PWIN and PGO User Guide

Change Summary

Overview

PWIN, or Probability of Win, is one of the most critical numbers needed to build and maintain a growing pipeline. A strong PWIN is a vital indicator of Opportunity success, and therefore, the calculation behind that PWIN needs to be strategic to your growth goals.

This document explains how a series of customized PWIN questions can help you design a Probability of Win questionnaire that focuses on Government Contracting Opportunities. The questionnaire calculates your PWIN percentage at every Stage of an Opportunity.

PGO or Probability of Going after an Opportunity is an indicator of whether or not it is worth pursuing an Opportunity by putting in valuable resources and time into it. The calculation behind PGO (just as PWIN) is based on completely customizable control over Questions and Weightings.

With TechnoMile’s PWIN & PGO, you can invest your dollars in the right pipeline and ensure that they are used efficiently.

Audience

• PWIN & PGO Users

Benefits

• Assess your history with your customers. This implies that if you have worked with a customer earlier, then, by evaluating your related past performance, you have a higher probability of winning that Opportunity.

• Enables you to better understand customer requirements and expectations by collecting information in Opportunity fields over time.

• Stores your information on the requirements and availability of your internal and external resources that are associated with an Opportunity such as Teaming Partners of other organizations. This improves team performance by ensuring that you are utilizing your resources efficiently.

• Helps you analyze your company’s distinctive features that differentiate you from your competitors.

• Saves you both time and cost by identifying worthy Opportunities. i.e. those with a higher win probability.

• By using PWin Calculator, get access to a standard and highly customized platform for calculating wins and go with full controls of questions and weighting that can be calculated throughout the lifecycle of an Opportunity.

• Evaluates the annual performance of your Opportunities with Reports that give you details on all your won and lost Opportunities and their respective PWIN percentages.

• Enables you to assess whether or not to pursue an Opportunity by analyzing various dimensions pertaining to the same, through answers provided to PGO questions.

• Enables you to take an informed decision whether or not to invest time and resources into an Opportunity based on its PGO percentage.

How PWIN Works

PWIN has a set of questions that are designed based on the Shipley methodology. This methodology is known for its tools and processes that support clients who are trying to win more business in competitive markets.

The PWIN questions that are readily available for use in your PWIN questionnaire are designed for Government Contracting Opportunities. However, you can also create custom questions as per your industry requirements.

This series of questions when answered completely at each Stage, generates the probability of a win in percentage (%) that helps you determine which Opportunity is worthy of your time and investment.

Features

• PWIN is a singular metric that is calculated based on answers received to questions defined for every Stage of your PWIN and also depends upon certain field values that are associated with your Opportunity. Both PWIN answers and Opportunity fields help you determine whether you should invest more of your time to pursue an Opportunity or not.

• You need to complete answering your PWIN questions at each Stage. This increases the probability of accurate PWIN calculation for an Opportunity over time, as the information you enter in an Opportunity record’s fields improves with time. This is because every progressive Stage helps you to better understand your customer’s requirements and whether you will be able to meet their expectations.

• You can analyze PWIN percentages of all your Opportunity records using Reports. These Reports contain the entire history of all your past Opportunity performances, including both won and lost Opportunities.

• For example, if PWIN of a won Opportunity is 78% and that of a lost Opportunity is 60%, then, using Reports, you can analyze which factors played a crucial role in the won Opportunities.

• Reports also help you determine which Opportunities are likely to perform better and what factors can contribute to translating an Opportunity into a win.

Navigate to the PWIN tab

Follow these steps to navigate to the PWIN tab.

1. Go to Opportunities and click to open an Opportunity record.
   The Opportunities record page opens. 

2. Go to the PWIN/PGO tab. Under PWIN, your PWIN Questions appear.

   IMPORTANT

   It is recommended to complete each Stage’s PWIN Questions before you enter the next Stage.

   

Questions & Answers Weighting

Each question and answer has a different weighting assigned to it. Only Microsoft Dynamics Administrators can control question and answer weightings and can create any question, as per your requirements.

An Administrator sets the weighting in such a manner that a higher PWIN % is calculated if the most important question is answered positively. You can assign a different weighting to a question and each of its answers as per their importance.

EXAMPLE: If any question is of prime importance, then an Administrator can give it a higher weighting. Similarly, a higher weighting can be assigned to its expected positive answer.

These cases clearly illustrate how the weightings assigned to questions and their answers impact the PWIN% calculation.

Case 1

If a user answers the following two questions of the Interest Stage:

1. No for the Question - Do not know any of our competitors.

2. Have a good understanding based on reliable sources for the Question: How well do we understand the customer's requirements?

3. Clicks Save.
   Based on the weightings that the Administrator has assigned to this question and its answers, PWIN is calculated to be 60%.

NOTE

You can click on Expand All Notes button to expand Notes section of all questions, and enter optional Notes that provide additional details for every answer that you had given if required.

