Opportunity Create to Verify Process

Create a new Opportunity

1) A new Opportunity can be created on either an Owner or Designer Account. An Opportunity cannot be created on a
Contractor Account. The winning Contractor can be joined to the opportunity later as a Participant.

 Best Practice: Open the Owner or Designer account and click on Related – then click New from the
Opportunities section

NOTE: When creating an opportunity from an Owner Account, there are two additional options.

 Search for the Primary Work Location for your opportunity. Find the Account Location, Open it and use the
Opportunity Quick create to create your new opportunity.
Note: Make sure the location you choose is attached to the Owner Account that you want to use. The Owner
Account and Account Location will automatically populate when Add Quick Opportunity is choosen. When
using the Add Quick Opportunity your defaulted Contract & Sales Type and Primary Line of Business with
automatically populate in Opportunity creation.
Steps to update Primary Line of Business and Contract & Sales Type on Salesforce User Record

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*The Add Quick Opportunity will be useful for NxGen Opportunities because you can create the Opportunity
on the Account Location (Site Account in NxGen) and that will automatically populate in the Opportunity.

 Search for the Bill To/ERP for your opportunity. Open it and use the Opportunity Quick create to create your
new opportunity. Make sure the Bill To/ERP you choose is attached to the Owner Account that you want to
use. The Owner Account and Bill To/ERP will automatically populate when you use Add Quick Opportunity.

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2) Choose the appropriate Opportunity Type and click Next.

Standard Opportunity – is an opportunity that has one Domain and one Contract & Sales Type.
Opportunity Grouping -
• Available feature to link/associate multiple standard opportunities that are related to the same
event/project. Useful when multiple opportunities related to a project cross Domains, Contract & Sales
Types, or have different Close Dates.
• Benefits – can Chatter at the Grouping level. Can create a single Opportunity Plan at the Group level.
NOTE: This does not replace the HVAC Master Contract. That will continue as it is today.

3) Complete the required fields and Save.

NOTE: Margin % is now required on Opportunity Creation

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Defaults based on
the opportunity
creator.

Defaults based
on the stage.

4) Move the Opportunity through the early sales stages as appropriate through Discover. Enter Products as soon as they
are known.

NOTE: The Probability % automatically updates as the opportunity changes stages, but can be overwritten.

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5) In order to save in Verify stage or beyond while Active, review and complete the following fields: Products, Building
Owner and Primary Work Location.

Open the Opportunity and go to the Related tab and edit Building Owner Participant to add the Primary Work
Location.

NOTE: If you created the opportunity from an Owner Account, the Building Owner will already be joined.
Instructions to search and add a Primary Work Location, if the Location you need does not show up in the search results, will
be included at the end of this document.

On the Related tab, scroll down and add Products.

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Move to Verify stage and Save.

Note: once you have successfully saved in Verify or beyond, a new related Quote object is created. Your Products and
$ amounts must be updated from the Quote object from this point on.

Searching for Locations

What if you don’t see the location you need in the Primary Work Location field?

1. On the Details tab, go to the Building Owner and Primary Work Location fields. Click on the Building Owner field to
open the Account.

2. On the Details tab, scroll down to the Account Locations section and ‘View All’ to see all Account Locations for the
Account. If the location for the opportunity is not listed, click on New.

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3. Start typing the Address of the location in the Google Search, choose the result that you need and click Validate. A
process is run against Pitney Bowes to find valid address matches.

4. Pitney Bowes returns valid result(s). Click in the Radial button next to the result you want and click Search for
Duplicates. This action searches the existing Location records in the SFDC database for a possible match.

5. If the Location record already exists in the database, it will say Associated to other Accounts. Select it and Associate
Selected Location. Note: it is correct and acceptable to have the same location record associated to multiple Owner
accounts.

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6. If the address does not already exist in the SFDC database, click Create New Location.

7. Populate the Vertical Market and Vertical Sub-Market and click Save. This adds the location under the Account
Locations related list on your Account.

8. You can now go back to your opportunity and link in this new account location record to the Primary Work Location
field in the Opportunity Participants section.

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Adding Contract & Sales Type and Primary Line of Business

Users can now update their default Contract & Sales Type and Primary LOB within Salesforce. After updating these – if a
Quick Opportunity is created from an Account Location or an ERP Account the Contract & Sales Type and Primary Line of
Business will automatically populate.

1. Click the circular picture in the upper right side of the screen and then click Settings.

2. Select Advanced User Details.

3. Click Edit.

4. Scroll down to the Additional Information Section and update Primary Line of Business and Sales and Contract Type
that reflect the most common type of selling you do. Then Click Save at the bottom of the page.

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