Opportunity

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.

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.

This module has the tools to provide consistent and professional follow up as necessary to produce consistent sales revenue.

A definition

An opportunity is a specifically defined number and scope of repairs that the client can either authorized or not.

There is no significant difference between a quote and an opportunity.

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.

How is it generated?

There are a number of ways an opportunity can be generated.

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 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. In order to have a warranty repair you first have to have a repair that the client bought and paid for. So we need to go back to the original opportunity and create a new remedial repair and re-open the opportunity excluding those portholes that don’t need any fixing.

A more normal path for creating an opportunity is as a result of the marketing campaign efforts, in other words when the sales process is successful, and the client accepts our proposal.

At this stage an RPH must be created, if it hasn’t been already created. This is a requirement of the system, no opportunity can be created unless there was an open RPH linked to the Lead or Account that opportunity is going to be created for.