Full Sail Partners Blog | Professional Services (22)

You may find it helpful to know that there is no ”right” way to go about evaluating your business growth plan (or knowing that might actually make you even more anxious!). There are however, several reliable tips for getting the most out of the effort. 

Tip # 1. Choose the right metrics

Using metrics to evaluate your business growth plan is a powerful strategy that can bring you greater focus. The key is knowing which key performance indicators (KPIs) to measure — and to do so, you need to really understand your business and what your version of success looks like. Start by considering such basic questions as:

• What are the three or four market forces or trends that will have the largest impact on your organization in over the coming year?
• What are your specific revenue objectives for the year, and for each quarter?
• What are the “soft” (that is, non-financial) criteria for success over the coming year?

Your answers to such questions will provide insights into what matters the most to your business. They’re also a springboard for choosing the metrics that will be most effective at measuring success. 

Small wonder that the use of metrics differs from firm to firm. For example, Full Sail Partners recently conducted a survey of client organizations and asked about which specific metrics they considered to be reliable growth indicators. Almost 9 in 10 (88%) identified revenue, while slightly less (70%) identified profit margin; a much smaller portion pointed to headcount or retention as indicators of growth. 

Tip # 2. Establish yearly and quarterly goals, and measure accordingly.

Create a business growth plan with goals not only for the company, but for each department as well. Ideally, you should measure every component of your business in terms of its performance against goals — your marketing staff, your project managers and teams, support and operations, sales, finance, and so on. 

Tip # 3. Keep your data fresh and reliable.

To be most effective, you need data in as close to real-time as possible. QuickBooks, Excel and other office applications can help in collecting and analyzing current data. Even more effective is a purpose built ERP, like Deltek Vision, that allows front and back office functions to share and collaborate on relevant data. Whatever tools you use to gather your metrics, be sure to automate the process as much as possible — that way, you and your people won’t spend all your time on number-gathering. 

Tip # 4. Get people involved and interested.

In our survey, we also asked firms which functional areas within their organizations took part in the development of KPIs to measure. More than half (58%) said that their finance and operations functions contributed to the establishment of KPIs, while another 17% said that HR also played a role. Don't forget to include marketing so they have visibility on how they can impact KPIs. It’s also a good policy to share metrics and results as you receive them — not only with management, but with all employees. Doing so helps to maintain transparency and leads to a culture where everyone is on the same page and motivated toward unified goals. 

Tip # 5. Keep tweaking.

For best results, you should plan on reevaluating and adjusting your metrics as your business priorities change. Every month, quarter, and fiscal year offers a new chance to refine your metrics and your business growth plan in order to drive growth. 

The power of metrics is within your reach!

When you invest time and thought into establishing, measuring, sharing, and refining your metrics, incredible things can happen. You’ll be pleased at how much more in sync you are with the state of your business, and how much more confident you’ll feel in making the critical decisions that can help you take your business to the next level.

For firms in the project-driven Professional Services industry, managing a defined set of tactical project management metrics is key to meeting strategic objectives.

Although it might seem efficient to have a single indicator of project success that measures the firm’s profit growth — for example, project profitability — there are pitfalls with such an approach. A better solution is to measure across a finite and efficient set of indicators that together track whether the firm is meeting its objectives, whether the specific goal relates to market penetration, service offering penetration or key account growth.

Project Management Metrics — collectively known as the Project Management KPI — fall into six major categories. One way to remember these categories is to use the acronym TRACQS. 

Is your project on TRACQS?

Time - How is the project tracking against schedule plans?

Keeping projects on schedule increases profit growth by lowering overhead and increasing labor margins. For example, when a project is off schedule and staff is reallocated it increases overhead to readjust the schedule may reduce realized utilization.

Metric calculation: Schedule Performance Index (SPI) = Earned Value of the work performed ÷ Planned Value of the work performed (to date).

Resources – Are we within anticipated limits of staff-hours spent?

Using staff and labor multipliers as budgeted is essential to maintaining project margins. When evaluating which resources to use, it is sometimes argued to use a more skilled person that will use fewer hours than a less experienced person. The thought is the margin will ended up the same. However, when this decision is made business development and client relations to do the production work can result in the firm’s backlog and pipeline suffering.

