Deals and Opportunities
The article contains:
- What a deal is utilized for
- Opportunities
- How to create Opportunities from quotes
- Assign multiple quotes to an Opportunity
- Additional examples of use cases for deals
Deals
The Deals module allows an operation to track sales opportunities. Deals allow an operation to designate whether a General, Aircraft or Job Card deal was won, lost or cancelled. If won, the entire deal is designated won. If lost, a deal status reason list is customizable by the operation and reasons can be specified why the opportunity was lost. Tracking the stage of the deal, where the deal came from (lead source), expected close date, amount of potential deal, and any applicable campaign codes.
An additional deal type named “Opportunity” has these same features and more as outlined below.
Opportunities
Deals with itineraries are the Deal Type of “Opportunity”. This can be filtered by on the Deal search page by Deal Type. Opportunities can be created by: API, an Avinode RFQ, manually created, or the Portside Customer Portal, which are captured as Lead Sources, or manually as described below.
- Users may create Opportunity Deals manually in the Avianis UI from the Deal Search page via the ‘Create Opportunity’ button. This is separate from the ‘Create Deal’ button as it has additional values, like the full itinerary. Optionally, select a tail or a fleet that is being requested for faster quote and trip creation.
- When creating a new Deal from an existing Quote, it will now create an Opportunity with the itinerary and populate all appropriate fields automatically.
- Opportunities have a status of ‘New’. Opportunities created from the API or the Avinode integration will start in 'New' status. This will allow for distinction between records that have not yet been reviewed and those that are currently being worked, which would be the 'Open' status.
- Opportunities created from a Quote or manually will start in 'Open' status as its assumed that they are begin created to being working. However, these can always be set back to 'New', if desired.
- Changed the date select control to a calendar picker for both the Departure Date and the Expected Close Date.
See Configure Avinode and View and create Avinode requests articles for more information on how Opportunities are used for this integration.
'Create Opportunity' option from the Deal Search page
Create Opportunity modal
From the opportunity, you can create Quotes, Trips, add tasks, Files, etc.
Create an Opportunity from a quote
- Create a quote
- Click on the "Create" button in the Opportunity widget
3. A new Opportunity will now be associated with your quote including the Status (New, Open, Won, Lost and Cancel), Opportunity Number and Itinerary, Stage (Dropdown selection managed in My Company > Global Settings > CRM > Deal Stages) , the person who created the opportunity, Amount of the Quote, Lead Source (Dropdown selection managed in My Company > Global Settings > CRM > Lead Sources), Expected Close Date (defaults to the day created), and Campaign Code (Free Text). You can make changes to these various items within the Opportunity for tracking purposes.
Multiple quotes for one Opportunity
1. Copy an existing quote that already has an opportunity associated with it.
2. Once the quote is copied you can change any/all applicable fields. One example of this is when a customer requests the same itinerary in three different aircraft, or multiple brokers for the same itinerary. The new quote that is generated is automatically linked to the same deal.
3. The Opportunity can then be marked as Open, Won, Lost, or Canceled. If a deal is marked as "Lost" a deal status reason can be entered. This list is customizable by the operation and reasons can be specified why the opportunity was lost. To customize the deal status reason proceed to My Company > Global Settings > CRM > Deal Status Reasons.
Additional Use Cases for Opportunities
A few examples of use cases that are outside the standard shown above:
- Using Opportunities to Track and Report Owner Approvals. Below is an example of how it could be utilized; however, there are many variations.
1. The quote is accepted by the customer
2. An Opportunity is Created from the Quote
3. Stage is selected as Owner Approval (you can add/edit the Stage options from My Company > Global Settings>CRM>Deal Stages)
4. Quote is then shared with the owner and the Deal within the Quote is moved to Won, Lost, or Cancel. You can decide how/what you want these to mean.
5. If the Owner does not approve, simply choose Lost or Cancel and give the reason (which could simply be NOT APPROVED BY OWNER). You can add/edit the Stage options from My Company > Global Settings>CRM>Deal Status Reasons.
6. If Approved, Change the Stage to Approved, Won, etc.
7. Book the Quote
- Using Deals to track additional Feasibility Status using State:
1. Create a Stage such as “Reviewing Feasibility” while you review the specifics of the trip, check for crew, etc.
2. Once this has been completed, change the Stage to Feasibility Confirmed
3. This can be used to view/filter quotes on the Quotes Search Page to locate those quotes that might need crew scheduling or operations to review.
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