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Applies To: Project Operations Integrated with ERP
You can manage and qualify project-based leads in Project Operations. The lead management process includes creating work-based leads and qualifying those leads.
In the Sales section of the left navigation pane, open the Leads list page to view a list of all lead records in the system. The list of leads shown are work-based and other types of leads that you can create if you also have the Dynamics 365 Sales or Dynamics 365 Field Service applications.
You can create a filtered view to see only project-based leads by creating a filter on the Type value. For example, you can select to show only work-based leads.
Create a new project-based lead
When you qualify a project-based lead, you create an opportunity and an account. A project-based opportunity is the starting point for sales pursuit activities in the Opportunity phase. Project-based opportunities have unique capabilities that are required for selling project work. These capabilities include:
- Time and material and Fixed Price billing methods
- Multiple date effective price lists for human resources, expenses, and material incurred on projects
To automatically create an opportunity for a qualified lead, set the Type attribute to Work-based when you create the lead. If you choose a different type, the lead doesn't create a project-based opportunity when you qualify it. If the project-based opportunity isn't created, the project-specific capabilities aren't available in the downstream sales processes.
The following table includes important field information for a lead, and the downstream implications of those fields.
| Field | Location | Description | Downstream impact |
|---|---|---|---|
| Topic | General tab | This text field should contain a short description of the deal. | The topic of the lead defaults as the topic of the Opportunity, and the Name of Quote and Project contract. |
| Type | General tab | This option set field has the following options: - Work-based (available only when Project Operations is installed) - Item-based (available only when Project Operations and Sales are installed) - Service maintenance-based (available when Field Service is installed) |
When you set this field to Work-based on the lead, you qualify the lead to create a Project-based Opportunity. A project-based opportunity is required to enable all project-specific extensions and functionality in the downstream sales process for this deal. |
| First name | General tab | First name of the prospect's contact | When you qualify the lead, you create an account, contact, and opportunity. The first name of the contact is the value set here. |
| Last name | General tab | Last name of the prospect's contact | When you qualify the lead, you create an account, contact, and opportunity. The last name of the contact is the value set here. |
| Company | General tab | Name of the prospect customer's company | When you qualify the lead, you create an account, contact, and opportunity. The name of the account created is the value set here. |
| Currency | Details tab | Prospect customer's currency | When you qualify the lead, you create an account, contact, and opportunity. The currency of the account created is the value set here. |
Qualify a new project-based lead
Set the Type value to Work-based for project-based leads. When you qualify a project-based lead, the process creates the following records:
- An account that uses the Company field from the lead.
- A contact record associated to the account based on the values in the First Name and Last Name fields on the lead.
- A project-based opportunity that has the Type field set to Work-based.
For more detailed information on qualifying leads, see Qualify or convert leads.
Lead qualification and legal entity information
When you run Project Operations by using the deployment mode, Project Operations Integrated with ERP, each customer and opportunity requires the Owning Company field to be set. The owning company is a legal entity in your organization that owns the delivery of the project. Each customer or account with a relationship type of customer must have the Owning Company field set to the legal entity that contracts and negotiates with this customer. A customer can only be in one legal entity.
When you qualify a lead, the process sets the Owning Company field on the customer and opportunity records to the company of the current user's bookable resource record.
If the current user's bookable resource record is empty, the process uses the Owning Company field value on the user record to default the customer and the opportunity records.
Business process flow for project-based deals
Project Operations supports the following business process flows for project-based deals:
- Lead to Opportunity business process
- Opportunity sales process
The Lead to Opportunity business process supports the following stages:
| Stage name | Mapped entity | Functionality |
|---|---|---|
| Qualify | Lead | Qualify the lead to create an account, contact, and an opportunity. |
| Develop | Opportunity | Develop the opportunity to add more information on the work involved, key stakeholders, and competition. |
| Propose | Opportunity | Develop the proposal and get approval from the internal review team. |
| Close | Opportunity | Win the opportunity to close the deal. |