays a unique role, however, together they provide a comprehensive strategy for business growth and efficiency. Moreover, experts available from each area play different key roles in ensuring the success of your business. Let’s take a look at the difference between these three crucial services and see what they each offer your company and the overall benefit of utilizing them.

Consulting

At its core, consulting is about providing expert advice and strategies that align a company's systems with its specific business needs. Modern software systems — like Enterprise Resource Planning (ERP) platforms — are designed to help companies streamline processes, control data, and optimize workflows. However, even the most sophisticated systems are not a one-size-fits-all solution. Without proper setup and customization, these tools may fail to deliver their full potential. This is where consulting services come into play.

A qualified consultant can assess a company’s current processes, identify areas for improvement, and help configure the system to meet those specific needs. Consultants are not limited to the initial setup of systems; they are valuable at any stage of a company’s journey. From identifying new functionalities that address evolving needs to optimizing existing features, consultants offer an often-needed outside perspective and the specialized knowledge that can be critical to enhancing system performance.

For example, after implementing a new ERP system, a company might struggle with inefficiencies or underutilized features. A consultant can step in to reconfigure the system, ensuring that workflows are optimized for productivity. Additionally, they can offer guidance on how to leverage newer features as systems update over time. This proactive approach ensures that businesses stay ahead of the curve, continually optimizing their tools and processes in alignment with their goals.

Training

Having an up-to-date and properly configured system is only part of the equation. No matter how advanced a system is, it can only be as effective as the people using it. This is where training becomes critical. Training empowers staff to fully understand and utilize the systems at their disposal, ensuring that the company gets the maximum benefit from its investment.

Without proper training, even the most well-designed system can become underutilized or misused. Employees may only know the basics or might default to outdated methods, even when new, more efficient processes are available. A common issue occurs when staff fall into a routine of "this is how we do it here," becoming resistant to change and unaware of new features or improved processes that could significantly enhance their productivity.

A structured and continuous training program solves this problem. Regular training allows staff to stay current with new system updates, understand best practices, and adopt more efficient workflows. Additionally, as businesses grow and evolve, so do employee roles. Ongoing training can help newly promoted staff adjust to their expanded responsibilities, ensuring they understand how to fully utilize the system to meet the demands of their new positions.

Furthermore, training isn't just important for new hires. Existing staff also benefit from continuous education, especially when software systems release updates or new features. As trainers are experts in their own right, this specialized service empowers employees with the necessary skills to ensure the company remains competitive in a fast-paced business environment.

Outsourced Accounting

Finally, as with any business, accounting is a vital function. It's the backbone that ensures invoices are sent to clients, payments are made to employees and vendors, and management has access to accurate financial data for decision-making. However, maintaining an in-house accounting team can be costly and time-consuming, particularly for smaller firms. This is where outsourced accounting services provide a lot of value.

Outsourced accounting involves hiring an external team to handle various accounting tasks, either as a supplement to an internal team or as a full-service solution. This can range from day-to-day tasks like data entry, timesheet management, and expense reporting to more complex functions like bank reconciliation, project budgeting, and financial analysis.

One of the main advantages of outsourced accounting services is the consistency and expertise it brings. These services are performed by professionals with specialized training and experience often across multiple industries. As a result, companies benefit from tried-and-tested processes that help optimize financial operations and ensure compliance with the latest regulations.

Additionally, outsourcing provides flexibility. A company may not need a full-time in-house accounting team, especially during periods of low activity. By outsourcing, businesses can scale their accounting needs up or down based on demand, ensuring cost efficiency. For example, a business might require additional accounting support during tax season or when undergoing rapid growth. Outsourced accounting services can step in to fill these gaps, ensuring financial operations run smoothly without burdening the in-house team.

Moreover, outsourcing allows management to focus on core business activities rather than having to deal with the complexities of accounting. Using this specialized service provides a reliable team to handle the finances, so companies can concentrate on growing their business, confident that their financial operations are being managed by experts.

A Holistic Approach to Business Success

Incorporating these unique and specialized services into your business strategy can significantly improve efficiency, productivity, and therefore, overall success. Consulting services ensure that your ERP or other business systems are set up in alignment with your company’s specific goals and processes. Training empowers your team to use these systems to their full potential, ensuring that your investment in technology is fully realized. Outsourced accounting provides expert financial support, filling in gaps and ensuring that your company’s financial operations run smoothly and efficiently.

