Opportunity pipeline

Each opportunity connects customer evidence with a manufacturing feasibility request. Its opportunity number identifies the deal, while the subject explains the request and the customer reference links the existing company. Relationship Owner maintains the expected close date and USD sales estimate with the current revision. Sales Manager can then ask what changed, which engineering question remains open and whether the expected close date still matches the customer’s decision timetable.

The lifecycle uses New, Qualified, Proposal, Negotiation, Won and Lost. Qualification needs evidence already associated with the opportunity. Proposal review concerns the exact scope submitted for consideration. Negotiation should reflect an actual customer discussion. Read expected USD sales value as the estimate used to understand the pipeline. Agree any order handoff with the connected ERP system’s owner during setup.

• Assigned work. The owner is a team member. Resolve that member to the signed-in user identity when configuring the personal opportunity view, and keep organization scope enforced on direct record access.
• Stage evidence. Customer activities and supporting files explain the customer discussion. Link engineering inquiries to the same opportunity so the drawing and material questions retain their commercial context.
• Guarded changes. Qualification and proposal actions use the opportunity revision and an operation key. Replaying the same accepted operation must return its existing result; a stale revision needs fresh review before changing the deal.

Agree what qualifies a request, where the owner records the evidence and how expected value is estimated in USD. Keep the sales estimate in USD even when the organization operates in another currency. If the commercial discussion uses a different currency, establish the source and conversion approach before using the estimate in a report.

Decide how missing recorded probability is displayed. A blank probability should remain visible rather than becoming an invented forecast confidence. Use the current pipeline to discuss the owner’s expected customer decision. Ask the owner to explain the estimate and the evidence behind it before comparing deals. Keep that interpretation consistent between the personal work list and the manager’s review.

A Relationship Owner opens a request for a replacement bracket with an expected close date supplied by procurement. After a call confirms the requirement, the owner records its outcome and qualifies the current opportunity revision. A linked inquiry asks engineering to check the supplied drawing revision and material specification before the proposal proceeds.

The customer then moves its purchasing decision to a later date. The owner updates the reviewed working record and prepares the next action against the new revision. Sales Manager checks Closing dates to review and the linked customer evidence, rather than assuming that a Qualified opportunity has an accepted proposal. During rehearsal, replay the earlier qualification operation and verify that it does not produce another activity or advance a different revision.

• Pipeline board — Compare open opportunities by their actual lifecycle status with owner and expected value visible.
• My open opportunities — Work the deals assigned to the signed-in member, including expected close date and revision.
• Closing dates to review — Investigate open work whose expected decision date has reached the review date.

Opportunity qualification explains the evidence guard. Engineering feasibility review carries the technical request forward. Use reports to agree how pipeline estimates are read.