The CRM module in Fabritec provides a structured workspace for managing commercial opportunities from the first customer enquiry through quotation, negotiation, award, loss, or cancellation.

Instead of tracking opportunities through spreadsheets, emails, and disconnected follow-up lists, the CRM connects each enquiry with its:

Customer or prospect

Main contact

Project name and scope

Commercial value

Estimated cost and gross profit

Sales probability

Expected award and delivery dates

Sales Owner and Estimator

Competitors

Tasks, notes, and attachments

Final commercial outcome

The Sales CRM helps sales, estimating, management, project, planning, and production teams work from the same commercial information.

It also creates a direct connection between the commercial process and Fabritec’s operational workflow. Once an enquiry is won, it can be linked to an existing Fabritec project or converted into a new project.

📍 Where to Find Sales CRM

Navigate to:

General → CRM

The CRM menu contains the following sections:

Dashboard

Pipeline

Customers

Analytics

Settings

A New enquiry button is also available in the top navigation bar for quickly creating an opportunity.

What You Can Do in Sales CRM

Using the Sales CRM, authorized users can:

Create and manage customer enquiries

Organize opportunities through a visual sales Pipeline

Assign Sales Owners and Estimators

Record selling values and estimated costs

Calculate gross profit and profit percentage

Assign sales probabilities

Forecast expected commercial value

Track expected award and delivery dates

Record quotation dates

Add competitors and loss reasons

Attach quotations, drawings, and tender documents

Add enquiry notes and activities

Create enquiry-related tasks

Review forecast history

Import existing enquiries from Excel or CSV

Review customer-level commercial information

Analyze pipeline, win/loss, and competitor performance

Save forecast snapshots

Convert Won enquiries into Fabritec projects

Configure CRM statuses, probabilities, scopes, currencies, and numbering

CRM Sections

Dashboard

The Forecast Dashboard provides a live summary of the current commercial outlook.

It includes indicators such as:

Total Pipeline

Weighted Forecast

Secured Backlog

Active Pipeline

Pending Value

Won and Lost Value

Win Rate

Gross Profit

Gross Profit %

Open and Won Tonnage

It also includes charts that analyze pipeline value by:

Expected award date

Status

Probability

Sales Owner

Scope of Work

Win and loss outcome

Pipeline

The Pipeline is the main workspace for managing enquiries.

It supports:

Kanban view

List view

Grouping

Swimlanes

Filters

Individual enquiry review

Bulk enquiry import

Enquiries can progress through configured statuses such as:

New → Qualified → Quoted → Won

Other outcomes may include:

Hold

Lost

Cancelled

Customers

The CRM Customers page provides an account-level view of each company.

It shows information such as:

Company classification

Open enquiry count

Pipeline Value

Won Value

Total Tonnage

Last CRM Activity

Companies may be classified as:

Prospect

Customer

No Activity

Analytics

The Analytics area provides detailed commercial analysis through three tabs:

Forecast

Win / Loss

Forecast Snapshots

Use Analytics to review:

Pipeline exposure by probability

Expected award timing

Quotation activity

Win Rate

Won and Lost Value

Loss Reasons

Competitor outcomes

Changes in Total Pipeline and Weighted Forecast over time

Settings

CRM Settings control the reference data and rules used throughout the module.

They include:

General Settings

Statuses

Probabilities

Scopes of Work

Industries

Competitors

Loss Reasons

Units

Numbering

Currencies

Settings should normally be managed only by authorized CRM administrators.

How the CRM Workflow Works

A typical CRM process follows these steps:

Create or select a customer or prospect.

Create a new enquiry.

Enter the project name and requested scope.

Add commercial quantities, prices, and estimated costs.

Assign the Sales Owner and Estimator.

Select the current Status and Probability.

Enter the expected award and delivery dates.

Attach supporting tender and quotation documents.

Add notes and tasks as the opportunity progresses.

10.

Update the Status and Probability when the commercial position changes.

11.

Mark the enquiry as Won, Lost, or Cancelled.

12.

Convert or link a Won enquiry to a Fabritec project.

The Dashboard and Analytics are updated from the information recorded in enquiries.

Commercial Calculations

Fabritec automatically calculates key commercial indicators from enquiry data.

Total Amount

The total selling value of all commercial lines.

Total Amount = Sum of all Line Totals

Estimated Cost

The expected cost of delivering all commercial lines.

Estimated Cost = Sum of all Line Costs

Gross Profit Value

Also shown as GPV.

GPV = Total Amount − Estimated Cost

Gross Profit %

The expected commercial margin.

Gross Profit % = GPV ÷ Total Amount × 100

Weighted Forecast

The probability-adjusted opportunity value.

Weighted Forecast = Total Amount × Probability

Example:

Field	Value
Total Amount	USD 200,000
Probability	50%
Weighted Forecast	USD 100,000

Weighted Forecast provides a more realistic commercial outlook than the complete unweighted pipeline.

CRM Data and Reporting Currency

An enquiry can be created in any active currency configured in CRM Settings.

Examples:

USD

EGP

SAR

EUR

When Fabritec combines opportunities from different currencies, it uses the configured Base Currency for consolidated reporting.

The Base Currency and exchange-rate settings are maintained under:

CRM → Settings → Currencies

CRM Roles and Permissions

CRM access is controlled through roles.

CRM Permissions

Navigate to:

User Management → Roles

The CRM-specific permissions control which CRM pages a user can access, which enquiry actions they can perform, and how much CRM data they can view.

CRM — Provides access to the CRM module. Additional CRM permissions are still required to open specific pages or perform actions.

View CRM Dashboard — Allows the user to open the Forecast Dashboard and review the CRM KPIs and charts available within their permitted data scope.

View CRM Pipeline — Allows the user to open the Pipeline and view enquiries in Kanban or List format.

Create and Edit Own Enquiries — Allows the user to create new enquiries and edit enquiries assigned to or owned by them.

Edit All Enquiries — Allows the user to edit enquiries owned by other users, subject to their CRM data visibility.

Change Enquiry Status — Allows the user to move enquiries between configured statuses, including progression through active stages and final outcomes such as Won or Lost.

Convert Enquiry to Project — Allows the user to convert a Won enquiry into a new Fabritec project.

Manage CRM Settings — Allows access to CRM configuration, including statuses, probabilities, scopes, industries, competitors, loss reasons, numbering, currencies, and general settings.

View Team CRM Data — Allows the user to view enquiries and CRM results belonging to members of their assigned team or department.

View All CRM Data — Allows the user to view CRM information across the entire organization, including all enquiries, owners, customers, values, costs, and forecasts.

Important: Page access, action permissions, and data visibility work together. For example, View Team CRM Data defines which records a user may see, while View CRM Pipeline provides access to the page where those records are displayed.

A user’s access depends on the combination of:

Page permissions

Action permissions

Data visibility permissions

For example, a Sales Representative may be allowed to create and edit only their own enquiries, while a Sales Manager may review and update all team opportunities.

Information Required for Reliable CRM Reporting

For accurate forecasts and analytics, users should maintain the following information:

Customer or prospect

Project name

Status

Probability

Currency

Commercial lines

Estimated cost

Sales Owner

Scope of Work

Country and city

Expected Award Date

Quotation Sent Date

Expected Delivery Date

Competitors

Loss Reason for Lost enquiries

Won Date for awarded opportunities

Missing information may cause an enquiry to appear as:

Unscheduled when no Expected Award Date is entered

Unassigned when no owner or scope is selected

Zero tonnage when a non-weight unit is used

Zero profit when no cost is entered

Missing from competitor or loss-reason analysis

⭐ Best Practices

Search for an existing company before creating a new prospect

Use clear and consistent project names

Assign every active enquiry to a Sales Owner

Update Status and Probability whenever the opportunity changes

Enter realistic probabilities

Record Expected Award Dates for reliable forecasting

Enter estimated costs to monitor profitability

Add competitors consistently

Record a valid reason for every Lost enquiry

Use enquiry notes to document important decisions

Create tasks for follow-up activities

Store commercial documents in Attachments

Review unscheduled opportunities regularly

Restrict CRM Settings to authorized administrators

Check for an existing project before converting a Won enquiry

Forecast Dashboard

The Forecast Dashboard provides a live commercial overview of the enquiries recorded in the Fabritec CRM.

It combines pipeline value, probability, estimated cost, gross profit, enquiry outcomes, and tonnage into one management workspace. This helps sales and management teams understand:

How much active work is currently being pursued

How much of the pipeline is realistically expected to be awarded

What the active pipeline is expected to cost

How much gross profit the pipeline may generate

How many enquiries remain active

How much business has been won or lost

How sales performance changes across customers, countries, scopes, and Sales Owners

When future opportunities are expected to be awarded

How much open, won, and lost tonnage is recorded

The dashboard is calculated from CRM enquiry data. It does not create or estimate information independently.

Accurate results therefore depend on users maintaining enquiry values, costs, probabilities, statuses, dates, quantities, and ownership information.

📍 Where to Find the Forecast Dashboard

Navigate to:

CRM → Dashboard

Users must have the View CRM Dashboard permission to access this page.

The records and totals visible to each user may also depend on whether their role allows them to view:

Their own CRM data

Team CRM data

All CRM data

Forecast Dashboard Control Panel

The control panel at the top of the Forecast Dashboard determines which records are included in the dashboard calculations.

It contains:

Forecast Period

From Date

To Date

Dashboard Filters

Changing any of these controls recalculates the dashboard’s KPI cards, charts, and previous-period comparisons.

Forecast Period

The Forecast Period field allows users to select a predefined reporting period.

The example shown uses:

Current year

This automatically sets:

From: January 1 of the current year

To: December 31 of the current year

Use this field when reviewing a standard reporting period rather than entering dates manually.

Depending on the available system options, other periods may be provided for shorter or historical reviews.

From and To Dates

The From and To fields define the dashboard’s analysis window.

From

The first date included in the selected reporting period.

To

The final date included in the reporting period.

Use the calendar icons to select the required dates.

Example:

From: 1/1/2026

To: 12/31/2026

After changing the date range, Fabritec recalculates the dashboard using enquiries that match the selected period and active filters.

Dashboard Filters

Click Filter in the upper-right corner of the Forecast Dashboard to open the Dashboard Filters window.

The filter window allows users to narrow every KPI, chart, and comparison using one or more commercial dimensions.

The available filters are:

Status

Sales Owner

Country

City

Scope of Work

Customer

Win Rate Basis

Include Enquiries Without an Expected Award Date

Multiple filters can be applied together.

Example:

Country: Saudi Arabia

Sales Owner: Selected salesperson

Scope of Work: Structural Steel

Status: Quoted

The resulting dashboard will show only enquiries matching all selected conditions.

Status

Filters enquiries according to their current CRM status.

Examples may include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Use this filter to focus on a particular stage or commercial outcome.

Example:

Select Quoted to review the value, cost, margin, and tonnage of submitted quotations.

Sales Owner

Filters the dashboard by the salesperson assigned to the enquiry.

Use this filter for:

Individual sales reviews

Portfolio reviews

Sales accountability meetings

Team performance discussions

Forecast validation

An enquiry without a Sales Owner may not appear when a specific owner is selected.

Country

Filters CRM enquiries by their selected country.

Use this filter to review regional commercial performance.

Examples:

Egypt

Saudi Arabia

Jordan

City

Filters enquiries by city.

The City field is dependent on the selected Country and may remain unavailable until a country is selected.

Recommended sequence:

Select the Country

Select the City

This prevents users from selecting a city that does not belong to the chosen country.

Scope of Work

Filters enquiries using the scopes assigned to the enquiry or its commercial lines.

Examples:

Structural Steel

Metal Works

Fabrication and Erection

Engineering

Painting

Site Installation

Use this filter to analyze a specific business line or service category.

Customer

Filters the dashboard by a specific customer or prospect.

This is useful for:

Key-account reviews

Customer meetings

Commercial exposure analysis

Customer-specific forecasting

Reviewing all active opportunities for one company

Win Rate Basis

The Win Rate Basis determines which enquiries are included in the Win Rate calculation.

Two options are available:

Closed Enquiries

All Enquiries

This setting changes the Win Rate KPI and any related Win/Loss analysis.

Closed Enquiries

This is the standard completed-opportunity calculation.

The calculation is:

Won Enquiries ÷ (Won Enquiries + Lost Enquiries) × 100

Cancelled enquiries are excluded.

Example:

Won: 6

Lost: 4

Cancelled: 2

Win Rate:

6 ÷ (6 + 4) × 100 = 60%

The two Cancelled enquiries are not included.

Use Closed Enquiries when measuring performance only after opportunities have reached a final Won or Lost outcome.

All Enquiries

This option measures Won enquiries against the wider commercial population.

The calculation shown by the system is:

Won ÷ (Won + Lost + Open + Hold) × 100

Cancelled enquiries are excluded.

Open enquiries may include statuses such as:

New

Qualified

Quoted

Hold enquiries are also included.

