CRM
What Is It?
The CRM is an application that allows to manage the opportunities in your Business Development pipeline.
How Does It Work?
Opportunities move through the pipeline as their probability evolve. The pipeline has several stages that reflect the advancement
Each opportunity is qualified by the following attributes
- Stage -
- Probability -
Output Of The Application
- Expected Value
Key Notions
Labor
Expenses
Expected Value
Structure Of The Application
Settings
This tab is used to configure your pipeline by defining its stages. You can have as many stages as you need. We recommend having as few as possible.
- Name - The name of the stage
- Type
- Early - Stages that hold opportunities with low probability. These stages are typically not used to compute the actual (Expected) Value of the pipeline.
- Active - Stages that hold the opportunities that you are actively developing. These stages are typically used to compute the actual (Expected) Value of the pipeline.
- Won - Stages that hold the opportunities that you have won. There's usually a single stage of type Won. These stages are typically not used to compute the actual (Expected) Value of the pipeline.
- Lost - Stages that hold the opportunities that you have lost. You can have several Lost stages in order to reflect lost reasons for example. These stages are typically not used to compute the actual (Expected) Value of the pipeline.
- Minimum Probability - The typical minimum probability of an opportunity in that stage.
- Maximum Probability - The typical maximum probability of an opportunity in that stage.
Probability ranges should not overlap. These ranges are used to warn you in case the probability of an opportunity is set to a value that falls outside of the stage's corresponding range.
Opportunities
This tab contains the list of opportunities in your pipeline. Opportunities are qualified with the following attributes
| Attribute | Description |
| Name |
The name of the opportunity.
Tip: It is usually good to follow a standard naming convention. Ex: <client_name> | <opportunity_name>. |
| Stage | |
| Probability | |
| Labor (LB) - Value | |
| Labor (LB) - Margin (%) | |
| Expenses (EP) - Value | |
| Expenses (EP) - Margin (%) | |
| Start | |
| Duration | |
| Budget Builder | |
| Total Value | |
| Expected Value (EV) - Total | |
| Expected Value (EV) - Margin |
We recommend keeping the opportunities sorted according to their stage.
Adding An Opportunity
In order to add an opportunity you simply need to:
- Insert a row where ever you want in the table (Right Click > Insert row above / below).
- Copy the formulas for the computed fields.
Validation conditions will be copied automatically.