Customers are the cornerstone of any business, but do you understand the process of nurturing a potential customer in completing the sales transaction? It’s a complex procedure, with various steps to it, but it’s worth understanding if you’re serious about securing customers. The process is known as Quote to Cash, and we study it in more detail below.
What is Quote to Cash?
Also known as Lead to Cash or Opportunity to Cash, the Quote to Cash process covers the sales process. It begins when you first generate a quote for a client, and it ends when you record a ledger transaction.
Quote to Cash solutions, firstly, streamline the sales process, and secondly, automate mundane functions to enable your employees to spend more time working on the sales steps that really matter.
How Quote to Cash works – the key steps
If you sell goods or services to customers, Quote to Cash is one of your key business processes, and it’s crucial you understand how it works.
For this step, you automatically configure the best package of deals and services for different customer groups and make these packages available to the sales team. This saves the team from guessing what packages to offer and, ultimately, it improves your chances of a sale.
It’s crucial to keep track of what discounts, bonuses, or incentives you’re offering customers. Why? Because if you’re successful, you can offer this package to other customers. Quote to Cash solutions let you keep information like this in one centralized platform.
Quotes are a customer’s first impression. It’s important you get it right or else it could cost you a sale and a future customer. A streamlined workflow lets you keep track of what you’ve quoted a customer and, most importantly, what they’ve agreed.
4: The contract
At this point, the contract is generated. Now, it’s time for parties to examine it and raise any preliminary issues they have.
5: The negotiation
There’s nothing more frustrating than multiple parties viewing the same contract with no idea which version of the document is accurate. With a streamlined Quote to Cash workflow, everyone in the chain can view contract and see the changes in real-time, so no one wastes time looking over an old document.
6: The finalized deal
Invest in an e-signature tool so that you can conclude a legally binding contract sooner rather than later. The quicker you finalize the contract, the sooner you’ll fulfill the order and receive payment.
It’s time to receive, process, and deliver the order to the customer. With Quote to Cash, all key customer information is available on one platform, which means every department can access up-to-date, accurate data whether they’re packing orders for delivery or shipping it out.
8: Billing procedures
You’re invoicing the customer and calculating any final charges. With an integrated Quote to Cash procedure, you can capture all significant details, such as the quote and any contractual arrangements, and send these details immediately to finance through the cloud.
9: Revenue recognition
Cash is received. Your finance department should have immediate access to details including net payment terms and pricing so they can manage the revenue and invoice most effectively.
10: Renewal process
This is how you identify any repeat customers. It’s important that your workflow allows you to identify contracts that are coming to an end so that you can nurture these clients into remaining with your business.