BCN 5771 Case Study 2.pdf During the last sales and management meeting the leadership agrees there...
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BCN 5771 Case Study 2.pdf During the last sales and management meeting the leadership agrees there is a need to increase the company revenues to $345 Million for fiscal year 2023. As the business developer, you have been asked to determine how much sales are needed to achieve the expected 2023 revenue goal for the company. The company has $450 Million in identified opportunities, or in the "Pipeline", that you could chase to achieve this goal and the company win rate is 60%. Following the concepts discussed in class and using attached graph, please provide answers in the spaces provided. This document is provided in PDF Form format so you can enter the values for each of your answers. Please note the following assumptions and considerations, All numbers are provided in millions of dollars. Total cost for projects 1,2,3 have been provided. Average project length to complete is 1.5 years. M= Millions Once completed, answer the following questions, 1. What is your observation regarding the relationship between revenues and sales? 2. How does your backlog affect the sales goals? 3. How does the "Burn Ratio" or expected project duration "schedule" impact your revenue goals? 4. Given the company's win ratio and revenue goal for 2023, how much volume of opportunities the firm needs to pursue to achieve the expected revenue goal? 5. Is the firm's "pipeline" sufficient to reach the company goals? BCN 5771 Case Study 2.pdf During the last sales and management meeting the leadership agrees there is a need to increase the company revenues to $345 Million for fiscal year 2023. As the business developer, you have been asked to determine how much sales are needed to achieve the expected 2023 revenue goal for the company. The company has $450 Million in identified opportunities, or in the "Pipeline", that you could chase to achieve this goal and the company win rate is 60%. Following the concepts discussed in class and using attached graph, please provide answers in the spaces provided. This document is provided in PDF Form format so you can enter the values for each of your answers. Please note the following assumptions and considerations, All numbers are provided in millions of dollars. Total cost for projects 1,2,3 have been provided. Average project length to complete is 1.5 years. M= Millions Once completed, answer the following questions, 1. What is your observation regarding the relationship between revenues and sales? 2. How does your backlog affect the sales goals? 3. How does the "Burn Ratio" or expected project duration "schedule" impact your revenue goals? 4. Given the company's win ratio and revenue goal for 2023, how much volume of opportunities the firm needs to pursue to achieve the expected revenue goal? 5. Is the firm's "pipeline" sufficient to reach the company goals?
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