Skip to main content

Handy CRM Views and Graphs for Government Contractors (GovCon)



If you use a customer relationship management (CRM) system for tracking government contracts, you will find yourself using some views, reports and graphs more frequently than others.

Here are some favorites from my experience and from users of the InfoStrat Dynamics 365 for Government Contractors solution.

The most fundamental chart is the sales pipeline funnel.  This is broken into the sales stages of your business process flow, such as unqualified, qualified, RFI, RFP, proposed and others.

Sales pipeline


The view that I use most often is Open Opportunities by Owner.  This is the view that helps coordinate sales meetings when you are reviewing open opportunities with your business development team.  Adding the Opportunity Owner to the standard Open Opportunities view makes it easier to sort the opportunities during the course of the discussion.  I like keeping the opportunity owner as the rightmost field in the view.

Using the Opportunities with Proposals Due view helps you focus on outstanding proposals.  The filter criteria are: proposal due contains data and proposal submitted date = blank.

The Quarterly Sales History makes a great bar graph.  Monthly can be helpful as well, but if you go too far back the labels for the months can get busy.  Government sales tend to be larger deals with a slower sales process, so quarterly summaries can help smooth the artificial monthly variations of when a deal slips a few days from the forecast.

Largest open opportunities or top 10 opportunities are good views for a quick look at the largest opportunities.   Executives may appreciate these views rather than seeing a large number of small opportunities. You can show this view on the right side of the Opportunities view.

Top customers graph from opportunities view. 


Sales by Opportunity Owner is another bar graph or view that lets you sort your sales leaders.

One of the advantages of Dynamics 365 is that you can easily create your own views, reports, graphs, and dashboards based on your business requirements.  Advanced Find is the first Dynamics tool that end users should master for their reporting and visualization needs.

For more posts on CRM (Dynamics 365) for government contracting, see:

Popular posts from this blog

The DATA Act Driving Grant Management Automation

The Digital Accountability and Transparency Act enacted in May 2014 calls for making spending data available in open, standardized formats to be published online.  It is a continuation of transparency initiatives and lessons learned with experiences such as grants.gov, the 2009 economic stimulus under the Recovery Act and the spending site USASpending.gov.

Government grantees will have significant new administrative responsibilities.  Many organizations that were tracking grants in spreadsheets or documents will have to adopt more sophisticated automated grant management systems such as Microsoft Grants Manager to keep up with reporting rules.

For profit companies will lose some privacy as a result of this law.  Grant recipients will be required to disclose information including officer salaries.

Continued improvements to publishing grant opportunities such as grants.gov may make it easier to find grants. These reforms together are designed to improve the effectiveness of grant prog…

Dynamics 365 for Government Contractors (GovCon) Frequently Asked Questions (FAQ)

One of InfoStrat's most popular solutions is Dynamics 365 for Government Contractors (GovCon).



Here are some answers to frequently asked question on this solution:
Can I add new fields to the solution?  -- Yes, the solution is fully customizable and you can add your own new fields to any form, view or report.Does Dynamics 365 for GovCon work on mobile devices?  -- Yes, Microsoft offers mobile apps for all the most popular platforms including iPhone, iPad, and Android phone and tablets.Does Dynamics 365 connect with bid data systems such as Deltek and Onvia?  -- Some information services, such as Onvia, offer integration with Dynamics 365.  Others require third party solutions such as the InfoStrat integration with Deltek GovWin IQ.What do customers typically customize for their unique requirements? -- Not all contractors follow the same steps in the capture process.  Most clients will tailor the business process to add or remove steps in order to match their sales methodology.  Of…

Big Data for Microsoft Office 365 -- Office Graph

Most people think that big data techniques are for organizations that churn out massive volumes of data, such as corporations and government agencies.  But it turns out that if you spend a significant portion of your life online, you are a miniature big data factory yourself.  Many us end up with a significant and constantly growing digital footprint including your emails, photos, phone calls, text messages, shared documents, social media electronic transaction records and more.

Microsoft is applying big data tools to help you understand patterns in your online network. Office Graph maps content and activity from Microsoft Office, including email, social conversations, and meetings, and documents in SharePoint and OneDrive.



Office Graph applies machine learning techniques to your data.  It offers a query language as well as developer tools.



Office Graph is in preview mode now and subject to change.  Watch for it and for related products from Microsoft and other vendors to tap into st…