BD – 202Managing andConfiguringGovWin / CostpointCRM for SuccessMay 2011Camille E. WiegandInternational Resources Group, a...
Enabling Success                          Project                      Human               Financial          Project     ...
Win More                          Project                      Human             Financial          Project               ...
Agenda     Introduction to IRG     Background Info     Initial Environment: GCS Premier + CRM     Upgrade Process (fro...
Introduction5   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Background Info     Configured GovWin / Costpoint CRM in 2006     Migrated from GCS Premier to Costpoint this year     ...
Initial Environment: GCSPremier + CRM7   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
GCS Data Import into CRMContract Queries: Basic data Financial summary Financial mods Contract manager Employee Queri...
Imports Selected fields to  export from GCS Same mapping for  Costpoint with  Impromptu  Reporting     Requirements    ...
GCS Employee Imports                                             EMPUpd1                          Employee Master File Se...
Upgrading from GCS toCostpoint and CRM v5.x toCRM v6.x11   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
GCS to Costpoint                                                              Contracts                                  ...
CRM Upgrade Why   Support   New Features     Outlook Connect vs. MODI     Grid Printing vs. developing Report     Us...
Costpoint Project Plan          Cost Point Project        Percentage           Days to Complete    Start Date     End Date...
CRM Project Plan                        70                        60     Days to Complete                        50       ...
Current Environment:Costpoint + CRM v6.116   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Our CRM Implementation Online Relational Business Information Tracking (ORBIT) System Mission      To empower all IRG e...
Knowledge ManagementORBIT                                                        Analysis                                 ...
Costpoint + CRM Benefits     Costpoint                                                   GovWin / Costpoint CRM Manage Op...
RolesGovWin / Costpoint CRM20   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
CRM Block DiagramBusiness Divisions                         Roles                              Functions            Applic...
Customized Dashboards22   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
IntegrationGovWin / Costpoint CRM23   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Costpoint     Costpoint Test       Environment      Pull fields        Contracts        Employees      Build queries ...
Costpoint Imports Export Data from  Costpoint using  Impromptu  Reporting       Clean GCS        requirements        re-...
EMPUpd1                    Employee Master FileShared Services                                                            ...
Importing Data into CRM Run Queries in CRM  to import data: Open CRM Navigate to the Import  Utility      From the Nav...
Importing Data into CRM      You will have to insert the       password to continue        CNTRL + SHIFT +         Click...
Import Utility      From the Main Tab        Choose the table from         the Table Description         drop down box t...
Field Mapping30   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Best Practices - WorkflowsIRG Enhancements, WorkflowsEfficiencies in GovWin / CostpointCRM Info Centers31   May 22, 2012  ...
Employee Workflows Employee Alerts                                               Emergency Contacts    Address Updates ...
Sample Alert Contract & Project  Managers receive an  email      When Contract       spending is 70% or       greater of...
Best Practices:    Opportunity - Capture Notifications   New Opportunities   Team Members are added across Modules   B...
Workflows – Opportunity -Capture      Warnings        When Role = Sub              Partner Organization is required35  ...
Best Practices: Contracts     Serves as a searchable qualifications repository     Shows Team Responsibilities     Link...
Contract Workflows      Warning - 70% of funded value has been spent before scheduled report to       management      Co...
Reports Contracts Employee38   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Reports Opportunity Special Reports39   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
Workflows – Scheduled Reports Report of New  Contracts added  for the Week Weekly Status of  Employee  Changes 70% Repo...
Summary and Key Take-Aways41   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
CRM Benefits      One place for Institutional Knowledge      Time Management      Real Time Access      Pipeline Repor...
Key Takeaways Implement Best Practices Allow GovWin / Costpoint CRM to implement your processes!      Use workflows to ...
Questions?Contact information:Camille Wiegand, cwiegand@irgltd.com, 202-289-0100           www.twitter.com/deltek         ...
Thanks for your time!45   May 22, 2012   ©2011 Deltek, Inc. All Rights Reserved
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Deltek Insight 2011: Managing and Configuring GovWin / Costpoint CRM for Success

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  • Thank you for coming today.
