Index
Negotiations generate several proposals before one decision. Counting files as opportunities makes conversion depend on how salespeople work. Analytical scope must distinguish deals, revisions and acceptance events.
Choose the operating model before requesting a quote
Compare opportunity conversion with analysis of revisions produced. Conversion tracks commercial decisions; revisions reveal effort and scope changes. Both can help, but need different denominators and must not share identical report labels.
Version relationships allow effort measurement without inflating opportunities. Technical revisions can precede pricing discussions and do not represent commercial rejection. Preserve change reasons and final versions, giving managers separate views of prepared work and decided purchases rather than treating every generated proposal file as another independent sales opportunity.
Requirements to include in the proposal
- Separate opportunity grain from records of individual document revisions
- Link acceptance to the confirmed version and commercial decision
- Explain denominators before comparing proposal periods or different salespeople
An acceptance test for this specific purchase
Use a hypothetical deal with three revisions and one acceptance. Show one decided opportunity, its accepted revision and three revision tasks if that is the agreed definition, rather than treating previous versions as independent lost negotiations.
Reference for assessing scope
Official documentation for evaluating this scope
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Bring Quantum9 the current process and an anonymized example of this issue. Discovery compares available configuration with necessary development and defines a scope your operations team can actually verify.