Opportunities
The deal lifecycle — proposal stage, pricing, revenue splits, team allocations.
Opportunities
A deal — RFP, sales lead, or budgeted project. The most-used record in the CRM. About 8,360 deals as of April 2026.
Lifecycle
A deal moves through two flows:
- Stage — the high-level lifecycle: New → Screening → Meeting → Proposal → Customer
- Bid Status — ANC's bid flow: RFP Received → Scoping → Bid Submitted → Shortlisted → Won / Lost / No Bid
In practice the team looks at Bid Status. That's what the Bid Tracker Kanban runs on.
Money on a deal
The CRM tracks revenue and margin in three layers, and they're all visible at the top of every deal:
| Field | What it is |
|---|---|
| Deal Value | What the customer will pay (the contract price) |
| Total Deal Revenue | The deal's revenue, summed across the years it spans |
| Total Deal Margin | The margin, summed across years |
| Total Project Revenue / Margin | What Salesforce historically said about the deal — kept for cross-reference during the migration |
| Paid Amount / Percent Paid | Finance status |
The "Total" rows above are calculated automatically — when you edit any year's revenue, the total updates.
Per-year revenue and margin
Deals often split across fiscal years. Each deal has revenue and margin fields for 2026, 2027, 2028, 2029, and 2030. Edit any one, and the deal's totals refresh in the same save.
If a deal needs a finer breakdown (split between Install / Service / Licensing), use the Revenue Splits child records under the deal.
Estimations team workflow
These fields exist on every deal so Natalia's daily report still works the way it did in Salesforce:
- Assigned Estimator Name — who's pricing the deal
- Proposal Owner — Natalia's role; the second assigned estimator
- Bid Due Time — free-form text (e.g., "5pm CT")
- Interview Date — client interview / oral presentation slot
- Submit to Estimations Team — checked when the deal is queued for estimation
- Submitted to Estimations Date — when it hit the queue
- Remove from Estimations Reporting — manual override to hide from the report
- CMS Type — None / LiveSync / Ross / Integration with existing CMS / Other
- Renderings — whether renderings are required and at what level
These were backfilled from Salesforce in late April 2026.
Proposal stage
The proposal pipeline uses Proposal Stage:
| Value | Meaning |
|---|---|
| RFP | Inbound RFP, scoping |
| Sales Lead | Proactive outreach |
| BAFO | Best And Final Offer requested |
| LOI | Letter of intent received |
| Existing Client Budget | Renewal or expansion already in client's budget |
And Priority:
- Priority 1 — RFP — top priority this week
- Best And Final — BAFO in flight
- Pricing Complete — auto-set when pricing is done
Pricing complete
When the Proposal Engine generates a one-pager for a deal, the deal automatically gets Pricing Complete = True with today's date. The Estimation & Proposals view groups by this flag, so the proposal team can see what's ready to send versus what's still being priced.
League
Every deal carries a League — NFL, NBA, MLB, NHL, NCAA, MLS, WNBA, NWSL, and the rest. Inherited from the parent Company. Powers the Win/Loss by League view.
What's linked to a deal
Open a deal and you'll see tabs for:
- Company — who you're selling to
- Revenue Splits — per-year, per-type amounts
- Team Allocations — for advertising deals spread across multiple teams (Hankook MLB pattern)
- Estimates — priced one-pagers from the Proposal Engine
- Service Tickets — post-win operational work
- Events — game-day events at the linked venue
- Design Requests — graphics and content under the deal
- RFP Analyses — RFP pipeline output
Quick answers
- "Which deals are due this week?" → Proposal Pipeline view, sorted by Bid Due Date
- "What's the live estimations queue?" → Estimation & Proposals Report view (mirrors SF exactly)
- "What's the WON backlog?" → Backlog view, sorted by Substantial Completion
- "Win/loss by league?" → Win/Loss by League view
- "Top open deals?" → Top Open Deals view, sorted by Deal Value