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.

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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

📍 Where to Find CRM Settings#

General Settings#

CRM Defaults#

Default Measurement Unit#

Default Open Status#

Tonnage Visibility#

Statuses#

Statuses Table#

Outcome Categories#

Open#

Hold#

Won#

Lost#

Cancelled#

Adding a Status#

Status Form Fields#

Name#

Color#

Outcome Category#

Allowed Probabilities#

Default Probability#

Status Rules#

Probabilities#

Probabilities Table#

Adding a Probability#

Protected Probabilities#

Probability Best Practices#

Scopes of Work#

Scopes of Work Table#

Adding a Scope of Work#

Name#

Code#

Scope Usage#

Industries#

Industries Table#

Adding an Industry#

Name#

Competitors#

Competitors Table#

Adding a Competitor#

Name#

Notes#

Why Record Competitors?#

Loss Reasons#

Loss Reasons Table#

Adding a Loss Reason#

Name#

Loss Reason Reporting#

Units#

Units Table#

Numbering#

Numbering Table#

Editing a Numbering Template#

Numbering Template Fields#

Template#

Prefix#

Padding#

Current Value#

Reset Rule#

Automatic Numbering#

Supported Numbering Tokens#

Numbering Examples#

Currencies#

Base Currency#

Exchange-Rate Updates#

Update Mode#

Synchronization Frequency#

Last Successful Synchronization#

Synchronize Rates Now#

Currency Table#

Adding a Currency#

Currency Actions#

Common Settings Page Controls#

Excel Export#

PDF Export#

Refresh#

Clear Filters#

Search#

Columns#

📍 Where to Find CRM Settings

General Settings

CRM Defaults

Default Measurement Unit

Default Open Status

Tonnage Visibility

Statuses

Statuses Table

Outcome Categories

Open

Hold

Won

Lost

Cancelled

Adding a Status

Status Form Fields

Name

Color

Outcome Category

Allowed Probabilities

Default Probability

Status Rules

Probabilities

Probabilities Table

Adding a Probability

Protected Probabilities

Probability Best Practices

Scopes of Work

Scopes of Work Table

Adding a Scope of Work

Name

Code

Scope Usage

Industries

Industries Table

Adding an Industry

Name

Competitors

Competitors Table

Adding a Competitor

Name

Notes

Why Record Competitors?

Loss Reasons

Loss Reasons Table

Adding a Loss Reason

Name

Loss Reason Reporting

Units

Units Table

Numbering

Numbering Table

Editing a Numbering Template

Numbering Template Fields

Template

Prefix

Padding

Current Value

Reset Rule

Automatic Numbering

Supported Numbering Tokens

Numbering Examples

Currencies

Base Currency

Exchange-Rate Updates

Update Mode

Synchronization Frequency

Last Successful Synchronization

Synchronize Rates Now

Currency Table

Adding a Currency

Currency Actions

Common Settings Page Controls

Excel Export

PDF Export

Refresh

Clear Filters

Search

Columns

Reset Cache