In WorkBook new business activity can be tracked via the CRM module and pipelines are used to track and forecast these new business opportunities.
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CREATE A PIPELINE
To create a pipeline, go to > Pipelines > click Create new pipeline
icon and in the pop-up complete the following fields:Resource: Select a Client or Prospect from the list.
Contact: Select an exisiting contact name or click the
icon to ‘Create new contact’.Company: Defaults to your company (but if you have access to multiple companies you can select the relevant company here).
Currency: Select the correct currency for the opportunity. Options will reflect the currencies that are set-up in your system.
Responsible: The person responsible for the pipeline. This will default to your name.
Name: Give the pipeline a recognisable name.
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
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.
*Ratings and Statuses are unique to your system and are usually setup by your Consultant or Systems Administrator during implementation. For more information, please see CRM > Settings > CRM setup.
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.