Opportunities And Estimates

Mountz - Opportunity and Estimate Program

I. Standards A.Opportunities 1. When to create and use an Opportunity a) “Deal” is $7,500 or greater b) Long gestation period for project c) Project could require multiple Estimates d) Project could require several Estimates in an ”either/or” scenario e) Always used with the plan of ultimately issuing an Estimate

Mountz - Opportunity and Estimate Program

2. How to use an Opportunity a) Complete the “header” information (1)Create “Title” after all other data fields are created so that maximum amount of consideration can be given to an appropriate title of opportunity (2)Department - enter “Sales - US” or verify already entered (3)Class - enter “US Sales and Operations” or verify already entered (4)Location - Select “AL Trade - Stocking Warehouse” or verify already entered (5)Status - Choose most appropriate value (a)Closed Lost (b)Qualified (c) TMP Participant (d)Closed Won (e)Estimate Won - closed manually (6)Probability - will be automatically assigned from value chosen in the Status data field (7)Date Created - will default to current date (8)Expected Close - enter expected close date (9)Forecast Type - Choose Most Likely (10)Projected Total - Enter a value for the expected amount of the Opportunity (11)Action Item - Enter the very next step to facilitate the opportunity to success

Mountz - Opportunity and Estimate Program

b) Support Tabs - enter all necessary information as required c) Estimate - When prepared to issue an Estimate (1)Click on Estimate tab (2)Click on New Estimate button (3)Complete the required data fields in the Header (a)Forecast Type - select Most Likely (b)Exp. Close date - enter expected close date for the Estimate (4)Enter all items to be included on the Estimate (5)Save Estimate d) Return to the Opportunity (1)Click on the Edit button (2)Select the Estimates tab (3)Ensure Most Likely is selected for the Forecast Type (4)Click on the Update Projected button (5)Save Opportunity e) Upon completion of the “Deal” (1)If Estimate was converted into a Sales Order (a)Select and Edit Opportunity (b)Close Opportunity by selecting “Closed Won” in the Status data field

Mountz - Opportunity and Estimate Program

(2)If Estimate was not converted into a Sales Order but Sales Order was generated (a)Select and Edit Estimate i) Change Status to “Estimate Won - closed manually” (b)Select and Edit Opportunity (c) Close Opportunity by selecting “Closed Won” in the Status data field (3)If Estimate was lost (a)Select and Edit Estimate i) Change Status to Closed - Lost ii) Enter appropriate reason in the Reason Lost data field (b)Select and Edit Opportunity i) Close Opportunity by selecting “Closed Lost” in the Status data field B.Estimates 1. When to create and use an Estimate a) For any product offerings as required by customer b) For all product offerings greater than $250 2. How to use an Estimate a) See Item 2c above b) Upon receiving a sale from the Estimate (1)If sale is converted to a Sales Order - nothing additional is required by user

Mountz - Opportunity and Estimate Program

(2)If sale is not converted from Estimate (a)Select and edit Estimate (b)Change the Status data field to Estimate Won - closed manually” c) Upon a “No Sale” (1)Select and edit Estimate (2)Change the Status data field to “Closed - Lost” (3)Enter appropriate reason in the Reason Lost data field

Mountz - Opportunity and Estimate Program

II. Reports A.Opportunities 1. Open Status a) Total Open Opportunities Summary b) Total Open Opportunities Detail 2. To Close Status a) Opportunities to Close Summary b) Opportunities to Close Detail 3. Won Status a) Opportunities Won 4. Lost Status a) Opportunities Lost 5. Big Deal Status a) Opportunities $7.5K - Open b) Opportunities $7.5K - Won c) Opportunities $7.5K - Lost d) Opportunities $7.5K - Total B.Estimates 1. Open Status a) Total Open Estimates 2. To Close Status a) Estimates to Close 3. Various a) Estimates Lost b) Estimates Won c) Estimates Created Last Week d) Estimates Created Yesterday