- Please review the standard board pack template Board Meeting Template - Tern - Google Slides
- Follow Tern presentation standards
- Checks
- Key risks - detail provided - background/situation, complication, key questions, proposed solutions/hypothesis
- Summary slide comments are reflected in the rest of the pack
- Non-recurring (NR) gap analysis - are these data points clearly captured?
- NR won & delivered to date
- NR won & still to be delivered before year-end
- NR forecast to be won of which, what proportion will be delivered this year?
- Gap = sum of the above vs NR budget for the year
- RR revenue gap analysis -
- Existing RR contracted or likely to renew i.e. as there are no signs the customer won’t renew
- New RR won of which, what proportion will be recognised this year?
- New RR to be won of which, what proportion will be recognised this year?
- Gap = sum of the above vs RR budget for the year
- Sales pipeline - new sales
- RR upgrades only show the incremental value
- RR renewals are not part of the new sales pipeline
- Sales stages make sense
- Sales stages correlate with close dates/probability percentages
- Sales pipeline - renewals
- RR renewal values show the actual value (not what they paid last year) of quote sent in local currency and GBP
- Check that all are satisfied to “close” a renewal opportunity - legally binding contract (contract signed, email confirmation to renew), PO received (if one is required) and invoice raised
- If the quote hasn’t been sent, use last year’s renewal pricing.
- Overdue debtors
- Only show debtors where invoice has been raised, amount is unpaid after the customer’s standard payment terms (not looking for the standard aging report)
- Time allocations
- Does it cover all staff excluding management?
- Do the time allocations make sense? If not, are there explanations?
- Support tickets
- Explain unusually low RR / support ticket. Low is bad; high is good.