Example:

Won: 6

Lost: 4

Open: 20

Hold: 5

Win Rate based on All Enquiries:

6 ÷ (6 + 4 + 20 + 5) × 100 = 17.1%

This percentage will normally be lower than the Closed Enquiries result because active opportunities are included in the denominator.

Use this option when management wants to compare Won opportunities against the complete active and completed commercial population.

Include Enquiries Without an Expected Award Date

This toggle controls whether enquiries without an Expected Award Date are included in the dashboard.

When the option is enabled:

Undated enquiries remain included in applicable KPI cards

Undated enquiries remain included in charts and comparisons

They may appear as Unscheduled in date-based charts

When the option is disabled:

Enquiries without an Expected Award Date are excluded from all dashboard KPIs

They are excluded from charts

They are excluded from previous-period comparisons

Use the option according to the purpose of the review.

Enable It When

Reviewing the complete active Pipeline

Identifying enquiries with missing dates

Measuring all current commercial exposure

Conducting a data-quality review

Disable It When

Preparing a scheduled forecast

Reviewing only opportunities with confirmed timing

Building a month-by-month expected-award plan

Excluding incomplete forecast records

Clear Filters

Click Clear Filters to remove all selected Dashboard Filters.

This returns the filter fields to All and removes the selected filter conditions.

The date period remains controlled separately by the Forecast Period, From, and To fields.

Apply Filters

Click Apply Filters to recalculate the Forecast Dashboard using the selected filters.

The filters apply to:

KPI cards

Charts

Win Rate calculation

Tonnage indicators

Previous-period comparisons

Close the filter window using the X icon when no changes should be applied.

Dashboard KPI Cards

The KPI cards provide the main numerical summary of the selected commercial data.

The dashboard shown includes:

Total Pipeline

Weighted Forecast

Total Estimated Cost

Active Pipeline

Won Value

Lost Value

Win Rate

Gross Profit

Gross Profit %

Open Tonnage

Won Tonnage

Lost Tonnage

Monetary KPIs are displayed using the configured CRM reporting or Base Currency.

The example dashboard displays values in USD.

Total Pipeline

Total Pipeline is the total commercial value of active enquiries.

It normally includes enquiries with Open or Hold outcome categories, such as:

New

Qualified

Quoted

Hold

It excludes completed Won, Lost, and Cancelled outcomes from the active Pipeline total.

Calculation:

Total Pipeline = Sum of the Total Amount of all active enquiries

In the example:

USD 52,299,914

Use this KPI to understand the complete unweighted value currently being pursued.

A large Total Pipeline does not mean the same amount is expected to be awarded. Probability should be reviewed through the Weighted Forecast.

Weighted Forecast

Weighted Forecast is the probability-adjusted value of active enquiries.

Calculation for each enquiry:

Enquiry Total Amount × Probability

The dashboard adds the weighted value of all included active enquiries.

Example:

Enquiry	Amount	Probability	Weighted Value
Opportunity A	USD 100,000	10%	USD 10,000
Opportunity B	USD 250,000	50%	USD 125,000
Opportunity C	USD 300,000	90%	USD 270,000

Total Weighted Forecast:

USD 405,000

In the shown dashboard:

USD 21,547,582

Use Weighted Forecast to understand the expected commercial value after applying the current likelihood of winning each opportunity.

Total Estimated Cost

Total Estimated Cost shows the combined expected cost of delivering the active Pipeline.

Calculation:

Total Estimated Cost = Sum of all active commercial-line costs

In the example:

USD 39,502,037

The cost is calculated from the enquiry’s commercial lines using:

Quantity × Unit Cost

This KPI helps management compare the expected delivery cost against the active selling value.

An increase in Total Estimated Cost is shown as an attention indicator because higher expected costs reduce potential profitability unless selling values increase accordingly.

Active Pipeline

Active Pipeline shows the number of active enquiries included in the dashboard.

This is an enquiry count, not a monetary value.

It includes Open and Hold enquiries that match:

The selected period

Applied filters

The Expected Award Date setting

The user’s CRM data visibility

In the example:

73 enquiries

The total can be understood from the active status counts:

New: 22

Qualified: 21

Quoted: 20

Hold: 10

Total:

73 active enquiries

Won Value

Won Value shows the total commercial value of enquiries with a Won outcome.

In the example:

USD 7,333,100

When an enquiry is marked Won:

Its probability becomes 100%

Its amount contributes to Won Value

Its tonnage contributes to Won Tonnage where applicable

It participates in Win Rate calculations

Project-linking and project-conversion actions become available

Lost Value

Lost Value shows the total commercial value of enquiries with a Lost outcome.

In the example:

USD 6,802,400

Use Lost Value together with:

Win Rate

Loss Reasons

Competitor Analysis

Sales Owner filters

Scope of Work filters

An increase in Lost Value is displayed as an attention indicator.

Cancelled enquiries are not included in Lost Value.

Win Rate

Win Rate shows the proportion of opportunities recorded as Won.

The calculation depends on the selected Win Rate Basis:

Closed Enquiries

Won ÷ (Won + Lost)

All Enquiries

Won ÷ (Won + Lost + Open + Hold)

Cancelled enquiries are excluded from both calculations.

In the example, the Closed Enquiries result is:

60%

Always confirm the selected Win Rate Basis before comparing the percentage between reports or meetings.

Gross Profit

Gross Profit shows the potential gross profit of the active Pipeline.

Calculation:

Gross Profit = Total Pipeline − Total Estimated Cost

Using the example values:

Total Pipeline: USD 52,299,914

Total Estimated Cost: USD 39,502,037

Gross Profit:

USD 12,797,877

This KPI reflects the active Pipeline rather than the Won or Lost Value cards.

A negative Gross Profit means the active Pipeline’s estimated cost is greater than its selling value.

Gross Profit %

Gross Profit % shows the potential gross margin of the active Pipeline.

Calculation:

Gross Profit ÷ Total Pipeline × 100

Using the example values:

USD 12,797,877 ÷ USD 52,299,914 × 100 = 24.5%

A negative percentage indicates that the active enquiries are expected to generate a gross loss.

Review negative or unusually low margins before quotation approval.

Open Tonnage

Open Tonnage shows the calculated weight associated with active enquiries.

In the example:

6,661.9 T

This KPI helps production, planning, and management teams estimate potential future manufacturing workload.

Open Tonnage depends on:

Commercial-line quantities

Selected units

Unit conversion rules

Active enquiry status

A value of zero may mean that the commercial lines use non-weight units such as:

Square meter

Cubic meter

Piece

Lot

Day

Won Tonnage

Won Tonnage shows the calculated weight associated with Won enquiries.

In the example:

1,723.6 T

This provides early visibility into confirmed workload before or during the enquiry-to-project handover.

Lost Tonnage

Lost Tonnage shows the calculated weight associated with Lost enquiries.

In the example:

938.2 T

This helps management understand the operational volume that was pursued but not awarded.

Use Lost Tonnage with:

Loss Reasons

Competitor data

Customer filters

Country filters

Scope of Work filters

An increase in Lost Tonnage is displayed as an attention indicator.

Previous-Period Comparisons

Each KPI card includes a comparison with the previous equivalent period.

Examples include:

+USD 52,299,914 New vs previous period

+73 Enquiries New vs previous period

+24.5 pp New vs previous period

No change vs previous period

These comparisons help identify whether the current result:

Increased

Decreased

Remained unchanged

Is new because no corresponding previous-period value existed

Positive and Attention Indicators

Green indicators are used for favorable or positive movement, such as:

Higher Pipeline

Higher Won Value

Higher Gross Profit

Higher Won Tonnage

Red indicators highlight changes that may require attention, such as:

Higher Estimated Cost

Higher Lost Value

Higher Lost Tonnage

Lower profitability

The movement should always be interpreted in context. A higher Pipeline may be positive, but it may require additional review when the increase is concentrated in low-probability or low-margin enquiries.

Percentage Points

Percentage KPI changes are displayed in percentage points, abbreviated as pp.

Example:

Previous Gross Profit %: 20%

Current Gross Profit %: 24.5%

Change: +4.5 pp

Percentage points should not be confused with percentage growth.

Pipeline by Expected Award

The Pipeline by Expected Award chart displays active Pipeline Value across expected award months.

The chart helps users identify:

Months with high expected awards

Periods with weak Pipeline coverage

Potential future production peaks

Purchasing and capacity requirements

Enquiries missing expected award dates

The horizontal axis displays the expected award months.

The vertical axis displays the Pipeline Value.

Enquiries without an Expected Award Date may appear under:

Unscheduled

This depends on the Include Enquiries Without an Expected Award Date setting.

How to Interpret the Chart

A high value in one month may indicate:

Several large opportunities are expected to be awarded together

Additional estimating and commercial follow-up may be required

Future production demand may be concentrated

Purchasing and resource planning should be reviewed

A month with little or no value may indicate:

Weak Pipeline coverage

Missing Expected Award Dates

A need for additional business-development activity

Opportunities scheduled outside the selected period

Pipeline by Status

The Pipeline by Status chart shows the total commercial value held in each configured CRM status.

Statuses shown in the example include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Unlike the Total Pipeline KPI, which represents active enquiries, this chart can show the value across each individual status, including completed outcomes.

Use it to understand how the overall enquiry portfolio is distributed.

How to Interpret the Status Distribution

High New Value

May indicate:

A strong volume of recent opportunities

A need for qualification

Early-stage or uncertain Pipeline

High Qualified Value

May indicate:

Opportunities have passed initial qualification

Additional estimating or technical work is required

High Quoted Value

May indicate:

Significant submitted value awaiting customer decisions

A need for structured quotation follow-up

High Hold Value

May indicate:

Delayed customer decisions

Suspended opportunities

Opportunities requiring management review

High Lost or Cancelled Value

May require analysis of:

Pricing

Technical compliance

Delivery commitments

Competitors

Customer cancellation reasons

Value by Probability

The Value by Probability chart groups active Pipeline Value by the configured probability assigned to each enquiry.

The example includes probability levels such as:

10%

25%

35%

50%

75%

90%

100%

The available percentages depend on the Probabilities configured under CRM Settings.

Use this chart to assess the quality and maturity of the active Pipeline.

How to Interpret Probability Exposure

High Value at 10% or 25%

The Pipeline contains a significant amount of early-stage or uncertain work.

High Value at 50%

A large portion of the Pipeline has reached a moderate commercial confidence level.

High Value at 75% or 90%

The Pipeline contains strong near-award opportunities.

Unexpected Value at 0% or 100%

Review the related statuses and probability configuration.

Normally:

Lost and Cancelled use 0%

Won uses 100%

Active Open and Hold statuses use configured probabilities below 100%

The Value by Probability chart is specifically described as an open Pipeline analysis, so final outcome enquiries should not normally contribute to active probability exposure.

How to Review the Forecast Dashboard

Navigate to CRM → Dashboard.

Select the required Forecast Period.

Confirm the From and To dates.

Click Filter.

Select the required Status, Sales Owner, Country, City, Scope, or Customer.

Select the required Win Rate Basis.

Decide whether enquiries without an Expected Award Date should be included.

Click Apply Filters.

Review Total Pipeline and Weighted Forecast.

10.

Compare Total Pipeline with Total Estimated Cost.

11.

Review Gross Profit and Gross Profit %.

12.

Review the number of active enquiries.

13.

Compare Won Value and Lost Value.

14.

Confirm the Win Rate Basis before interpreting Win Rate.

15.

Review Open, Won, and Lost Tonnage.

16.

Review the Expected Award chart for workload concentration.

17.

Review value distribution by Status.

18.

Review the quality of the Pipeline by Probability.

19.

Investigate missing dates, low margins, and unusual values.

20.

Update the affected enquiries and return to the dashboard.

Why Dashboard Values May Be Missing or Zero

A KPI or chart may display zero when:

No enquiries match the selected period

Applied filters exclude all relevant enquiries

The user does not have permission to view the related data

No commercial values have been entered

No estimated costs have been entered

No Won or Lost enquiries exist

Commercial quantities use non-weight units

Expected Award Dates are missing and undated enquiries are excluded

Enquiries are assigned to another Sales Owner outside the user’s permitted data scope

Review the period, filters, permissions, and source enquiries before treating a zero value as a technical problem.

Governance Rules

Dashboard results are calculated from CRM enquiry data.

Active Pipeline includes Open and Hold enquiries.

Won, Lost, and Cancelled enquiries are completed outcomes.

Weighted Forecast depends on the selected enquiry probabilities.

Total Estimated Cost depends on commercial-line costs.

Gross Profit is calculated from the active Pipeline and its estimated cost.

Win Rate depends on the selected Win Rate Basis.

Cancelled enquiries are excluded from Win Rate calculations.

Expected Award Dates should be maintained for active enquiries.

Tonnage depends on the quantities and units recorded on commercial lines.

Monetary totals are consolidated in the configured reporting currency.

Dashboard visibility depends on CRM roles and data permissions.

