Understanding the workflow from opportunity to project contract

As we saw previously in Chapter 4, The Account Manager – Project Selling, our opportunity in the Customer Engagement (CE) system resulted in a quote and quote lines that mirrored this opportunity. The quote was produced and sent to the customer in Portable Document Format (PDF) format while simultaneously storing the quote on the timeline so that others who might pick up somewhere in the middle of the process would still be able to see what had been done, each step of the way.

At this point, it is important to talk through the process flow as it relates to the Project Operations system. In the Dynamics 365 CE – Sales system, when we are selling a product, we have a process that is very similar to ours in which we are producing a quote, then a quote becomes an order, and an order becomes an invoice.

The Project Operations process is different—it is a quote to contract invoice(s), meaning multiple...