This not-for-profit organization operates federally funded research and development centers (FFRDC) and public-private partnerships. FFRDCs are unique organizations that assist the United States government with scientific research and analysis, development and acquisition and systems engineering and integration.
Our client was operating with a siloed approach to forecasting including the financial pipeline and personnel resourcing. Additionally, a decentralized capture and management of their business pursuit and lack of process standards diminished the organization’s ability to drive focused pursuit strategies toward softer performance areas in their sales pipeline, as well as gain early visibility on key resource constraints to pivot to work execution and revenue realization.
While the organization had Salesforce.com licenses, the tool had not been established as an enterprise standard across various business units. The lack of developed software processes minimized the ability to properly capture data causing business units to leverage different tools to track and manage their opportunity pipelines.
Baker Tilly was engaged to assess the existing landscape for opportunity pipeline management and collaborate with a broad client team to initiate their transformation process. Our approach included:
The Baker Tilly team acted as a strategic advisor, developing the operational strategy and initiating the client’s future state design and program planning for their opportunity pipeline management transformation. The impact included: