From the Opportunity to the Sales Order 

Purpose

In this process you create a simulation in cProjects from a project opportunity, then create a quotation from the simulation based on the cost estimate. If your customer accepts the quotation, you can convert the simulation into an operational project and create a sales order.

If you do not use project opportunities, start the process with step three.

The process is particularly suitable for project business.

Prerequisites

●     You are using cProjects and SAP ECC 6.0.

●     If you want to use opportunities to support your processes, you have to use Opportunity Management.

●     You are using a project type that supports accounting integration.

Process Flow

       1.      An area manager creates a project opportunity in the SAP CRM system.

For more information, see SAP Library for SAP CRM under mySAP Customer Relationship Management → Components and Functions → Sales → Opportunity Management.

       2.      The area manager sets the status of the opportunity to In Process.

       3.      In SAP ECC, the area manager generates SD customer quotation 1 with a phantom item as a follow-up document for the opportunity.

For more information, see SAP Library under SAP CRM → mySAP Customer Relationship Management → Components and Functions → Opportunity Management → Creating a Quotation in SAP ECC from an Opportunity.

If you do not use opportunities, you have to create the customer quotation or a customer inquiry manually.

       4.      The project lead creates simulation 1 in the cProjects system (see Creation of Simulations and Snapshots).

...

                            a.      If you use opportunities, create an object link to the opportunity in the simulation (see Creating an Object Link). The link to customer quotation 1 is established through the opportunity.

                            b.      If you do not use opportunities, create an object link to customer quotation 1 or to a customer inquiry that was created manually.

       5.      The project lead costs simulation 1 in cProjects and adds costing items manually (for example, travel expenses).

       6.      The area manager creates customer quotation 2 by accessing the sales pricing function from within the cost estimate and creating the quotation there.

For more information on steps five and six, see Preliminary Costing and Quotation Creation.

The manager then submits the completed quotation to the customer.

For more information, see SAP Library under SAP ERP Central Component → Logistics → Sales and Distribution → Sales → Customer Inquiry/Quotation.

       7.      If the customer does not accept the quotation, the area manager creates simulation 2 in cProjects based on simulation 1. The manager links the simulation to the opportunity and to customer quotation 1. Then the manager costs simulation 2 again and creates customer quotation 3.

       8.      If the customer accepts quotation 3, the project lead transfers simulation 2 to operational project A by means of a reconciliation (see Reconciliation and Comparison of Versions).

       9.      The project lead transfers the project to SAP ECC where it is assigned to one or more account assignment objects. The following options are possible:

○     An internal order serves as the account assignment object (see Single-Object Controlling for Internal Orders). The internal order can be created automatically during the transfer or created and assigned manually before the transfer.

○     Multiple internal orders serve as account assignment objects.

In this case, the project lead has to manually create and assign the internal orders before the transfer (see Single-Object Controlling for Internal Orders).

○     WBS elements serve as account assignment objects (see Multilevel Controlling).

The project is recosted when it is transferred to SAP ECC.

   10.      The area manager manually creates a contract or sales order with reference to quotation 3. The manager manually assigns the account assignment objects to the items of the contract or sales order.

If you want to create and edit the sales order in the People-Centric UI, you need to extend the People-Centric UI in Customizing accordingly. You make the necessary settings in the SAP Implementation Guide (IMG) of SAP CRM under Customer Relationship Management → Layout of the User Interface (People-Centric UI).

For more information, see SAP Library for SAP CRM under mySAP Customer Relationship Management → Components and Functions → Sales → Sales Transactions → Sales Order → Processing SAP ECC Sales Documents in SAP CRM.

 

The following graphic illustrates the entire process with the detailed steps:

 

 

For more information about workflow support, see SAP Note 874434.