Opportunity - Revision history

Editor at 15:56, 15 April 2021

2021-04-15T15:56:36Z

Editor at 21:24, 13 April 2021

2021-04-13T21:24:18Z

Show changes

Bbaigorri: /* Generate proposal */

2021-01-18T19:14:01Z

Generate proposal

Bbaigorri: /* Opportunity types */

2021-01-18T19:10:30Z

Opportunity types

Bbaigorri: /* How is it generated? */

2021-01-18T19:05:56Z

How is it generated?

Bbaigorri: /* A definition */

2021-01-18T19:04:19Z

A definition

Bbaigorri: /* An Introduction */

2021-01-18T19:02:32Z

An Introduction

Bbaigorri: /* Closed opportunities */

2021-01-14T11:55:28Z

Closed opportunities

Bbaigorri: /* Available actions in this tab */

2020-10-22T13:15:10Z

Available actions in this tab

Bbaigorri: /* How to create an opportunity */

2020-10-22T13:06:34Z

How to create an opportunity

@@ Line 25: / Line 25: @@
 The three main types of opportunities a user can create and their purpose:
-"'New Business Opportunity:'" only applies to those situations when it is the first time we have ever done any job on the site. The contact or the account could be a client that has already worked with us, but it is the first time working on the site.
+'''New Business Opportunity:''' only applies to those situations when it is the first time we have ever done any job on the site. The contact or the account could be a client that has already worked with us, but it is the first time working on the site.
-"'Repeat Business Opportunity:'" applies to repeat business when we have done work before at a specific address.
+'''Repeat Business Opportunity:''' applies to repeat business when we have done work before at a specific address.
 '''Remedial Repair Opportunity:''' is a warranty repair. When a job fails, we provide a remedial repair to fix it.
-"'Demo Repair Opportunity:'" is a unique Opportunity type we use to provide a free repair to generate new business.  This Opportunity type generates a zero-dollar proposal but otherwise follows all the steps as a "normal" Opportunity.  We want the client to experience our customer journey, so they are sent the proposal, email updates from Operations, and an invoice. The Demo Repair is meant to showcase our repairs and our technology, thoroughness, and client service.
+'''Demo Repair Opportunity:''' is a unique Opportunity type we use to provide a free repair to generate new business.  This Opportunity type generates a zero-dollar proposal but otherwise follows all the steps as a "normal" Opportunity.  We want the client to experience our customer journey, so they are sent the proposal, email updates from Operations, and an invoice. The Demo Repair is meant to showcase our repairs and our technology, thoroughness, and client service.
-"'Flexible Opportunity:'" applies when a customer hires us, but the scope of work is uncertain: the number or size of the potholes on their lot. In this case, they will sign an NTE (Not To Exceed) authorization where our company can fix their potholes up to a certain limit of money that the customer sets. When technicians arrive at the site, they will fix all the potholes they can without going over that limit.
+'''Flexible Opportunity:''' applies when a customer hires us, but the scope of work is uncertain: the number or size of the potholes on their lot. In this case, they will sign an NTE (Not To Exceed) authorization where our company can fix their potholes up to a certain limit of money that the customer sets. When technicians arrive at the site, they will fix all the potholes they can without going over that limit.
-"'CWP Opportunities:'" is used for jobs done under our Cold Weather Plan.  When temperatures stay consistently under 40ºF, we enact Winter Mode.  During Winter Mode, we provide a durable, hot asphalt patch but not our Thermal Repairs.  We return when the weather warms and provide our permanent Thermal Repairs at no additional cost to the client.  The system automatically schedules the return visit without additional input from the Account Manager.
+'''CWP Opportunities:''' is used for jobs done under our Cold Weather Plan.  When temperatures stay consistently under 40ºF, we enact Winter Mode.  During Winter Mode, we provide a durable, hot asphalt patch but not our Thermal Repairs.  We return when the weather warms and provide our permanent Thermal Repairs at no additional cost to the client.  The system automatically schedules the return visit without additional input from the Account Manager.
 =Opportunity Menu=
@@ Line 159: / Line 159: @@
 This tab contains general information about the opportunity and the account linked to it, sorted within the following subsections.
-"'Opportunity information:'" This is the same information shown in the Opportunity Menu section for "View all opportunities," such as proposal number, stage, owner, account, etc. When the opportunity is generated, most of the information is auto-populated from the Lead or Account directly linked.
+'''Opportunity information:''' This is the same information shown in the Opportunity Menu section for ''View all opportunities,'' such as proposal number, stage, owner, account, etc. When the opportunity is generated, most of the information is auto-populated from the Lead or Account directly linked.
