Opportunities

Each listing engagement begins as an opportunity. The Relationship Owner records the subject, account, expected close date and expected value in the correct organization. The opportunity stays connected to its owner, relationship activities, listing records, authorization files, review decisions and operation receipts. This lets the Sales Manager see the decision in the context of the actual engagement.

The pipeline moves through New, Qualified, Proposal and Negotiation before Won or Lost. The owner records calls, meetings, emails and tasks along the way. Qualification is guarded by the current revision and an operation key so a repeated request has the same result. Proposal submission is distinct from actual review and negotiation. A customer outcome needs acceptance or loss evidence; an eligible reviewer closes the same revision that was submitted.

• Owned engagement. Each opportunity has an assigned Relationship Owner and a counterparty account inside an organization.
• Dated expectation. The expected close date and expected value support the manager’s pipeline review while the status identifies the current stage.
• Guarded outcome. Won records the date of the win; Lost records the reason. A reviewer checks the submitted evidence and revision.

Agree what qualifies an engagement for the team and what retain reason the owner records. Decide how an account is identified when a seller or counterparty appears in more than one discussion. Set a rhythm for updating expected close dates and logging relationship activity. Agree which evidence demonstrates customer acceptance and which notes support a loss decision. Include the Sales Manager who will review the result, and make sure that person is independent of the submission.

Prepare an example that can reach Won, an example that ends Lost and an example where the opportunity changes after submission. These cases show whether the reviewer sees the revision that was actually offered. Agree who works a returned proposal and how an owner follows up without treating a submission as approval.

A Relationship Owner opens a listing engagement for a seller account, gives it a close date and records an introductory call. After confirming the seller’s intent, the owner qualifies the opportunity and logs the retain reason. A proposal goes to review, then the team records the negotiation in the same opportunity rather than opening a second engagement. The owner attaches the signed acceptance and submits the current revision for close. The Sales Manager checks the attachment, the seller account and the revision before recording Won and its date. If the seller declines instead, the manager records Lost with the reason. A repeated close request with the same operation key must return the first result; a different request under that key is refused.

• Opportunities Overview — The engagement list with owner, account, close date, value and current status.
• Opportunity Pipeline by Status — A board for reviewing engagements by current status and owner.

Opportunity qualification begins with an assigned engagement. Customer outcome covers the final review. See the data model for the linked records.