GitLab

Business Development Process

1. All new building/owner information is entered in Salesforce as a lead with associated contact (CBRA and remaining Small 1. Commercial business will be added via excel upload)
2. Once a lead is ready to be moved from cold calling to a business development team member an account should be created.
3. Once conversation has proceeded where account is ready to move forward with project an opportunity should be created.
4. Creating an opportunity creates project in our internal project dashboard.
5. Once an opportunity is created it can be one of the following stages:
6. Document Collection - Financial and Energy documents are being collected. This can be Energy Watch/Nextility related paperwork or direct paperwork from client.
7. External Audit - (ie TRC Audit)
8. Audit Completed
9. Internal Audit - BlocPower engineering audit
10. Active - Active Project selected for retrofit after Internal Audit
11. Complete
12. Cancelled
13. Once an opportunity has been created if there is work that needs to be Project Managed and worked on by internal engineering team then the Business development person should create a liquid planner project from the opportunity page.
14. Management of project tasks/documents when it is in Internal Audit and Active is done in either Liquid Planner or Project Dashboard

Small Commercial Stages Document Collection ->External Audit ->Audit Complete->Internal Audit->Active->Complete

CBRA Stages Document Collection ->Internal Audit->Active->Complete

Open issues

• Do we surface any of the other state changes from Project Dashboard?
• There are certain checklists for CBRA projects (ie HPD Application). There should be a way to capture checklist in Salesforce of what needs to be collected that is a biz development responsibility.
• There are two classes of documents energy and financial that need to be collected. This should also be represented in Salesforce