Set up the financial data of an opportunity: flat fee, quantity or rate

The Income & Cost area of an opportunity fits your business: each opportunity type carries a sales unit, which sets how the amount is computed. You can sell assignments by the day and recruitments as a percentage of the salary, without creating any specific field. A type can also offer several units: the user then picks the computation on each opportunity.

The three computations

• By amount (« Flat Rate » unit): you type the amount directly.
• By quantity (« Per Day », « Per FTE »… units): quantity × price. A periodic unit then multiplies by the number of working days or months of the period.
• By rate (« Rate » unit): rate × salary. For recruitment fees, type your fee rate and the expected yearly salary: the amount is computed.

Whatever the computation, the Cost you type gives the Commercial margin, as an amount and a percentage.

Choose the computation of an opportunity type

1. Open Customizing > CRM, Opportunities section > Types.
2. Edit the type and pick its Unit. The Material is the item carried over to the order created from the opportunity.
3. To let users choose on each opportunity, select several units in Available units, for instance « Flat Rate » and « Rate ». The Unit of the type is the one offered by default.
4. Save.

The unit applies to the opportunities created afterwards: existing opportunities keep theirs. To sell the same activity in two ways, flat fee or rate for instance, offer both units on the same type.

Pick the unit on each opportunity

When the type offers several units, the Unit list shows at the top of the Income & Cost area, on creation and on the opportunity sheet. It only holds the units the type offers. The choice can wait until the computation is known: on the sheet, changing the unit reloads the page with the fields of the new computation.

• Switching to Flat Rate keeps the amount already computed, which you can then edit directly.
• Switching to Rate makes the amount rate × salary: type them on the Rate × Salary line.

If an opportunity carries another unit than its type's, after a change of settings for instance, its sheet also shows the list to realign it.

Enter an opportunity by rate

On creation, the chosen type shows the fields of its unit. For a rate unit: Rate and Salary, and the amount is computed as you type.

On the opportunity sheet, the rate and the salary read on the Rate × Salary line. Click either one to change it: the amount and the margin follow.

When an order is created from the job linked to the opportunity, its fee rate takes the opportunity's. An order already signed for this job, or a rate entered on the application, wins; without a rate opportunity, the account's Placement Fees rate applies.

Add fields specific to a type

Information that only makes sense for one business line, a guarantee period for instance, is created as an opportunity specific field (see Create a custom field). Put it in a category kept for that type: Customizing > CRM, Opportunities section > Specific Fields, edit the category and choose, next to Visibility, Only for the following, then the type. The category then shows only on opportunities of that type.

Invoice in installments

Billing milestones (for instance 40% on order, 30% when candidates are presented, 30% when the assignment starts) are carried by an invoicing mode with installments: the billing plan of the order is then generated when it is created. See Create a billing plan.