Lead management, opportunity pipeline, bid/no-bid decisions, tender tracking, bid submissions, EMD management, and client relationship.
CRM module manages the pre-contract business development cycle. Leads are captured from multiple sources, qualified into opportunities, and evaluated through bid/no-bid committee decisions. Approved bids flow through tender calendar tracking, document preparation, pricing, and submission. EMD (Earnest Money Deposit) tracked per bid. Won bids convert to projects. Pipeline analytics provide revenue forecasting.
| Status | Description | Allowed Actions | Next States |
|---|---|---|---|
| New Lead | Lead captured, not yet qualified | Qualify, Discard | Qualified |
| Qualified | Lead assessed as viable opportunity | Create Opportunity | Opportunity |
| Bid Decision | Committee reviewing bid/no-bid | Approve Bid, Decline | Bidding |
| Bidding | Bid document being prepared | Submit, Withdraw | Submitted |
| Won | Bid won, contract to be signed | Create Project | Converted |
| Lost | Bid unsuccessful | Analyze, Archive | — |
lead_id — PKsource — advertisement | referral | portal | walk_inclient_name, project_name, estimated_value — Lead detailslead_owner_id — FK → admin.userstatus, priority — Lifecycle and urgencyopportunity_id — PKlead_id — FK → crm.leadopportunity_value, win_probability — Revenue forecast inputsexpected_close_date — Pipeline datestage — prospecting | proposal | negotiation | closingdecision_id — PKopportunity_id — FK → crm.crm_opportunitydecision — bid | no_bid | conditionalcommittee_members, risk_assessment — Decision detailsapproved_by, decision_date — Authorizationsubmission_id — PKopportunity_id — FK → crm.crm_opportunitytender_ref, submission_date, opening_date — Tender detailstechnical_score, financial_score — Evaluation resultsemd_amount, emd_status — EMD trackingresult — won | lost | under_evaluationLeads captured from tender portals, client referrals, newspaper ads, and business development meetings. Enriched with client details, project scope, and estimated value.
Leads assessed for alignment with company capabilities, geography, and strategy. Qualified leads become opportunities with value and probability estimates.
Committee reviews opportunity using checklist — technical capability, resource availability, competition, risk level, margin potential. Decision recorded with rationale.
Estimation team prepares technical and commercial bid. BOQ pricing, method statement, schedule, and team composition. Internal review before submission.
Bid submitted per tender requirements. EMD deposited. Track opening date, evaluation status, competitor analysis. Won bids trigger project creation.
SELECT o.stage, COUNT(*) AS opportunity_count, SUM(o.opportunity_value) AS total_value, SUM(o.opportunity_value * o.win_probability / 100) AS weighted_value FROM crm.crm_opportunity o WHERE o.status = 'Active' GROUP BY o.stage ORDER BY weighted_value DESC;