Sales pipeline forecast report

Overview

The sales pipeline forecast report estimates how much new care home revenue is coming. It counts revenue in the month care is expected to start. It adds up two things:

• Booked revenue: care starts that are already confirmed.

• Open enquiries, weighted: revenue from open enquiries, scaled down by how likely each enquiry is to turn into a care start.

Use it to see whether the next few months look healthy and which care homes the revenue is coming from. It also shows which enquiries are missing details, which makes the numbers less accurate.

The report covers care homes only.

Where to find it

1. Select Reports in the main menu.

2. Under the CRM group, select Sales pipeline forecast.

If the report has a lock icon, your role doesn't have access to CRM reports. If it isn't listed at all, it hasn't been turned on for your workspace. See "Rules and permissions" below.

What it shows

The page has these sections, from top to bottom.

1. Location filter

Pick one or more care homes. If you don't pick any, the report includes every care home you have access to.

2. Alerts

Banners appear when prices are missing. For example, a care home may have no room prices or listing prices, or the listing prices may have failed to load. Enquiries affected by a missing price count as £0, so fix these first.

3. Chart: "How much new revenue will be booked?"

A monthly chart with two series, Booked and Open enquiries, weighted. It covers:

• the last 3 months

• the current month

• the next 2 months

• one final bar, "[month] onwards", that groups every later month

Notes under the chart list anything that was left out or counted as £0.

4. Table: "Where is the [month] forecast coming from?"

A breakdown by care home for one month. It opens on the current month, and you can choose another month from the menu. The columns are:

The counts link through to the bookings list and the enquiries list.

5. Improve accuracy

This section shows how much of the open forecast is estimated and links to the enquiries that need details added:

• no quoted weekly fee

• no expected care start month

• no care duration

6. View assumptions

This section shows the rules Found uses to value enquiries:

• the likelihood for each stage

• the average respite stay

• the average weekly fee for each location

• the cut-off date for untouched enquiries

How it works

Revenue per enquiry

Value = weekly fee × weeks

• Permanent care counts as 52 weeks, so the first 12 months of fees.

• Respite care uses the length of the stay. If there's no end date, it uses the average respite stay, which is 2.4 weeks by default.

• No care duration is treated as permanent care.

• Day care is left out.

Which weekly fee is used

For open enquiries, Found uses the first of these that is available:

1. The enquiry's quoted weekly fee.

2. The care home's average room price. This only applies if you use the Occupancy module.

3. The care home's Lottie listing price for the enquiry's care type and duration.

4. The average Lottie listing price for that duration.

5. £0 if none of the above exist.

For booked revenue, workspaces with the Occupancy module use the booking's agreed fee. A booking with no agreed fee counts as £0.

What counts as "booked"

• With the Occupancy module: permanent and respite bookings starting in the month. Cancelled bookings are excluded.

• Without the Occupancy module: enquiries with a care start event in the month. Cancelled and no-show events are excluded.

Weighting open enquiries

Each open enquiry's value is multiplied by the likelihood for its current stage. The likelihoods are based on average conversion across Found:

Your workspace's stage names may differ. The View assumptions section shows the likelihoods against your own stage names.

Which month an open enquiry falls in

Found uses the first of these that is available:

1. The enquiry's expected care start month.

2. A month worked out from its move-in timeframe (for example, "1–3 months"), counted from the date the enquiry was created. It is never placed earlier than the current month.

3. If neither is set, the enquiry is left off the chart.

Untouched enquiries

Open enquiries with no activity in the last 3 months are left out of the forecast. They still appear in the enquiries list.

How to use it

1. Choose your care homes with the location filter.

2. Clear the alerts by adding missing room prices or listing prices.

3. Read the chart to compare booked and weighted pipeline revenue month by month.

4. Pick a month in the table to see which homes are driving it, then select the counts to open the underlying bookings or enquiries.

5. Use "Improve accuracy" to add missing fees, care start months and care durations to enquiries. The forecast gets more reliable as these are filled in.

6. Check "View assumptions" to understand how values were worked out.

Rules and permissions

• Plan: Found Pro, with the CRM module.

• Viewing: Admin, Manager and Staff users can view it by default. This is the "CRM reports" permission under Reporting.

• Editing the average respite stay: Admins only by default. This is the "Sales forecast settings" permission.

• Occupancy module: changes how booked revenue is worked out (bookings and agreed fees) and enables room price averages.

• Location access: you only see the care homes your account can access.

• Listing price averages: these show as "Not shown" if your role can't view location pricing.