Overview
This guide walks your team through the six steps required to configure the Opportunity Workflow in INNERGY. The Opportunity Workflow drives how your sales pipeline is visualized and tracked - from initial prospect through bid submission to project award.
Step 1 - Viewing in peAk
This guide is available inside peAk.
Step 2 - What is an Opportunity?
INNERGY Opportunities are how prospective Projects are tracked. Every INNERGY Project begins as an Opportunity's Bid.
• One Opportunity can have multiple Bids, which are used to generate Proposals.
• When new work is awarded, a Bid is converted into a Project with Work Orders.
Key Difference - Opportunities vs Work Orders
Work Orders are intended to begin at Step 1 and only progress forward to completion. Opportunities may backtrack through the Workflow to represent second-round bids or re-submitted proposals.
Bids are not individual cards on a kanban board like Work Orders are. All Bids for an Opportunity are contained inside that Opportunity's single card.
Step 3 - Opportunity Workflow Setup
Navigate to Configuration > Workflow > Opportunity. The Opportunity Workflow should reflect your Sales and Estimating process. Before modifying step names in INNERGY, take time to map out your process on paper first.
• Make a list of the states a typical Opportunity may be in for your company.
• Consider a step for bids you decline to pursue right now, but may want to revisit when updated plans are released.
• Consider a step for lost bids or projects that go on indefinite hiatus. This data can offer valuable retrospective insight into your win/loss patterns.
• Modify the default INNERGY Opportunity Workflow step names to match the different steps and conditions you identified.
Training Resources: Managing Opportunities in peAk begins with a Workflow walkthrough. | Knowledge Base Articles on Opportunity Workflow
Step 3 - Configuration > Workflow showing Opportunity Workflow alongside other workflow types
Step 4 - Secondary Workflows
Consider whether you need Secondary Opportunity Workflows. They are not common for most organizations, but can be useful if you have a substantial mix of commercial and direct-to-consumer projects where each type follows a distinctly different set of steps.
Note
It is perfectly fine to start with just your primary Opportunity Workflow. You can always add Secondary Workflows once you are live and have a clearer picture of where alternate paths are genuinely needed.
Review the Secondary Workflow Setup Guide - it is written for Work Orders but the concept is the same for Opportunities.
Step 5 - Related Dictionaries
Navigate to Configuration > Dictionaries. Review and edit the Opportunity-related dictionaries to match your organization's terminology. Custom Fields are also available on Opportunities, so any additional information you currently track can be added to INNERGY.
• Opportunity Tags
• Services Required
• Bid Requirements
• Opportunity Attachment Tags - used in the Files tab.
• Proposal Scope - used in Proposal creation.
• Basis of Award - useful for tracking how each job was bid or the lead source.
• Priority
• Construction Standard
Review the Knowledge Base Article "What is a Dictionary?" for guidance on configuring each dictionary.
Step 6 - Import Opportunities
After your team is trained on how to create and manage Opportunities in INNERGY, you may want to import all your current prospective Opportunities so your pipeline is fully populated from day one.
Review the Knowledge Base Article on Importing Opportunities for the import template and step-by-step instructions.
Best Practice
Import your active Opportunities after your team has completed training - not before. Importing into an unfamiliar system creates confusion. Once your team understands how Opportunities work in INNERGY, the import will make sense and the data will land in the right place.
Step 6 - Opportunities > Grid showing the Import Opportunity option and existing opportunity list
Need Help?
Contact INNERGY Support through the Help Center or reach out to your INNERGY Success Manager.
Visit innergy.com for product updates, release notes, and training resources.