Metric calculation: Total Hours variance for budget vs. spent AND Labor Multiplier
Budgeted versus Labor Multiplier Attained.

Actions – Do we have action items outstanding or past due?

It may seem obvious, but without a metric tracking action items (completed, missed, and planned), project performance cannot be corrected. Maintaining visibility and monitoring deliverables can increase client satisfaction and reduce inefficient cycles of “catching the project up”.

Metric calculation: Number of project collaboration tasks that are past due.

Cost – How are we doing against the budget?

Monitoring this project performance metric provides direct insight into a firm’s profit growth.

Metric calculation: Cost Performance Index (CPI) = Budgeted Cost of the work performed ÷ Actual Cost of the work performed.  

Quality – Does client feedback indicate project success, or the need for correction?

On a regular basis, survey clients about results and milestones, based on meeting the client’s expectations to the deliverables.  There is little to no change that can affect the project, if you wait until the end of the project to conduct a survey, there is little to no change that can affect the project. A satisfied client results in more work (client retention), reference-ability (more clients) which are essential to firm growth.  

Metric calculation: A rating greater than X means quality, and anything less requires attention.

Scope – Is the scope staying within budget? If not, do we have authorization for variances
of planned from baseline?

Clearly define an agreed upon scope, the client’s role or responsibilities, and qualifying what constitutes a change in scope is an essential first step. When the scope has changed, documenting “why” will allow for margins to remain intact for
client requested change orders and allow management to take corrective action when the scope creep is due to the firm’s lack of performance to the initial scope.

Metric calculation: Comparing where planned exceeds baseline, and ensuring that original scope plus authorizations equal or exceed the estimate at completion.

Clearly, a firm needs to have mechanisms in place to measure these project management metrics. Almost as important, however, is finding a way to indicate variance from expected (budgeted) results in an easy-to-reference graphical format — e.g., blue for good, red for bad. Doing so will ensure that staff, project managers, and executives are all on the same page for tracking firm growth and responding to any obstacles or problems that may appear.

In the movie Casablanca, Humphrey Bogart’s character tells his café’s piano player, Sam, that a competing bar has offered to pay him double what Rick is paying him. Sam says he’s not interested, explaining, “I ain’t got time to spend the money I make here.” 

When professional services firms are swamped with work, they can be a bit like Sam the piano player. You might say, "I have too much on my plate, I don't have time to track the results." If you aren't tracking your performance then how do you know it's paying off? To make the most effective decisions, financial and otherwise, it's important to allow time to step back to see the bigger picture. Tracking your firm's performance results provides a number of bottom-line benefits to the firm. Here are our top five: 

1. See around corners.. First and most importantly, it allows you to spot emerging issues before they become major problems. For example, if you’re tracking employee utilization and the numbers start heading south, management can take steps to diagnose and fix the underlying problem, such as setting more realistic targets. Depending on the metric that is underperforming, your management can take other steps to nip problems in the bud.
2. Know who to hire, and when. A related benefit to measuring growth is that it can be crucial to effective resource planning. You can track the status of projects and determine whether you have sufficient staff on board to get the work done, and if not, how many and what type of new employees you need to hire in order to keep the work flowing and deadlines being met. A featured firm, SAGE Engineering, is an example of how this exact topic helped their firm grow.
3. Get more context. Monitoring relevant Key Performance Indicators (KPIs) can also provide you with useful data in benchmarking your firm, giving you a context against which to compare your own firm’s performance. Where is your firm in comparison to other firms in your industry allows you to understand what metrics growing firms are doing. Set your sights high! If you want to compete, do you really want to compare yourself to the 'average'?  See what high performing firms are accomplishing and understand what is impacting that growth.
4. Motivate! Don’t forget about the impact of metrics on employee motivation. Many of the top performing firms not only track a specialized set of KPIs, but also make them constantly available to employees. For firms that tie employee bonuses to certain KPIs, this can be a powerful motivator. In addition, the same tools and processes used to measure growth can be used to answer other questions that can affect employee motivation, such as: Are we remaining competitive?; Are we engaging our people?; Do we have loyal clients?; and others.
5. Build your value story. Last but hardly least, measuring growth can be highly beneficial to project based firms that are considering or may be the targets of a merger or acquisition. Deltek Vision provides an excellent solution to this need, by creating comprehensive, auditable paper trails that help a potential buyer or partner see exactly what the financial state of the organization is. 