  • Overview GovWin / Costpoint CRM (our ORBIT) MissionBenefitsIntegration of GCS into ORBITDataPortExportAccessImportRolesCRM DiagramBest Practices Workflows - Emails Employee Updates Opportunity Updates New Contracts Capture Management
  • Hi – I am Camille WiegandI have been using GovWin –since it began in 2002I am the Database Manager reporting to the Executive Vice President of Corporate Development at International Resources Group, an L-3 Company. We recently upgraded to 6.1IRG Mission International Resources Group (IRG) is an international professional services firm that helps governments, the private sector, communities, and households manage critical resources to build a cleaner, safer, and more prosperous world. International Resources Group (IRG) is an international professional services firm that helps governments, the private sector, communities, and households manage critical resources to build a cleaner, safer, and more prosperous world. Since 1978, IRG has completed over 850 contracts in 140 countries, delivering high-quality, cost-effective services that promote positive economic growth, institutional and social change, and intelligent use of resources ------ human, physical, environmental, and financial. IRG's international development staff includes world renowned specialists who have pioneered many of the analytical techniques used in their fields. IRG's ability to provide management, economic, and technical advice is further enhanced by the diversity, cross-cultural experience, foreign language skills, and management capabilities of staff based in the Washington, DC headquarters, corporate offices in India and the Philippines, and 20 project-dedicated offices around the world.
  • We configured ORBIT in 2006We migrated from GCS Premier to CostPoint
  • We built six queries to pull the datahow you used GCS and CP CRM together.  (What kind of data or information you passed from place to place, who it went to, and how it helped.)
  • Implemented in DOS version in 1992
  • This is the CostPoint Project Plan and how many days it took for us to complete.
  • This is the ORBIT Project Plan and what it entailed
  • We have an Orbit around our IRG world and with your support our mission can take us even higher.Here is a pack of gum so the you can sink your teeth into the system and let it help you be successful in meeting your IRG goals.Our world of ORBIT is an essential component of IRG were we capture Knowledge Management, Teaming, Partnering, Customer Management, Contracts, Corporate History and Management Analysis.
  • Our database of opportunity and contract data reduces the Manager’s workload while providing value added visibility and reporting capabilities.
  • This slide will help you to understand our structure and roles in supporting the ORBIT system. Depending on your role you will be able to manage your workload. We maintain documentation on our Intranet and in our “g” drive shared area under ORBIT.We also have another feature to the system – called MODI which will allow you to upload your emails pertaining to contracts, clients, contacts and opportunities. This feature will also allow you to add emails, produce forms by designed templates. We are in the process of implementing more forms and request your help on what will help you succeed at IRG.
  • Every other week on Monday, the Contract and Project Managers receive an alert if their Contract spending is 70% orgreater of the funded Contract amount. This allows them to update the paperwork for additional funding before the 70%scheduled report is distributed to Management on Friday.
  • Deltek Insight 2011: Managing and Configuring GovWin / Costpoint CRM for Success

    1. 1. BD – 202Managing andConfiguringGovWin / CostpointCRM for SuccessMay 2011Camille E. WiegandInternational Resources Group, an L-3 Company
    2. 2. Enabling Success Project Human Financial Project Manufacturing Resources Management Management Do More Market Teaming CRM and Capture Win More Intelligence Solutions Management Know More Business Performance Management Winning More Increasing Project Improving Cash Reducing the Cost Business Visibility Flow of Compliance2 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    3. 3. Win More Project Human Financial Project Manufacturing Resources Management Management Do More Market Teaming CRM and Capture Win More Intelligence Solutions Management Know More Business Performance Management Opportunity Proposal Customer & Teaming Identification Development Pipeline Mgmt3 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    4. 4. Agenda  Introduction to IRG  Background Info  Initial Environment: GCS Premier + CRM  Upgrade Process (from GCS to Costpoint, and from CRM v5.x to CRM v6.x)  Our Current Costpoint + CRM v6.1 Environment  Best Practices  Workflows  Capture Management  Summary4 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    5. 5. Introduction5 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    6. 6. Background Info  Configured GovWin / Costpoint CRM in 2006  Migrated from GCS Premier to Costpoint this year  Upgraded from CRM v5.x to CRM v6.x this year  Using CRM for Opportunities, Contracts, Clients, Partners and Employees  Have made many enhancements  Have documented best practices for:  Upgrading  Roles  Workflows  Tabs  Reports (and Schedules)6 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    7. 7. Initial Environment: GCSPremier + CRM7 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    8. 8. GCS Data Import into CRMContract Queries: Basic data Financial summary Financial mods Contract manager Employee Queries Labor summary by Contract New HQ office employee data Non-HQ office employee data 8 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    9. 