Forecast Dashboard

The Forecast Dashboard provides a live commercial overview of the enquiries recorded in the Fabritec CRM.

It combines pipeline value, probability, estimated cost, gross profit, enquiry outcomes, and tonnage into one management workspace. This helps sales and management teams understand:

How much active work is currently being pursued

How much of the pipeline is realistically expected to be awarded

What the active pipeline is expected to cost

How much gross profit the pipeline may generate

How many enquiries remain active

How much business has been won or lost

How sales performance changes across customers, countries, scopes, and Sales Owners

When future opportunities are expected to be awarded

How much open, won, and lost tonnage is recorded

The dashboard is calculated from CRM enquiry data. It does not create or estimate information independently.

Accurate results therefore depend on users maintaining enquiry values, costs, probabilities, statuses, dates, quantities, and ownership information.

📍 Where to Find the Forecast Dashboard

Navigate to:

CRM → Dashboard

Users must have the View CRM Dashboard permission to access this page.

The records and totals visible to each user may also depend on whether their role allows them to view:

Their own CRM data

Team CRM data

All CRM data

Forecast Dashboard Control Panel

The control panel at the top of the Forecast Dashboard determines which records are included in the dashboard calculations.

It contains:

Forecast Period

From Date

To Date

Dashboard Filters

Changing any of these controls recalculates the dashboard’s KPI cards, charts, and previous-period comparisons.

Forecast Period

The Forecast Period field allows users to select a predefined reporting period.

The example shown uses:

Current year

This automatically sets:

From: January 1 of the current year

To: December 31 of the current year

Use this field when reviewing a standard reporting period rather than entering dates manually.

Depending on the available system options, other periods may be provided for shorter or historical reviews.

From and To Dates

The From and To fields define the dashboard’s analysis window.

From

The first date included in the selected reporting period.

To

The final date included in the reporting period.

Use the calendar icons to select the required dates.

Example:

From: 1/1/2026

To: 12/31/2026

After changing the date range, Fabritec recalculates the dashboard using enquiries that match the selected period and active filters.

Dashboard Filters

Click Filter in the upper-right corner of the Forecast Dashboard to open the Dashboard Filters window.

The filter window allows users to narrow every KPI, chart, and comparison using one or more commercial dimensions.

The available filters are:

Status

Sales Owner

Country

City

Scope of Work

Customer

Win Rate Basis

Include Enquiries Without an Expected Award Date

Multiple filters can be applied together.

Example:

Country: Saudi Arabia

Sales Owner: Selected salesperson

Scope of Work: Structural Steel

Status: Quoted

The resulting dashboard will show only enquiries matching all selected conditions.

Status

Filters enquiries according to their current CRM status.

Examples may include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Use this filter to focus on a particular stage or commercial outcome.

Example:

Select Quoted to review the value, cost, margin, and tonnage of submitted quotations.

Sales Owner

Filters the dashboard by the salesperson assigned to the enquiry.

Use this filter for:

Individual sales reviews

Portfolio reviews

Sales accountability meetings

Team performance discussions

Forecast validation

An enquiry without a Sales Owner may not appear when a specific owner is selected.

Country

Filters CRM enquiries by their selected country.

Use this filter to review regional commercial performance.

Examples:

Egypt

Saudi Arabia

Jordan

City

Filters enquiries by city.

The City field is dependent on the selected Country and may remain unavailable until a country is selected.

Recommended sequence:

Select the Country

Select the City

This prevents users from selecting a city that does not belong to the chosen country.

Scope of Work

Filters enquiries using the scopes assigned to the enquiry or its commercial lines.

Examples:

Structural Steel

Metal Works

Fabrication and Erection

Engineering

Painting

Site Installation

Use this filter to analyze a specific business line or service category.

Customer

Filters the dashboard by a specific customer or prospect.

This is useful for:

Key-account reviews

Customer meetings

Commercial exposure analysis

Customer-specific forecasting

Reviewing all active opportunities for one company

Win Rate Basis

The Win Rate Basis determines which enquiries are included in the Win Rate calculation.

Two options are available:

Closed Enquiries

All Enquiries

This setting changes the Win Rate KPI and any related Win/Loss analysis.

Closed Enquiries

This is the standard completed-opportunity calculation.

The calculation is:

Won Enquiries ÷ (Won Enquiries + Lost Enquiries) × 100

Cancelled enquiries are excluded.