When things are busy, it may be tempting to keep your head down and pound away at the keyboard (whether at a piano or a computer), with the hope that the financial picture will work itself out. However, you should be measuring growth continually, tracking your performance against your own past history, as well as against relevant competitors and other firms, and using the insights to inform your management decisions. 

Be sure to check out how SAGE Engineers, Inc. (SAGE) used a purpose-built ERP to bring rapid improvements to an organization and track their firm metrics against industry standards:

As an executive in a professional services firm, you have many demands on your time.  Many times you are pulled into client conferences, HR issues, and day-to-day “how-to” decisions.  With all the distractions, how do you continue to monitor your business health?  There is a plethora of financial performance metrics to help you monitor your company’s financial health. 

Most financial performance metrics are “lagging indicators”, with the exception of the backlog.  Meaning that they are a great indicator of how you performed (past tense). Unfortunately, you can’t control or affect change. The benefit of tracking lagging metrics is that it gives you the ability to change course to impact the future.  Since lagging indicators are based on actual performance, even if you haven’t been tracking these metrics, it is pretty easy to go back and get the information (accounting people everyone now hate me). In an upcoming article, we will discuss leading metrics. These metrics help your firm know where you are going therefore allowing you time to change course.  

When reviewing your financial performance metrics, it is important to understand how other firms in your industry compare.  If you consistently have a 3.00 direct labor multiplier, that may be good – and you may be profitable, but if everyone else in your industry consistently has a 3.75 multiplier, that would tell you that you need to review your bill rate structure.  Perhaps you can do even better in profits!  Several companies (PSMJ comes to mind) queries companies and publish trends on financial metrics.  Check out our past article: The Business Benchmarking Process: 4 Key Steps on this topic.

There isn’t one metric that is the “magic bullet” of reporting your company’s health (sorry to say).  Profit will tell you if you “made money” – right?  But it doesn’t tell you how you made that money and where your weaknesses are.  

Here are two examples to help illustrate:

1. Your production staff may have a 95% utilization (i.e. 95% of the time at work is spent on production projects), but if you do not have an effective multiplier high enough to cover your indirect and overhead expenses – that utilization will not translate into profits.
    
2. Your profits can be soaring but if the days your Accounts Receivable is outstanding is growing, you are not translating your profits into cash. 

Using a combination of metrics identified below can help determine if your firm is making money, but equally important, how you are making the money.

1. Profit – Well duh you say, however, you would be surprised at the number of business owners that watch their profit numbers dwindle while making excuses or “hoping” it will simply turn around.   Your profit is your way of ensuring that your revenues are exceeding your costs.   While one month of poor profit performance should not send you to the stratosphere of worry, a two to three months trend of poor performance should start you down the path of inquiry as to the cause and solutions.   Profits are tracked both as an amount and as a percentage of your revenues.  
    
2. Cash Flow – Cash is king as they say!  Profit on an accrual basis is a nice indicator of the work your staff has performed, but if it never translates into cash then you really are not ahead of the game.  If you are not collecting on your billings, then you aren’t really making money – regardless of what your financials say.  Cash inflow is what supports your ability to pay your bills – including your employees – timely.  Again, if you have one month of poor cash flow, then you probably don’t need to get too excited, but when you see this beginning to trend downward then you need to research.
    
3. Average Days outstanding – This is the indicator that you are collecting on what you bill which directly affects cash flow.  So if your profit is looking good, but your cash flow isn’t, this might be a good place to start looking.  As your AR ages, you are not putting that money back into your cash flow – keeping in mind you have typically already paid your employees.  Clients that usually pay on-time do not suddenly start paying late for no reason.   When your average days outstanding begins to grow, this could be indicative of your clients perceived service quality had decreased.  It is in your best interest to identify this issue and correct it immediately.
     
