SALES-09b » Opportunity Closure

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

Once the prospect has committed to move forward with the deal, the provider must package the final contract, negotiate terms (if appropriate), and prepare for transition to delivery.

SALES Module 09b, Opportunity Closure, includes the final update of the agreement to incorporate those elements desired by the prospect, followed by an internal review that validates technical soundness, scope of services, and compliance with company guidance for price and margins. Following negotiations, the final documents are delivered to the prospect for approval, through an online sales portal if applicable. Once approved, the sales opportunity is closed, and the initial steps for transition to delivery take place.

This module consists of the Module Overview Diagram plus 5 pages of detailed process maps personalized for your company.

Benefits
Components
  • Agreement is vetted for accuracy and compliance with company guidelines
  • Opportunity is closed properly, setting the stage for a smooth transition to delivery

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Objectives
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Prepare contact documents and review for compliance with internal policies
  • Conduct final negotiations with the prospect
  • Close the sales opportunity as a win
  • Initiate transition activities for client setup and onboarding

At the onset of this process:

  • Prospect has committed to move forward and Opportunity Stage has been set to {Committed}
  • Sales Activity has been created for preparation of contract documents

Upon completion of this process:

  • Opportunity is closed and Opportunity Status set to {Closed - Won}
  • Credit check has been completed
  • Final contract documents are posted
  • {Sales Mgr} and service management team have been notified of the closed opportunity
  • Activities have been created to begin the transition from sales to services

This process module includes these sub-processes:

  • 09b.01 Contract Preparation
  • 09b.02 Internal Review
  • 09b.03 Negotiation and Update
  • 09b.04 Opportunity Closure
  • 09b.05 Setup for Transition

These metrics and KPIs provide an indication of process performance:

  • Conversion Ratio: Lead to Closed-Won
  • Loss Ratio (# opportunities)
  • Loss Ratio ($ value)
  • Sales Cycle Time
  • Sales ROI
  • Stale Opportunities
  • Win Ratio (# opportunities)
  • Win Ratio ($ value)

Process Overview Diagram