Example:

Won: 6

Lost: 4

Cancelled: 2

Win Rate:

6 ÷ (6 + 4) × 100 = 60%

The two Cancelled enquiries are not included.

Use Closed Enquiries when measuring performance only after opportunities have reached a final Won or Lost outcome.

All Enquiries

This option measures Won enquiries against the wider commercial population.

The calculation shown by the system is:

Won ÷ (Won + Lost + Open + Hold) × 100

Cancelled enquiries are excluded.

Open enquiries may include statuses such as:

New

Qualified

Quoted

Hold enquiries are also included.

Example:

Won: 6

Lost: 4

Open: 20

Hold: 5

Win Rate based on All Enquiries:

6 ÷ (6 + 4 + 20 + 5) × 100 = 17.1%

This percentage will normally be lower than the Closed Enquiries result because active opportunities are included in the denominator.

Use this option when management wants to compare Won opportunities against the complete active and completed commercial population.

Include Enquiries Without an Expected Award Date

This toggle controls whether enquiries without an Expected Award Date are included in the dashboard.

When the option is enabled:

Undated enquiries remain included in applicable KPI cards

Undated enquiries remain included in charts and comparisons

They may appear as Unscheduled in date-based charts

When the option is disabled:

Enquiries without an Expected Award Date are excluded from all dashboard KPIs

They are excluded from charts

They are excluded from previous-period comparisons

Use the option according to the purpose of the review.

Enable It When

Reviewing the complete active Pipeline

Identifying enquiries with missing dates

Measuring all current commercial exposure

Conducting a data-quality review

Disable It When

Preparing a scheduled forecast

Reviewing only opportunities with confirmed timing

Building a month-by-month expected-award plan

Excluding incomplete forecast records

Clear Filters

Click Clear Filters to remove all selected Dashboard Filters.

This returns the filter fields to All and removes the selected filter conditions.

The date period remains controlled separately by the Forecast Period, From, and To fields.

Apply Filters

Click Apply Filters to recalculate the Forecast Dashboard using the selected filters.

The filters apply to:

KPI cards

Charts

Win Rate calculation

Tonnage indicators

Previous-period comparisons

Close the filter window using the X icon when no changes should be applied.

Dashboard KPI Cards

The KPI cards provide the main numerical summary of the selected commercial data.

The dashboard shown includes:

Total Pipeline

Weighted Forecast

Total Estimated Cost

Active Pipeline

Won Value

Lost Value

Win Rate

Gross Profit

Gross Profit %

Open Tonnage

Won Tonnage

Lost Tonnage

Monetary KPIs are displayed using the configured CRM reporting or Base Currency.

The example dashboard displays values in USD.

Total Pipeline

Total Pipeline is the total commercial value of active enquiries.

It normally includes enquiries with Open or Hold outcome categories, such as:

New

Qualified

Quoted

Hold

It excludes completed Won, Lost, and Cancelled outcomes from the active Pipeline total.

Calculation:

Total Pipeline = Sum of the Total Amount of all active enquiries

In the example:

USD 52,299,914

Use this KPI to understand the complete unweighted value currently being pursued.

A large Total Pipeline does not mean the same amount is expected to be awarded. Probability should be reviewed through the Weighted Forecast.

Weighted Forecast

Weighted Forecast is the probability-adjusted value of active enquiries.

Calculation for each enquiry:

Enquiry Total Amount × Probability

The dashboard adds the weighted value of all included active enquiries.

Example:

Enquiry	Amount	Probability	Weighted Value
Opportunity A	USD 100,000	10%	USD 10,000
Opportunity B	USD 250,000	50%	USD 125,000
Opportunity C	USD 300,000	90%	USD 270,000

Total Weighted Forecast:

USD 405,000

In the shown dashboard:

USD 21,547,582

Use Weighted Forecast to understand the expected commercial value after applying the current likelihood of winning each opportunity.

Total Estimated Cost

Total Estimated Cost shows the combined expected cost of delivering the active Pipeline.

Calculation:

Total Estimated Cost = Sum of all active commercial-line costs

In the example:

USD 39,502,037

The cost is calculated from the enquiry’s commercial lines using:

Quantity × Unit Cost

This KPI helps management compare the expected delivery cost against the active selling value.

An increase in Total Estimated Cost is shown as an attention indicator because higher expected costs reduce potential profitability unless selling values increase accordingly.

