|
() |
|
| 04.PR002 Lead New |
1.6 Opportunity Commercial Assessment
The opportunity commercial assessment will determine who is responsible for the opportunity.
Complete opportunity commercial assessment and gain decision approval from the Business Development Director. Approval may be given verbally and/or written.
Update priority field on ERP with outcome and parent field, if required.
Update Salesperson with the person responsible for ensuring the opportunity completes the sales process.
Log a note confirming the above has been completed.
Add Salesperson as a follower on the opportunity.
If requested by the Business Development Director, save a commercial risk assessment in the opportunity folder on the sales management site on share. The Business Development Director has the authority to change the outcome of the assessment to whichever level they deem appropriate. |
|
| 04.PR007 Awaiting Award |
1.2 Record Bid Decision
If PO/SO is received from client, Upload PO details onto ERP and Share. Update fields in ERP. If the PO/SO is not sent directly to the sales email, forward the email to sales.
If the bid is rejected outright, the project moves to the 'Cancelled - Client' stage. A note should be logged confirming reason and any other information if known.
IMPORTANT - Contact KAM and/or Salesperson to determine urgency, if required. Log a note to state this is done (e.g.. discussed with KAM - URGENT. Deadline dd.mm.yyyy).
If any changes have been observed, update the Next Action and Expected Closing dates with the date of expected mobilisation, if applicable, or start date for commencement of the project, and expected delivery deadline.
Log a note under the Next Action date to state whether this is a confirmed or unconfirmed date.
|
|
| 04.PR010 Sales Oversight |
1.1 Daily overview of all active opportunities
The I/P from this process is a daily requirement to check on sales progress.
Ensure next action and deadline dates are present for all active opportunities on ERP.
If any dates are missing, advise the relevant sales person to request this be updated immediately
|
|
| |
1.2 Daily review of deadline dates
Once all dates are added, view all active opportunities using the Gantt view on ERP > Group by stage
This will show you all opportunities at various stages of the sales process.
Consider the following:
1. Are any opportunities due imminently but are sitting in Lead New; Qualification; Bid Preparation?
2. Are any opportunities sitting in Awaiting award which have imminent deadlines?
3. Are all opportunities in Planning & Project Delivery on track?
Discuss any issues with the relevant person and ensure they update immediately.
|
|
| |
1.3 Daily review of individual opportunities
At each stage of the process, review all active opportunities and ensure all tasks are up to date and nothing is overdue.
Check each opportunity for the following information, if applicable at the relevant stage:
1. Are there active tasks for all opportunities sitting in the sales pipeline from Lead New to Awaiting Award?
2. Are all tasks up to date? If not, why not?
3. Has all the relevant BH information been added to the internal notes, and subsequently, logged as a note?
4. Is the PfP tab up to date?
5. Has the CTR and Budget tab been updated?
6. Have notes been logged to confirm the correct approvals have been sought?
7. Does the invoice tab match the PfP information?
8. Have all probabilities and revenues been updated?
9. Has all client correspondence, quote information etc. been uploaded to share for all opportunities in awaiting award?
Discuss any issues with the relevant person and ensure they update immediately.
|
|
| |
1.4 Weekly opportunity review
Have a weekly meeting with all Sales Persons to review the current sales pipeline to ensure everyone's opportunities are up to date and address and questions/issues etc. which may have arisen. |
|
| |
1.6 Weekly invoicing review
Review the invoicing for the quarter to ensure all opportunities over the next three months are progressing accordingly and that all stages will be completed in time to meet the invoicing deadlines.
Discuss any issues with the relevant Sales Persons, qualification engineers and proposal engineers.
Highlight any major concerns to the Business Development Director
|
|