4. Utilization – For professional services firms, what you sell is your employee’s time.  So it is important to keep tabs on what your staff is doing.  If this number is steadily decreasing, then you can bet your profits are also decreasing.  This number is affected by the amount of non-production work that is being assigned to production staff.  If your production staff have billable work to do, and have also been assigned high priority non-production work, then utilization can be affected in the short term. However, as soon as the non-production work is complete, it should fall back into line.  If however, your staff is doing non-production work because they do not have production work to do that is also whole different story.  Anytime your utilization slips, it is worth an inquiry as to the reason and the finding a resolution.
    
5. Effective Multiplier – This is the ratio of your net revenue divided by your direct labor costs.  This lets you know how much money in revenue (and hopefully cash inflow) you can expect for every dollar of direct labor you spend.  This multiplier affects your ability to cover your indirect and overhead costs as well as meet profit goals.   This ratio can be a reasonable number, but if you do not have enough hours utilized on production projects, you may still not be profitable.
    
6. Annual Net Revenue in Backlog – Backlog is the dollar value (expressed as net revenue) you have contracted for, but not yet performed.  When you create a ratio of backlog over your 12 month net revenue, you can use that ratio to calculate how many days work you have under contract.  This is a forward-looking metric and the only one mentioned that looks to the future.   Focusing strictly on past financial performance won’t prepare your firm for if there is a downturn looming (i.e. low backlog) or more work than your existing staff can handle.

Remember, each of the metrics above is just one piece of the puzzle to your firm’s financial health.  You can’t take just one as your company gospel. They are interrelated and play on each other. 

Financial performance metrics are typically calculated monthly and reviewed.  However, they can also be reported only a quarterly basis.  Sometimes, people decide based on how things are trending.  If your metrics are trending up then focus on them quarterly.  If your metrics are instead trending downward then switch to monthly.  Work with your accounting staff to have these metric prepared for the past several months/years allows you to get an idea of past performance and decide how often you need to review. 

As you get to know the above metrics and understand their interrelation you will be able to quickly identify when your company is going ‘sideways’ and understand the action needed to adjust your course accordingly.  Check out this past webinar to see how your firm can become ‘Best In Class’.
 

In order to truly gain a holistic view of the organization, there are key financial ratios and indicators that project-based firms should focus upon at regular intervals. Some key project performance metrics need to be monitored on a real-time basis, or at least weekly, while others are more relevant on a monthly basis. Also, because firms must first win projects and engage in other activities that do not directly produce revenue, project-based firms should also regularly monitor firm-wide metrics.

We should not focus on a single metric but rather, should adopt a more comprehensive view and monitor a handful of key metrics. For example, firms might reach the target for their Net Effective Multiplier (NEM) and yet have too few revenue producing projects, too much overhead, and poor utilization rates.

Key Project Performance Metrics for Management

At a minimum, firms should monitor their Net Effective Multiplier (NEM) on a monthly basis. The NEM is calculated by dividing net services revenue by direct labor, which is the cost of labor charged to projects. Net service revenue is total revenue less direct cost (i.e., Direct and Reimbursable Consultants and Expenses).

Most firms would like to see a multiplier that is better than 3 times direct labor. In its recent AE Clarity Report for 2012, Deltek reported an average of 2.9 with top performing firms reporting 3.43.

One way higher performing firms achieve a better NEM is by assigning appropriate resources to their projects. More experienced resources are typically very productive, but their higher labor cost drives the NEM downward. Thus, it is important to assign the resources with the right level of expertise to complete the task at hand.

Some firms prefer to report and monitor the Realization Ratio in lieu of the NEM. The Realization Ratio is calculated by dividing net services revenue by direct labor at billing rates instead of cost rates. A target Realization Ratio would be greater than 1.

On at least a weekly basis, if not real-time, firms should monitor Project Estimate-to-Complete (ETC) and Estimate-at-Completion (EAC) values. ETC amounts are how much additional money must be spent from tomorrow through the end of the project to complete the work. EAC amounts are how much total money you expect to have spent at the end of the project. This is calculated as the job-to-date costs plus the estimate-to-complete costs. ETC amounts can be calculated simply by maintaining schedules. With a timeline defined, ETC amounts are simply future scheduled amounts at either cost or billing rates.

