Proposal and outcome review

A manufacturing proposal can change after engineering has reviewed the request. The opportunity revision provides the boundary for an independent decision about the submitted scope. Relationship Owner prepares the proposal context and next activity; Sales Manager reviews the exact revision through an authorized action. The decision record retains the reviewed revision and reason so a later reviewer can identify which version was accepted for progression.

The proposal action advances the opportunity to Proposal, with Negotiation used only when negotiation actually begins. Proposal content is supporting scope and evidence on the opportunity. Agree which current commercial document supports the submitted scope and where its evidence is retained. If a quoting system owns that document, connect its reviewed reference to the opportunity before the team relies on it during the decision.

• Prepare the revision. Relationship Owner gathers the proposal scope, supporting files and next customer activity. Lock the revision used by the guarded action so the decision cannot silently cover a later change.
• Record the review. An eligible independent Sales Manager records Approve, Reject or Return with reviewed source revision, reviewer and reason. Reading a queue does not provide permission to write that decision.
• Close with evidence. Relationship Owner submits verified customer acceptance or loss evidence. After independent review, Won requires win date and Lost requires loss reason; earlier expected USD sales value and customer activity remain available.

Decide how proposal scope is presented to the reviewer and where the customer’s acceptance is retained. Match attachment references and activity outcomes to the same linked opportunity and revision. Configure self-review protection and live membership checks on the decision action. Authorize the eligible Sales Manager to execute the decision through the controlled review action.

Agree what evidence supports a loss and how the win date is set from the verified acceptance. The expected close date is a sales expectation, while the win date describes the recorded win. Do not use either field to imply delivery, invoicing or recognized revenue. Those outcomes belong to the connected operational and financial systems, with their own confirmation requirements.

A customer accepts a proposal for fabricated enclosures, then asks to change the material before the owner records the outcome. Sales Manager checks whether the acceptance still covers the current revision. The earlier decision and file remain visible, but they cannot serve as approval for changed scope. Relationship Owner prepares the revised evidence for a new independent decision.

During rehearsal, submit the earlier revision from the page, attempt owner self-approval and replay a successful close with the same operation key. A stale revision and self-approval must be refused. The replay must return the existing receipt without creating another decision or rewriting the closed result. Auditor should be able to explain the customer’s answer from the retained files and activities while confirming that the sales estimate was preserved.

• Proposal and negotiation review — Compare the current proposal stage, owner and revision with the evidence submitted for review.
• Closed customer outcomes — Inspect win date or loss reason alongside the preserved expected value.
• Decisions returned for revision — Compare the returned decision with the current opportunity revision before acting on its reason; earlier returns remain in this history.

Proposal to customer outcome explains the guarded transitions. Scope correction and compensation handles later changes. Use reports to distinguish sales outcomes from financial results.