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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 The stage of the opportunity.
    Probability (%)

    The probability that best represents your chances of winning the opportunity.
    Labor (LB) - Value

    The labor value of the opportunity.

     

    Tip: Use a Budget Builder to estimate this number easily and accurately.
    Labor (LB) - Margin (%)

    The percentage of margin you expect to make on labor on the opportunity.

     

    Tip: Use a Budget Builder to estimate this number easily and accurately.
    Expenses (EP) - Value

    The expenses value of the opportunity.

     

    Tip: Use a Budget Builder to estimate this number easily and accurately.
    Expenses (EP) - Margin (%)

    The percentage of margin you expect to make on expenses on the opportunity.

     

    Tip: Use a Budget Builder to estimate this number easily and accurately.
    Start

    The month in which you estimate you will start executing the work in the event you win the opportunity. Use the year-month format. Ex: 2023-05 for May 2023.
    Duration The duration, in months, of contract in the event you win the opportunity.
    Budget Builder The link to the Budget Builder file for this opportunity.
    Total Value

    The total value of the opportunity.

    💡Computed Field
    Expected Value (EV) - Total

    The total Expected Value of the opportunity.

    💡Computed Field
    Expected Value (EV) - Margin

    The Expected Value Margin of the opportunity.

    💡Computed Field

    Fill in all the attributes, even if the value is zero.

    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.

    Dashboard

    The Dashboard tab provides charts to analyze the health of your pipeline based on the Expected Value.

    Make sure that the dashboards are updated with the lasted data from the Opportunities: 🐙 Conduite > ⚙️ Update Dashboards.

    All the chart values are filtered by the Stage Filter located at the top of the tab.

    Chart Description

    Expected Value - Total

    		  The total Expected Value of the the pipeline

    Expected Value - Monthly Average

    Period Duration

    Expected Value per Quarter (Margin, Revenue)

    Expected Value per Quarter & Stage

    Expected Value per Stage

    Dashboard Data

    Normalized Data

    How To Use The Application

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