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Sales

Pipeline generation through to signed engagement. System of record is HubSpot — this document describes the process around it, not the tool itself (see ops-hub for the live pipeline view).

Pipeline stages

TODO: confirm against the actual HubSpot deal pipeline configuration (ops-hub-build-spec.md references a stage field and a project_id custom property, but not the stage names themselves). Once confirmed, list stages here so anyone reading this doesn't need HubSpot access to understand the funnel, e.g.:

  1. Lead
  2. Qualified
  3. Proposal sent
  4. Negotiation
  5. Closed won / Closed lost

Each deal should carry: client name, service line (AI / Data / Cyber / Cloud / Critical Infrastructure), owner, estimated value, close date, and — once a project starts — a linked project_id so ops-hub can connect the deal to delivery.

Proposal and pricing process

  1. Scope the engagement with the client (discovery call, RFP response, or referral conversation).
  2. Build pricing using the Client Proposal Pricing Calculator (Lumaris – Pricing Calculator, Google Sheets — latest is v2.2 in Shared drives/3. Business Operations/5. Presales/0. Templates/).
  3. Set commercial model per line: Fixed Price, Time & Materials, Retainer, Cost-Plus, or Value-Based.
  4. Pull rates from the internal rate card (below) rather than typing sell prices ad hoc, unless the deal calls for a custom rate.
  5. Check gross margin and net margin against target before sending — the calculator flags when a proposal is below target.
  6. Draft the proposal from the relevant template in Shared drives/Sales Templates/Proposal Templates/.
  7. On acceptance, create the project in ops-hub and link the HubSpot deal (hubspot_deal_id) so delivery and finance can see it.

Rate card (internal roles)

Source: Lumaris Pricing Calculator v2.1 — confirm this is still current before quoting

Role Unit Cost rate Standard sell rate
Principal Consultant Day $1,200 $2,800
Senior Consultant Day $900 $2,000
Consultant Day $650 $1,500
Solutions Architect Day $1,100 $2,500
Project Manager Day $850 $1,900
Business Analyst Day $700 $1,600
Support Engineer Day $600 $1,300

Target gross margin: 40%. Target net margin: 20%. (Confirm these haven't been revised in a newer version of the calculator.)

Handoff to delivery

A deal only becomes a project once: - [ ] Signed proposal/SOW is filed - [ ] Project created in ops-hub with hubspot_deal_id linked - [ ] Team allocated (see functions/delivery) - [ ] Kickoff scheduled