Translate the customer's need into a technically viable, commercially sound, and order-driven proposal.
Proposal management enables the consolidation of product or service selection, configuration, pricing, discounts, delivery, payment, and validity terms into a single commercial document.
The offer must be based on the need in the sales opportunity and validated by the company's cost, margin, inventory, capacity, and authorization policies.
Proposal lifecycle
Generating proposals based on opportunity and customer need.
Product, service, kit, or configuration selection
Price, discount, tax and expense calculation.
Stock, capacity and delivery assessment
Obtaining internal technical and commercial approvals.
Sending the offer to the customer
Revision and negotiation
Acceptance, rejection, or expiration date.
Converting the accepted offer into a contract or order.
Proposal content
Customer and opportunity information
Products, services, scope, and quantities
Prices, discounts, promotions, and totals.
Delivery schedule and scope of service
Payment, maturity and financing terms
Validity date
Technical documents and appendices
Revision and approval history
Revision management
Each revision should be stored with its differences from the previous version; it should be clear to the customer which version was sent and which version was accepted.
From quotation to order conversion
The accepted conditions must be transferred to the order without re-entering data, and their validity must be checked against the current stock during the conversion process.
Use the offer not as a static document prepared by the sales representative, but as a traceable business object that manages the rules, approvals, and revisions between the opportunity and the order.