About this course
🔹 What is a CRM Lead?
In Al-Shafar, a CRM Lead refers to a potential client or project opportunity identified before it becomes a confirmed contract.
It is the starting point of the sales pipeline.
🔹 What Can Be a Lead in Al-Shafar?
In a construction company like ASGC, leads can come from:
New construction project inquiries
Tender invitations
Real estate development opportunities
Tenant leasing inquiries
Referrals from consultants
Government project announcements
🔹 CRM Lead Process Flow
1️⃣ Lead Creation
Client inquiry received
Tender announced
Sales team registers lead in CRM
Data captured:
Client Name
Project Name
Estimated Value
Location
Source
Expected Award Date
2️⃣ Lead Qualification
Sales team checks:
Budget availability
Project feasibility
Company capability
Competition level
Lead status:
New
Qualified
Not Qualified
3️⃣ Convert to Opportunity
If qualified:
BOQ review starts
Cost estimation begins
Commercial proposal prepared
4️⃣ Opportunity to Contract
If ASGC wins:
Lead → Opportunity → Contract
Project created in ERP
Budget allocated
Execution begins
🔹 Why CRM Lead is Important?
✔ Tracks potential revenue
✔ Forecasts business growth
✔ Improves tender planning
✔ Helps management decision making
✔ Avoids missing opportunities
🔹 In ERP (Like Odoo CRM)
CRM Lead usually includes:
Probability %
Expected Revenue
Stage (New / Qualified / Proposal / Won / Lost)
Assigned Salesperson
Activities (Call / Meeting / Follow-up)
