Proposal and outcome review

Relationship Owner prepares the proposal scope and next activity for an opportunity. Sales Manager independently reviews the locked revision before the opportunity advances to Proposal. The review decision retains its reason and source revision, so the team can explain what was considered acceptable at the time.

Negotiation reflects a discussion that has actually begun. Proposal submission alone does not establish that stage. Later, Relationship Owner submits verified acceptance or loss evidence for an independent closing review. Won records the winning date; Lost records a loss reason. Both outcomes preserve the prior expected value and activity evidence.

• Proposal scope. Relationship Owner presents the intended commercial scope with the next action. Sales Manager examines the current revision and records an independent decision. Returned or rejected work needs resolution before the proposal is released.
• Actual negotiation. The owner records the customer’s negotiation activity and keeps the relevant revision clear. A changed scope cannot silently reuse a decision made on different content. The next activity should explain what remains open with the customer.
• Verified closure. Sales Manager reviews the acceptance or loss evidence against the exact revision. A technical trial result or optimistic probability estimate is not sufficient by itself to establish Won. Preserve the earlier expected value so the outcome can be understood in context.

Agree how proposal scope is recorded in the supporting evidence and what the reviewer needs to make the release decision. Define an eligible independent Sales Manager when the usual manager helped prepare the opportunity. Specify what a Return should explain so Relationship Owner can prepare a useful correction.

Decide what establishes customer acceptance and what makes a loss reason useful. Keep the closing decision separate from any connected onboarding, project delivery or billing action. If the business uses an external document or signature service, agree the connection and evidence path during implementation rather than treating the stage change as proof that the service completed.

Use an opportunity for a technology platform whose evaluation has completed. Relationship Owner prepares the proposal scope and a follow-up meeting. Sales Manager returns the proposal because the customer’s requested deployment scope needs clarification. Correct the evidence and obtain a decision on the new revision.

Record the customer’s negotiation discussion before moving to Negotiation. Then submit the final acceptance evidence for independent closing review. Try a close request using the older revision and confirm that it is refused. Run a second rehearsal ending in Lost, with a specific reason. Auditor should be able to see the original expected value and supporting activities in either case.

• Proposal Review Context — Qualified opportunities that provide context for proposal review actions.
• Decision History — Review reasons, reviewers and the source revisions they decided.
• Closed Outcomes — Reviewed Won and Lost opportunities with retained expected value and closing evidence fields.

Follow proposal and negotiation, then reviewed win or loss.