The front of the funnel, and deliberately low-friction: anything plausible gets logged. Qualification is the next stage's job, and conflating the two means opportunities get filtered by whoever heard about them first.
Most opportunities arrive through a partner's existing relationships rather than through a tender, which is why the source field matters more than it looks: it is the only evidence of where work actually comes from.
Open, 3 item(s)
State
What
Position or reason
Owner
assumed
This stage's automation position
No reason beyond practice. Opportunity capture could be driven from mail and calendar, and is typed in because it always has been. The cheapest automation in the estate and nobody owns proposing it.
Commercial Lead
assumed
RUL-02 Opportunity source is recorded
Assumed mandatory. The field exists and is not enforced; it is the only evidence of where work comes from.
Commercial Lead
contested
Data: Client
Three claimants. CRM holds the relationship, practice holds the engagement party, finance holds the billing entity. All three are edited independently.
Managing Partner
Boundary
Trigger (in)
A contact, referral or tender notice suggests possible work.
Output (out)
An opportunity recorded against a client with an owner and an estimated value.
Requires
none
Produces
opportunity-logged
Floor: can this run itself
Position
person
Manual because
habit
Basis
No reason beyond practice. Opportunity capture could be driven from mail and calendar, and is typed in because it always has been. The cheapest automation in the estate and nobody owns proposing it.
Confirmed by
Commercial Lead
Behaviour: what runs it
Systems
Pipeline, Contacts
Data
Dataset
Authoritative source
Also in
State
Owner
Opportunity
Pipeline
settled
Commercial Lead
Contact
Contacts
S, Y, S, -, P, S, A, -, E, N, G
settled
Commercial Lead
Client
none
Contacts, Engagement register, Billing and receivables
contested
Managing Partner
Rules: what is decided here
ID
Rule
State
Enforced by
Basis
Owner
RUL-01
Every opportunity has a named owner
defined
Pipeline
Pipeline review cannot proceed on unowned records.
Commercial Lead
RUL-02
Opportunity source is recorded
assumed
Pipeline
Assumed mandatory. The field exists and is not enforced; it is the only evidence of where work comes from.
Commercial Lead
RUL-03
Declined opportunities are retained with a reason
defined
Commercial Lead role
Pattern of declines is a management input. Deleting a loss destroys it.