⭐ Best Practices

Review the Forecast Dashboard before every sales meeting

Confirm the selected reporting period before interpreting results

Check whether Closed Enquiries or All Enquiries is selected for Win Rate

Review enquiries shown as Unscheduled

Assign a Sales Owner to every active enquiry

Keep Expected Award Dates current

Update probabilities when the commercial position changes

Add estimated costs before reviewing profit

Investigate low or negative Gross Profit %

Review large values concentrated at low probabilities

Review high-value Hold enquiries regularly

Move completed opportunities to Won, Lost, or Cancelled

Record Loss Reasons for all Lost enquiries

Use regional, customer, and scope filters during focused reviews

Compare previous-period movements instead of reviewing current totals alone

CRM Pipeline and Enquiry Management

The Pipeline is the main workspace for managing commercial enquiries inside Fabritec CRM.

It allows sales, estimating, and management teams to follow every opportunity from its initial creation through qualification, quotation, hold, award, loss, or cancellation.

Instead of managing opportunities through spreadsheets, emails, and separate follow-up lists, the Pipeline connects each enquiry with its:

Customer or prospect

Main contact

Project name and description

Scope of work

Country, city, and industry

Commercial value and estimated cost

Gross profit and margin

Probability

Sales Owner and Estimator

Expected award and delivery dates

Competitors

Notes, tasks, and attachments

Final commercial outcome

Linked or converted Fabritec project

The Pipeline can be reviewed as a visual Kanban board or as a detailed List, allowing each user to work in the format most appropriate for their role.

📍 Where to Find the Pipeline

Navigate to:

CRM → Pipeline

Users normally require the View CRM Pipeline permission to access this page.

The enquiries visible to each user may also depend on whether their role allows them to view:

Their own enquiries

Team CRM data

All CRM data

Pipeline Page

The Pipeline page provides access to:

Kanban view

List view

Grouping

Swimlanes

Pipeline filters

New enquiry creation

Historical enquiry import

Enquiry details

The information displayed is calculated from the current CRM enquiry records.

Search

Use the search box to find records using information such as:

Enquiry number

Project name

Customer or prospect name

The search applies to the currently visible Pipeline records and works together with the selected filters and data permissions.

Kanban View

The Kanban view displays enquiries as cards organized into commercial groups.

When the Pipeline is grouped by Status, each CRM status appears as a separate column.

Examples include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Each column header displays:

Status name and color

Number of enquiries

Total commercial value

Collapse or expand control

This gives users a quick visual understanding of how many enquiries are at each stage and how much value is currently held there.

Enquiry Cards

Each Kanban card provides a concise commercial summary.

Information may include:

Enquiry number

Expected award date

Project name

Customer or prospect

Total amount

Estimated tonnage

Probability

Scope of Work

Sales Owner

The probability is shown using both a percentage and a progress indicator.

Click an enquiry card to open the complete Enquiry Details page.

Group By

The Group by field determines the primary structure of the Pipeline.

Available grouping options include:

Status

Sales Owner

Customer

Award Month

Group by Status

Creates one group for each configured CRM status.

Use this option to review how opportunities are distributed across the commercial process.

Group by Sales Owner

Creates a group for each salesperson responsible for enquiries.

Use it during:

Individual Pipeline reviews

Sales team meetings

Workload balancing

Ownership and accountability reviews

Enquiries without an assigned Sales Owner may appear under an unassigned group.

Group by Customer

Creates a group for each customer or prospect.

Use it to review:

Customer-specific Pipeline

Key-account exposure

Multiple opportunities for the same customer

Concentration of commercial value

Group by Award Month

Groups enquiries according to their Expected Award Date.

Use it to understand when opportunities are expected to be awarded.

Enquiries without an Expected Award Date may appear under an Unscheduled group.

Swimlane By

The Swimlane by field adds a secondary organization level to the Kanban board.

Available options include:

None

Sales Owner

Customer

Award Month

For example:

Group by Status

Swimlane by Sales Owner

This keeps the status columns while dividing the cards into additional rows for each Sales Owner.

Swimlanes are useful when users need to compare two commercial dimensions at the same time.

Recommended examples include:

Status by Sales Owner

Status by Customer

Sales Owner by Award Month

Customer by Award Month

Select None when no secondary organization is required.

List View

The List view displays enquiries in a structured table.

It is suitable for users who need to compare detailed values, review many records, export information, or apply column-level analysis.

Columns may include:

Enquiry Number

Customer

Project Name

Probability

Total Amount

Estimated Tonnage

GPV

Gross Profit %

Expected Award Date

Sales Owner

Status

The exact visible columns can be controlled using the Columns button.

Grouped List Sections

When a grouping option is applied, enquiries are organized into expandable sections.

Example:

Status: Hold – 11 Enquiries

Use the arrow beside the group heading to expand or collapse the records.

List View Tools

The List view includes:

Excel Export

PDF Export

CSV Export

Refresh

Columns

Reset Cache

Excel, PDF, and CSV Export

Exports the visible Pipeline data for reporting, analysis, or external review.

Applied filters and visible columns may affect the exported result.

Refresh

Reloads the current Pipeline data.

Columns

Shows or hides table columns based on the information required by the user.

Reset Cache

Rebuilds the table’s cached display data.

Use it when the grid still appears outdated after using Refresh or after changing table configuration.

Pipeline Filters

Click Filter to open the Pipeline Filters window.

The filters can narrow the Kanban and List results using one or more commercial dimensions.

Available filters include:

Status

Sales Owner

Country

City

Scope of Work

Customer

Competitors

Award Date From

Award Date To

Multiple filter values can be applied together.

For example:

Status: Quoted

Country: Saudi Arabia

Scope of Work: Metal Works

Sales Owner: Selected user

Award Date From: August 1

Award Date To: October 31

Only enquiries matching all selected conditions will remain visible.

Status

Filters enquiries according to their current CRM status.

Use it to focus on a particular stage or outcome.

Sales Owner

Filters enquiries according to the assigned salesperson.

Use it for individual, team, or management Pipeline reviews.

Country and City

Filters opportunities according to their commercial location.

The City field depends on the selected Country.

Recommended sequence:

Select the Country.

Select the City.

Scope of Work

Filters enquiries using their assigned scopes.

Scope information may be recorded at both the enquiry level and commercial-line level.

Customer

Displays opportunities associated with the selected customer or prospect.

Competitors

Filters enquiries where the selected competitor has been recorded.

This is useful for competitor-specific reviews and win/loss analysis.

Award Date From and To

Filters opportunities using the Expected Award Date.

Use these fields to review opportunities expected within a specific date range.

Applying or Clearing Filters

After selecting the required values, click Apply Filters.

Click Clear Filters to remove the selected Pipeline filters.

The X closes the window without applying additional changes.

Creating a New Enquiry

To create an enquiry:

Navigate to CRM → Pipeline.

Click New Enquiry.

Complete the required customer and project information.

Add the commercial lines.

Set the status, probability, ownership, and expected dates.

Select any supporting attachments.

Review the Live Totals.

Click Create Enquiry.

The enquiry will be assigned a number when it is saved and will appear in the Pipeline according to its status and the user’s current filters.

Users require the appropriate enquiry creation permission.

New Enquiry Form

The New Enquiry form is divided into six sections:

Customer & Contact

Project & Scope

Classification

Commercial Lines

Forecast & Ownership

Attachments

A Live Totals panel remains visible while the enquiry is being prepared.

Customer & Contact

This section identifies the company and primary contact associated with the opportunity.

Customer / Prospect

Required field.

Select an existing customer or prospect.

Use the + button when a new company record must be created without leaving the enquiry form.

A newly created prospect can later be developed into an active customer relationship.

Main Contact

Select the person responsible for the enquiry on the customer side.

Examples include:

Procurement representative

Commercial Manager

Project Manager

Engineering contact

Tender Coordinator

Use the + button to add a new contact when the required person is not already available.

Enquiry Number

The enquiry number is assigned when the record is saved.

Automatic numbering follows the CRM enquiry numbering configuration.

Example:

ENQ-2026-00001

Users do not normally need to enter this number manually when automatic numbering is enabled.

Project & Scope

This section describes the commercial opportunity and the work being requested.

Project Name

Required field.

Enter a clear project or opportunity name.

Example:

Logistics Center Loading Canopy – Package 01

The project name should allow users to identify the enquiry without opening the full record.

Tender Number / Customer Reference

Enter the customer’s external reference, tender number, RFQ number, or bid reference.

Example:

RFQ-EG-2026-0003

This helps users match Fabritec records with customer correspondence and tender documents.

Description

Enter a detailed opportunity description.

The rich-text editor supports formatting such as:

Bold

Italic

Underline

Paragraph styles

Numbered lists

Bulleted lists

Links

The description may include:

Requested work

Technical requirements

Package boundaries

Customer expectations

Commercial assumptions

Delivery requirements

Important clarifications

Scope of Work

Select one or more applicable scopes.

Examples include:

Structural Steel

Metal Works

Fabrication and Erection

Aluminum Works

Site Installation

The scope supports Pipeline filtering, forecasting, and analytics.

Use the + button when an authorized user needs to create a new Scope of Work.

Classification

Classification fields add reporting and analytical context to the enquiry.

Country

Required field.

Select the country where the opportunity or customer project is located.

City

Optional field.

The available cities depend on the selected Country.

Industry

Select the commercial industry associated with the opportunity.

Examples might include:

Fabrication

Metal

Steel

Construction

Industrial Facilities

Industry values are configured under CRM Settings.

Currency

Required field.

Select the currency used for the enquiry’s commercial values.

The currency affects:

Unit prices

Unit costs

Total Amount

Estimated Cost

GPV

Gross Profit

Base-currency reporting

The default currency may be preselected according to the company configuration.

Competitors

Select one or more competitors known to be participating in the opportunity.

Competitor information is used in:

Win/loss analysis

Competitive reviews

Customer account strategy

CRM Analytics

Use the + button to create a new competitor when authorized.

Commercial Lines

Commercial Lines define what is being offered and how the selling value and cost are calculated.

Each enquiry must contain the commercial information required to calculate its total value.

The grid includes:

Description

Scope of Work

Quantity

Unit

Unit Price

Unit Cost

Line Total

Adding a Commercial Line

Click Add.

Enter the line description.

Select the Scope of Work.

Enter the Quantity.

Select the Unit.

Enter the Unit Price.

Enter the Unit Cost.

Click Update to confirm the line.

Use Cancel to exit line editing without applying the changes.

Description

Describe the commercial item or package.

Example:

Fabrication and installation of structural loading canopy

Scope of Work

Assign the commercial line to the relevant Scope of Work.

This makes scope-based value reporting more accurate.

Quantity

Enter the commercial quantity.

The value must be greater than zero.

Unit

Select the correct unit of measure.

Examples include:

Tonne

Kilogram

Square Meter

Cubic Meter

Piece

Lot

Day

The default unit may be provided by CRM General Settings.

Unit Price

The selling price for one unit.

Unit Cost

The estimated cost for one unit.

Line Total

Calculated as:

Quantity × Unit Price

The line’s estimated cost is calculated as:

Quantity × Unit Cost

Deleting a Commercial Line

Select the required row.

Click Delete.

Confirm the removal when prompted.

Deleting a line recalculates all Live Totals.

Live Totals

The Live Totals panel updates as the commercial lines change.

It displays:

Total Amount

Estimated Cost

Gross Profit

Gross Profit %

Estimated Tonnage

Status

Probability

Total Amount

The combined selling value of all commercial lines.

Calculation:

Sum of all Line Totals

Estimated Cost

The combined estimated cost of all commercial lines.

Calculation:

Sum of Quantity × Unit Cost

Gross Profit

The expected gross profit value.

Calculation:

Total Amount − Estimated Cost

Gross Profit %

The expected gross margin.

Calculation:

Gross Profit ÷ Total Amount × 100

Estimated Tonnage

The calculated weight represented by commercial lines that use supported weight units.

Lines using non-weight units may not contribute to Estimated Tonnage.

Status and Probability

The bottom of the panel displays the selected enquiry status and probability.

These values affect the Weighted Forecast after the enquiry is saved.

Forecast & Ownership

This section determines the current commercial stage, probability, responsible team members, and expected timing.

Status

Required field.

Select the current enquiry status.

Examples include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

The initial value is normally the configured Default Open Status.

Probability

Required field.

Select the likelihood of winning the enquiry.

The available probabilities depend on the selected Status and the CRM Status configuration.

For example:

New may allow 10% or 25%

Qualified may allow 25% or 50%

Quoted may allow 50%, 75%, or 90%

Won uses 100%

Lost and Cancelled use 0%

The selected probability determines the Weighted Forecast.

Sales Owner

Assign the salesperson responsible for managing the opportunity.

The Sales Owner is used for:

Data visibility

Pipeline grouping

Dashboard filters

Performance reviews

Accountability

Estimator

Assign the user responsible for preparing or coordinating the commercial estimate.

