Explore
A potential deal for Burwood entered into CRM under a client account
What is Opportunity?
A project that has been sold which has a specific scope to be delivered at a set price
What is Fixed Fee?
Opportunities that have been presented, and the client is still engaged (60-75%)
What is High Quality Pipeline?
Executable word document capturing the agreed-upon changes to a previously executed SOW
What is project change request?
A document that provides a description of a given project's requirements
What is Statement of Work?
A business document that states the current and future objectives
What is Vision statement?
PowerPoint proposal capturing a client's background, objectives, the scope of the service, and price
What is Proposed Scope and Plan?
What is Project Manager?
Informal name for team that is involved in post sales opportunity
What is Service delivery Team?
The handoff meeting from the sales pursuit team to the delivery team, ran by the project manager
What is internal kickoff?
a prospective client entered into CRM, may be converted to an opportunity
What is lead?
Tool that allows us to input the hours required to perform a service, in turn determines the pricing and Margin
What is Estimation Worksheet?
The amount of money clients have committed to paying Burwood for our services, but have not yet paid
What is Booking?
A more development-oriented methodology in which the end state may not be well-defined and considerable/frequent interaction is needed to define what the end state should look like
A traditional project delivery methodology in which the scope and tasks to reach the end state are very well defined and tasks typically are very sequential
What is WaterFall?
Who makes up the Pursuit Team
What is TA, PC, AE, MUL, SA?
Sum of hours sold to perform services work, decreased as hours are used up
What is Block of Hours?
Confirmation of work/effort that a person is assigned to
What is staffing Assignment?
the actual hours worked on a project + the remaining forecasted hours to complete the project
What is Estimation at Completion?
A method for grouping and defining the exact steps required to compete a larger body of scope
What is Work Breakdown Structure?
Process by which Burwood requests pricing protection from the OEM
What is Deal Registration?
Team that helps facilitate the scoping & pricing of the project
What is Service Request Team?
The team in charge of assigning resources to projects in an effective and efficient manner by maximizing utilization while ensuring Burwood's talent career objectives are kept in consideration
What is Resource Management?
The percent of time a person spends doing billable work
What is Billable Utilization?
Opportunities where the client has provided a verbal commitment and there is a chance it may close in the current month, but timing is not firm (90%)
What is Upside?