9. Imports Selected fields to export from GCS Same mapping for Costpoint with Impromptu Reporting  Requirements defined  Select fields needed  Build reports9 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    10. 10. GCS Employee Imports EMPUpd1 Employee Master File Select fields to EmployeeID Level export from GCS FirstName LastName  Run queries MiddleInitial HireDate  Clean Data WorkPhone Salutation through Access PreferredName SSN Blacked Out dB BirthDate Supervisor  Compares HomePhone Address1 last week to Address2 City current week State Zip  Pulls EmgName EmgRelation changes EmgPhone Headquarters  Import Text files Specific Title Status DepartureDate DivisionCode DivisionDesc MaritalStatus Gender Race Military Status10 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    11. 11. Upgrading from GCS toCostpoint and CRM v5.x toCRM v6.x11 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    12. 12. GCS to Costpoint  Contracts  New Weekly projects  Project Staff  New Business  Contract Spending  Admin Staff  New Hires  Safety Officer  Office Locations  Management  Projections  Trends  Accounting  B&P Spending12 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    13. 13. CRM Upgrade Why  Support  New Features  Outlook Connect vs. MODI  Grid Printing vs. developing Report  User Friendly Opportunity to Change  Match backend labels with frontend captions  New Build – New Launch – New Training  User Adoption!!!!13 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    14. 14. Costpoint Project Plan Cost Point Project Percentage Days to Complete Start Date End Date CP Implementation 100% 187 Wed 6/23/10 Mon 3/7/11 Project Initial Planning 100% 33 Wed 6/23/10 Fri 8/6/10 Analysis 100% 17 Thu 6/24/10 Fri 7/16/10 Conversions 100% 38 Wed 6/23/10 Fri 8/13/10 Initialization/Setup 100% 187 Wed 6/23/10 Mon 3/7/11 Testing 100% 135 Fri 9/3/10 Mon 3/7/11 Document 100% 47 Mon 11/15/10 Fri 1/14/11 Communications 100% 168 Thu 7/8/10 Thu 2/24/11 Training 100% 62 Mon 11/1/10 Fri 1/21/11 Blackout Periods 100% 78 Mon 11/15/10 Fri 2/25/11 (not including Holidays) Go/No Go Decision 100% 0 Wed 1/12/11 Wed 1/12/11 Go Live 100% 83 Fri 10/22/10 Fri 2/11/11 Load History in CP 100% 36 Mon 1/10/11 Fri 2/25/11 Project Completion 100% 0 Fri 2/25/11 Fri 2/25/1114 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    15. 15. CRM Project Plan 70 60 Days to Complete 50 40 30 20 10 0 GovWin CP to Define Create Make Make Make Shared Develop Contract with GovWin Specs Impromptu program program program Services TASOUT SSG for (Project & Reports for changes changes for changes for Specs TASOUT Employee Import new Project Nos new imports data) Employee IDs15 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    16. 16. Current Environment:Costpoint + CRM v6.116 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    17. 17. Our CRM Implementation Online Relational Business Information Tracking (ORBIT) System Mission  To empower all IRG employees to manage their projects, contracts, proposals, contacts, and other mission critical resources while enabling Management to have real time information into IRG operations.  Supports “one-time” data entry for IRG community  Increases data sharing  Provides the ability to plot trends  Forecasts future revenue and growth  Tracks past performance  Provides access to templates  Creates a central repository for business opportunities, contracts, clients and contacts information viewable anytime and anywhere  Provides enhanced communication between business units  Manages email communications17 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    18. 18. Knowledge ManagementORBIT Analysis Management & Forecasting Teaming & Contract Proposal Management Development Employee Corporate Info History Partner Customer Relationship Relationship Management Management May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved 18
    19. 19. Costpoint + CRM Benefits Costpoint GovWin / Costpoint CRM Manage Opportunities and provide  Accounting and Job Cost System Management with real-time intel  Capture Financial Data Contact Management System  Process Timesheets and Labor Distribution  Manage  Manage: Payroll, AP, General Activities, Contracts, Clients, Contacts Ledger, Contracts and Pools, Billing and Manages Institutional Knowledge Accounts Receivable Instant history display/retention  Data Mining Creates automated Forms & Templates  Performs Tasks: Summary and aggregate report generation  Overhead funds  Time spent  Proposals dollars  Dollars spent by Vendor Reduces Your Workload!19 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    20. 20. RolesGovWin / Costpoint CRM20 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    21. 21. CRM Block DiagramBusiness Divisions Roles Functions Application Interfaces Mgmt Portal – ORBIT ORBIT Admin/Acctg Accounting & Administration Division Project Focus Human Dashboard (s) Resources BD Business Development Contract Knowledge Recruitment Manager Management Store/Retrieve/ View Files Customer RelationshipConsulting Business Management - ORBIT Contacts Unit 1 Calendar Outlook 360o Client Connect View ContactConsulting Business Visibility Unit 2 Proposal/ ORBIT Capture Contact Mgt Manager, Opportunity VisibilityConsulting Business Costpoint Contracts Unit 3 Proposal Coordinator Customer Acct Info Employee21 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    22. 22. Customized Dashboards22 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    23. 23. IntegrationGovWin / Costpoint CRM23 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    24. 24. Costpoint Costpoint Test Environment  Pull fields  Contracts  Employees  Build queries Support  Admin Staff  Contracts  Division Staff24 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    25. 