Content Comparison

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PIPELINE CARD

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PIPELINE LOG

CREATE A PIPELINE

To create a pipeline, go to > Pipelines > click Create new pipeline  icon and in the pop-up complete the following fields:

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Resource: Select a Client or Prospect from the list.

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Company: Defaults to your company (but if you have access to multiple companies you can select the relevant company here).

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Currency: Select the correct currency for the opportunity. Options will reflect the currencies that are set-up in your system.

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Responsible: The person responsible for the pipeline. This will default to your name.

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Name: Give the pipeline a recognisable name.

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• If dimensions have been ‘Enabled on pipeline’ or ‘Required on Pipeline’ (in Settings > Dimension setup), continue to the ‘Dimensions’ tab and enter the required values from the available options in the dropdown fields.

• Click OK

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• A pipeline record has now been created, the next step is to complete additional fields to quantify the opportunity.

• Click the ‘Show/hide pipeline card’ icon and in ‘Pipeline details’ tab complete the additional fields:

  • Active: This will default to active and can be unchecked when the opportunity is inactive.

  • *Rating: Select from the available options, i.e. New Lead; Pitch; Existing customer - new work etc.

  • *Status: Select from the available options. Each status is aligned to a probability which in turn weights the value of the opportunity for the purposes of forecasting.

  • Stage (locked): This field is locked and will update automatically when the Status is changed.

  • Start date: Date you expect the opportunity to commence.

  • Months: Expected duration of the job start to finish, i.e. 3 months.

  • Probability: Will update automatically to align with Status. You can also update the value manually as required.

  • Net revenue: Total value of the work less purchases.

  • Expected NR (locked): This field is locked and will update automatically = Net revenue * Probability

  • Expected monthly NR (locked): This field is locked and will update automatically = Expected NR / Months

  • Gross revenue: Total value of the work including purchases (optional field).

  • Comments: Free text field to add notes.

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REVIEW/MANAGE A PIPELINE

• Go to Pipelines to see the list of current opportunities based on the filter settings.

• Select the pipeline you want to update, click Show/hide pipeline card icon to review details and update fields accordingly as the opportunity progresses.

CONVERT PIPELINE TO A JOB

Pipelines can be converted to a job either when the sale has been realised, or when the opportunity has progressed to a certain point and you need to create a timeline or price quote.

• Go to Pipelines > select pipeline from the list > click Show/hide pipeline card icon > go to Convert pipeline to job tab > select Convert pipeline to job icon

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• Jobs can only be created against Clients, so if the pipeline has been created against a Prospect, in a pop-up WorkBook will first ask you if you would like to ‘convert it to a client, or show a list and select an existing sales client for the job'?

  • Click convert to update the Prospect to a Client record, OR

  • Click show list to see a list of existing sales clients to add the job to instead

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• You will be asked to confirm ‘you want to convert pipeline to job’, click Yes.

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• WorkBook will create a new job in status Quotation, and a placeholder price quote for the full net revenue amount. When ready to estimate the job, delete the placeholder line item and continue to create the price quote as per steps in Price Quotes.

MARK PIPELINE AS LOST

If the opportunity is not going to progress, you will want to mark the pipeline as lost and include information with the reason.

• Go to Pipelines > select pipeline from the list > click Show/hide pipeline card icon > go to Lost pipeline information tab. Enter the following information:

  • *Reason: Select from the available options, i.e. Bad chemistry, Declined pitch, Lost to competitor, Price, other etc.

  • Competitor: Select from dropdown list or add new by clicking on the icon.

  • Description: Enter lost description.

  • Lost: The pipeline will be marked ‘NOT ACTIVE’ once this is checked.

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