The Sales Owner and Estimator may be different users.

Quotation Sent Date

Enter the date the quotation was submitted to the customer.

This supports quotation-based analysis and follow-up.

Expected Award Date

Enter the date when the customer is expected to make the award decision.

This date is used for:

Pipeline by Award Month

Forecast charts

Date filters

Commercial planning

Enquiries without this date may appear as Unscheduled.

Expected Delivery Date

Enter the anticipated delivery or completion date.

When both dates are entered, the Expected Delivery Date should be later than the Expected Award Date.

Attachments

Attachments allow supporting commercial documents to be selected while preparing the enquiry.

Supported files include:

PDF

Office documents

Images

Excel

CSV

The displayed maximum file size is 20 MB.

Attachments selected during enquiry creation are uploaded after the enquiry has been saved successfully.

Examples include:

Tender documents

Customer RFQs

Drawings

Bills of quantities

Quotations

Technical specifications

Commercial clarifications

Saving the Enquiry

Before clicking Create Enquiry, review:

Required fields

Customer and contact

Project name

Currency

Commercial quantities and prices

Estimated costs

Margin

Status and probability

Expected dates

Ownership

Click Create Enquiry to save the record.

Click Cancel to leave the page without creating it.

Importing Enquiries

The Import Enquiries feature allows users to bring historical or bulk commercial opportunities into CRM using Excel or CSV.

To open the import page:

Navigate to CRM → Pipeline.

Click Import Enquiries.

The import process contains three main stages:

Prepare the template.

Upload and validate the file.

Review and confirm valid rows.

Downloading the Import Template

Click Download Template to obtain the current CRM import file.

The template contains:

Import columns

A sample row

A Reference sheet

Current valid CRM configuration values

Before completing the template:

Keep one enquiry per row

Replace or remove the sample row

Use the values shown in the Reference sheet

Do not change the expected column structure

Remember that empty spreadsheet rows are ignored

Template Column Guide

Expand Template Column Guide to review:

Whether each field is required or optional

Accepted values

How Fabritec saves or resolves each value

The guide should be reviewed whenever preparing a new import because CRM settings may change over time.

Import Field Summary

Column	Requirement	Main Rule
Legacy Enquiry Number	Optional	Must be unique. Leave blank to allocate the next CRM enquiry number.
Customer Code	Optional	Must match an existing customer or be used consistently with a new prospect name.
Customer Name	Required	Existing company is reused; otherwise, a new active prospect is created.
Contact Name	Optional	Existing matching contact is reused; otherwise, a new contact may be created.
Project Name	Required	Saved as the enquiry project name.
Tender Number / Customer Reference	Optional	Saved as the external tender or customer reference.
Status	Required	Must exactly match an active CRM status from the Reference sheet.
Probability %	Optional	Must be allowed for the selected status. The status default is used when blank.
Currency	Required	Must match an active currency code or name.
Amount	Required	Must be greater than zero.
Cost	Optional	Must be zero or positive. Blank is treated as zero.
Quantity	Required	Must be greater than zero.
Unit	Required	Must match an existing unit name or symbol.
Scope of Work	Optional	One or more configured scopes may be entered.
Sales Owner	Optional	Must resolve to an existing user. Blank uses the importing user.
Estimator	Optional	Must resolve to an existing user when supplied.
Country	Required	Must match a supported country.
City	Optional	Must be valid for the selected country.
Industry	Optional	Must match an existing CRM industry.
Expected Award Date	Optional	Saved as the expected award date.
Expected Delivery Date	Optional	Must be later than the award date when both are supplied.
Quotation Sent Date	Optional	Cannot be a future date in the company timezone.
Closed/Won Date	Optional	Used only for Won records. Blank uses the import time.
PO Number	Optional	Saved only for Won enquiries.
Loss Reason	Optional	Normally required for Lost records unless the missing-reason option is enabled.
Description	Optional	Maximum 500 characters. Project Name may be used for the line description when blank.

Scope of Work Values

Multiple scope values may be separated using:

Commas

Semicolons

Vertical bars

Each supplied value must match an existing Scope of Work name or code.

Sales Owner and Estimator Matching

Users may be matched using available identifiers such as:

Username

User ID

Full name

Global user ID

An unknown Sales Owner or Estimator may make the row invalid.

Uploading the Import File

The import supports:

Excel

CSV

Files up to 10 MB

One enquiry per row

To upload:

Click Choose File, or drag the file into the upload area.

Confirm the selected filename.

Decide whether to enable Allow Lost Rows Without a Valid Loss Reason.

Click Validate and Preview.

Allow Lost Rows Without a Valid Loss Reason

When enabled, Lost enquiries may be imported even when:

The Loss Reason is blank

The supplied reason is missing

The supplied reason is unknown

The supplied reason is archived

The enquiry remains Lost, but no valid reason is linked.

For stronger data quality, leave this option disabled and correct the missing reason before importing.

Validation Preview

Fabritec validates every row before any enquiries are created.

The Validation Preview displays:

Number of valid rows

Number of invalid rows

Source row number

Result

Validation details

Imported field values

Invalid rows are highlighted.

Only valid rows are available for confirmation.

Common Validation Results

Duplicate Enquiry Number

Example:

Enquiry number already exists

The row is marked Skip because enquiry numbers must be unique.

To correct it:

Remove the Legacy Enquiry Number so Fabritec assigns a new one, or

Replace it with a unique value

Invalid Status or Probability

The Status may not exist, or the selected probability may not be allowed for that status.

Use the values from the template’s Reference sheet.

Unknown User

The Sales Owner or Estimator could not be matched to an existing Fabritec user.

Invalid Country or City

The country may be unsupported, or the city may not belong to the selected country.

Invalid Date Sequence

The Expected Delivery Date is equal to or earlier than the Expected Award Date.

Unknown Scope, Industry, Unit, or Currency

The supplied value does not match the active configuration.

Correcting an Import

Review the Validation Details column.

Download the result report when required.

Open the source file.

Correct the invalid rows.

Upload the revised file.

Click Validate and Preview again.

Confirm the import when the required rows are valid.

The Download Result Report option provides a reusable record of the validation outcome.

Enquiry Details

Click an enquiry from the Kanban or List view to open its Enquiry Details page.

The page combines commercial information, ownership, history, collaboration, and project handover in one workspace.

Enquiry Header

The top of the page displays:

Enquiry number

Current status

Project name

Customer

Main contact

Country

The status badge uses the color configured for the selected CRM status.

Enquiry Actions

Available actions may include:

Back to Pipeline

Duplicate Enquiry

Edit Enquiry

Delete Enquiry

Change Status

Change Probability

Mark as Won

Mark as Lost

Link Existing Project

Convert to Project

The available actions depend on:

Enquiry status

User permissions

Whether the enquiry has already been linked to a project

Back to Pipeline

Returns to the Pipeline page.

Duplicate Enquiry

Uses the current enquiry as the starting point for a new opportunity.

A new enquiry number is assigned when the duplicated record is saved.

Review dates, customer references, values, and ownership before saving the copy.

Edit Enquiry

Opens the enquiry fields for editing.

A user may require:

Create and Edit Own Enquiries, or

Edit All Enquiries

Delete Enquiry

Removes the enquiry after confirmation.

Deletion should be restricted to duplicate or incorrectly created records because it removes the enquiry from Pipeline and historical reporting.

Change Status

Moves the enquiry to another configured CRM status.

The user requires the Change Enquiry Status permission.

The selected status may change the available probabilities.

Change Probability

Changes the enquiry’s probability without editing the full enquiry.

Only probability values allowed for the current status can be selected.

Changing the probability recalculates the Weighted Forecast.

Mark as Won

Moves the opportunity to a Won outcome.

A Won enquiry uses:

Won status

100% probability

After the enquiry becomes Won, project-linking and project-conversion actions become available.

Mark as Lost

Moves the enquiry to a Lost outcome.

A Lost enquiry uses:

Lost status

0% probability

Record a valid Loss Reason to support reliable win/loss analysis.

Commercial Summary

The Commercial Summary remains visible across the Enquiry Details tabs.

It displays:

Total Amount

Estimated Cost

Weighted Forecast

GPV

Gross Profit %

Estimated Tonnage

Expected Award Date

Probability

Weighted Forecast

Calculated as:

Total Amount × Probability

Example:

Total Amount: USD 2,718,200

Probability: 50%

Weighted Forecast:

USD 1,359,100

GPV

GPV represents the gross profit value.

Calculation:

Total Amount − Estimated Cost

Gross Profit %

Calculation:

GPV ÷ Total Amount × 100

Overview Tab

The Overview tab displays the main enquiry context in three areas:

Customer and Team

Schedule and References

Scope and Context

Customer and Team

Displays:

Customer

Main Contact

Sales Owner

Estimator

Country

City

Industry

Created By

Enquiry Created

Last Modified Date

This section identifies the customer relationship and users responsible for the opportunity.

Schedule and References

Displays available timing and commercial references, including:

Expected Award Date

Expected Delivery Date

Quotation Sent Date

Tender Number / Customer Reference

For Won enquiries, it may also display:

Won Date and Time

Purchase Order Number

Job Number

The Job Number remains blank until the enquiry is linked to or converted into a project.

Scope and Context

Displays:

Enquiry description

Assigned Scopes of Work

Recorded competitors

This provides the commercial and technical background of the opportunity.

Commercials Tab

The Commercials tab provides a detailed review of the enquiry’s financial lines.

The summary displays:

Total Amount

Estimated Cost

GPV

Gross Profit %

The line table includes:

Description

Quantity and Unit

Unit Price

Unit Cost

Line Total

Line Cost

Use this tab to confirm how the enquiry’s value, cost, and margin were calculated.

Activity and Notes Tab

The Activity and Notes tab provides a shared timeline of commercial updates and decisions.

To add a note:

Open Activity and Notes.

Enter the update in the Notes field.

Click Add Note.

Examples include:

Customer follow-up completed

Revised quotation requested

Technical clarification received

Customer decision postponed

Delivery schedule discussed

Management approval required

Notes added by the enquiry team appear in the activity timeline.

Forecast History Tab

The Forecast History tab records changes that have shaped the enquiry’s forecast.

History entries may include changes to:

Status

Probability

Total Amount

Each entry identifies:

Previous and new values

Date and time

User responsible for the change

This creates traceability and helps management understand why a forecast changed.

Tasks Tab

The Tasks tab connects the enquiry with Fabritec Task Manager.

Users can:

Add a task

View All Tasks or My Tasks

Search tasks

Apply task filters

Group tasks

Use swimlanes

Switch between Kanban, Calendar, and List views

Typical enquiry tasks include:

Follow up on a quotation

Request missing drawings

Review cost estimates

Obtain management approval

Confirm expected award date

Arrange a customer meeting

Prepare a revised commercial offer

Linking tasks to the enquiry keeps actions and responsibilities traceable.

Attachments Tab

The Attachments tab stores commercial and supporting files against the enquiry.

To upload a file:

Open Attachments.

Click Choose a File.

Select the required document.

Click Upload.

Supported files include:

PDF

Office documents

Images

Excel

CSV

The displayed maximum file size is 20 MB.

Uploaded files are available to users who can view the enquiry.

Converting a Won Enquiry to a Project

Once an enquiry has been marked Won, Fabritec allows it to be:

Linked to an existing project, or

Converted into a new project

This creates the commercial-to-operational handover.

The user requires the Convert Enquiry to Project permission.

Link Existing Project

Use Link Existing Project when a Fabritec project has already been created separately.

This associates the Won enquiry with that project without creating another project record.

Use this option carefully to avoid linking the opportunity to the wrong job.

Convert to Project

Use Convert to Project when no project exists yet.

To convert the enquiry:

Open the Won enquiry.

Click Convert to Project.

Review the project name and customer.

Select the required Address.

Select the required Folder Structure.

Review the proposed Job Number.

Click Convert to Project.

Address

Required field.

Select the address associated with the new project.

Folder Structure

Required field.

Select the standard project folder structure that should be created for the new project.

Job Number

The next available project Job Number is generated from the Numbering settings.

Example:

JOB-2026-00001

The number may be edited when a manual job number is required and permitted.

After conversion:

A new Fabritec project is created

The enquiry is linked to the project

The customer and relevant opportunity details are carried forward

The Job Number appears on the enquiry

The project becomes available in the Projects module

An enquiry should be converted only once.

Permissions Used in the Pipeline

The following CRM permissions are especially relevant:

View CRM Pipeline — Opens the Pipeline and enquiry details.

Create and Edit Own Enquiries — Creates enquiries and edits records owned by the user.

Edit All Enquiries — Edits enquiries owned by other users.

Change Enquiry Status — Moves enquiries between active and outcome statuses.

Convert Enquiry to Project — Links or converts Won enquiries into operational projects.

View Team CRM Data — Displays records belonging to the user’s team.

View All CRM Data — Displays records across the organization.

Page access, actions, and data visibility work together.