25. Costpoint Imports Export Data from Costpoint using Impromptu Reporting  Clean GCS requirements re-defined  Select fields needed  Build reports 25 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    26. 26. EMPUpd1 Employee Master FileShared Services EmployeeID Level Review Data needed for Employee FirstName LastName Module MiddleInitial HireDate  Build Specs for Fields WorkPhone Salutation  Build Reports PreferredName SSN Blacked Out BirthDate Supervisor HomePhone Address1 Address2 City State Zip EmgName EmgRelation EmgPhone Headquarters Specific Title Status DepartureDate DivisionCode DivisionDesc MaritalStatus Gender Race MilitaryStatus26 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    27. 27. Importing Data into CRM Run Queries in CRM to import data: Open CRM Navigate to the Import Utility  From the Navigation menu, expand the Utilities menu list  Expand the Advanced Utilities menu list  Click Data Import to open the import form27 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    28. 28. Importing Data into CRM  You will have to insert the password to continue  CNTRL + SHIFT + Click in any open space  The Confirm Password dialogue box will appear  Type “AdvancedImport” (no spaces, case sensitive)  Click OK  Now you can continue with the import procedure28 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    29. 29. Import Utility  From the Main Tab  Choose the table from the Table Description drop down box that you want to upload new data to  Choose Text File in the From drop down box  Type the Input Table Name of the text file you are using  Ensure the Allow Updates check box is checked  From the Text File Fields Mapping tab  Ensure that only the fields you are exporting are checked29 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    30. 30. Field Mapping30 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    31. 31. Best Practices - WorkflowsIRG Enhancements, WorkflowsEfficiencies in GovWin / CostpointCRM Info Centers31 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    32. 32. Employee Workflows Employee Alerts  Emergency Contacts  Address Updates  Title Changes  Safety Officers  Training Notices  Department Changes  Temporary Blackberries  Labor to Contracts32 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    33. 33. Sample Alert Contract & Project Managers receive an email  When Contract spending is 70% or greater of the funded Contract Amount.  This allows them the week to request addition funding before the 70% Scheduled Report is distributed to Management on Friday.33 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    34. 34. Best Practices: Opportunity - Capture Notifications  New Opportunities  Team Members are added across Modules  B&P Numbers assigned  Color Team Reminders  OCI Sweep Notices  Teaming Agreements status for approvals As Capture Dates are added to the Proposal Calendar,  Evaluation Criteria tracking to identify client trends and track against win/loss  Distribution of Merged forms  Numerous reports adapted for Management, Business Units and the ability to make timely changes and adaptations34 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    35. 35. Workflows – Opportunity -Capture  Warnings  When Role = Sub  Partner Organization is required35 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    36. 36. Best Practices: Contracts Serves as a searchable qualifications repository Shows Team Responsibilities Links contract to original proposal, staff, who charge labor, partner orgs, clients, COTRs, KOs Provides financial information (original costs/fees, modifications, totals and funded amounts) Tracks CPR (performance) ratings Tracks leases and headcounts at locations Easily locates/sums all Task Orders under a specific IQC Allows for searching contract history since inception36 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    37. 37. Contract Workflows  Warning - 70% of funded value has been spent before scheduled report to management  Color Team alerts sent to remind managers to prepare for color team review of contract progress.  Communications notified when description changes for editing  Advising when fields have changed to editing purposes37 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    38. 38. Reports Contracts Employee38 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    39. 39. Reports Opportunity Special Reports39 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    40. 40. Workflows – Scheduled Reports Report of New Contracts added for the Week Weekly Status of Employee Changes 70% Report of Contract Funding Employee Daily Log40 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    41. 41. Summary and Key Take-Aways41 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    42. 42. CRM Benefits  One place for Institutional Knowledge  Time Management  Real Time Access  Pipeline Reporting  Visibility by L-3 Division  Visibility by individual Company42 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    43. 43. Key Takeaways Implement Best Practices Allow GovWin / Costpoint CRM to implement your processes!  Use workflows to ease the process for users and provide capture management Diagram the roles Familiarize yourself with GovWin / Costpoint CRM tables  Understand the field requirements to export and import Improve Adoption Rates  Best Practices  Business Capture Value43 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    44. 44. Questions?Contact information:Camille Wiegand, cwiegand@irgltd.com, 202-289-0100 www.twitter.com/deltek www.facebook.com/deltekinc www.linkedin.com/company/163414 www.youtube.com/user/deltekinc44 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
    45. 45. Thanks for your time!45 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved

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