Quote to Order
Negotiating the quote to agreement and converting it into an order.
Workflow
- 01Quote Presentation
- 02Negotiation
- 03Approval
- 04Acceptance
- 05Order Creation
If you change this
It implies 6 topics across 2 modules, including Supply Chain Management which you might not expect.
See the path ahead →Why it matters
This is the single most leak-prone join in Lead-to-Cash. If the order that lands in the ERP does not match the quote the customer signed, the damage surfaces later as a delivery dispute, a credit note, or an argument about revenue.
The workflow
- 01
Quote presentation
The quote is put to the customer through whichever channel they buy in.
- 02
Negotiation
Terms, price and scope are worked until agreed, with each revision tracked.
- 03
Approval
Internal approval is obtained where the final position sits outside standard terms.
- 04
Acceptance
The customer accepts, by signature, portal confirmation or purchase order.
- 05
Order creation
The accepted quote is converted into an order — converted, not rekeyed.
If anyone retypes the quote to create the order, the process has a defect regardless of how careful they are. Conversion should carry the agreed lines, prices and terms across untouched.
What you need in place
- Quote-to-order conversion: A system path from accepted quote to order with no manual re-entry.
- Terms and conditions control: Which terms applied to this deal, recorded against it.
- Credit check: Customer credit assessed before the order is accepted, not after delivery.
- Acceptance evidence: The signed document or purchase order stored against the order.
Metrics and KPIs to track
Win rate
Share of presented quotes accepted.
Negotiation cycle time
Time from quote issued to customer acceptance.
Order accuracy
Orders matching their accepted quote without amendment.
Credit hold rate
Orders stopped at credit check, and why.
Alongside this