Case 2

If a user answers the following two questions of the Interest Stage as shown below:

1. No, for the Question - Do not know many of our competitors.

2. Have little or no idea of the Question - How well do we understand the customer's requirements?

3. Clicks Save.
   Based on the weightings that the Administrator has assigned to this question and its answers, PWIN is calculated to be 30%.

This decline in the probability of winning an Opportunity from 60% to 30% occurred because the user gave a negative answer to the most important question of the Stage Interest, which was highly weighted.

PWIN Email Notification

The PWIN email notification is triggered whenever the PWIN score is modified within an opportunity. The notification mechanism ensures that stakeholders are informed of any PWIN-related updates throughout the opportunity lifecycle.

1. Open an Opportunity record and go to the PWIN/PGO tab.

2. Select the required answers and click Save.
   

   
   An email notification is sent to the opportunity owner whenever the PWIN score is modified and saved.
   The following is an example of the notification email sent to the Opportunity Owner.
   

PWIN Percentage Indicator

Each Stage of PWIN calculation has a PWIN % indicator that displays the current status of Question Progress. This indicator is a progress bar that displays the completion level of questions that you have answered in a specific Stage.

Case 1

If you have NOT answered any question in a specific stage, then this indicator is blank.

Case 2

If you have partially answered questions in a specific Stage, then this indicator turns yellow.

Case 3

If you have completely answered all questions in a specific Stage, then this indicator turns green.

Calculation of PWIN %

When you complete answering all the PWIN questions at any Stage, the most recently calculated PWIN % displays in the Highlights Panel of an Opportunity record page.

NOTE

1. Every organization has a different set of questions and answers for calculating Opportunity PWIN %.

2. If you have just created an Opportunity, your PWIN may be low. This happens initially due to lesser know-how on customer requirements and expectations.

3. Ensure that you have a PWIN at each Stage, as this helps you to better evaluate whether to pursue an Opportunity or not over time.

4. The weightings assigned to questions and answers impact your PWIN calculation at every Stage.

EXAMPLE:

1. Answer all questions of the Interest Stage as shown below, and click Save. 
   

2. Upon saving, PWIN % is calculated and displayed. Note that the Highlights Panel displays your most recently calculated PWIN % of the Interest: 90% Stage. 
   
   This also displays on the Snapshot tab, where your most recently calculated PWIN% of the Interest Stage displays in the PWIN Score field, which is 90% in this case. 

3. When you move to the Stage Qualify and answer its questions, PWIN % is recalculated, and the Highlights Panel displays PWIN % of Qualify: 70%.
   

How PGO Works

PGO, similar to PWIN, has a set of questions that are designed based on the Shipley methodology. This methodology is known for its tools and processes that support clients who are trying to win more business in competitive markets.

The PGO questions that are readily available for use in your PGO questionnaire are designed for Government Contracting Opportunities. However, you can also create custom questions as per your industry requirements.

This set of questions when answered completely, generates the probability in percentage (%) that helps you determine which Opportunity is worthy of your time and investment.

Features

• PGO is a singular metric that is calculated on the basis of answers received to questions and also depends upon certain field values that are associated with your Opportunity. Both PGO answers and Opportunity fields help you determine whether you should invest time and resources to pursue an Opportunity or not.

• You can analyze PGO percentages of all your Opportunity records using Reports. These Reports contain the entire history of all your past Opportunity performances.

Navigate to PGO Tab

Follow these steps to navigate to the PGO tab.

1. Go to Opportunities and click to open an Opportunity record.
   The Opportunities record page opens. 

2. Go to the PWIN/PGO tab, and click PGO. Your PGO Questions appear.
   

Questions & Answers Weighting

Each question and answer has a different weighting assigned to it. Only Microsoft Dynamics Administrators can control question and answer weightings and can create any question, as per your requirements.

An Administrator sets the weighting in such a manner that a higher PGO % is calculated if the most important question is answered positively. You can assign a different weighting to a question and each of its answers as per their importance. For example, if any question is of prime importance, then an Administrator can give it a higher weighting. Similarly, a higher weighting can be assigned to its expected positive answer.

These cases clearly illustrate how the weightings assigned to questions and their answers impact PGO % calculation.

Case 1

If a user answers the following two questions of the Interest Stage:

1. Yes, for the Question - Are we the incumbent?

2. Have little idea for the Question - How well do we understand the requirements?

3. Clicks Save.

4. Go to the Snapshot tab and scroll down to the PGO Score field.

5. Based on the weightings that the Administrator has assigned to this question and its answers, PGO is calculated to be 22%. 

Case 2

If a user answers the following two questions of the Interest Stage:

1. No, for the Question - Are we the incumbent?

2. Have little idea for the Question - How well do we understand the requirements?

3. Clicks Save.

4. Goes to the Snapshot tab and scrolls down to the PGO Score field.

5. Then, based on the weightings that the Administrator has assigned to this question and its answers, PGO is calculated to be 6%.

This decline in the probability of going after an Opportunity from 22% to 6% occurred because the user gave a negative answer to the most important question, which was highly weighted.