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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

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

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.

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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!

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Change in the Workplace Climate – In Comes the Deltek Cloud

Posted by Ryan Felkel on March 31, 2021

Beginning 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.

cloud data

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, the cloud is also referred to as software as a service (SaaS).

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.

Thinking Out Cloud

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

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!

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

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!

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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. 

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