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

Dashboards – Visual productivity analytics

Production – Track production items and progress

Shipping – Manage shipping lists & readiness

Shifts – Optimize workforce allocation

CRM Pipeline and Enquiry Management

Search#

Kanban View#

Enquiry Cards#

Group By#

Group by Status#

Group by Sales Owner#

Group by Customer#

Group by Award Month#

Swimlane By#

List View#

Grouped List Sections#

List View Tools#

Refresh#

Columns#

Reset Cache#

Pipeline Filters#

Status#

Sales Owner#

Country and City#

Scope of Work#

Customer#

Competitors#

Award Date From and To#

Applying or Clearing Filters#

Creating a New Enquiry#

New Enquiry Form#

Customer / Prospect#

Main Contact#

Enquiry Number#

Project Name#

Tender Number / Customer Reference#

Description#

Scope of Work#

Country#

City#

Industry#

Currency#

Competitors#

Adding a Commercial Line#

Description#

Scope of Work#

Quantity#

Unit#

Unit Price#

Unit Cost#

Line Total#

Deleting a Commercial Line#

Live Totals#

Total Amount#

Estimated Cost#

Gross Profit#

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Probability#

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Saving the Enquiry#

Importing Enquiries#

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Template Column Guide#

Import Field Summary#

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Sales Owner and Estimator Matching#

Uploading the Import File#

Allow Lost Rows Without a Valid Loss Reason#

Validation Preview#

Common Validation Results#

Duplicate Enquiry Number#

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Unknown User#

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Invalid Date Sequence#

Unknown Scope, Industry, Unit, or Currency#

Correcting an Import#

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Saving the Enquiry

Importing Enquiries

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Template Column Guide

Import Field Summary

Scope of Work Values

Sales Owner and Estimator Matching

Uploading the Import File

Allow Lost Rows Without a Valid Loss Reason

Validation Preview

Common Validation Results

Duplicate Enquiry Number

Invalid Status or Probability

Unknown User

Invalid Country or City

Invalid Date Sequence

Unknown Scope, Industry, Unit, or Currency

Correcting an Import

Enquiry Details