 By using the Name and Date of Creation of the account, the system sets by default a name, Proposal/ Price Quote, and a probability of 35% for the opportunity.
-"'PARC agreement for the account:'" users can edit the information here by selecting the type of PARC (Standart, PARC 1, PARC 2, and Final)
+'''PARC agreement for the account:''' users can edit the information here by selecting the type of PARC (Standart, PARC 1, PARC 2, and Final)
-"'Contact:'" Though the information for this part is auto-populated, users can edit the main contact and choose a new one. To do it, they need to tick the check-box and then select the desired contact.
+'''Contact:''' Though the information for this part is auto-populated, users can edit the main contact and choose a new one. To do it, they need to tick the check-box and then select the desired contact.
-"'Address:'" this information can't be edited from this module and is also auto-populated
+'''Address:''' this information can't be edited from this module and is also auto-populated
-"'Billing address:'" this information can't be edited from this module and is auto-populated.
+'''Billing address:''' this information can't be edited from this module and is auto-populated.
-"'Opportunity description:'" free text box to add any information about the opportunity
+'''Opportunity description:''' free text box to add any information about the opportunity
 '''Lock opportunity:''' check-box to lock the opportunity
@@ Line 293: / Line 293: @@
 [[File:671.png|1000px|thumb|center]]
-"'The user can see this in a list with the following columns:'"
+'''The user can see this in a list with the following columns:'''
 * Modified Date: date and time of the log
@@ Line 379: / Line 379: @@
 * COI Request Form
-"'Proposal ID information:'" this section is very brief and has information to identify the opportunity, the contact information, and the owner information.
+'''Proposal ID information:''' this section is very brief and has information to identify the opportunity, the contact information, and the owner information.
 [[File:676.png|500px|thumb|center]]
-"'About Pothole Repair:'" this section contains information about the company, its certification, and the repair process.
+'''About Pothole Repair:''' this section contains information about the company, its certification, and the repair process.
 [[File:677.png|500px|thumb|center]]
-"'Site Plan Detailing Location of Repairs:'" this section contains information about the number of thermal repairs planned to be used in each pothole. It also has the images and location of the PH.
+'''Site Plan Detailing Location of Repairs:''' this section contains information about the number of thermal repairs planned to be used in each pothole. It also has the images and location of the PH.
 [[File:678.png|500px|thumb|center]]
-"'Carbon Calculator Analysis:'" this section has a calculator showing the amount of energy and CO2 savings due to the use of this method.
+'''Carbon Calculator Analysis:''' this section has a calculator showing the amount of energy and CO2 savings due to the use of this method.
 [[File:679.png|500px|thumb|center]]
-"'Proposal Detail:'"  this section contains a list with the TRs and the price of each PH.
+'''Proposal Detail:'''  this section contains a list of the TRs and the price of each PH.
 [[File:680.png|500px|thumb|center]]
-"'COI Request Form:'" this section contains a certificate of the insurance request form.
+'''COI Request Form:''' this section contains a certificate of the insurance request form.
 ===Add special discount===
@@ Line 413: / Line 413: @@
 The Reports section provides the user meaningful insights about their performance. Although the system can show us a tremendous amount of data, three reports come in handy to quickly understand how well employees perform in their roles. These reports are Sales Report, Dispatch Report, and quote reports.
-The "'Quote Report'" shows us the efficiency of our work. Every time a user creates an opportunity, they create a quote and attempt to make sales. This report shows how successful they are, in other words, the conversion rate.
+The '''Quote Report''' shows us the efficiency of our work. Every time a user creates an opportunity, they create a quote and attempt to make sales. This report shows how successful they are, in other words, the conversion rate.
-The "'Dispatch Report"' looks at all the opportunities created in a given period. Here one can see and sort all dispatches delivered in a list view using different filters.
+The '''Dispatch Report''' looks at all the opportunities created in a given period. Here one can see and sort all dispatches delivered in a list view using different filters.
 The '''Sales Reports''' report looks at all the approved opportunities, in other words, all the actual sales. This report is very simple to use too. Here one can see and sort all sales information delivered in a list view using different filters.

