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- Architecture Firms CRM
- Process
- Account to qualified pursuit
Account to qualified pursuit
A pursuit is useful only when the team agrees which client, practice entity and staff owner it concerns. This path starts with those identities and ends with a qualified opportunity whose revision has been checked.
Step by step
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Confirm the client Business Development Lead
Business Development Lead checks the account name, code, contact and eligibility note. The account belongs to the practice organization.
- Establishes the practice and client context
- Updates Organizations, Accounts
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Assign the pursuit Business Development Lead
Business Development Lead opens the opportunity with its subject, counterparty, owner, expected close date and expected value. Its starting status is New.
- Names the owner and planning values
- Updates Opportunities, Team members
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Record the first contact Business Development Lead
Business Development Lead adds a call, meeting, email or task under the opportunity with a due date where follow-up is needed.
- Keeps follow-up on the pursuit
- Updates Relationship activities, Opportunities
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Qualify the work Business Development Lead
Business Development Lead checks the current revision and moves Status: New → Qualified. The action records an operation receipt with its result.
- Checks revision and records qualification result
- Updates Opportunities, Operation receipts
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Review the next step Practice Principal
Practice Principal checks the qualified pursuit and its activity history before proposal work begins.
- Establishes the next proposal action
- Updates Opportunities, Relationship activities
Who does what
Roles and permissions- Business Development Lead
- Owns setup and qualification; Practice Principal reviews the resulting pipeline; Admin keeps team identity current.
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