Pursuit to customer outcome

Step by step

1. Review the open pursuit Practice Principal

   Practice Principal checks the opportunity status, owner, counterparty, expected close date and expected value.

   • Confirms client and current planning context
   • Updates Opportunities, Accounts

2. Read the relationship history Business Development Lead

   Business Development Lead provides the latest activity outcomes and the client's decision context.

   • Provides the contact sequence
   • Updates Relationship activities

3. Check proposal evidence Practice Principal

   Practice Principal inspects the linked design RFP, review decision and relevant attachments where a proposal was submitted.

   • Shows the practice's proposal record
   • Updates Design RF ps, Review decisions, Record attachments

4. Record the customer outcome Practice Principal

   Practice Principal records Status: Negotiation → Won or Status: Negotiation → Lost at the expected revision; other open pursuit stages can also close. Record the win date or loss reason as applicable.

   • Saves Won or Lost with checked revision
   • Updates Opportunities, Operation receipts

5. Inspect the receipt Practice Principal

   Practice Principal checks the operation result and follows any Failed or needs review receipt back to its parent opportunity.

   • Confirms operation result and exceptions
   • Updates Operation receipts, Opportunities

Practice Principal

Records and checks the outcome.

Business Development Lead

Supplies client contact context.

Practice Reviewer

Supplies the independent internal decision.