Active Pipeline

Active Pipeline shows the number of active enquiries included in the dashboard.

This is an enquiry count, not a monetary value.

It includes Open and Hold enquiries that match:

The selected period

Applied filters

The Expected Award Date setting

The user’s CRM data visibility

In the example:

73 enquiries

The total can be understood from the active status counts:

New: 22

Qualified: 21

Quoted: 20

Hold: 10

Total:

73 active enquiries

Won Value

Won Value shows the total commercial value of enquiries with a Won outcome.

In the example:

USD 7,333,100

When an enquiry is marked Won:

Its probability becomes 100%

Its amount contributes to Won Value

Its tonnage contributes to Won Tonnage where applicable

It participates in Win Rate calculations

Project-linking and project-conversion actions become available

Lost Value

Lost Value shows the total commercial value of enquiries with a Lost outcome.

In the example:

USD 6,802,400

Use Lost Value together with:

Win Rate

Loss Reasons

Competitor Analysis

Sales Owner filters

Scope of Work filters

An increase in Lost Value is displayed as an attention indicator.

Cancelled enquiries are not included in Lost Value.

Win Rate

Win Rate shows the proportion of opportunities recorded as Won.

The calculation depends on the selected Win Rate Basis:

Closed Enquiries

Won ÷ (Won + Lost)

All Enquiries

Won ÷ (Won + Lost + Open + Hold)

Cancelled enquiries are excluded from both calculations.

In the example, the Closed Enquiries result is:

60%

Always confirm the selected Win Rate Basis before comparing the percentage between reports or meetings.

Gross Profit

Gross Profit shows the potential gross profit of the active Pipeline.

Calculation:

Gross Profit = Total Pipeline − Total Estimated Cost

Using the example values:

Total Pipeline: USD 52,299,914

Total Estimated Cost: USD 39,502,037

Gross Profit:

USD 12,797,877

This KPI reflects the active Pipeline rather than the Won or Lost Value cards.

A negative Gross Profit means the active Pipeline’s estimated cost is greater than its selling value.

Gross Profit %

Gross Profit % shows the potential gross margin of the active Pipeline.

Calculation:

Gross Profit ÷ Total Pipeline × 100

Using the example values:

USD 12,797,877 ÷ USD 52,299,914 × 100 = 24.5%

A negative percentage indicates that the active enquiries are expected to generate a gross loss.

Review negative or unusually low margins before quotation approval.

Open Tonnage

Open Tonnage shows the calculated weight associated with active enquiries.

In the example:

6,661.9 T

This KPI helps production, planning, and management teams estimate potential future manufacturing workload.

Open Tonnage depends on:

Commercial-line quantities

Selected units

Unit conversion rules

Active enquiry status

A value of zero may mean that the commercial lines use non-weight units such as:

Square meter

Cubic meter

Piece

Lot

Day

Won Tonnage

Won Tonnage shows the calculated weight associated with Won enquiries.

In the example:

1,723.6 T

This provides early visibility into confirmed workload before or during the enquiry-to-project handover.

Lost Tonnage

Lost Tonnage shows the calculated weight associated with Lost enquiries.

In the example:

938.2 T

This helps management understand the operational volume that was pursued but not awarded.

Use Lost Tonnage with:

Loss Reasons

Competitor data

Customer filters

Country filters

Scope of Work filters

An increase in Lost Tonnage is displayed as an attention indicator.

Previous-Period Comparisons

Each KPI card includes a comparison with the previous equivalent period.

Examples include:

+USD 52,299,914 New vs previous period

+73 Enquiries New vs previous period

+24.5 pp New vs previous period

No change vs previous period

These comparisons help identify whether the current result:

Increased

Decreased

Remained unchanged

Is new because no corresponding previous-period value existed

Positive and Attention Indicators

Green indicators are used for favorable or positive movement, such as:

Higher Pipeline

Higher Won Value

Higher Gross Profit

Higher Won Tonnage

Red indicators highlight changes that may require attention, such as:

Higher Estimated Cost

Higher Lost Value

Higher Lost Tonnage

Lower profitability

The movement should always be interpreted in context. A higher Pipeline may be positive, but it may require additional review when the increase is concentrated in low-probability or low-margin enquiries.

Percentage Points

Percentage KPI changes are displayed in percentage points, abbreviated as pp.

Example:

Previous Gross Profit %: 20%

Current Gross Profit %: 24.5%

Change: +4.5 pp

Percentage points should not be confused with percentage growth.

Pipeline by Expected Award

The Pipeline by Expected Award chart displays active Pipeline Value across expected award months.

The chart helps users identify:

Months with high expected awards

Periods with weak Pipeline coverage

Potential future production peaks

Purchasing and capacity requirements

Enquiries missing expected award dates

The horizontal axis displays the expected award months.

The vertical axis displays the Pipeline Value.

Enquiries without an Expected Award Date may appear under:

Unscheduled

This depends on the Include Enquiries Without an Expected Award Date setting.

How to Interpret the Chart

A high value in one month may indicate:

Several large opportunities are expected to be awarded together

Additional estimating and commercial follow-up may be required

Future production demand may be concentrated

Purchasing and resource planning should be reviewed

A month with little or no value may indicate:

Weak Pipeline coverage

Missing Expected Award Dates

A need for additional business-development activity

Opportunities scheduled outside the selected period

Pipeline by Status

The Pipeline by Status chart shows the total commercial value held in each configured CRM status.

Statuses shown in the example include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Unlike the Total Pipeline KPI, which represents active enquiries, this chart can show the value across each individual status, including completed outcomes.

Use it to understand how the overall enquiry portfolio is distributed.

How to Interpret the Status Distribution

High New Value

May indicate:

A strong volume of recent opportunities

A need for qualification

Early-stage or uncertain Pipeline

High Qualified Value

May indicate:

Opportunities have passed initial qualification

Additional estimating or technical work is required

High Quoted Value

May indicate:

Significant submitted value awaiting customer decisions

A need for structured quotation follow-up

High Hold Value

May indicate:

Delayed customer decisions

Suspended opportunities

Opportunities requiring management review

High Lost or Cancelled Value

May require analysis of:

Pricing

Technical compliance

Delivery commitments

Competitors

Customer cancellation reasons

Value by Probability

The Value by Probability chart groups active Pipeline Value by the configured probability assigned to each enquiry.

The example includes probability levels such as:

10%

25%

35%

50%

75%

90%

100%

The available percentages depend on the Probabilities configured under CRM Settings.

Use this chart to assess the quality and maturity of the active Pipeline.

How to Interpret Probability Exposure

High Value at 10% or 25%

The Pipeline contains a significant amount of early-stage or uncertain work.

High Value at 50%

A large portion of the Pipeline has reached a moderate commercial confidence level.

High Value at 75% or 90%

The Pipeline contains strong near-award opportunities.

Unexpected Value at 0% or 100%

Review the related statuses and probability configuration.

Normally:

Lost and Cancelled use 0%

Won uses 100%

Active Open and Hold statuses use configured probabilities below 100%

The Value by Probability chart is specifically described as an open Pipeline analysis, so final outcome enquiries should not normally contribute to active probability exposure.

How to Review the Forecast Dashboard

Navigate to CRM → Dashboard.

Select the required Forecast Period.

Confirm the From and To dates.

Click Filter.

Select the required Status, Sales Owner, Country, City, Scope, or Customer.

Select the required Win Rate Basis.

Decide whether enquiries without an Expected Award Date should be included.

Click Apply Filters.

Review Total Pipeline and Weighted Forecast.

10.

Compare Total Pipeline with Total Estimated Cost.

11.

Review Gross Profit and Gross Profit %.

12.

Review the number of active enquiries.

13.

Compare Won Value and Lost Value.

14.

Confirm the Win Rate Basis before interpreting Win Rate.

15.

Review Open, Won, and Lost Tonnage.

16.

Review the Expected Award chart for workload concentration.

17.

Review value distribution by Status.

18.

Review the quality of the Pipeline by Probability.

19.

Investigate missing dates, low margins, and unusual values.

20.

Update the affected enquiries and return to the dashboard.

Why Dashboard Values May Be Missing or Zero

A KPI or chart may display zero when:

No enquiries match the selected period

Applied filters exclude all relevant enquiries

The user does not have permission to view the related data

No commercial values have been entered

No estimated costs have been entered

No Won or Lost enquiries exist

Commercial quantities use non-weight units

Expected Award Dates are missing and undated enquiries are excluded

Enquiries are assigned to another Sales Owner outside the user’s permitted data scope

Review the period, filters, permissions, and source enquiries before treating a zero value as a technical problem.

Governance Rules

Dashboard results are calculated from CRM enquiry data.