@@ Line 403: / Line 403: @@
 Once the user has finished creating the opportunity then the proposal is ready to be sent.
-This can be done by clicking in “generate proposal” ADD IMAGE 674, which opens up a preview of the PDF file that will be sent to the customer providing all the necessary information.
+This can be done by clicking in “generate proposal”, which opens up a preview of the PDF file that will be sent to the customer providing all the necessary information.
 At this stage the user has a set of check-boxes to choose preset templates with the information to be sent in the proposal. The options are:

@@ Line 35: / Line 35: @@
 '''Remedial Repair Opportunity:''' a warranty repair. When a job fails we provide a remedial repair to fix it.
-'''Demo Repair Opportunity:''' this is a very unique type of opportunity. One of the tools we use when we find a new management company and we want to make business with them, we will arrange to have a meeting with their executives at a specific time and time to do a repair for free. The only restraint to them is to attend and watch. It is very for us to make sure the customer goes through to whole customer journey, so we will generate the initial proposal at a zero dollar cost, the scheduling process and emails through the dispatch office, when the technicians arrive and open the app a notification is sent, and when the job is completed the documentation and the invoice are sent. It follows the whole process so the customer get to “feel” the full experience of doing business with us, except for the fact that this time only they will be getting it for free.
+'''Demo Repair Opportunity:''' a unique Opportunity type we use to provide a free repair to generate new business.  This Opportunity type generates a zero-dollar proposal but otherwise follows all the steps as a “normal” Opportunity.  We want the client to experience our customer journey so they are sent the proposal, email updates from Operations and an invoice.  The Demo Repair is meant to showcase not just our repairs but also our technology, thoroughness and client service.
 '''Flexible Opportunity:''' sometimes for various reasons a customer will hire us but neither they or us know specifically what potholes are on their lot, how many or how big these are. So in this case they will sign an NTE (Not To Exceed) authorization. This means that our company is allowed to fix their potholes up to a certain limit of money which is fixed by the customer. So when technicians arrive at the site they will fix all the potholes they can without going over that limit.
-'''CWP Opportunities:''' this type of opportunities applies for all jobs done under the Cold Weather Programme. Working with hot asphalt in cold weather can be very challenging.
+'''CWP Opportunities:''' this type of Opportunity is used for jobs done under our Cold Weather Plan.  When temperatures stay consistently under 40ºF we enact Winter Mode.  During Winter Mode we provide a durable, hot asphalt patch but not our Thermal Repairs.  We return when the weather warms and provide our permanent Thermal Repairs at no additional cost to the client.  The system automatically schedules the return visit without additional input from the Account Manager.
 =Opportunity Menu=

