IMMEDIATE GOAL:
To gain the initial interest of the customer towards our products and services.


STEPS:
IDENTIFICATION PHASE

1) Find the opportunity
The sales opportunities will be obtained via the following methods: cold calling, BidSource, vendor day meetings, AZFACTS, company web site, web sites set up by government entities for the purpose of requesting bids and chamber of commerce leads. An entry is made in the Sales Tracking Tool for the purpose of creating a lead database. A lead number is assigned.

2) Pre-Qualify the opportunity
Research on the customer must be performed prior to setting the initial call with the customer. Sources for obtaining information include web sites, better business bureau, corporation commission and by requesting an annual report from the company itself.


QUALIFICATION PHASE

1) Define Customer's Needs
The validity of the lead needs to be established. A meeting or series of meetings will be set up to gather the facts from the customer. Once the issues are identified they need to be prioritized and reviewed by the customer to ensure the accuracy of the information. This is part of developing the high level requirements which will be documented using the Requirements Management Tool.
Determine the time frame for the need. Is the product or service needed this year, this quarter or this month.

2) Complete Checklist and Forms
The sales person needs to follow the Sales Opportunity checklist during the process of qualifying a customer. The sales person also needs to ensure that the customer fills out the appropriate project form.

3) Communicate with the Expert
The sales representative should seek the assistance of the appropriate individual in the organization in the process of qualifying a lead. All information should be made available to the company expert prior to engaging the customer.

4) Resource Allocation
The sales representative needs to contact the resource manager to ensure that the appropriate resources are set aside to handle the task at hand.

5) Engagement or disengagement plan
The sales representative along with the resource manager and the president will examine all the information collected and determine if the opportunity should be pursued. The decision will be made based on factors such as: profitability, risks, deliverables, expenses and any special terms and conditions. If the decision is made to engage the opportunity, the lead will be converted to a valid-lead in the Sales Tracking Tool. A valid lead number is issued.


PROPOSAL PHASE

1) List Specific Requirements
The sales representative, with assistance of the appropriate personnel, will produce the necessary recommendations for a solution. The team will verify that the solution meets the high level requirements captured in the Requirements Management Tool.

2) List Acceptance Criterion
The sales representative will ensure that the customer acceptance criteria for each deliverable is clear and concise.

3) Generate Draft SOW
The account executive will gather all information and generate a SOW. This statement will include all products and services delivered.

4) Obtain Product/Service Quote
The account executive will obtain a quote for all services and products provided. This quote is to include any subcontract work needed.

5) Position Additional Service
The account executive will make sure that if services beyond the scope of the original requirements are needed the customer is made aware of them. Sometimes the customer does not realize that the company can provide services beyond what was originally planned.

6) Complete Final SOW
The SOW is completed including all finances.

7) Write Proposal
The account executive will review all material, write a proposal and get it ready to be presented to the customer. A checklist will be followed to ensure all the proposal components are present.

8) Approve Proposal
The president will review the proposal and approve its presentation to the customer.

9) Write/Sign Cover Letter
Each proposal will contain a cover letter providing an executive overview of the proposed solution.


CONTRACT PHASE

1) Negotiate Details
The account executive is the negotiator between the customer and the company. All changes to prices and deliverables will go through the account executive.

2) Document Final Agreement
The account executive generates the final agreement. The account executive is responsible for documenting any changes that have been discussed and agreed to by the customer and the company.

3) Customer Signs Agreement
The account executive must ensure that the proper representative from the customer signs the final agreement.

5) Customer Produces Purchase Order
The account executive must verify that a purchase order has been issued and delivered to the company before allowing any work to start. The valid-lead is converted to a Project in the Sales Tracking Tool.


CERTIFICATION PHASE

1) Sales to Project Management Handoff
The account executive will make sure that all items listed in the Sales-to-Project Management checklist are completed and handed over to the project management area. The han doff will take place in the form of a meeting. Both account executive and project manager must approve the transfer.

2) Project Development
The project manager is responsible for the tracking and delivery of the project.

3) Book Business
The project manager is responsible for booking the business into the forecasting and accounting system. Also, the project manager must create a project in the Project Tracking Tool enabling the use of all other tools on the project.