What Information is Needed to Close a Won or Lost Deal?

Information Needed for Winning or Losing a Deal

Once a Deal is switched to Closed Won or Closed Lost, update the following:  

Closed Won

Review all dates and amounts.

Complete (or review) the following:

1. Won Reason Category
   Select one: Price, Relationship, Qualifications, Team, or Project Approach
2. Closed Won Reason:
   

   Provide a short recap from your debrief. All competitive pursuits should have a won debrief to track any notes on what made our submittal a winning submittal. If one is not necessary, add: “DEBRIEF NOT NEEDED”. 

   • This field should include a short synopsis of your win debrief meeting. Ex: Client selected us due to our PM having experience in traffic signal design.  
   • If you have more detailed notes, add in a note field with more information and add “See notes” to the end of your synopsis. 
3. Project Type
4. Project Manager
5. SF330 Project Code
6. Competitive 
7. B&W Role
   Select our role on the project: Prime, Sub, JV, or GC (select GC for design/build projects, where a portion of the revenue stream would be us operating as a General Contractor). 
8. Executed Contract Received?  
   This needs to be Yes to continue
9. Billing Type
10. Communicate to Accounting
    Brief explanation to accounting on how this project should be invoice or special invoice requests on this project 
11. Withhold Retainage
12. Overhead Rate

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Closed Lost

Complete the following:

1. Lost Reason Category
   Select one: Price, Team, Qualifications, Incumbent/Relationship, or Unknown
2. Closed Lost Reason:
   

   Provide a short recap from your debrief. All competitive pursuits should have a loss debrief to track any notes on why our submittal lost. If one is not necessary, add: “DEBRIEF NOT NEEDED”.

   • This field should include a short synopsis of your lost debrief meeting. Ex: Client selected other firm considering our lack of experience in traffic signal design.  

   • If you have more detailed notes, add in a note field with more information and add “See notes” to the end of your synopsis.
3. Awarded to
   Identify the company the project was awarded to. If the company is not available, please create the company in Hubspot and add it. If unknown at this time, please enter "unknown" but remember to return and complete it once you do know. This information helps marketing with the Go/NoGo decisions.