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| 04.PR001 Client Approval |
1.2 Complete New Customer Approval Form
Complete the Customer Approval Form and send to the Business Development Director for approval. |
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1.3 Approval - Business Development Director
Review the approval and, if happy to approve, sign the form and return to the originator.
This stage is implemented to ensure that the Business Development Director has the opportunity to raise any concerns based on his current market knowledge. It is not intended that a full financial appraisal is to be carried out at this stage. |
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1.11 Customer Rejected
If the customer is deamed to be unsuitable, the Business Development Manager should be advised of the decision and the reasons for the decision immediately.
File the completed Customer Request Approval Form in the filing system |
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| 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. |
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| 04.PR004 Lead Parked |
1.2 Park Lead
If a lead has been identified as requiring to be parked, move the current status of the lead in ERP to Lead Parked.
Log a note to confirm why this has been moved and update the Next Action date with the review date of the parked lead.
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| 04.PR005 Qualification |
1.5 Approve Bid Preparation
Necessary approvals may be required dependant on the scope of the work for bid preparation:
Low Risk - Internal Sales Manager
Medium Risk - Business Development Director
High Risk - Managing Director
A note should be logged stating the approver has approved the bid preparation, or has stated no approval required. This can be performed by a 3rd party by email or verbal instruction.
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1.7 Complete Plan for Profit
Complete the Plan for Profit tab, which must include the last updated date, key objectives to be met to secure work & estimated lap time to complete;
E.g.
Last updated dd.mm.yy
Confirm requirements with client (xxdays)
Create and send quote (xxdays)
Deliver onshore work (xxdays/weeks)
Deliver offshore work (xxdays/weeks)
Invoice & close out (xxdays)
Necessary approvals may be required dependant on the scope of the work for bid preparation:
Low Risk - Business Development Manager
Medium Risk - Business Development Director
High Risk - Managing Director
A note should be logged stating the approver has approved the bid preparation, or has stated no approval required. This can be performed by a 3rd party by email or verbal instruction. |
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| 04.PR006 Bid Preparation |
1.2 Approve Proposal
Approve the prepared proposal using decision from Opportunity Commercial Assessment:
LOW: Approval required from Business Development Manager
MEDIUM: Approval required from Business Development Director
HIGH: Managing Director
Any changes that affect the Bid Preparation must be logged.
Log a note in ERP confirming approval has been granted. Approval can be verbal and/or written.
Create task for designated Sales Coordinator to prepare quote and advise them that this has been allocated to them.
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| 04.PR007 Awaiting Award |
1.3 Review Purchase Order/Service Order
Review PO / SO to ensure all terms are satisfactory. Approval is required from the following based on the outcome of the commercial risk assessment:
Low Risk - Business Development Manager
Medium Risk - Business Development Director
High Risk - Managing Director
Once approved, complete sales order acceptance tab. Complete the following fields in ERP on SOA tab:
1) Line items correct
2) Values correct
3) Totals correct
4) Delivery time correct
5) Delivery address correct
6) QA terms correct/acceptable
Log a note in ERP to confirm PO has been approved, and by whom.
Check the bid preparation details on the internal notes tab on ERP to ensure all the correct information has been recorded. Any changes required that affect the Bid Preparation must be logged.
Log a note on ERP to state the bid prep has been checked and is correct prior to moving to planning. |
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| 04.PR008 Invoicing and Closing Out |
1.4 Client Feedback
Record any formal or informal client feedback received and/or requested on the client feedback tab of the opportunity on ERP. |
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| 04.PR010 Sales Oversight |
1.5 Weekly review project delivery schedules
Check with the Operations Manager to ensure all projects in Planning & Project Delivery stages are on track for delivery.
Discuss the upcoming pipeline to allow operations to allocate resources accordingly. Any resourcing issues to be discussed with the relevant Key Account Managers and/or Business Development Director to resolve.
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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
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| 05.PR014 Change in already indentified risk to project deliverables |
1.8 Discuss with Business Development director
Discuss with BD Director to see if a solution can be found. |
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1.9 Implement agreed actions
Implement actions as agreed with the Business Development director, update project documents and tasks - go to the planning process. |
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| 15.PR003 Communication Meeting |
1.1 Schedule Meeting
The meeting schedule and standard agenda is developed on an annual basis by the Managing Director and agreed at the annual management review meeting.
Additional meetings may be schedules to suit business needs. |
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1.2 Prepare and Collate Presentation Sections
Each Director prepares their section of the presentation and submits to the Managing Director for collation 2 days prior to the meeting.
Managing Director to collate individual sections. |
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1.3 Conduct Meeting
Conduct Meeting in accordance with the agenda.
Record any points raised requiring further discussion, information or action as meeting minutes and distribute to all directors. |
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| 15.PR004 Annual Management Review & Objectives Setting |
1.2 Prepare 12-month forecast for next financial year
Compile a sales forecast document highlighting expected revenue and associated resource requirements. |
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