Congratulations on your new inbound opportunity! Some customers may submit their RFP via email. We always should encourage our clients to enter RFP’s through our web form located here at this link. Submitting RFP’s via web form will always ensure the information is accurately being entered from the client.
Step 1 – Assignment
The sales management or inside sales team will assign you the opportunity once it has been received. Please note, it is important that you log calls and emails in Salesforce so the team knows who has been actively working the account to assign the opportunity to.
Step 2 – Update the Opportunity Name
Update “Opportunity Name” to CLIENT – PROJECT NAME (one or two words). Please refrain from using a street address as the project name. If the opportunity is for a pull out test only, include (POT) after project name. Opportunity name would read CLIENT – PROJECT NAME (POT).
Step 3 – Update the Project Name
Update “Project Name” to match “Opportunity Name”.
Step 4 – Set the Account Name
Look for the “Account Name” field and click on the magnifying glass to find and associate the opportunity to an account.
Step 5 – Update the Opportunity Record Type
Choose the Opportunity Record Type to reflect what type of opportunity this is. It is extremely important you do this as it drives other functionality for other departments.
Step 6 – Set the Close Date
“Close Date” will always be (10) weeks prior to expected start date for any site 10 MW or less. Any project that is 11 MW or more, “Close Date” should always be (12) weeks prior to expected start date. There may be instances when the start date doesn’t allow the typical (10) week lead time. If start date is accelerated, indicate the expected “Close Date.”
Step 7 – Set the Stage
Update “Stage” to reflect current status of opportunity. “Stage” is used internally and externally for forecasting material and construction resources. Ensure that your stages are always up to date as the project progresses. Reference the related Choosing a Correct Stage article found in connect.
Step 8 – Update the Next Steps section
Before saving, update “Next Step” under the ‘Sales Execution’ section of the opportunity to read: “Send to Client.”
Step 10 – Update Project Location
Update the “Project Location” to reflect correct site address. It is important to use Google Maps to determine if you can find the specific address on the map that the customer provided. If not, latitude and longitude will be required.
Step 11 – Set Single/Multi Bid
If no other EPCs or companies are bidding this project, set the Single/Multi Bid field to “Unique Project”
If this project is being bid by multiple EPCs/Companies, follow these rules for setting Single/Multi Bid:
Primary Opportunity should be set for the business most likely to win the bid.
Secondary Opportunity should be set for other bidders on this opportunity.
Step 12 – Completion
Upon completion of construction, the Project Manager will add the actual project cost to the Actual folder.
Step 13 – Confirm Client Specifications
Confirm “Client Specifications” are complete and accurate: Tilt Angle, Exposure Category, Wind Load, Snow Load, IBC Code, Front Panel Clearance, Panel Orientation, Inverter String Size, Soil Type & Topography.