Whether your company is just starting out or looking to refine its existing operations, investing in these specialized services can help. By utilizing these services, businesses can streamline operations, reduce costs, and achieve their objectives more effectively. Take advantage of these services and position yourself for long-term success.

In recent years, many companies have been looking to streamline operations, increase efficiency, and reduce costs. One area where businesses of all sizes can significantly benefit is through outsourcing their accounting functions. But is outsourcing right for your firm? Let’s explore the various types of businesses that should consider using outsourced accounting services and talk about why outsourcing may be a great option for them.

Startups and Small Businesses

Startups and small businesses often operate on tight budgets and with limited resources. Hiring an in-house accounting team can be costly, both in terms of salaries and benefits and in the time it takes to train and manage staff. For many small businesses with only a few initial employees, outsourcing the firm’s accounting needs offers a way to access high-quality financial expertise without the need for full-time hires. For startups and small businesses, the cost savings alone would be a key reason to outsource. Without the worry of salary, benefits, and training expenses, these types of firms could get the expertise they need with access to professional accountants who understand the firm’s specific needs. Furthermore, outsourcing accounting offers scalability where your firm could easily scale up or down based on your business’s growth or change over time. For startups, in particular, the financial landscape can be unpredictable. Having an outsourced accounting team means you get expert guidance without the overhead of maintaining an internal team. This allows your leadership team to focus on what is important, the mission and building the company.

Growing Businesses

This brings us to the next type of company that could benefit from outsourced accounting services, growing businesses. As businesses grow, their financial needs become more complex. Companies entering new markets, expanding service offerings, or increasing their customer base need robust financial management to handle everything from payroll to cash flow forecasting and tax compliance.

There are several different reasons that growing businesses would benefit from using an outsourced accounting team. Foremost, outsourced accounting services offer stability, ensuring that your financial operations continue without interruption, regardless of employee turnover in your internal team. Next, outsourced accounting teams stay up-to-date on the latest accounting software and financial tools, ensuring your business benefits from modern, efficient processes. Finally, outsourced accounting teams are already equipped with the skills and systems knowledge needed to handle your financial operations, eliminating the need for internal training programs.

Professional Services Firms

Another type of company that could benefit from outsourced accounting services is the professional services firm. Consulting firms, marketing agencies, law firms, and other professional services providers often have variable billing cycles and unique accounting needs. These firms typically bill by the hour or project, making cash flow management and profitability tracking essential.

In the case of professional services firms, streamlined billing, and invoicing are critical needs. Using outsourced accounting services can ensure accurate tracking of billable hours, invoices, and expenses. Moreover, outsourced accounting teams can focus on cash flow optimization. They can help you manage uneven cash flows while keeping you compliant with tax and regulatory requirements. Another crucial need for professional services firms is real-time reporting. With outsourced accounting services, these types of firms can get insights into financial performance that will aid in decision-making, without the burden of managing a full-time accounting department.

Firms Facing Rapid Technological Change

Outsourced accounting services can also be beneficial for businesses experiencing rapid technological change. For firms such as those in the tech industry or digital startups, the pace of growth can overwhelm internal teams. Keeping up with the latest accounting software, compliance regulations, and financial best practices can be a full-time job in itself.

So, outsourcing in these situations can make a lot of sense. First, using outsourced accounting services, these types of firms could get access to the latest tech. Outsourced accounting teams stay updated with the newest accounting software, automation tools, and best practices, ensuring these businesses remain at the cutting edge.

These types of firms can also benefit from strategic financial planning. With access to experienced CFOs and financial strategists, businesses can make data-driven decisions to guide their growth. Finally, with outsourcing the accounting functions, there can be a dedicated focus on innovation. With the financial side handled by experts, your internal team can focus on innovation and product development.

Outsourced Accounting Awaits

No matter the type of company, outsourcing accounting functions can offer significant benefits, from cost savings and scalability to accessing specialized expertise. Whether you’re a small startup, a growing business, or an international firm, outsourcing provides the flexibility and support you need to manage your financials efficiently. By allowing experts to handle the complexities of accounting, you can focus on what you do best, growing and innovating your business.

So, do you think outsourced accounting is right for your business? Assistance is available to start an evaluation of your current needs and weigh the benefits of external expertise. You might just find that it’s the missing piece to help you streamline operations and scale efficiently.