CRM > Create a Pipeline
- Kye Hush
In WorkBook new business activity can be tracked via the CRM module and pipelines are used to track and forecast these new business opportunities.
ON THIS PAGE YOU WILL FIND: |
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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: a free text field to add notes
*Ratings and statuses are unique to your system and are usually setup by your consultant or a system administrator during implementation.
REVIEW/MANAGE A PIPELINE
Go to pipelines to see the list of current opportunities based on your filter settings
Select a pipeline from the list and click show/hide pipeline card icon to review details and update accordingly as the opportunity progresses
The vertical tabs on the pipeline card include:
TAB | DESCRIPTION |
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Pipeline details | Update fields as required, see create new pipeline instructions above |
Pipeline resource activities | View, create and delete activities against the pipeline |
Pipeline log | See the pipeline log for all updates made to the selected pipeline |
Pipeline dimensions | If dimensions are enabled and required on pipelines you can view and update them here (dimensions are setup and managed via settings > dimensions > dimension setup) |
Pipeline budget share | Log the budget share percentages between employees on a pipeline |
Pipeline partner settings | Log the details of a supplier you have partnered with on the opportunity |
Once the pipeline is confirmed as a sale or when the opportunity has progressed to the point that you need to create a timeline or price quote you will convert it to a job | |
If the pipeline opportunity is not going to progress, you will mark the pipeline as lost and include information as to the reason | |
Emails | Imported emails that have been saved against the pipeline can be viewed here |
Documents | Upload a document against the pipeline record or create a new document from a template |
Pipeline conversation | Start a new conversation and view past conversations with other employees here |
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