Chapter 6

Quotes to Cash

How a deal becomes a quote, a signed agreement, an invoice and a finished job: pricing, margins, approvals, e-signatures, accounting and the handover to the people who do the work.

6 lessons · about 38 minutes of reading

Lessons

1. 1From Deal to QuoteA quote is a written promise. Here is what to find out before you write one, what belongs on it, and how to keep it tied to the deal.6 min read
2. 2Products, Price Lists and DiscountsA short product list stops people making up prices. Here is how to build one, when you need more than one price list, and what a discount really costs.7 min read
3. 3Margins and ApprovalsMargin and markup are not the same number, and mixing them up costs real money. Here is how to work out margin, set a floor, and approve exceptions without slowing down.7 min read
4. 4Contracts and E-SignaturesWhen a signed quote is enough, when you need a real contract, and how to run e-signatures so that the right version gets signed by the right person.6 min read
5. 5Invoicing and Handing Over to AccountingYour CRM knows the sale and your accounting software knows the money. Here is how to keep them in step, with or without a connector, and how to bill in stages.6 min read
6. 6Handing a Won Deal to the People Who Do the WorkThe sale is won, and now someone else has to deliver what was promised. A one-page handover and ten minutes of talking keep the promises from getting lost.6 min read