Governance Rules

Every enquiry must have a customer or prospect.

Project Name is required.

Country and Currency are required.

Commercial quantities must be greater than zero.

Status and Probability must follow the configured CRM rules.

Won enquiries use 100% probability.

Lost and Cancelled enquiries use 0% probability.

Expected Delivery Date should be later than Expected Award Date.

Enquiry numbers must be unique.

Imported rows are validated before creation.

Invalid import rows are not available for confirmation.

Expected costs should be entered before reviewing margin.

Lost enquiries should contain a valid Loss Reason.

Sales ownership should be assigned for accountability.

Only Won enquiries can be converted or linked to projects.

Users should not create a new project when an appropriate project already exists.

Forecast history should be preserved by updating the existing enquiry rather than creating duplicates.

⭐ Best Practices

Use a clear and consistent project name

Avoid creating duplicate customer or prospect records

Assign a Main Contact whenever possible

Record the customer’s tender or RFQ reference

Add a detailed opportunity description

Use consistent Scopes of Work

Select the correct currency before entering prices

Enter realistic Unit Costs for meaningful margin analysis

Assign both a Sales Owner and Estimator

Keep probability aligned with the actual commercial position

Update the Expected Award Date whenever customer timing changes

Record competitors when known

Add notes after important discussions and decisions

Create tasks for every required follow-up

Store quotations, RFQs, and supporting documents as attachments

Validate import files before confirming them

Download the validation report when correcting large imports

Record a Loss Reason before closing an opportunity as Lost

Link or convert Won enquiries promptly to support operational handover

CRM Customers

The CRM Customers page provides a commercial view of every company connected to Fabritec.

It combines customer and prospect records with live CRM information, allowing sales and management teams to understand:

Which companies are active prospects

Which companies are established customers

Which records have no CRM activity

How many open enquiries each company has

The commercial value currently in the pipeline

The value of won opportunities

The total estimated tonnage associated with each company

When the latest CRM activity occurred

Unlike a standard customer directory, the CRM Customers page connects each company with its visible enquiries, forecast values, won opportunities, and operational customer profile.

This gives sales, estimating, project, and management teams a single place to review the full relationship with each company.

📍 Where to Find CRM Customers

Navigate to:

General → CRM → Customers

The page displays companies that are available to you according to your CRM permissions and data-access scope.

Understanding Company Classifications

At the top of the page, Fabritec groups companies into four classifications:

All

Prospects

Customers

No activity

The number displayed beside each classification shows how many companies are currently included in that group.

All

Displays every company available to you, regardless of its current relationship classification.

Use this view when you need a complete commercial company list.

Prospects

Displays companies that have CRM enquiry activity but have not yet become established project customers.

A prospect may have:

One or more open enquiries

Quoted opportunities

Won commercial value

Estimated tonnage

Recent CRM activity

A company can still appear as a prospect after an enquiry is marked as won when the won opportunity has not yet been connected to or converted into a Fabritec project.

Customers

Displays established customer records, normally including companies already connected to Fabritec’s project and customer-management workflow.

Customers may also have CRM enquiries, pipeline value, and won opportunities.

No activity

Displays company records with no visible CRM enquiry activity.

These records normally show:

Zero open enquiries

Zero pipeline value

Zero won value

Zero CRM tonnage

No last CRM activity date

This view is useful for identifying unused, incomplete, duplicate, or newly created company records.

Customers Table

The main table summarizes the commercial relationship with each company.

Company

Displays the company name.

When a company code is available, it appears beneath the company name.

The letter icon beside the record is generated from the company name.

Classification

Shows whether the company is currently classified as:

Prospect

Customer

No activity

This classification helps users distinguish active commercial prospects from established customers and inactive records.

Open Enquiries

Shows the number of enquiries currently in an open commercial outcome.

This may include enquiries using statuses categorized as:

Open

Hold

Won, Lost, and Cancelled enquiries are not included in the open-enquiry count.

Pipeline Value

Shows the total commercial value of the company’s visible open pipeline.

It is calculated from open and on-hold enquiries available to the current user.

Values are displayed in the configured CRM base currency.

Won Value

Shows the total value of enquiries marked as Won for that company.

This allows account managers to compare current pipeline potential with historically secured work.

A company may show won value while still being classified as a prospect when its won enquiry has not yet been converted into or linked to a project.

Total Tonnage

Shows the combined estimated tonnage recorded against the company’s visible CRM enquiries.

Tonnage is calculated from the units and quantities entered in enquiry commercial lines.

The value is shown only when tonnage visibility is enabled in:

CRM → Settings → General settings

Last CRM Activity

Shows the date of the latest CRM activity associated with the company.

CRM activity may include the creation or update of an enquiry linked to that company.

A dash indicates that no CRM activity is currently recorded or visible to the user.

Actions

The Actions column may contain the following options:

View

Edit

Delete

The available actions depend on the company record, its related activity, and the user’s permissions.

View

Opens the full customer profile.

The profile combines:

CRM enquiry insights

Projects

Contacts

Tasks

Notes

Documents

Customer master data

Edit

Opens the customer form so authorized users can update the company’s information.

Delete

The delete action is available only when the company can be safely removed.

It is typically shown for records with no related CRM or operational activity.

Fabritec protects company records that are already connected to enquiries, projects, or other dependent records.

Searching and Filtering Companies

Classification Filters

Select one of the classification buttons to display only:

Prospects

Customers

Companies with no activity

Select All to return to the complete list.

Search

Use the search box to find a company quickly.

Search is useful when working with large customer and prospect lists.

Column Filters

Filter icons are available in supported table columns.

Use them to narrow the list by values such as:

Company

Classification

Open enquiry count

Pipeline value

Won value

Tonnage

Last CRM activity

Clear Filter

Click Clear filter to remove applied table filters and return to the current classification’s complete list.

Columns

Use Columns to show or hide table columns.

This allows each user to customize the page according to their role.

For example:

A sales representative may focus on open enquiries and pipeline value.

A sales manager may focus on won value and last activity.

A production manager may focus on tonnage.

Refresh

Click Refresh to reload the latest company and CRM values.

Use this after enquiries, statuses, values, or company records have been updated.

Reset Cache

Click Reset cache when the table appears to be showing outdated information after major data changes.

This forces the page to rebuild its displayed information from the latest available system data.

Exporting CRM Customer Data

The page supports:

Excel Export

PDF Export

Exports follow the current table context, including the applied classification and supported filters.

Use exports for:

Sales account reviews

Customer pipeline reports

Prospect follow-up lists

Management reporting

Commercial meetings

CRM data-quality reviews

Adding a Customer

To add a company directly from the CRM Customers page:

Navigate to General → CRM → Customers

Click Add Customer

Enter the company information

Click Save

A newly created company without enquiries or projects will normally appear under No activity until it is connected to CRM or project activity.

Add Customer Fields

Customer Name

Required field.

Enter the official company or customer name as it should appear throughout Fabritec.

Use a clear and consistent name to avoid duplicate company records.

Code

Optional internal company code.

Use this field when your organization has a customer or account coding convention.

Email

Enter the company’s primary email address.

This may be a general company email or the main commercial communication address.

Phone

Enter the company’s primary telephone number.

Website

Enter the company website.

Example:

www.company-name.com

Tax Number

Enter the customer’s tax registration number when applicable.

Commercial Registration Number

Enter the company’s official commercial registration number.

This supports complete customer master data and formal company identification.

Address

Select an existing address associated with the company.

Address information may later support:

Project creation

Shipping

Commercial documentation

Customer reference

Is Vendor

Enable this option when the company also supplies products or services to your organization.

Is Manufacturer

Enable this option when the company operates as a manufacturer.

A company may be identified as a customer, vendor, manufacturer, or a combination of these roles.

Saving the Customer

After completing the form:

Review the entered information

Click Save

The company becomes available for:

New CRM enquiries

Customer contacts

Project creation

Tasks

Notes

Documents

Viewing a Customer Profile

To open a customer or prospect profile:

Navigate to General → CRM → Customers

Find the company

Click the View icon

The Customer Details page provides a consolidated view of the customer’s commercial and operational relationship with Fabritec.

Customer Profile Header

The profile header may display:

Customer name

Active status

Customer code

Phone

Website

Tax Number

Commercial Registration Number

Address

Click Edit Customer to update the company information.

Customer Profile Tabs

The profile contains the following tabs:

Overview

Enquiries

Projects

Contacts

Tasks

Notes

Documents

These tabs connect CRM activity with the existing customer-management workflow.

Overview Tab

The Overview tab combines two types of information:

CRM commercial insights

Project and operational customer statistics

CRM Insights

The CRM Insights section is calculated from enquiries visible to the current user.

This means two users may see different values when their CRM data permissions are different.

For example:

A sales representative may see only their own enquiries.

A manager may see team enquiries.

An authorized administrator may see all CRM data.

Open Pipeline

Shows the total value of the customer’s visible open and on-hold enquiries.

The card also shows the number of open enquiries contributing to the value.

Won Value

Shows the total value of visible enquiries marked as Won.

The card also shows the number of won enquiries.

Weighted Forecast

Shows the probability-adjusted value of the customer’s open pipeline.

The calculation is:

Enquiry Amount × Probability

Example:

An enquiry worth USD 621,200 at 50% probability contributes:

USD 310,600 to the weighted forecast.

Total Tonnage

Shows the combined estimated tonnage from the customer’s visible CRM enquiries.

Open Tonnage

Shows the estimated tonnage associated only with open and on-hold enquiries.

This is useful for understanding the potential future production workload connected to the customer.

Enquiries

Shows the total number of CRM enquiries visible to the current user for the selected company.

The date shown with this indicator represents the latest CRM activity date.

Project Summary Cards

The lower part of the Overview tab contains customer-level project indicators.

These include:

Total Projects – Total number of projects linked to the company

Open Projects – Projects that are currently open

Closed Projects – Projects that are completed or closed

Total Weight (t) – Combined weight of linked projects

Total Surface Area (m²) – Combined surface area of linked projects

Last Project Date – Date of the most recent linked project

These indicators are separate from CRM enquiry values.

An enquiry does not affect project statistics until it is linked to or converted into a project.

Top Projects by Weight

The Top Projects by Weight section identifies the company’s largest linked projects based on project weight.

When the company has no projects, the section remains empty.

Enquiries Tab

The Enquiries tab displays CRM opportunities associated with the company.

Use this tab to review:

Open enquiries

On-hold opportunities

Won and lost enquiries

Commercial values

Probabilities

Expected award dates

Sales ownership

Enquiry status

This provides a complete commercial history for the account.

Projects Tab

The Projects tab displays operational Fabritec projects associated with the company.

A won enquiry may appear in the CRM history before a project exists.

The project appears here after the won enquiry is:

Converted into a new project, or

Linked to an existing project

Contacts Tab

The Contacts tab stores people associated with the company.

Examples include:

Commercial contacts

Tender contacts

Engineering contacts

Project representatives

Site contacts

Finance contacts

Logistics contacts

Contacts created or selected while managing enquiries remain connected to the same customer profile.

Tasks Tab

The Tasks tab displays tasks linked to the company.

Use customer-linked tasks for activities such as:

Sales follow-ups

Tender submission reminders

Quotation follow-ups

Customer meetings

Technical clarification requests

Purchase-order follow-ups

Approval coordination

Notes Tab

The Notes tab stores internal customer-related information.

Examples include:

Account-management notes

Customer preferences

Meeting outcomes

Commercial observations

Relationship history

Special requirements

Documents Tab

The Documents tab stores customer-level files.

Examples include:

Commercial registration documents

Tax records

Customer agreements

Prequalification documents

Correspondence

Account documentation

Enquiry-specific attachments should remain under the relevant enquiry, while company-wide documents can be stored in the customer profile.

Editing a Customer

To edit a company from the CRM Customers page:

Find the company

Click the Edit icon

Update the required fields

Click Save

You can also open the customer profile and click Edit Customer.

Editing the company updates the shared customer record used throughout Fabritec.

How CRM Customers Connects with the Pipeline

The CRM Customers page is updated automatically as enquiries are created and managed.

For example:

Creating an enquiry for a new prospect adds CRM activity to the company.

Changing the enquiry value updates the company’s pipeline value.

Changing probability updates the weighted forecast.

Marking an enquiry as won updates the company’s won value.

Updating commercial quantities may update CRM tonnage.

Converting a won enquiry into a project updates the customer’s project statistics.

Adding later enquiries continues building the company’s commercial history.

Users do not need to calculate these totals manually.

Governance Rules

Customer Name is required when creating a company.

Avoid duplicate company records.

CRM insights include only enquiries visible to the current user.

Pipeline and won values are calculated automatically from enquiries.

Project statistics are calculated only from linked projects.

Won enquiries do not automatically become projects.

A company may remain a prospect until its commercial opportunity is connected to the project workflow.

Companies with related activity cannot be freely deleted.

Tonnage values depend on the units and quantities entered in commercial lines.

