Lead & Opportunity

Capture inbound and outbound leads as Business Lead records in IFS Cloud CRM, storing lead company, contacts and addresses, then nurture them through a configurable lead qualification process. A default qualification process is retrieved when the lead is created and guides marketing and sales through the qualification stages until the lead is ready to convert.

Convert a qualified Business Lead into a prospect or customer account and generate a Business Opportunity in IFS Cloud CRM. During conversion a new account is created (or the lead is merged to an existing account) and a new opportunity, and optionally an activity, is created for that account.

Create and manage Business Opportunities in IFS Cloud CRM as the pre-step to quotations and orders, capturing representatives, contacts, opportunity lines, competitors and probability. A configurable CRM (opportunity) process guides the sales rep through stages such as Qualify, Propose, Negotiate and Close, with pipeline visibility via the Business Opportunity Pipeline Chart.

Generate a Sales Quotation from a Business Opportunity in IFS Cloud, carrying opportunity header and line data into a planned quotation. The quotation is typically produced during the Propose stage of the CRM process and can require sales-manager approval before being sent to the customer.

Plan and execute Business Activities (calls, meetings, tasks) against leads, accounts and opportunities in IFS Cloud CRM. Activities are frequently generated automatically from CRM process stage actions, and completing or creating an activity can auto-complete the linked process action.

Close Business Opportunities as won or lost in IFS Cloud CRM, capturing the winning competitor and loss reason (or win reason) for lost/won deals. Closed outcomes and lost values feed the Business Opportunity Pipeline Chart and win-rate reporting for sales performance analysis.

Screens inbound construction enquiries, framework call-offs and public tender notices in IFS Cloud so only opportunities that match the contractor capability, capacity and risk appetite consume estimating effort. The opportunity is registered against the Customer with indicative value, intended contract form and tender return date, tender documents are held in Document Management, and a scored bid/no-bid decision is approved at the right delegated authority before a Sales Quotation is raised. Declined opportunities are closed with a coded reason so win-rate and pipeline analytics stay usable.