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

CRM Notifications

Fabritec notifications are integrated with the CRM module to keep users informed about enquiry activities that require attention.

CRM alerts appear under the Notifications bell in the top navigation bar. When a new notification is available, an unread counter appears beside the bell.

CRM notifications may include reminders such as:

An enquiry’s Expected Award Date is approaching
An enquiry’s Expected Award Date is overdue
A commercial opportunity requires follow-up
An activity related to an enquiry needs the user’s attention

For example, an Expected award reminder identifies the related enquiry number and project name and explains that the expected award date is overdue.

Each notification may include a direct link to the related CRM enquiry, allowing the user to open the record and take the required action.

From the Notifications panel, users can:

Review unread CRM alerts
Open the enquiry related to a notification
Mark an individual notification as read
Click Mark all as read to clear all unread notifications
Review when each notification was generated
Permission-Based Notifications

CRM notifications respect the user’s assigned roles and CRM data visibility.

Fabritec delivers alerts only when the user has permission to access the related CRM information. This prevents users from receiving notifications for enquiries or commercial data outside their permitted scope.

Notification visibility may therefore depend on permissions such as:

Create and Edit Own Enquiries
View Team CRM Data
View All CRM Data
View CRM Pipeline
Change Enquiry Status

For example:

A Sales Representative may receive reminders for enquiries they own or are permitted to manage.
A Sales Manager with team visibility may receive or review alerts related to team opportunities.
A CRM administrator or manager with organization-wide visibility may receive alerts relating to enquiries across the business.

Important: Receiving a notification does not provide additional access. The user must already have the required CRM page, action, and data-visibility permissions to open and work with the related enquiry.

CRM notifications help teams respond to overdue opportunities, maintain accurate award dates, and avoid missing important commercial follow-ups.

AI-Powered CRM Queries

Fabritec CRM can be connected to supported AI assistants such as Claude AI and ChatGPT through an MCP-based integration.

Once connected, users can ask questions about CRM information using natural language instead of manually searching through the Dashboard, Pipeline, Customers, Analytics, and individual enquiry records.

The AI assistant retrieves approved Fabritec CRM information based on the permissions of the connected user.

Fabritec remains the source of truth.
The AI assistant helps users find, summarize, compare, and explain CRM information more quickly.

What You Can Ask the AI About CRM

Users can query CRM information such as:

Active enquiries
Pipeline values
Weighted forecasts
Expected award dates
Overdue opportunities
Enquiry statuses and probabilities
Sales Owner performance
Customer and prospect activity
Won and Lost opportunities
Gross profit and estimated costs
Commercial tonnage
Competitors
Loss Reasons
Unscheduled enquiries
Quotation activity
Forecast changes
Enquiry notes, tasks, and commercial details available to the user

Example questions include:

Summarize the current CRM pipeline.
Which enquiries are expected to be awarded this month?
Show me overdue enquiries and group them by Sales Owner.
Which opportunities have the highest weighted forecast?
List all Quoted enquiries with a probability of 75% or higher.
Which customers have the highest open pipeline value?
Summarize Won and Lost opportunities for this quarter.
What are the most common reasons for losing enquiries?
Compare pipeline value across Sales Owners.
Show enquiries that do not have an Expected Award Date.
Which opportunities have a low Gross Profit percentage?
Prepare a management summary of the current commercial outlook.

Clear questions that include a period, customer, Sales Owner, status, country, or scope generally produce more focused answers.

CRM AI Access and Permissions

AI assistants do not receive unrestricted access to CRM information.

Each user connects Claude AI or ChatGPT using their own Fabritec account. The AI assistant can only retrieve CRM data that the connected user is permitted to access.

CRM AI responses may therefore depend on permissions such as:

CRM
View CRM Dashboard
View CRM Pipeline
Create and Edit Own Enquiries
Edit All Enquiries
View Team CRM Data
View All CRM Data
Manage CRM Settings

For example:

A Sales Representative may query only their own visible enquiries.
A Sales Manager may query opportunities belonging to their team.
A user with View All CRM Data may receive organization-wide CRM summaries.
A user without access to CRM Analytics should not receive restricted analytical information through the AI assistant.

Important: AI integration does not bypass Fabritec permissions. If a user cannot access specific CRM information inside Fabritec, the AI assistant should not provide it.

What the AI Assistant Can Help With

The AI assistant can help users:

Search visible CRM information using natural language
Summarize pipeline and forecast performance
Identify overdue or unscheduled enquiries
Compare customers, owners, statuses, and probabilities
Highlight opportunities requiring follow-up
Prepare commercial meeting summaries
Draft internal sales updates
Explain CRM calculations and trends
Turn enquiry information into clear action points

What Must Still Be Done Inside Fabritec

The AI assistant supports CRM analysis and information retrieval, but official CRM actions should still be completed inside Fabritec.

These actions include:

Creating or editing enquiries
Changing enquiry Status or Probability
Marking an enquiry as Won or Lost
Recording a Loss Reason
Uploading official attachments
Updating commercial lines
Assigning Sales Owners or Estimators
Converting a Won enquiry into a project
Changing CRM Settings
Managing roles and permissions

Users should verify important commercial information inside Fabritec before making decisions or sharing external reports.

⭐ 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

Review CRM notifications regularly

Act on overdue Expected Award Date reminders

Keep enquiry ownership and expected dates updated so alerts reach the correct users

Assign CRM data-visibility permissions carefully to ensure users receive only relevant notifications

Use your own Fabritec account when connecting an AI assistant

Ask specific CRM questions that include a period, owner, customer, status, or scope

Verify important AI-generated commercial summaries against Fabritec

Do not rely on AI responses to replace official CRM updates

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

Introduction to 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#

CRM Notifications#

CRM notifications may include reminders such as:#

From the Notifications panel, users can:#

For example:#

AI-Powered CRM Queries#

What You Can Ask the AI About CRM#

Example questions include:#

CRM AI Access and Permissions#

What the AI Assistant Can Help With#

What Must Still Be Done Inside Fabritec#

⭐ Best Practices#

🔗 Related Articles#

📍 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

CRM Notifications

CRM notifications may include reminders such as:

From the Notifications panel, users can:

For example:

AI-Powered CRM Queries

What You Can Ask the AI About CRM

Example questions include:

CRM AI Access and Permissions

What the AI Assistant Can Help With

What Must Still Be Done Inside Fabritec

⭐ Best Practices

🔗 Related Articles