The process begins from identifying a potential target and following it completely through the sales cycle until it becomes closed business and, ultimately, a job.
CMiC Approach to Job Initiation:
- Target market identified
- Client/project flagged as target (opportunity is already in the system)
- Opportunity attributed to annual sales plan. Opportunity constantly updated as it develops
- Contract form is generated as part of the proposal and is sent to appropriate parties for review and approval
- Once proposal completed and approved, can be submitted to the Owner to await Notice of Award
- When proposal is granted by Owner, the opportunity can then progress into either a Bid Job, or a full construction job by assigning it a Bid Job ID or a Job ID, respectively
- Bid Job or Job can be viewed in the CMiC Project Controls system and the contract can be executed once the Contract Agreement is created, reviewed, and approved
Advantages:Business Development can create and track leads with
CMiC CRM. Once the lead becomes an opportunity, a proposal can be generated and either a Bid Job can be created or the proposal can become an executable project after awarded by the Owner.
Major Efficiency Improvements:
- Reduced time needed for revenue projections maintenance
- Reduced time needed for job setup
- CMiC provides revenue spreading by length of project functionality
- CMiC provides a single contact database that allows for contact management
- Elimination of multiple data entry points between systems
- Reduced interdependency between business units by increasing knowledge sharing
- Elimination of the risk of losing key information stored in 3rd party systems
