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  1. Technology CRM
  2. Process
  3. Proposal and negotiation
Process · Proposal and negotiation

Proposal and negotiation

Review the proposed scope independently and record Negotiation only when the customer discussion has actually begun.

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Step by step

  1. Prepare proposal scope Relationship Owner

    Relationship Owner assembles the proposed scope and next activity for the Qualified opportunity. Make the supporting files and current revision explicit so the reviewer can identify the content being submitted.

    • Present the current scope and next activity
    • Updates Opportunities, Record attachments, Relationship activities

  2. Review the revision Sales Manager

    Sales Manager independently reviews the locked revision and records the decision and reason. Approved scope can advance to Proposal. Rejected or returned work requires resolution before the owner treats it as released.

    • Record an independent decision before Proposal
    • Updates Review decisions, Opportunities, Operation receipts
    ApprovalA person approves before the work moves on.

  3. Record the customer discussion Relationship Owner

    Relationship Owner logs the customer's response and agreed next action. A meeting or email outcome should explain what remains open and whether the proposed scope has changed since review.

    • Preserve the response and follow-up evidence
    • Updates Relationship activities, Record attachments

  4. Recognize negotiation Relationship Owner

    Relationship Owner advances to Negotiation only when negotiation has actually started and its evidence has been recorded. Keep the expected closing date and current commercial estimate understandable in light of that discussion.

    • Advance Proposal to Negotiation only with actual negotiation
    • Updates Opportunities, Relationship activities, Operation receipts

Where it usually breaks

And how to keep it from happening.

  • A reviewer helped prepare the same revision. Resolve a different eligible Sales Manager for the independent decision.
  • Scope changes after review. Identify the new revision and obtain the applicable review before relying on the earlier approval.
  • Every submitted proposal is labeled Negotiation. Record the real customer discussion before making that transition.

Who does what

Roles and permissions
Relationship Owner
, Sales Manager, Auditor.

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