Best Practices Tips: To monitor ETC and EAC amounts in real-time, it’s a best practice to complete timesheets on a daily basis. Additionally, to establish a proper Project Work Breakdown Structure, subdivide a project into smaller more manageable components (e.g., phases and tasks) to maintain schedules and monitor these amounts. Ideally, EAC amounts will not exceed budgets but by monitoring these calculations weekly, firms are better able to keep projects on track and the work within scope. 

Key Firm-Wide Management Metrics

Firms should monitor their utilization and overhead rates on a monthly basis, at a minimum. The Utilization Rate is calculated by dividing the cost of labor charged to projects by the total labor cost of the firm. In the early referenced Deltek's 2012 AE Clarity Report, the average employee utilization rate was reported as 59.8%. Excluding vacation, holiday, and sick time it was 65.4%.

Firms can improve employee utilization by setting realistic utilization targets, properly allocating resources, managing client expectations, and having employees monitor their performance against their target, real-time, while completing timesheets each day. The Overhead Rate is calculated by dividing total overhead (before distributions) by total direct labor expense. Typically, bonuses are excluded from overhead for this calculation.

An interesting finding from Deltek’s AE Clarity Report was the average overhead rate for 2012 which was 161.6% with bonuses excluded and 175.7% with bonuses. Rates were not significantly different for higher performing firms suggesting they had achieved higher project profitability with better NEMs and better utilization rates.

The bottom line is that there is no magic bullet but rather a handful of key project performance metrics firms should monitor at regular intervals to maintain profitability. Does your firm have a global view of your firm metrics? Schedule a demo today to see how Deltek Vision is an ERP specifically designed to provide access to these key metrics and many more. 

There are shelves and shelves full of books — actually, entire libraries — that offer insights into business process management. There is a simple reason for this: it’s one of the most fundamental and effective ways to improve firm growth. 

So what areas are involved in a business process evaluation? At a very high level, it’s about answering the big questions needed to effectively guide your firm, such as: 

• Are business objectives appropriate?
• Are key policies and plans effective?
• Do results validate business strategy?

At a more granular level, this type of inquiry involves examining existing business processes to find pain points, bottlenecks and inefficiencies that could be improved. In this regard, it’s a process that every business can benefit from — but especially firms that are project-based, such as professional services firms. For these types of companies, the exercise can point to solutions for: 

• Streamlining business processes, minimizing redundancy and saving money
• Gaining insight into operational metrics you can’t currently see — such as work backlog, etc.
• Making better decisions on uses of internal resources, based on up-to-the-minute data

Choices in Approach

How you conduct this type of self-examination depends on your goals, resources and desired return on expense/effort. For example, it could be highly focused, with internal staff looking at one particular process in one section of your organization. Or it could involve examining complex processes spanning several separate parts of the organization, which might require using an external consultant. 

When Full Sail Partners begins any new engagement with a client, we typically start with a business process evaluation. Generally this involves understanding our client’s various front and back office processes — potentially, all processes along the project lifecycle, including: 

• Business development tracking
• Estimating and business capture
• Project management and project profitability
• Employee utilization and realization
• Billing, A/R and firm financial reporting
• TQM

To appreciate the impact of a business process evaluation, consider the case of one of our clients, Wiss, Janney, Elstner Associates (WJE), a 500-person firm based in Northbrook, Illinois. Along with the client’s initial concerns, our evaluation identified an inefficient paper-based process for initiating new projects that required anywhere from several hours to several days per project. Following our business process evaluation and implementation of a paperless process, (among other improvements), the client was able to reduce the required time to a few minutes per project. That efficiency gain, multiplied by the approximately 7,000 projects that WJE handles each year, resulted in $1.8 million annual savings, according to WJE’s Controller. 

There are other potential gains of a business process evaluation that are not directly tied to process efficiencies. For example, it can provide visibility to timely and accurate data that helps leadership make better business decisions. This was an additional gain from the project at WJE; principals were able to see clearly the potential conflicts of servicing a new client, allowing them to forego business development expenses and effort on a client that could not be serviced. 

