Announcing: Flexible Pipeline Opportunity Reporting

⏱️ 4 minute read

At Forecast, we know every business approaches pipeline planning differently. Some teams want a weighted view of every opportunity, while others prefer to focus only on the most likely deals. Our new Pipeline Opportunity Reporting features in the Project Portfolio Report (PPR) give you the flexibility to choose the method that best suits your business’ needs.

This article covers:

• What's New
• Benefits
• How It Works
• Further Improvements

What’s New

You can now analyze your pipeline opportunities (financials or hours) using two complementary approaches:

Weighted Forecasting

Multiply each opportunity’s value by its win probability. This method helps you create a blended forecast that accounts for uncertainty across your full pipeline. 

• For example, an opportunity worth $100,000 with a 70% win chance will appear in your pipeline as $70,000. 

Scenario-Based Filtering

Narrow your pipeline down to opportunities above a chosen win probability threshold (e.g. above 90% or  70% or 50%). This allows you to create clear scenarios to understand best-, base-, and worst-case projections. 

• For example, you can instantly see what happens if you only close your most confident deals versus also winning some proposals which are more of a stretch.

Benefits

• Tailored to your business – Choose between weighted or filtered approaches, or use each as needed.
• Deeper insight for planning – Balance realistic forecasting with scenario planning to prepare your team for multiple outcomes.
• Better decision-making – Align sales, delivery, and finance with projections that match your confidence levels.

How It Works

If you choose to do weighted forecasting, you can do so by enabling a new ‘Use win probability’ toggle next to the filters.  

This will apply the win probability % as a multiplier for Baseline, Estimated, Projected Total financial fields and hours fields as well as Fixed Price, Revenue Recognition, Retainer Period Target Time, and Retainer Period Target Price.

In the example above, I can quickly and easily see that while my projected pipeline revenue for Q4 is $614k, adjusted for win probability it is only $355k. Similarly my adjusted projected profit is $219k vs $366k unadjusted.

If instead you choose to do scenario planning, use the new filter for “Project Win %” found under “More options”. Leave the toggle to use win probability off, and instead use saved filters for projects with win probability greater than 50%, 70% or 90%.

Using saved filters, I can quickly compare and see that I have a realistic projection of $109k revenue for the quarter, an optimistic projection of $130k, and a pessimistic projection of $80k.

Further Improvements

We are also making reporting on Opportunities more consistent when it comes to the categories of Actuals and Remaining Work. 

Previously, if Baseline was used on a project, Actuals were not reported and the Remaining Work values were calculated as the Baseline multiplied by the win probability. If Baseline was not used on a project, Actuals and Remaining Work were reported as if it was a live project, with no application of the win probability.

The distinction between Actual and Remaining Work is geared towards running projects and is not as relevant for pipeline opportunities. For consistency and clarity these fields will not be reported for Opportunities going forward in the PPR. Actuals and Remaining Work can still be viewed in the Financials Overview of the project.

Going forward, Projected Total values will now reflect the Baseline if enabled for the project, and otherwise Projected Total will reflect the Estimated values.