The CRM base currency is used when aggregating company values.

⭐ Best Practices

Search for the company before creating a new record.

Use official and consistent company names.

Add customer codes when your organization uses account numbering.

Keep company registration and tax information updated.

Create contacts under the correct company.

Review companies under No activity to identify unused records.

Use the customer profile during sales and account-review meetings.

Review both CRM insights and project statistics to understand the complete relationship.

Convert or link won enquiries promptly so operational teams can begin project planning.

Use tasks and notes to preserve account history and follow-up responsibilities.

Keep CRM permissions aligned with the user’s role and territory.

CRM Analytics

The CRM Analytics section gives Fabritec users a detailed view of commercial performance, pipeline exposure, win-and-loss results, competitor outcomes, and changes in the forecast over time.

While the Forecast Dashboard provides a current management overview, CRM Analytics allows users to examine the underlying commercial data in greater detail.

Using CRM Analytics, authorized users can:

Review open pipeline by probability

Compare total pipeline with the weighted forecast

Analyse expected-award and quotation timing

Measure won and lost commercial value

Calculate enquiry win rates

Review won and lost tonnage

Identify common loss reasons

Compare outcomes involving recorded competitors

Capture the current forecast as a manual snapshot

Compare current and historical forecast checkpoints

Filter the entire analytics workspace by commercial dimensions

Export analytics results

The Analytics page is divided into three tabs:

Forecast

Win / loss

Forecast snapshots

📍 Where to Find CRM Analytics

Navigate to:

General → CRM → Analytics

The information displayed depends on:

The selected analysis period

Applied analytics filters

CRM permissions

The enquiries visible to the current user

Configured statuses and probabilities

The CRM base currency

Tonnage visibility and the units used in commercial lines

Analytics Page Controls

At the top of the Analytics page, you can access:

Export

Take snapshot

Filter

Analysis period

From

These controls affect the information shown across the analytics tabs.

Analysis Period

Use Analysis period to choose a predefined date range.

For example:

Year to date

Current year

Previous period

Custom period

The exact available choices may depend on the configured interface.

From and To

The From and To fields display the dates included in the analysis.

When a predefined analysis period is selected, Fabritec automatically fills these dates.

You can also use the date fields to define the required reporting period.

Export

Use Export to download analytics information for reporting or further review.

Exports reflect the current analytics context, including:

Selected tab

Date range

Applied filters

Enquiries visible to the user

Exported information can be used for:

Sales meetings

Commercial reviews

Management reporting

Forecast submissions

Win-and-loss analysis

Historical comparisons

Analytics Filters

Click Filter to open the Analytics filters panel.

The applied filters narrow every relevant metric, chart, probability bucket, and comparison on the page.

Available filters include:

Status

Sales owner

Country

City

Scope of Work

Customer

More than one filter can be applied at the same time.

Status

Limits the analytics results to enquiries using the selected CRM status or statuses.

Use this when analysing a specific commercial stage, such as:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Sales Owner

Limits the results to enquiries assigned to the selected sales owner.

This is useful for:

Individual performance reviews

Sales-representative pipeline reviews

Team comparisons

Territory management

The available information remains subject to the current user’s CRM data-access permissions.

Country

Filters enquiries by the recorded country.

This supports geographical analysis across different markets.

City

Filters enquiries by city.

The available city values depend on the selected country and the locations recorded on enquiries.

Scope of Work

Limits the results to enquiries associated with the selected scope of work.

Examples may include:

Steel

Metal Works

Fabrication and erection

Other configured commercial scopes

Customer

Filters the analytics results to one or more selected customers or prospects.

This allows users to examine the complete commercial performance of a specific account.

Applying or Clearing Filters

After selecting the required values:

Click Apply Filters

Review the updated metrics and charts

Click Clear Filters to remove all analytics filters.

The date range is controlled separately through the analysis-period controls.

Forecast Tab

The Forecast tab explains the composition and timing of the current commercial pipeline.

It includes:

Pipeline by probability

Pipeline by expected award

Pipeline value by probability

Pipeline by quotation date

The tab mainly focuses on enquiries that remain commercially open, including open and on-hold outcome categories.

Pipeline by Probability

The Pipeline by probability table groups enquiries according to their configured probability percentage.

Each probability configured in CRM Settings appears as its own row.

The table includes:

Probability

Enquiries

Value

Weighted forecast

Estimated tonnage

GPV

Gross profit %

A separate Lost row may also appear to provide comparison with lost commercial performance.

Probability

Shows the assigned likelihood of winning the enquiries in that row.

Examples include:

10%

25%

35%

50%

75%

90%

100%

Available percentages are maintained under:

CRM → Settings → Probabilities

Enquiries

Shows the number of enquiries within the probability bucket.

Value

Shows the total selling value of the enquiries in the bucket.

Values are presented in the CRM base currency.

Weighted Forecast

Shows the probability-adjusted pipeline value.

The calculation is:

Total enquiry value × Probability

Example:

An enquiry worth USD 226,300 at 25% probability contributes:

USD 56,575 to the weighted forecast.

Estimated Tonnage

Shows the combined estimated tonnage of the enquiries in the probability bucket.

Tonnage is derived from commercial-line quantities and units.

GPV

GPV represents gross profit value.

The calculation is:

Total amount − Estimated cost

A negative GPV indicates that the estimated cost is greater than the selling value.

Gross Profit %

Shows GPV as a percentage of the total selling value.

The calculation is:

GPV ÷ Total amount × 100

When the total amount is zero, Fabritec displays zero rather than calculating a percentage.

Open Total

The table may include an Open total row at the bottom.

This summarizes the currently open and on-hold pipeline across all probability buckets.

Pipeline by Expected Award

The Pipeline by expected award chart groups open pipeline value by the month in which the enquiry is expected to be awarded.

Use this chart to understand:

When commercial decisions are expected

Which months carry the greatest pipeline value

Potential future workload concentration

Whether the pipeline is evenly distributed

Which enquiries require date updates

Open enquiries without an expected award date may be shown as Unscheduled.

Pipeline Value by Probability

The Pipeline value by probability chart displays the total open pipeline value held at each configured probability.

This chart helps users identify whether the pipeline is concentrated in:

Early-stage opportunities

Mid-probability opportunities

High-confidence opportunities

Near-secured work

A pipeline heavily concentrated at low probabilities may require further qualification before it can be treated as a reliable forecast.

Pipeline by Quotation Date

The Pipeline by quotation date chart groups open pipeline value by the month in which quotations were sent.

Enquiries without a quotation-sent date may appear as Unscheduled.

This chart helps teams review:

Quotation activity over time

The age of the active pipeline

Months with high quotation volume

Opportunities that may require follow-up

Open enquiries that have not yet been formally quoted

Quotation dates are interpreted according to the company timezone.

Win / Loss Tab

The Win / loss tab evaluates the outcome of commercial enquiries during the selected period.

It includes:

Won value

Lost value

Closed value

Win rate

Won enquiries

Lost enquiries

Won tonnage

Lost tonnage

Win-rate trend

Value won versus lost

Loss reasons

Competitor win/loss matrix

Win Rate Basis

The Win rate basis control determines which enquiries are included in the win-rate denominator.

Available choices include:

Closed enquiries

All enquiries

Closed Enquiries

When Closed enquiries is selected, the win rate is calculated using won and lost enquiries only.

The calculation is:

Won ÷ (Won + Lost)

Cancelled enquiries are excluded.

This is the standard closed-opportunity win-rate calculation.

All Enquiries

When All enquiries is selected, open and on-hold enquiries are also included in the denominator.

The calculation is:

Won ÷ (Won + Lost + Open + Hold)

Cancelled enquiries remain excluded.

This provides a more conservative view of conversion against the full active and completed enquiry population.

Won Value

Shows the total commercial value of enquiries marked as Won within the selected period.

The card also displays the number of won enquiries contributing to the total.

Lost Value

Shows the total commercial value of enquiries marked as Lost within the selected period.

The card also displays the number of lost enquiries.

Closed Value

Shows the combined value of won and lost enquiries.

The calculation is:

Won Value + Lost Value

Cancelled enquiries are not included.

Win Rate

Shows the percentage of enquiries won according to the selected win-rate basis.

When Closed enquiries is selected:

Won ÷ (Won + Lost)

Example:

Won enquiries: 14

Lost enquiries: 10

Win rate:

14 ÷ 24 = 58.33%

Won Enquiries

Shows the number of enquiries marked as Won within the selected period.

Lost Enquiries

Shows the number of enquiries marked as Lost within the selected period.

Won Tonnage

Shows the combined estimated tonnage associated with won enquiries.

This can help production and management teams understand the amount of work secured during the period.

Lost Tonnage

Shows the combined estimated tonnage associated with lost enquiries.

This helps quantify potential workload that was not secured.

Win-Rate Trend

The Win-rate trend chart plots the calculated win rate by month.

It helps users identify:

Improvements or declines in sales performance

Seasonal changes

Months with unusually strong results

Months requiring further investigation

The effect of major wins or losses

The chart uses the selected win-rate basis.

Value Won vs Lost

The Value won vs lost chart compares won and lost commercial value by expected-award month.

The chart typically uses:

Green for won value

Red for lost value

Use it to identify:

Months with strong secured value

Months dominated by losses

Timing patterns in customer decisions

Commercial periods requiring review

The chart groups outcomes using the enquiry’s expected award timing.

Loss Reasons

The Loss reasons chart groups lost commercial value by the recorded loss reason.

Examples may include:

Price

Delivery Schedule

Technical Scope

Competitor Selected

Customer Cancelled

Loss reasons are maintained under:

CRM → Settings → Loss reasons

This chart helps management understand why opportunities are being lost and where corrective action may be needed.

Examples:

Frequent Price losses may indicate pricing or positioning issues.

Frequent Delivery Schedule losses may indicate capacity or lead-time challenges.

Frequent Technical Scope losses may indicate capability or specification gaps.

Frequent Competitor Selected results may require competitor-specific analysis.

Competitor Win/Loss Matrix

The Competitor win/loss matrix summarizes enquiries where a configured competitor was recorded.

The table includes:

Competitor outcomes

Won

Lost

Open

Win / loss

Won

Number of enquiries won where the competitor was recorded.

Lost

Number of enquiries lost where the competitor was recorded.

Open

Number of currently open or on-hold enquiries involving the competitor.

Win / Loss

Shows the comparative win/loss result when sufficient closed-enquiry data exists.

A dash may appear when there are no completed outcomes from which to calculate the ratio.

Competitors are maintained under:

CRM → Settings → Competitors

Forecast Snapshots Tab

The Forecast snapshots tab provides a historical view of how the pipeline and weighted forecast changed over time.

It compares saved forecast checkpoints rather than recalculating all historical values from the enquiry’s current state.

This allows management to answer questions such as:

Did the total pipeline increase or decrease?

Is the weighted forecast becoming stronger?

How much forecast value changed month over month?

How much work was secured?

How many open enquiries existed at each checkpoint?

Was the change caused by new opportunities, status updates, or probability changes?

Weighted Forecast vs Total Pipeline

The Weighted forecast vs total pipeline chart compares two values at each saved snapshot checkpoint:

Total Pipeline

Weighted Forecast

Each point represents the commercial position when the snapshot was captured.

The chart helps users evaluate whether:

The pipeline is growing

Forecast confidence is improving

A large gap exists between total value and probability-adjusted value

Major changes occurred between forecast reviews

Show Manual Snapshots

Use Show manual snapshots to control whether manually captured snapshots appear with the automatic snapshot history.

When enabled, manually captured checkpoints are included in the chart and comparison table.

When disabled, the page focuses on automatic snapshots only.

Forecast Snapshot Comparison

The Forecast snapshot comparison table provides detailed values for each saved snapshot.

Visible columns include:

Snapshot

Total Pipeline

Weighted Forecast

MoM Δ Weighted

Secured Backlog

Open Enquiries

Additional columns may be available depending on the table width and configured analytics view.

Snapshot

Shows the date and time when the forecast checkpoint was saved.

It may also identify whether the snapshot was automatic or manually captured.

Total Pipeline

Shows the total open pipeline value at the time of the snapshot.

Weighted Forecast

Shows the probability-adjusted pipeline value saved at that checkpoint.

MoM Δ Weighted

Shows the month-over-month change in weighted forecast compared with the previous relevant snapshot.

A positive value indicates growth.

A negative value indicates a reduction in forecast value.

Secured Backlog

Shows the amount of work recorded as secured at the snapshot checkpoint.

Open Enquiries

Shows the number of enquiries that were open when the snapshot was captured.

Taking a Forecast Snapshot

The Take snapshot button manually captures the current CRM forecast position.

To create a snapshot:

Navigate to General → CRM → Analytics

Apply the required date range and filters

Review the current analytics context

Click Take snapshot

Wait for the confirmation message

Fabritec displays:

Forecast snapshot captured.

The new checkpoint then appears in the Forecast snapshots tab when manual snapshots are shown.