@@ Line 19: / Line 19: @@
 =How is it generated?=
-There are a number of ways an opportunity can be generated.
+There are three main ways an opportunity is generated.  The first is through the automated PARC process.  The PARC agreement provides the client three inspections per year and our system automatically creates these opportunities and survey tasks.
-Let’s start with the less frequent option, which is via an automated PARC process. Remember a PARC agreement is doing 3 inspections a year, and in order to do an inspection we need to have an opportunity. These opportunities are automatically created within the system once a customer signs a PARC Agreement.
+Another opportunity type is the Remedial Repair Opportunity.  A Remedial Repair Opportunity is used when we are providing repairs as part of our Warranty coverage.  Because Remedial Repairs are associated with work previously performed, the process to create them is found within a Closed Won Opportunity.
-Another way that an opportunity can be created (this option kind of crosses a couple of lines) is when eventually a quote may be approved. And if it is approved, all of these repairs will be under warranty. Once the work is done and the job invoiced, maybe we did a great job but one or two repairs failed and either we discover it or the client calls. What we do in this situation is a remedial repair, which by definition is warranty repair.
+The most common way an Opportunity is created is through the successful outcome of our marketing and sales efforts.  In other words, the Opportunity is created when the client accepts our offer of a proposal.  Remember, all Opportunities require an RPH, you will need to create one if there is not an active RPH.
 =Opportunity types=

@@ Line 15: / Line 15: @@
 Opportunities are always nested under either a Lead or an Account. It is possible to have more than one opportunity under Lead if none of the opportunities ever result in a sale. Otherwise as soon there is a sale, the Lead is converted to an Account.
-Further no Lead or Account can have 2 opportunities opened at the same time, because what an opportunity is by definition is a recommendations for one or more repairs.
+Further, no Lead or Account can have 2 opportunities opened at the same time, because what an opportunity is by definition is a recommendation for one or more repair.
 =How is it generated?=

@@ Line 1: / Line 1: @@
 =An Introduction=
-Let us remember that opportunities are generated once the Lead has been created and accepted to get a proposal from Porthole Repair. And it is required to have at least one opened RPH created, for the lead or account before proceeding with the Opportunity creation.
+Opportunities are generated when a Lead or Account requests a proposal from Pothole Repair.  Whether in a Lead or Account, all Opportunities require an RPH either exist or first be created.
 As all sales professionals understand, a small number of prospects and clients will be motivated enough to follow up with the company and sign the contract in a timely fashion. It is our job to make life easier for our clients, so we do not just send quotes to file and forget about them. Potholes do not fix themselves; they just grow larger and become more expensive to repair. Our clients are very busy and manage multiple projects at many properties, so we stay on top of our opportunities and help them avoid bigger problems.

← Older revision		Revision as of 11:55, 14 January 2021
Line 502:		Line 502:
	* Sometimes it is closed because there is no damage, typically this is with PARC agreements in their second or third visit.		* Sometimes it is closed because there is no damage, typically this is with PARC agreements in their second or third visit.
	* Sometimes it could be closed because the opportunity expired, usually this happens after 60 days without having an answer from the customer.		* Sometimes it could be closed because the opportunity expired, usually this happens after 60 days without having an answer from the customer.
		+
		+	=Quick Access=
		+
		+	*[[RPH]]
		+	*[[Lead]]
		+	*[[Accounts]]
		+	*[[Contacts]]
		+	*[[Dispatch]]
		+	*[[Invoices and Payroll]]
		+	*[[External Portals]]
		+	*[[Mobile_applications\|Mobile applications]]
		+	*[[Back-end Processes]]

@@ Line 253: / Line 253: @@
 * Reset grid: erases all items
 * Re-assign images
-* Add PARC item
+* Add [[Accounts#PARC_Agreement|PARC]] item
 * Reorder items: sorts potholes by number
 * Reorder items: resets pothole number

@@ Line 153: / Line 153: @@
 This triggers a validation within the system to check there is an opened RPH for the Lead/ Account.
-If there is not an RPH created for the Lead/ Account, then the system will ask the user to proceed to open a new one. In which case the user needs to fill the RPH creation form, explained in previous sections of this wiki.
+If there is not an RPH created for the Lead/ Account, then the system will ask the user to proceed to open a new one. In which case the user needs to fill the [[RPH#Manual_RPH_creation_.28through_CRM.29|RPH creation form]], explained in previous sections of this wiki.
 If the RPH already exists, then the user will be redirected to the Opportunity creation form.