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Resourcing is a perennial problem for professional services companies. There will always be projects to deliver, and there will always be a need to keep people busy and know who’s working on what and when.
But live projects aren’t the full story. Projects, by their very nature, come to an end. New projects need to be won. There’s demand you need to fulfil tomorrow that doesn’t exist today.
This intersection between live projects and pipeline opportunities is the critical component in resource planning. It also happens to be what most companies find the trickiest part to manage. In this blog, we’ll discuss why including pipeline in resourcing decisions matters, and we’ll provide you with best practice guidance to achieve cohesion between the two areas.
Managing resourcing in isolation without factoring in future pipeline is one of the six most common mistakes we’ve seen in resourcing meetings.
Chances are you’ll get caught short and have to turn down work, or you’ll put your staff under huge pressure to deliver a mountain of work, risking burn out and a drop in service quality.
To ensure you can put the right people on the right projects in the future, you need to include the projects that’ll need staffing in the future.
The answer lies in bringing resourcing and pipeline into a single view. The difficulty lies in determining how much of the pipeline to factor into the resource plan.
If you factor every potential project into your planning, you’ll look like you’re going to be overwhelmed. The truth is, much like you won’t expect to win every opportunity, you shouldn’t include every opportunity in your planning.
The key is implementing a forward-looking resourcing model which factors in a weighted sales pipeline into a single view.
To effectively include your pipeline in resourcing, there are 4 key elements:
CMap combines pipeline management and resource management in a single system, eradicating disconnected spreadsheets or systems and giving your company a clear picture of the route that lies ahead.
CMap's consolidated database enables you to manipulate data as varied as pipeline management and resource management — and much more — from one point of access, and turns the data into insights that drive better, faster decision making.
A fantastic example of this is the Staffing Prediction Report. The report takes data from live and pipeline projects and automatically translates it into a vivid picture of capacity vs. demand moving forward.
Resource and pipeline management need to be considered as a singular entity in your resourcing strategy. A single view approach allows you to be effective with resource allocation and provides a holistic view of capacity and demand.
If you want more information on how to implement an effective resourcing strategy, read our free whitepaper: Resource Capacity vs. Demand: Mastering the Six Forces.
In this guide, you’ll discover how to master the six forces of resource capacity vs demand and learn the key factors influencing this equation. Topics covered include: