The Opportunity Dashboard allows you to quickly and easily see the pricing performance versus ROE targets, the Production (closed Opportunities) and the Pipeline (open Opportunities) both over time and at any level in the bank's regional hierarchy, even down to the individual lender. To navigate the bank's regional hierarchy, use the "Filter Bar" at the top of the screen (shown below):
When you first log in, the Filter Bar is set to display your personal Opportunity Dashboard so that it contains only Opportunities for which you are the owner/ lender. By simply clicking on any of the regions, you are able to see rolled-up results at any level of the bank (provided that my security profile allows you to see into other regions within the bank). To return back to my personal Dashboard, you can just click the Home icon at the far left of the Filter Bar.
While the Filter Bar allows you to easily select the "who?", the remaining three charts attempt to show you the "what," "how," and "why" in that order. Let's take a look at each of these:
The What - Performance vs. Targets
The Performance vs. Targets or "What" chart shows you what has happened and what is projected to happen. The chart will automatically display full opportunities by month, but you can choose to display different time periods such as months, quarters or years (annual) and/or select if you would like to display full opportunities, or just loans, deposits, or other accounts by changing the drop down menu in the upper left of the chart. For the purpose of explaining the chart (see above), we've chosen to use months as the time period and display full opportunities.
The bar entitled 'Average' on the far left side of this chart is the average of the past 5 months (indicated with grey headers) of closed opportunities. A break down of each month can be viewed by hovering over each bar falling directly to the right of the 'Average' bar.
The bars on the right side of the chart (without the gray labels) show only Open Opportunities that are still in the Pipeline and have a projected Close Date in the future. The vertical gray bars in the background on the chart represents the blending ROE target for each time period. The green/red bars in the foreground represent the performance versus those targets. When above the target, these bars turn green; the more above the target, the more green they turn. Likewise, when you are below the respective target, the bars turn red; the more below, the more red. Hovering over any of the bars will show you additional information on that month's performance. From period to period, you might notice that the gray bars, the blended ROE Targets, move from month to month. These move not because the ROE Targets are moving around each month, but because each Product (see What is a Product?) might have a different ROE Target and the mix of bookings from period to period will shift thereby moving the blended target up or down.
The How - Production/Pipeline
The Production/Pipeline or "How" chart allows you to easily see this mix of Products from period to period. You can choose to sort this by Owner/Lender, by Product, by sub region, by Risk Grade, etc. This can be very helpful to understand what is being booked into the portfolio.
The Why - Profit Sources
The Profit Sources or "Why" chart is perhaps the most interesting chart in this series. At the far left, it reminds you of the "What" for the selected time period (you can select easily by clicking on a month in the "What" or the "How" charts). The chart above is what is called a "bar-mekko". In this chart, the width of the bars resent the amount of capital allocated in that category (Product, Lender, Risk Grade, etc. as selected in the "How" chart) and the height represents the amount of net income in relation to the other products. Tall and thin fields represent a better return on the allocated capital as compared to short and wide fields. The "watermark" (such as the one seen in the green bar above) represents the ROE Target for that bar. This chart lets you quickly see what is driving the result. Because the width is the capital deployed and the height is the ROE (return on capital employed), the area provides a strong visual cue as to what the Net Income (profitability) impact was for each bar.