What the Snapshot Records

A forecast snapshot preserves the commercial position at the time it is captured, including values such as:

Total pipeline

Weighted forecast

Secured backlog

Open enquiry count

Snapshot date and time

Current analytics scope

This allows users to compare future forecast positions with the captured checkpoint.

Why Take Manual Snapshots?

Manual snapshots are useful before or after:

Weekly sales meetings

Monthly management reviews

Forecast submissions

Major quotation updates

Probability reviews

Tender deadlines

Large wins or losses

Pipeline-cleaning exercises

Changes in sales ownership

They create a traceable record of what the forecast looked like at a specific moment.

Important Snapshot Considerations

A snapshot does not freeze or lock the enquiries themselves.

Users can continue to:

Edit enquiries

Change statuses

Update probabilities

Add or remove commercial lines

Change expected award dates

Mark opportunities as won or lost

These later changes affect the live analytics, while the saved snapshot remains available as a historical checkpoint.

Empty Analytics Results

A chart or table may display no data when:

No enquiries fall within the selected period

Applied filters exclude all records

The user does not have access to matching enquiries

No snapshots have been captured

Manual snapshots are hidden

Required dates or classifications are missing from enquiries

No competitors or loss reasons were recorded

Review the date range and filters before concluding that no CRM data exists.

How Analytics Values Are Calculated

Weighted Forecast

Total Amount × Probability

GPV

Total Amount − Estimated Cost

Gross Profit %

GPV ÷ Total Amount × 100

Closed Value

Won Value + Lost Value

Closed-Enquiry Win Rate

Won ÷ (Won + Lost)

Cancelled enquiries are excluded.

All-Enquiry Win Rate

Won ÷ (Won + Lost + Open + Hold)

Cancelled enquiries are excluded.

Governance Rules

Analytics results depend on enquiries visible to the current user.

The selected date range and filters apply to the relevant metrics and charts.

Weighted forecast depends on the enquiry probability.

Probabilities must be configured and allowed for the selected status.

Won and lost reporting depends on enquiries being assigned the correct outcome status.

Cancelled enquiries are excluded from win-rate calculations.

Loss analysis depends on users recording a valid loss reason.

Competitor analysis depends on competitors being recorded on enquiries.

Expected-award and quotation charts depend on complete date information.

Tonnage results depend on accurate commercial-line quantities and units.

Manual snapshots preserve a checkpoint but do not lock the live enquiry data.

All aggregated monetary values use the configured CRM base currency.

⭐ Best Practices

Review the Forecast tab before weekly sales meetings.

Keep enquiry probability aligned with the current commercial stage.

Update expected award dates whenever customer timing changes.

Record quotation-sent dates promptly.

Use consistent loss reasons instead of relying only on notes.

Record competitors whenever they are known.

Compare won value with lost value, not only enquiry counts.

Review low-probability pipeline separately from high-confidence opportunities.

Investigate enquiries shown as Unscheduled.

Apply sales-owner and customer filters during account reviews.

Capture a manual snapshot before formal forecast submissions.

Use snapshots consistently at the same point in each reporting cycle.

Avoid changing probability only to improve the forecast without supporting commercial evidence.

Review access permissions when users appear to see different totals.

CRM Settings

The CRM Settings area controls the classifications, defaults, numbering rules, currencies, and reusable reference data used throughout the Fabritec CRM module.

These settings determine how enquiries are created, displayed, grouped, forecasted, converted, and analysed.

CRM Settings include:

General settings

Statuses

Probabilities

Scopes of work

Industries

Competitors

Loss reasons

Units

Numbering

Currencies

Changes made in CRM Settings can affect:

New enquiry forms

Pipeline stages and grouping

Weighted forecasts

Dashboard and analytics calculations

Win-and-loss reporting

Commercial-line quantities

Enquiry and project numbering

Currency conversion and consolidated reporting

Because these settings are shared across the CRM module, they should be managed by authorized administrators or CRM managers.

📍 Where to Find CRM Settings

Navigate to:

CRM → Settings

The CRM Settings menu displays the configuration pages available to your organization.

To manage these pages, the user normally requires the following permission:

User Management → Roles → Manage CRM Settings

General Settings

The General settings page controls the default values used when users create new CRM enquiries.

Navigate to:

CRM → Settings → General settings

The page contains two main sections:

CRM defaults

Tonnage visibility

CRM Defaults

CRM defaults reduce repetitive data entry and help ensure that new enquiries begin with consistent values.

The available settings are:

Default Measurement Unit

Default Open Status

Default Measurement Unit

Select the unit that Fabritec should use by default when a new enquiry or commercial line is created.

Examples may include:

Ton (Metric) — T

Square Meter — m²

Kilogram — kg

Meter — m

Cubic Meter — m³

Piece

Other units available in the shared Fabritec unit catalog

The selected value is only the default. Users can select another available unit when entering commercial-line quantities.

To update the default unit:

Open CRM → Settings → General settings

Select the required Default Measurement Unit

Click Save settings

Default Open Status

Select the status automatically assigned when a new enquiry is created.

Only active statuses with the Open outcome category are available for selection.

Examples may include:

New

Qualified

Quoted

To update the default status:

Select an active open status

Click Save settings

The selected status becomes the starting stage for newly created enquiries unless another value is selected during entry or import.

Tonnage Visibility

The Show tonnage in CRM option controls whether derived tonnage information is displayed throughout the CRM module.

When enabled, tonnage may appear in:

Pipeline cards

Pipeline tables

Enquiry commercial summaries

Customer CRM insights

Forecast Dashboard

Analytics

Won-and-lost performance summaries

When disabled, Fabritec hides tonnage from CRM pages.

Turning this option off only hides tonnage. Existing tonnage values continue to be calculated and retained.

To change tonnage visibility:

Turn Show tonnage in CRM on or off

Click Save settings

Statuses

The Statuses page defines the stages and final outcomes through which an enquiry can move.

Navigate to:

CRM → Settings → Statuses

Statuses are used in:

The Pipeline Kanban board

Pipeline list grouping

Enquiry details

Forecast calculations

Dashboard charts

Analytics

Import validation

Win-and-loss reporting

Examples of configured statuses include:

New

Qualified

Quoted

Hold

Won

Lost

Cancelled

Statuses Table

The table includes:

Status

Outcome category

Allowed probabilities

Default

Active

Actions

The drag handle beside each status can be used to change its display order.

The configured order affects how statuses appear in CRM selectors and pipeline views.

Outcome Categories

Every status must belong to one of the following outcome categories:

Open

Used for active commercial opportunities that are still progressing.

Examples:

New

Qualified

Quoted

Open enquiries contribute to the active pipeline and weighted forecast.

Hold

Used when an opportunity is temporarily paused but has not been closed.

Hold enquiries remain visible in the pipeline and may still contribute to forecast calculations based on their assigned probability.

Won

Used when the opportunity has been awarded.

Won statuses use:

100% probability

A won enquiry can later be:

Linked to an existing project

Converted into a new Fabritec project

Lost

Used when the opportunity was not awarded.

Lost statuses use:

0% probability

Users may be required to select a configured loss reason when marking an enquiry as lost.

Cancelled

Used when the opportunity is no longer proceeding and should not be treated as a commercial loss.

Cancelled statuses use:

0% probability

Cancelled enquiries are excluded from standard win-rate calculations.

Adding a Status

To add a new status:

Navigate to CRM → Settings → Statuses

Click Add status

Enter the status information

Click Save status

Status Form Fields

Name

Enter the status name that users will see in the Pipeline and enquiry forms.

Use clear commercial stage names such as:

Technical Review

Pricing in Progress

Submitted

Negotiation

Color

Select the color used to identify the status visually.

The selected color may appear in:

Pipeline columns

Status indicators

Enquiry labels

Charts and summaries

Use clearly distinguishable colors to make the pipeline easier to review.

Outcome Category

Select the commercial meaning of the status:

Open

Hold

Won

Lost

Cancelled

The outcome category controls how Fabritec treats the enquiry in forecasts and analytics.

Allowed Probabilities

Select the probability percentages users can assign while the enquiry is in this status.

For example:

New: 10%, 25%

Qualified: 25%, 50%

Quoted: 50%, 75%, 90%

Hold: 25%

Open and Hold statuses can use one or more configured probabilities below 100%.

The probabilities must first exist on the Probabilities page.

Default Probability

Select one of the allowed probabilities as the default for the status.

When an enquiry moves into this status, the default probability can be applied unless the user selects another permitted value.

Exactly one default must be selected from the allowed values.

Status Rules

The following rules apply:

Every status must have an outcome category.

Open and Hold statuses may use configured probabilities below 100%.

Won statuses use 100%.

Lost and Cancelled statuses use 0%.

The default probability must be included in the status’s allowed probabilities.

Only active Open statuses can be selected as the default open status.

Statuses already used by enquiries should be archived rather than replaced without review.

Probabilities

The Probabilities page defines the likelihood percentages available for CRM enquiries.

Navigate to:

CRM → Settings → Probabilities

Probabilities are used to calculate the weighted forecast for each enquiry.

The general calculation is:

Weighted Forecast = Total Amount × Probability

For example:

Total Amount: USD 500,000

Probability: 50%

Weighted Forecast: USD 250,000

Probabilities Table

The table includes:

Probability

Active

Actions

Configured values are automatically ordered from 0% to 100%.

Examples shown include:

10%

25%

35%

50%

75%

90%

100%

Adding a Probability

To add a probability:

Navigate to CRM → Settings → Probabilities

Click Add probability

Enter the percentage

Click Save

The percentage must:

Be between 0 and 100

Be unique

Not duplicate an existing probability

After it is created, the probability can be assigned to one or more Open or Hold statuses.

Protected Probabilities

Some probability records may display a lock instead of an archive action.

A lock means the probability cannot currently be removed.

This may apply to:

Required outcome values such as 0% and 100%

Values currently assigned to statuses

Values already referenced by CRM data

Review status configurations before attempting to archive a probability.

Probability Best Practices

Use a controlled set of percentages rather than creating many similar values.

A practical structure could be:

10% — Initial or unqualified enquiry

25% — Qualified opportunity

50% — Quotation submitted

75% — Strong commercial position

90% — Verbal confirmation or final negotiation

100% — Won

0% — Lost or Cancelled

The exact structure should match your company’s sales process.

Scopes of Work

The Scopes of work page maintains reusable work classifications available across CRM and project workflows.

Navigate to:

CRM → Settings → Scopes of work

Scopes of work can be used on:

Enquiry headers

Commercial lines

Pipeline filters

Forecast Dashboard filters

Analytics filters

Project records created from won enquiries

Examples include:

Fabrication and erection

Metal

Metal Works

Steel

Steel work

Scopes of Work Table

The table includes:

Name

Code

Active

Actions

Users can search, filter, export, edit, and archive scope records.

Archived scopes can be restored by editing them.

Adding a Scope of Work

To add a scope:

Navigate to CRM → Settings → Scopes of work

Click Add scope

Complete the scope information

Click Save

Name

Required field.

Enter a clear and unique scope name.

Examples:

Structural Steel Fabrication

Fabrication and Erection

Decorative Metalwork

Pipe Supports

Aluminum Façade Works

Code

Enter an optional internal code for the scope.

Examples:

STEEL-FAB

FAB-ERECTION

ALU-FACADE

Codes help maintain consistent classification, especially during enquiry imports and integrations.

Scope Usage

A scope can be assigned at two levels:

Enquiry level — Represents the overall opportunity scope

Commercial-line level — Identifies the scope associated with a particular quantity, price, or cost line

Keeping scopes consistent improves filtering, reporting, and opportunity analysis.

Industries

The Industries page maintains the industry classifications available on CRM enquiries.

Navigate to:

CRM → Settings → Industries

Industries help classify opportunities by customer market or commercial sector.

Examples include:

Fabrication

Metal

Steel

Construction

Oil and Gas

Infrastructure

Manufacturing

Industries Table

The table includes:

Name

Active

Actions

Configured industries appear in:

New enquiry forms

Enquiry edit forms

Enquiry details

CRM filters

Imported enquiry validation

Commercial reporting

Adding an Industry

To add an industry:

Click Add industry

Enter the industry name

Click Save

Name

Required field.

Enter the name as it should appear across CRM enquiry forms and filters.

Avoid creating duplicate or overlapping industry names.

Competitors

The Competitors page maintains the competitor catalog used for opportunity tracking and win-and-loss analysis.

Navigate to:

CRM → Settings → Competitors

Competitors can be assigned to enquiries when another supplier, contractor, or fabricator is competing for the same opportunity.

Configured competitor information contributes to the Competitor win/loss matrix in CRM Analytics.

Competitors Table

The table includes:

Name

Notes

Active

Actions

Adding a Competitor

To add a competitor:

Navigate to CRM → Settings → Competitors

Click Add competitor

Enter the competitor details

Click Save

Name

Required field.

