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CRM

    What Is It?

    The CRM is an application that allows to manage the opportunities in your Business DevelopmentPipeline pipeline.and get accurate sales forecasts.

    Key Notions

    Concepts
    Business Pipeline

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    Expected Value

     

    Labor

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    Expenses

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    Key

    HowPerformance Does It Work?

    Indicators

    OpportunitiesThe moveone throughand only KPI that you need to manage your pipeline is the pipelineExpected as their probability evolve.Value. The pipelineobjective hasof severalyour stagesSales Team is to keep Expected Value to a certain level in order to make sure that reflectyou will have enough work in the advancement future.

    Expected Value

    Each opportunity is qualified by the following attributes{{@33}}

    • Stage - 
    • Probability - 

      • Output Of

      Using The Application

      • Expected Value

      Once your pipeline is configured, you will spend most your time in the Opportunities tab. 

      Structure Of& The ApplicationFeatures

      Settings

      This tab is used to configure your pipeline by defining its stages. You can have as many stages as you need.want Webut 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

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

      List Of 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.

       

      If you input a value that falls outside to the stage range defined in the Settings tab, a validation warning will appear in the shape of a red arrow in the top-right corner of the cell.
      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

      We recommend keeping the opportunities sorted according to their stage.

      Adding An Opportunity

      In order to add an opportunity you simply need to:

      1. Insert a row where ever you want in the table (Right Click > Insert row above / below).
      2. Copy the formulas for the computed fields.

      Validation conditions will be copied automatically.

      Opportunity Details

      You can open a detailed view for an opportunity in the sidebar. In order to do so:

      1.  Select any cell of the row corresponding to the opportunity.
      2. Click the menu 🐙 Conduite > 📄 View Opportunity Details.

      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.

      Charts
      Chart Description

      Expected Value - Total

      		  The total Expected Value of the the pipeline.

      Expected Value - Monthly Average

      		 The monthly average Expected Value of the pipeline for the Period.

      Period & Period Duration

      		 The period that the pipeline covers (start of first opportunity to end the last opportunity).

      Expected Value per Quarter (Margin, Revenue)

      		 The distribution of the Expected Value over quarters, with the split by Expected Value Margin and Expected Value Revenue.

      Expected Value per Quarter & Stage

      		 The distribution of the Expected Value over quarters, with the split by Stage.

      Expected Value per Stage

      The distribution of the Expected Value by Stage.
      Stage Filter

      The Stage Filter allows you to specify which stages should be taken into consideration on the charts. Simply check the box for the stages that you want to include in the analysis.

      Dashboard Data

      This is a read-only (protected) tab. Do not modify it.

      This tab provides access to the underlying data used to create the chart in the Dashboard tab.

      Normalized Data

      This is a hidden and read-only (protected tab). This tab should remain hidden. Do not modify it.

      This tab contains the data used to create the pivot tables in the Dashboard Data tab.

      Configuration

      This is a hidden and read-only (protected tab). This tab should remain hidden. Do not modify it.

      This tab contains the ID of the Conduite configuration file.

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