Another example is gaining visibility into an organization’s work backlog — knowing exactly how much work is in the pipeline, and even more importantly, whether one has the staff on hand to do the work (and if not, specifically what type of staff are needed to fill the gaps). As a result, a firm can make better decisions about whom to hire (and when), and which projects to pursue. 

Evaluating ways to improve efficiency and effectiveness is an essential part of guiding an enterprise. Whether it’s performed internally in a very focused way, on a broader level by an external firm, or somewhere in between, it has the potential of allowing you to reexamine and reengineer your standard operating procedures and in turn, drive greater efficiency and visibility. Both capabilities are critical to consistently delivering value to your clients — and increasing profitability and firm growth.

Interested in a business process evaluation? Contact us to begin the process.

One of the most essential tools in project management is a Work Breakdown Structure, or WBS. The primary function of a WBS is to subdivide a project into more manageable components in terms of size, duration, and responsibility. By breaking a project down into smaller pieces it’s also easier to:

• Set measurable milestones for the project, and identify deliverables at the end of each phase that match up to the scope
• Allocate resources, complete scheduling and budgeting, manage procurement, maintain quality control, and manage risk
• Increase accountability by assigning individual responsibilities for each phase and task
• Know where you stand in terms of the total project (for example, are you 10% through the whole project, but 50% through the first phase?)

In short, the Work Breakdown Structure defines how you estimate, manage, and bill the project — and as a result, creating one should be priority one for every project.

Key design principles for an effective WBS

1. Account for 100% (no more, no less). One of the most important principles is that the WBS must include 100% of the work as defined by the project scope. It must also capture all internal, external, and interim deliverables, including project management, among the work to be completed. The rule applies at all levels within the hierarchy: the sum of the work at the most detailed level must equal 100% of the work represented by the combined total of the categories at the highest level. Another aspect of the rule is that the WBS should not include any work that is outside the actual scope of the project. 

2. Be mutually exclusive. There should be no overlap between two elements of a WBS in scope definition. Such an overlap could not only result in duplicated work or misunderstanding about responsibility and/or authority, but could also cause confusion in project cost accounting. One technique for avoiding this problem is to develop a WBS dictionary to clarify the differences between WBS elements and describe each in terms of milestones, deliverables, activities, scope, and other factors. 

3. Focus on outcomes, not actions. The best way to stick to the 100% rule is to define Work Breakdown Structure elements in terms of outcomes, as opposed to actions. This strategy ensures that the WBS is not overly prescriptive in terms of method, and therefore allows for more flexibility and creative thinking on the part of team members. In addition, a WBS that subdivides work by project phases (e.g. preliminary design phase, critical design phase, etc.) must clearly separate the phases by deliverables that define the entry and exit criteria (e.g. an approved preliminary or critical design review). 

4. Be detailed, but not too detailed. As useful as it is to divide work into smaller and more manageable elements, you also need to know when to stop. There are several ‘rules of thumb’ for determining appropriate activities or group of activities needed to produce a specific deliverable as defined by the WBS. The first is the “80 hour rule,” which cautions that no one activity or group of activities to produce a single deliverable should require more than 80 hours of effort. A second guideline is that no single activity or series of activities should take longer to complete than a reporting period. So, if your project team reports on its progress monthly, then no single activity or series of activities should be longer than one month long. 

5. Keep it simple. Creating three levels in your WBS hierarchy (e.g., Project, Phase and Task) should be enough. Avoid identifying labor or activity codes as WBS elements, even if you use them to describe labor detail on billing invoices or backup reports. In addition, it’s not necessary to make every phase balanced; just because one phase has a task doesn’t mean that all should.

Work Breakdown Structure: a blueprint for project management

When finished, a well-organized WBS resembles a flowchart in which every element is logically connected to another. The primary requirement or objective appears at the top, with increasingly specific elements appearing beneath it. The elements at the bottom of the diagram represent tasks and activities small enough to be easily understood and carried out. An effective WBS avoids redundancy, but at the same time, leaves out no critical elements. 

The bottom line is that a Work Breakdown Structure divides your project into distinct, manageable work elements. A WBS is useful to various groups within a company, including marketing, business development, accounting, and project management. A well-planned WBS is integral to successful project proposals, planning, scheduling, budgeting, and reporting.

