Negotiate and Accept Order, Owner

The client has indicated the intent to purchase services according to the proposal. Any open issues with the content of the proposal are resolved. A final proposal may be re-issued. Following agreement of the work, the following is performed (not all apply in the case of scheduled training courses):

• Agree Terms and Conditions
• Negotiate Final Price with Client
• record any issues and track to closure as required.
• Place the proposal under change control - re-issue if required
• Review the client requirements against the Proposal Content and resolve differences
• When a client has given verbal approval, raise opportunity status to ‘work scheduled, awaiting purchase order’ and move the proposal from the ‘working proposal’ folder to ‘proposals’ folder
• Accept the client authorisation and file
• Receive client purchase order and update opportunity status to ‘order received’

Though this activity is complete when the client purchase order has been accepted, work on subsequent activities may begin based upon a Letter, or FAX on Client Letterhead, or e-mail indicating an intent to purchase.

Should the opportunity be lost at this stage, change the status to lost, indicate why the opportunity was lost in the closure information and release any resources that may have been ready to start work on the contract.

• Contract Pricing Finalised (Approved Oppty)
• Proposal agreed and Client Purchase Order / Contract (Authorisation) Accepted

• Template Links
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• PMGT_FRM002 Issue Management

• Lost opportunities

Contract Management

• Reference 1
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