Opportunities

An Opportunity is a deal — RFP, sales lead, or budgeted project. It's the most-used object in the CRM.

Lifecycle

Two fields drive the lifecycle:

• stage — the native lifecycle stage (NEW / SCREENING / MEETING / PROPOSAL / CUSTOMER)
• bidStatus — ANC's bid flow (RFP_RECEIVED / SCOPING / BID_SUBMITTED / SHORTLISTED / WON / LOST / NO_BID)

In practice the team looks at bidStatus. That's what the Bid Tracker Kanban runs on.

Amount vs. deal value

Always set dealValue when pricing completes. amount + margin become populated through the proposal + invoicing flow.

Per-year revenue + margin

Deals often split across fiscal years. We track this two ways:

1. Flat fields on Opportunity — revenue2026, margin2026, revenue2027, margin2027. Used by dashboard widgets.
2. opportunityRevenueSplit child records — full per-FY normalized, with splitType (INSTALL / SERVICE / LICENSING / OTHER).

The flat fields are a denormalization for performance — dashboard widgets read them directly instead of grouping child rows. See Data Model — Revenue Splits.

Proposal stage

The proposal pipeline uses proposalStage:

And the Priority field:

• PRIORITY_1_RFP — top priority this week
• BEST_AND_FINAL — BAFO in flight
• PRICING_COMPLETE — auto-set when pricing is done

Pricing complete flag

pricingComplete = TRUE flips pricingCompleteDate automatically. It should flip as soon as a one-pager is generated from the Proposal Engine. The Estimation & Proposals view groups by this flag so the proposal team can see what's ready to send versus still being priced.

Linked records

An Opportunity links to:

• Company (required) — who we're selling to
• Revenue Splits — per-FY per-type amounts
• Team Allocations — for media deals spread across multiple teams (Hankook MLB pattern)
• Estimates — priced one-pagers from the Proposal Engine
• Service Tickets — post-win work (backfilled for WON opps only)
• Design Requests — graphics/content under the deal
• RFP Analyses — RFP pipeline output

Fast answers

• "Which deals are due this week?" → Proposal Pipeline view, sorted proposalDueDate ASC
• "What's my WON backlog?" → Backlog view, sorted substantialCompletionDate ASC
• "Win/loss by league?" → Win/Loss by League view
• "Top open deals?" → Top Open Deals view, sorted dealValue DESC