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CRM > Create a Pipeline R13

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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:


CREATE A PIPELINE

  • To create a pipeline, go to > pipelines > click create new pipeline (blue star) 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 (blue star) 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 (blue star) 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 (blue star) icon to review details and update accordingly as the opportunity progresses

  • The vertical tabs on the pipeline card include:

TAB

DESCRIPTION

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

Convert pipeline to a job

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

Pipeline lost information

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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