Please find a description of all of the milestones concerning Sales:
Step 1 – Inbound Opportunity
The customer should be instructed to fill out a Request for Quote by navigating to our website and clicking on the “Quote” link in the top navigation.
It is imperative that the customer fill this form out because there are important design specifications that will greatly impact the cost of the project and structural integrity. Therefore, the customer shall fill this out otherwise the responsibility for incorrect entries would be attributable to the party submitting.
Step 2 – Price Book Pricing
Sales will review the opportunity to ensure all information has been completed. Additionally, you should reach out to the customer to discuss the opportunity and learn more about timing and closing sign indicators.
Create a Quote on the Opportunity and set the status to Needs Price Book Pricing.
Step 3 – Engineering Receives Costing Request
Engineering will receive a request based on the last quote and provide an estimate for TerraSmart estimating team.
Step 4 – Engineering Estimator Creates Costing Sheet
The engineering estimator will upload a costing sheet into the Estimating Section of the quote. The estimator will also fill in the base costs in the estimating section.
Step 5 – Engineering Estimator sends to Sales Estimator
The Engineering Estimator will set the quote to “Pending Approval” to send the quote to the Sales Estimator, notifying him/her that the costing sheet is ready for review.
Step 6 – All Cost Sheets Uploaded
All cost sheets (material, construction, and logistics) must be uploaded into Salesforce under the Quote and Opportunity.
Step 7 – Engineering Package Requested (see related article here)
Once an engineering package is requested, Engineering & Purchasing must review the original costing sheet. The following items should be checked during this meeting:
- Number of parts
- Price for each piece of material is consistent with current inventory and quotes from vendors
- Identify if some parts of the system can be changed slightly to utilize existing inventory
[ht_message mstyle=”alert” title=”Material Price Changes” show_icon=”true” id=”” class=”” style=”” ]If there are changes to the material price that will affect the overall price of the quote, the Estimator must be informed.[/ht_message]
Step 8 – Estimator Determines if revised quote needs to be created
Step 9 – Engineering & Purchasing confirm material type
Once Engineering & Purchasing confirm material type and price points, the engineering package process can commence to the next step.
Step 10 – Engineering Approved by Customer
Once client approves engineering, the Estimator must be notified. The final cost sheet and BOM will be pulled from the TS Costing Folder and a new folder under the latest quote version needs to be created inside the Gross Project Margin Folder on Dropbox.
Step 11 – Gross Project Margin Folder Creation
Within the Gross Project Margin Folder under the final quote number, create another folder reflecting “Actual.” Once project materials are ordered, the Purchasing Manager will put the actual cost of material in the Actual Folder.
Step 12 – Completion
Upon completion of construction, the Project Manager will add the actual project cost to the Actual folder.
Step 13 – Review Meeting
A review meeting will be scheduled to review the cost on the project once all final costs are entered into the Actual folder.