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An Opportunity is a sale in front of your company. Open Opportunities in CRM’s Pipeline group to see them all in one table, or open one to read it in the record panel. See Record panel and attachments.

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Stages

An Opportunity is always at one stage. A new one starts at Qualified. Entering a stage sets the Opportunity’s probability and forecast category to the stage’s starting values. You can set your own figure on an opportunity, and it holds until the stage next changes. No bid is its own outcome, so it never counts against your win rate. An Opportunity that has sat at an open stage for longer than usual is marked as late. By default that is 30 days at Qualified, 21 at Proposal and 14 at Negotiation, and an Admin can change them.

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What an Opportunity holds

The record panel leads with the key facts: Opportunity value, Expected close, Owner, Company, Contact and Probability. Weighted opportunity value is worked out from the value and the probability, so you do not type it. Other fields, such as Lead source and Forecast category, are available under Show more fields or as table columns. The table shows Opportunity, Company, Stage, Opportunity value, Weighted value, Expected close, Owner and Next action. The next action is the earliest-due open Action that follows the Opportunity, so finishing it moves on to the next. See Actions. People involved lists the Contacts with a stake in the opportunity and the role each plays, for example Budget holder, Technical reviewer, Procurement contact, Decision-maker or Day-to-day contact.

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Win, lose or pass

At the top of the panel, choose Mark won or Mark lost. A Lost or No bid Opportunity needs its Win / loss reason. Marking one won offers the Awarded value and the reason it was won, and you can leave either empty. A closed Opportunity with no reason reads Not recorded in the reason charts. Closed Opportunities also show Competitor / winner, Our interpretation and Client-stated feedback. Choose Reopen to put a closed Opportunity back at the open stage it left. A won Opportunity offers Create project. It opens the New project dialog prefilled from the Opportunity and links the two. Nothing is created until you confirm.

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Leads

Opportunities often start as Leads. See the CRM overview for how a Lead is converted.