There is a column that is Last Year Tentative. Which would show all the tentative revenue for each category for last year. It seems superflous. It makes sense for this year, however everything for last year should now either be a definite or lost. Meaning this column is zeros throughout.

It would make much more sense if this was lost last year or total inquiries overall (lead, tent, def, lost) so they can actually see how much was quoted and converted and how much they lost.