Intent:
    Revenue generated. More than just can you sell it for the right price, is it the right job for you at this time and is the customers time frame going to be compatible with your timeframe. Goal in this phase is not to pin down every single detail, but to pin down enough detail to where there’s a level of comfort at the contractual level to actually convert it to a job.

Benefit:
    We spend our time converting bids to jobs that are most advantageous to us, thereby filling up our lines with the most profitable materials first. By balancing our labor, we can make sure we have the ability to meet and track the customers needs. Therefore, the customer doesn’t have to make petty decisions in this phase; that’s done at a later process.

Examples:
    Example 1: “I’ve got some production time available, if you can accept this material in the next three weeks I can go ahead and convert this to a work order and process it. And I can take 5% off but you must take it in the next three weeks or I won’t be able to make this time window and I can’t offer you the discount.”

    Example 2: “You need this when? In order to do that there will be an additional upcharge.”

    Converting a bid to a job is getting all the requirements on the table. You can make sure the budget is correct and that everyone can meet the required timeframes.

Definition
    Take a budget and get it to where the customer signs a check and it converts to a job number. Now they are paying customers and we are working for them.