Active Pipeline includes Open and Hold enquiries.

Won, Lost, and Cancelled enquiries are completed outcomes.

Weighted Forecast depends on the selected enquiry probabilities.

Total Estimated Cost depends on commercial-line costs.

Gross Profit is calculated from the active Pipeline and its estimated cost.

Win Rate depends on the selected Win Rate Basis.

Cancelled enquiries are excluded from Win Rate calculations.

Expected Award Dates should be maintained for active enquiries.

Tonnage depends on the quantities and units recorded on commercial lines.

Monetary totals are consolidated in the configured reporting currency.

Dashboard visibility depends on CRM roles and data permissions.

⭐ Best Practices

Review the Forecast Dashboard before every sales meeting

Confirm the selected reporting period before interpreting results

Check whether Closed Enquiries or All Enquiries is selected for Win Rate

Review enquiries shown as Unscheduled

Assign a Sales Owner to every active enquiry

Keep Expected Award Dates current

Update probabilities when the commercial position changes

Add estimated costs before reviewing profit

Investigate low or negative Gross Profit %

Review large values concentrated at low probabilities

Review high-value Hold enquiries regularly

Move completed opportunities to Won, Lost, or Cancelled

Record Loss Reasons for all Lost enquiries

Use regional, customer, and scope filters during focused reviews

Compare previous-period movements instead of reviewing current totals alone

Task Manager – Create, assign, and track operational tasks

Projects – Create and manage manufacturing projects

Documents – Manage project and customer documents

Reports – Analyze production and project performance

Dashboards – Track production productivity and trends

📍 Where to Find the Forecast Dashboard#

Forecast Dashboard Control Panel#

Forecast Period#

From and To Dates#

From#

To#

Dashboard Filters#

Status#

Sales Owner#

Country#

City#

Scope of Work#

Customer#

Win Rate Basis#

Closed Enquiries#

All Enquiries#

Include Enquiries Without an Expected Award Date#

Enable It When#

Disable It When#

Clear Filters#

Apply Filters#

Dashboard KPI Cards#

Total Pipeline#

Weighted Forecast#

Total Estimated Cost#

Active Pipeline#

Won Value#

Lost Value#

Win Rate#

Closed Enquiries#

All Enquiries#

Gross Profit#

Gross Profit %#

Open Tonnage#

Won Tonnage#

Lost Tonnage#

Previous-Period Comparisons#

Positive and Attention Indicators#

Percentage Points#

Pipeline by Expected Award#

How to Interpret the Chart#

Pipeline by Status#

How to Interpret the Status Distribution#

High New Value#

High Qualified Value#

High Quoted Value#

High Hold Value#

High Lost or Cancelled Value#

Value by Probability#

How to Interpret Probability Exposure#

High Value at 10% or 25%#

High Value at 50%#

High Value at 75% or 90%#

Unexpected Value at 0% or 100%#

How to Review the Forecast Dashboard#

Why Dashboard Values May Be Missing or Zero#

Governance Rules#

⭐ Best Practices#

🔗 Related Articles#

📍 Where to Find the Forecast Dashboard

Forecast Dashboard Control Panel

Forecast Period

From and To Dates

From

To

Dashboard Filters

Status

Sales Owner

Country

City

Scope of Work

Customer

Win Rate Basis

Closed Enquiries

All Enquiries

Include Enquiries Without an Expected Award Date

Enable It When

Disable It When

Clear Filters

Apply Filters

Dashboard KPI Cards

Total Pipeline

Weighted Forecast

Total Estimated Cost

Active Pipeline

Won Value

Lost Value

Win Rate

Closed Enquiries

All Enquiries

Gross Profit

Gross Profit %

Open Tonnage

Won Tonnage

Lost Tonnage

Previous-Period Comparisons

Positive and Attention Indicators

Percentage Points

Pipeline by Expected Award

How to Interpret the Chart

Pipeline by Status

How to Interpret the Status Distribution

High New Value

High Qualified Value

High Quoted Value

High Hold Value

High Lost or Cancelled Value

Value by Probability

How to Interpret Probability Exposure

High Value at 10% or 25%

High Value at 50%

High Value at 75% or 90%

Unexpected Value at 0% or 100%

How to Review the Forecast Dashboard

Why Dashboard Values May Be Missing or Zero

Governance Rules

⭐ Best Practices

🔗 Related Articles