Opportunity Hit Rate List

Use the Opportunity Hit Rate List to review the "hit rate" for opportunities. The hit rate is the rate at which the company converts opportunities into awarded contracts. In most cases, DPS calculates the hit rate as follows: Awarded opportunities / All opportunities

Firm Hierarchy

You can establish a firm hierarchy in the Firms hub. The hierarchy tree makes it easy to navigate between a parent firm and subsidiary records.

You can group or sort data on this report by the firm hierarchy. To do that, select a parent criterion, such as Parent on the Sorting/Grouping tab. The criteria that are available depend upon the levels of the hierarchy established in the Firms hub. When you report by firm hierarchy, be sure to select Firm Number as a sorting and grouping criterion.

Hit Rate Calculation Examples

Suppose you do the following on the Opportunity Hit Rate List Options dialog box:

• On the General tab, you make these selections:
  • In Stage Options, select all settings.
  • InCore Value, select Awarded.
  • In Calculated Value, select Percentage.
  • In Date Field, select Close Date.
  • In Date Options, select This Month
• On the Sorting/Grouping tab, you sort and group by organization.

When you generate the Opportunity Hit Rate List report:

• The hit rate that is calculated for each organization is the percentage of all the organization's opportunities that were closed this month that are in the awarded stage. If an organization had 100 opportunities in all stages that closed this month and of this 100, there were 25 awarded opportunities, the hit rate is 25 percent: (25/100) x 100.
• If you selected Revenue instead of Percent in the Calculated Value field: The hit rate that is calculated for each organization is the percentage of the estimated revenue for all the opportunities that were closed this month that are in the awarded stage. If the estimated revenue for the 25 awarded opportunities is $2,500,000 and the estimated revenue for the 100 opportunities is $5,000,000, the hit rate is 50 percent: ($2,500,000/$5,000,000) x 100.
• If you select Weighted Revenue instead of Percent in Calculated Value: The hit rate that is calculated for each organization is the percentage of the weighted revenue for all the opportunities that were closed this month that are in the awarded stage. If the weighted revenue for the 25 awarded opportunities is $1,000,000 and the estimated revenue for the 100 opportunities is $8,000,000, the hit rate is 12.5 percent: ($1,000,000/$8,000,000) x 100.

Options Dialog Box

Use the Options dialog box to specify reporting options for a report. Depending on the report, the dialog box contains one or more of the following tabs: General, Sorting/Grouping, Columns, Budget, Metrics, User Defined Sections, Activity, Drill Down, Layout, and Graph.