Ready to learn more? Discover how an ERP system can benefit your firm by downloading our whitepaper.

Photo credit: http://virtualpminabox.com/

In today’s day and age of fast changing technology, firms must stay abreast of all available solutions to better compete with competition, and win work. Since the ‘great recession’ of 2009, competition on winning work has increased exponentially. Successful firms have combated this increased competition by staying current with technology, and using well thought out techniques to win projects. Included below are five tips that will help your firm better impress clients, and ultimately win more work.

1. Collaboratively share information with your project team. When responding to a client request / RFP, sharing data can become a cumbersome task in itself when working with remote teaming partners or staff. Often, the ability to seamlessly coordinate tasks/assignments, or share large files amongst your team can be the difference in winning or losing the work. To avoid these types of hiccups, leverage collaborative sharing tools such as Deltek Kona to keep your project team on the same page. Deltek Kona allows users to share files, and schedule important dates, seamlessly as though the users were all working in the same centralized office. You will be amazed at how Kona will empower your project team!
    
2. Hasten your proposals process through the use of templates. Unfortunately, many times firms will find out a about a project that they are a perfect fit for days before the due date. These time restrictions can ensnare the proposal process and make it difficult to respond sufficiently. Empower your marketing/business development department by creating templates that will allow you to export your information from Deltek Vision CRM to Microsoft Word or InDesign. This will allow you to streamline the proposal process, and concentrate on the areas of the proposal that require custom attention.
    
3. Avoid boring old PowerPoint presentation. Many firms make it to the short-list process only to utterly disappoint the client through the use of a boring, stale PowerPoint presentation. If you are unable to separate yourself from your competition, you are not doing your best to win projects. PowerPoint has been around since the late 1990’s, and sadly a large majority of presentations look like they came out of that same era. By using presentation software such as Prezi or PreZentit, your firm can immediately stand apart from your competition. With that said, don’t forget the importance of impressing the client by being personable and demonstrating your understanding the project. Overly relying on the use of presentation software is one of the quickest ways to lose a client’s attention.
    
4. Use a CRM solution to track relationships. We have all heard the saying, “It’s not what you know, but who you know!” This begs the question; does your firm know who it knows? If you are not tracking your relationships through CRM software such as Deltek Vision, then you are simply throwing darts at a board, blindfolded. A CRM solution will allow you to track who you know, recent conversations, and other important relationship data such as birthdays or anniversaries. This type of knowledge insight is important for creating meaningful relationships between your company, and your clients.
    
5. Optimize information for smart devices. If you own a smart device, and you have not optimized your marketing contact the device, you are not working smart! You never know when, or where, you might bump in to a perspective client. If you are unable to demonstrate your firms expertise at the drop of a hat, expect to lose out on a lot of potential work. Your firms website should be optimized for smart devices (iPhones, Androids, Tablets, Everything!) allowing you to be ready to show off how great your firm is, at a moment’s notice! In addition to optimizing your website for these smart devices, take the initiative to pre-load content on to your smart phone, in case you are unable to get internet service! By doing this, you will not only impress the client with all of your great works, but you will also demonstrate your ability to think ahead and be ready for the unexpected.
   
   If your firm is utilizing Deltek Vision CRM, make sure to check out Vision Unleashed. Vision Unleashed will allow you to access your full Vision system on teh go, from a mobile device. It also allows MAC users to access Vision without the need for running parallels or bootcamp. This allows MAC users to utilize their workstation to it maximum potential without dedicating resources to addition process just to access Vision!

I hope you learned something from this blog. Some of these technologies or techniques might seem obvious, but unfortunately many times it’s the obvious omissions that cause us to lose out on winning new work. If you use any of the concepts highlighted in this blog, make sure to comment below and let us know. We love to hear success stories!

Once you win your next project, make sure to review these project management concepts.

If your business designs and produces projects for external clients, you’re in what is referred to as a project-based firm. This category can include architecture, engineering and construction companies, consulting firms, advertising agencies and many others.

As different as these industries may be from one another, they share a core challenge of completing projects in ways that meet the client’s goals within existing constraints, while at the same time, delivering the desired profitability to their organizations.

There are many tools and methodologies that can help project managers at project-based firms track how successfully they deliver projects. But before managers can benefit from such tools and methodologies, it’s essential for them to understand four basic project management concepts, and how they interrelate.

1. Resources – The most critical resources that your organization manages are its human capital, which, depending on your needs and preferences, you might track as individuals, teams or both. Resources can also include equipment, services, supplies, and funds. A central goal in managing resources is ensuring the suitability of the specific resources, as well as availability, internal costs, etc.

2. Time – Managing time involves organizing and tracking tasks, activities, and schedules. It’s critical in helping to establish a workable plan and schedule, monitoring and reporting on progress, and ultimately, ensuring the profitability of the project. Key aspects include defining and sequencing activities, estimating needed resources and time requirements, and developing and managing to a defined schedule.

3. Cost – Effective cost management begins before the project even gets underway, by planning a budget with as much accuracy and specificity as possible. Cost management also requires developing contingencies for costs that are anticipated, but cannot yet be quantified with certainty. As the project moves forward, the manager tracks estimated vs. actual costs and the overall profitability of the project.

4. Scope – Managing a project’s scope begins with assessing its size, complexity, goals, and requirements. By having a clear understanding of the scope, the project manager is better able to create a viable estimate and schedule, assemble the appropriate resources, and ensure that the team meets its deadlines. Without a good handle on scope, the project can experience scope creep, which can lead to missed deadlines, cost overruns, and decreased profitability.

Taking a holistic view

It’s important to appreciate how each of these project management concepts affects, and is affected by, the others. The skillful project manager addresses them holistically, and makes adjustments in each as the project moves forward. To manage risk and ensure a quality project, managers need to not only understand these concepts, but also have in place the right tools and processes to control them — along with great organization and communication skills. 

Of course, it’s the rare project that goes exactly according to plan… which is why understanding these four project management concepts is so essential. When variances or setbacks arise in any one area, the effective project manager has mechanisms in place to recognize problems in time to make adjustments, and yet still meet the project goals for both the client and the firm.

Checkout more Project Management related articles.

A successful project doesn’t come easy, but it isn’t exactly rocket surgery. Below we’ve outlined six keys to project success to help your staff know where to focus their energy.

1. Plan

Clearly identify and confirm the objectives of the project with your client before you start. A plan will keep you from veering off track and save you from many problems if and when scope creep occurs.  Effective planning enables you to meet the client’s schedule and budget requirements, or work through them together for a win-win outcome.

2. Engage

Both staff and clients have to be engaged in the process in order maximize project success. According to Ed Boyle, Global Practice Leader at Gallup, engagement increases performance-related business outcomes by 240%.

3. Measure

The concept of measuring in order to improve is not just a management catch phrase, it’s scientifically validated. The only way you’ll know how a project is going (or know how to make it go better) is to measure. We’re not suggesting you measure EVERYTHING, but do review your goals and start looking at metrics that can help you meet those goals.  Measuring your clients perception of the project success, during the project, is critical to promoting their goals.

4. Adapt

To adapt means to make things fit, usually by modifying a process or way of thinking. Great project teams are skilled at adapting – having the ability to alter the way they practice or the way they think to increase the likelihood of project success. And these don’t have to be large or dramatic changes; they can be subtle changes, like checking voice mails more often. These small changes can affect the outcome of our projects in a big way, but require understanding the client in order to adapt appropriately.

5. Evaluate

Measuring throughout the project is crucial, just as important as creating a comprehensive evaluation at the end of the project. Taking time to evaluate may seem secondary compared to the primary efforts of executing the project, but don’t get too busy chopping wood that you never sharpen the ax.  Talk to your clients - every project can teach us valuable lessons about how to improve both now and on the next project.

6. Recognize

Our basic human need for meaning applies to work life.  We all feel our contributions are most meaningful when recognized for a job well done. If your staff feels they have a means to be recognized, they will work even more effectively, further contributing to project success. 

Achieving predicable outcomes can be easy if you take a moment to find out from the project team what’s working, what isn’t, and respond accordingly.  Obtaining feedback directly from clients is one of the easiest ways to assure project success.

Checkout more about the benefits of feedback.