Enter the competitor’s company or trading name.

Notes

Optional internal notes.

Use this field for information such as:

Known market segment

Typical pricing position

Technical specialization

Geographic coverage

Internal commercial observations

Do not use the notes field for unsupported or sensitive personal information.

Why Record Competitors?

Consistent competitor tracking helps management understand:

Which competitors appear most frequently

How many opportunities were won against each competitor

How many were lost

Which opportunities remain open

Competitor-specific win/loss performance

Loss Reasons

The Loss reasons page defines the reasons users can select when an enquiry is marked as lost.

Navigate to:

CRM → Settings → Loss reasons

Examples include:

Price

Delivery Schedule

Technical Scope

Competitor Selected

Customer Cancelled

Loss reasons support structured analysis instead of relying only on free-text explanations.

Loss Reasons Table

The table includes:

Name

Active

Actions

Rows can be dragged to control the order in which loss reasons appear to users.

Adding a Loss Reason

To add a loss reason:

Click Add loss reason

Enter the reason name

Click Save

Name

Required field.

Enter a short and clear reason that users can select during the lost-enquiry workflow.

Examples:

Price

Delivery Lead Time

Technical Non-Compliance

Payment Terms

Competitor Selected

Scope Changed

Customer Budget Cancelled

Loss Reason Reporting

The selected reason is used in CRM Analytics to group lost opportunities and lost commercial value.

This helps management identify recurring causes of lost work and take corrective action.

Units

The Units page displays the shared Fabritec unit catalog available for CRM commercial lines.

Navigate to:

CRM → Settings → Units

CRM uses the shared Fabritec unit catalog rather than maintaining a separate CRM-only unit list.

The CRM default unit is selected under:

CRM → Settings → General settings

Units Table

The table includes:

Name

Symbol

Examples include:

Acre — ac

Centimeter — cm

Cubic Centimeter — cm³

Cubic Foot — ft³

Cubic Meter — m³

Day — d

Foot — ft

Square Meter — m²

Ton (Metric) — T

The page supports:

Column filters

Excel export

PDF export

Refresh

Column visibility

Pagination

Reset cache

The Units page is a reference page. Unit creation and editing are not performed from the CRM Settings area.

Numbering

The Numbering page manages tenant-wide automatic numbering for CRM enquiries and project job numbers.

Navigate to:

CRM → Settings → Numbering

The available sequences include:

Project job number

CRM enquiry number

Numbering Table

The table includes:

Sequence

Template

Prefix

Automatic numbering

Current value

Reset rule

Actions

The CRM enquiry number sequence is marked as:

Enabled

Mandatory

This means automatic CRM enquiry numbering cannot be disabled.

Project job numbering may be configured for automatic or manual use, depending on your organization’s settings.

Editing a Numbering Template

To edit a sequence:

Find the required sequence

Click the Edit icon

Update the numbering configuration

Click Save template

Changes apply to future numbers only.

Existing CRM enquiry numbers and project job numbers remain unchanged.

Numbering Template Fields

Template

Defines the structure of the generated number.

Example:

{Prefix}-{YYYY}-{SEQ:5}

Prefix

Defines the fixed text placed at the beginning of the number.

Examples:

ENQ

CRM

JOB

Padding

Defines the number of digits used for the sequence.

For example, padding of 5 generates:

00001

00002

00003

Current Value

Shows the last allocated sequence value.

The next automatic number uses:

Current Value + 1

For example, when the current value is 3, the next sequence value is 4.

Administrators should change the current value only when intentionally continuing from a previous numbering range.

Reset Rule

Defines when the sequence counter starts again.

The displayed configuration uses:

Reset yearly

With yearly reset, the sequence can restart when the year changes.

Automatic Numbering

When enabled, Fabritec generates the next number from the configured template.

When disabled for an eligible sequence, users enter the number manually.

CRM enquiry numbering is mandatory and remains automatic.

Supported Numbering Tokens

Templates may include:

{PREFIX} — Configured prefix

{YYYY} — Four-digit year

{YY} — Two-digit year

{MM} — Month

{SEQ} — Sequence number

{SEQ:n} — Sequence with a defined number of digits

{COUNTRY} — Country name

{COUNTRY_ISO2} — Two-letter country code

{COUNTRY_ISO3} — Three-letter country code

{CITY} — City

{CUSTOMER_CODE} — Customer code

{CUSTOMER_NAME} — Customer name

{PROJECT_NAME} — Project name

Numbering Examples

Template:

{PREFIX}-{YYYY}-{SEQ:5}

Prefix:

ENQ

Generated result:

ENQ-2026-00001

Another possible template:

{PREFIX}-{COUNTRY_ISO2}-{YY}-{SEQ:4}

Generated result:

ENQ-EG-26-0001

Use only tokens for information that will be available when the number is generated.

Currencies

The Currencies page manages the currencies and exchange rates shared across Fabritec features.

Navigate to:

CRM → Settings → Currencies

Currency configuration allows enquiries to be entered in different currencies while dashboards and analytics compare values using one base reporting currency.

The page contains:

Base currency settings

Exchange-rate update settings

Currency table

Base Currency

The base currency is the reporting currency used when Fabritec aggregates and compares monetary values.

It is used in:

Forecast Dashboard

Pipeline summaries

Weighted forecasts

Customer CRM insights

Analytics

Win-and-loss comparisons

Consolidated exports

The displayed example uses:

USD — US Dollar

To change the base currency:

Select the required currency

Click Save settings

Changing the base currency can affect how converted values are presented in CRM reports and dashboards.

Review the change carefully before saving it.

Exchange-Rate Updates

The Exchange-rate updates section controls how Fabritec refreshes exchange rates from the configured public provider.

Available settings include:

Update mode

Synchronization frequency

Last successful synchronization

Update Mode

Select how exchange rates should be maintained.

The displayed configuration uses:

Automatic

In automatic mode, Fabritec requests updated rates according to the selected synchronization frequency.

Synchronization Frequency

Defines how often automatic exchange-rate updates occur.

The displayed example uses:

Every 1 day

Last Successful Synchronization

Displays the date and time of the most recent successful rate update.

Use this information to confirm that automatic synchronization is operating correctly.

Synchronize Rates Now

Click Synchronize rates now to request an immediate exchange-rate update.

This can be useful before:

Preparing management reports

Reviewing a large multi-currency pipeline

Closing a reporting period

Confirming recently changed market rates

After changing the update mode or frequency, click Save settings.

Currency Table

The currency table includes:

Code

Currency

Name or symbol

Rate to base

Effective date

Automatic rate available

Active

Actions

Examples shown include:

EGP — Egyptian Pound

EUR — Euro

SAR — Saudi Riyal

USD — US Dollar

The base currency has a Rate to base of 1.

Adding a Currency

To add another currency:

Navigate to CRM → Settings → Currencies

Click Add currency

Select or enter the required currency information

Configure its exchange-rate behavior

Save the currency

Only currencies required for your commercial activity should be activated.

Currency Actions

Depending on the currency and its usage, the Actions column may allow users to:

Review exchange-rate information

Edit the currency

Archive an eligible currency

Do not archive a currency before confirming that it is no longer required by active enquiries or reporting workflows.

:::

Common Settings Page Controls

:::

Most CRM Settings tables include the following controls:

Excel Export

Exports the visible settings data to Excel.

PDF Export

Exports the visible settings data to PDF.

Refresh

Reloads the table and displays the latest saved information.

Clear Filters

Removes active column filters.

Search

Searches the visible records by relevant text fields.

Columns

Allows users to show or hide table columns.

Reset Cache

Reloads cached configuration data.

Use this when a recently saved setting is not yet appearing in another selector or CRM page.

Actions

Depending on the page and record, available actions may include:

Edit

Governance Rules

CRM Settings should follow these governance rules:

Only authorized users should receive the Manage CRM Settings permission.

Status outcome categories must accurately represent the commercial result.

Won statuses must use 100% probability.

Lost and Cancelled statuses must use 0% probability.

Open and Hold status probabilities must come from the configured probability list.

The selected default probability must be allowed for the status.

Duplicate scopes, industries, competitors, and loss reasons should be avoided.

Reference records used historically should be archived rather than renamed to represent unrelated information.

Numbering changes affect future numbers and should be documented.

CRM enquiry automatic numbering is mandatory.

Base-currency changes should be approved before they are applied.

Exchange-rate synchronization should be reviewed regularly.

Hiding tonnage does not delete or stop its calculation.

⭐ Best Practices

Configure CRM Settings before importing historical enquiries

Use a small, clearly defined set of statuses

Align probability stages with your actual sales process

Avoid creating many similar probability percentages

Use clear scope and industry names

Add standardized internal codes where useful

Record competitors consistently for meaningful win/loss analysis

Use specific loss reasons rather than general entries such as “Other”

Keep the default enquiry status at the true starting stage

Use a numbering template that remains readable and unique over time

Avoid changing the current sequence value without a documented reason

Review currency synchronization before month-end reporting

Archive unused values instead of creating duplicate replacements

Use Reset Cache after configuration changes when an updated value does not immediately appear

Task Manager – Create, assign, and track operational tasks

Projects – Create and manage manufacturing projects

Documents – Manage project and customer documents

Reports – Analyze production and project performance

Dashboards – Track production productivity and trends

CRM

📍 Where to Find Sales CRM#

What You Can Do in Sales CRM#

CRM Sections#

Dashboard#

Pipeline#

Customers#

Analytics#

Settings#

How the CRM Workflow Works#

Commercial Calculations#

Total Amount#

Estimated Cost#

Gross Profit Value#

Gross Profit %#

Weighted Forecast#

CRM Data and Reporting Currency#

CRM Roles and Permissions#

CRM Permissions#

Information Required for Reliable CRM Reporting#

⭐ Best Practices#

Forecast Dashboard#

📍 Where to Find the Forecast Dashboard#

Forecast Dashboard Control Panel#

Forecast Period#

From and To Dates#

From#

To#

Dashboard Filters#

Status#

Sales Owner#

Country#

City#

Scope of Work#

Customer#

Win Rate Basis#

Closed Enquiries#

All Enquiries#

Include Enquiries Without an Expected Award Date#

Enable It When#

Disable It When#

Clear Filters#

Apply Filters#

Dashboard KPI Cards#

Total Pipeline#

Weighted Forecast#

Total Estimated Cost#

Active Pipeline#

Won Value#

Lost Value#

Win Rate#

Closed Enquiries#

All Enquiries#

Gross Profit#

Gross Profit %#

Open Tonnage#

Won Tonnage#

Lost Tonnage#

Previous-Period Comparisons#

Positive and Attention Indicators#

Percentage Points#

Pipeline by Expected Award#

How to Interpret the Chart#

Pipeline by Status#

How to Interpret the Status Distribution#

High New Value#

High Qualified Value#

High Quoted Value#

High Hold Value#

High Lost or Cancelled Value#

Value by Probability#

How to Interpret Probability Exposure#

High Value at 10% or 25%#

High Value at 50%#

High Value at 75% or 90%#

Unexpected Value at 0% or 100%#

How to Review the Forecast Dashboard#

Why Dashboard Values May Be Missing or Zero#

Governance Rules#

⭐ Best Practices#

📍 Where to Find Sales CRM

What You Can Do in Sales CRM

CRM Sections

Dashboard

Pipeline

Customers

Analytics

Settings

How the CRM Workflow Works

Commercial Calculations

Total Amount

Estimated Cost

Gross Profit Value

Gross Profit %

Weighted Forecast

CRM Data and Reporting Currency

CRM Roles and Permissions

CRM Permissions

Information Required for Reliable CRM Reporting

⭐ Best Practices

Forecast Dashboard

📍 Where to Find the Forecast Dashboard

Forecast Dashboard Control Panel

Forecast Period

From and To Dates

From

To

Dashboard Filters

Status

Sales Owner

Country

City

Scope of Work

Customer

Win Rate Basis

Closed Enquiries

All Enquiries

Include Enquiries Without an Expected Award Date

Enable It When

Disable It When

Clear Filters

Apply Filters

Dashboard KPI Cards

Total Pipeline

Weighted Forecast

Total Estimated Cost

Active Pipeline

Won Value

Lost Value

Win Rate

Closed Enquiries

All Enquiries

Gross Profit

Gross Profit %

Open Tonnage

Won Tonnage

Lost Tonnage

Previous-Period Comparisons

Positive and Attention Indicators

Percentage Points

Pipeline by Expected Award

How to Interpret the Chart

Pipeline by Status

How to Interpret the Status Distribution

High New Value

High Qualified Value

High Quoted Value

High Hold Value

High Lost or Cancelled Value

Value by Probability

How to Interpret Probability Exposure

High Value at 10% or 25%

High Value at 50%

High Value at 75% or 90%

Unexpected Value at 0% or 100%

How to Review the Forecast Dashboard

Why Dashboard Values May Be Missing or Zero

Governance Rules

⭐ Best Practices

CRM Pipeline and Enquiry Management