====== Leads ======

**Note 1:**

A //Lead// MUST be created from a //Contact// record which in turn is associated to an //Account//. The default procedure to create a //Lead// is:

  - Check if the //Contact// exists (could be a floating record) and if no, create the //Contact//.
  - Check if the //Account// exists, and if no, create the //Account// and associate with the //contact//.
  - From the //contact// record run the //Flow: Create Lead from Contact//.
  - Refresh the //Contact// record. the new //Lead// record is visible in the //RECENT LEADS// section and can be accessed there with one click.

**Note 2:**

It is possible to first create a //Lead// and convert it to a //Contact// associated with an //Account//. This is only possible when the //Lead// is promoted to **Qualified** in which case you want to create an //Opportunity// or a //Quote//. This issue then is that **not all required Contact fields are copied from the Lead**. Therefore this is not the preferred method.


Leads are one of the main sources for New Business. Leads are created through Sales or Marketing activities from Logic, a Supplier or a third party. Leads are expensive when they are discoverd by Logic: they cost sales time (cold calling), marketing budget (events, Google Ad words, etc), so it is very important to:
  * Accurately and adequately follow up all Leads ==> That's your business!
  * Keep track of their origin for analysis ==> Where's the Lead coming from?
  * Keep track of their reason for Qualification and Disqualification ==> Is this worth our Marketing money?
  * Keep track of any data that helps us to be more effective in Sales and Marketing

It all starts with a few crucial fields in the //Lead// record:

===== Topic =====
Use key words to describe the interest this //Lead// has.

===== Lead Source =====
A very important field that provides information on where the origin of this lead is coming from and greatly helps to determine effectiveness of marketing campaigns where you can be the source as well as our supplier or any kind of marketing event.

===== Subject =====
The name of the Supplier for which this //Lead// has an interest.

===== Type =====
Helps you to determine Priority together with the Lead Source. Most are self explenatory, others are described here:
  * RFE: Request For Evaluation. Usually comes from a form on a website where the //Lead// has registered to apply for an evaluation.
  * RFE-NO: Request For Evaluation Declined. This can happen when a student applies for an eval, or when, after talking to the //Lead// it is determined that there is no business case.
  * RFI: Request For Information. Usually the //Lead// has registered on a website in search of more information on a //Subject//.
  * RFQ: Request for Quotation. This //Lead// wants to know pricing!

===== Rating =====
When you have a number of //Leads//, you want to make sure that you have your Priorities to follow up right. That's where //Rating// comes to play:
  * **Hot:** The //Lead// seems to have a project, but you need more information before you can //Qualify// the //Lead//. You stay in close contact.
  * **Warm:** You are engaged with the //Lead//, but there is no project yet or more discussion is required.
  * **Cold:** This is the default value when a //Lead// is created. Once you have established contact (a dialog has started), you should change this value to one of the above.

===== Description =====
Initial contact notes, Lead notes, questions, anything that came out of the first communication with the //Lead// and describes the initial intent.

===== Est. Close Date =====
This is the next Follow up date for the //Lead// Record. 

**Note : ** A //Lead's// Follow up is done through its //Est. Close Date// and **not** by means of a //Task Activity//. Thus all actions and discussions are kept in the //Notes// section of the //Lead// Record. Important email correspondence is tracked from Outlook in the //Lead// record.
===== Vertical Market =====
For marketing Analysis and Campaigns it is important to select the //Vertical Market// this //Lead// is operating in.


===== Company versus Parent Account =====
A //Lead// Form contains two //Attributes// for Company Information: A text Attribute //Company// and a Lookup Attribute //Parent Account for Lead//. The first is used if the //Company// does not exist yet in CRM, or when the //Lead// is Auto imported into CRM.
If you have the option, then always link the //Lead// to the //Parent Account for Lead//.

===== Parent Contact =====
If the //Lead// already exists in CRM as a //Contact//, then make sure to link him!


===== Status =====
The //Status// Attribute provides information about where we are in the qualification process. It's //Status// needs to be updated by you in this process.

These values apply:
  * //New//: A //Lead// always has this status when it is created. It is an indication that you need to contact the //leads// asap. This status should not last longer than 5 working days.
  * //Reached out//: You tried to call several times unsuccessfully and decided to send out an email. You are waiting for a response. The //Est. Close Date// is set to 5 working days from now, and if there is no contact established within that period, you try calling once more and send out a final reminder. If after that period there is still no contact, you disqualify the lead or push the //Est. close date// out.
  * //Dialog on going//: there is exhange of information, qualification is on going and there is an interest to keep the discussion going from both sides.
  * //Project Expected//: during the discussions it was determined that there will be a project within the foreseable future (3-6 months) and you have confirmed that there is an initial match with the //Lead's// //Subject// in this project, so there is a great certainty that you will be invited to bid on the project. the //Est. Close Date// is pushed out and you keep in touch with the //Lead//.

===== WF: Create Contact from Lead =====
In a situation where multiple different //Leads// were created from a single //Account// and for the same Project, you only want to convert one of those //Leads// to a //Contact// with an //Opportunity// linked to their //Account//. But what to do with the other //Leads//? Their //Status// should be set to //Qualified//, but at current, a new //Opportunity// would be created for each //Lead// automatically.

You can convert a //Lead// to a //Contact// without creating an //Opportunity// by running the //Workflow **Create Contact from Lead**//. This will create the //Contact// and set the status of the //Lead// to //Qualified// without creating an //Opportunity//. All //Attributes// from the //Lead// will be copied to the //Contact//. The History will remain with the //Lead//.
When you open the //Contact// you can find a link to the //Originating Lead// in the Marketing section.


**Tip:** Make sure you have entered the //Parent Account for Lead//. This with link the //Contact// directly with the //Account//. 
===== WF: Create Lead from Contact =====

1. Open the Contact for which you want to create a Lead.
2. Run the Workflow //Lead from Contact.//

This will create a Lead that contains information from the Contact and assign it to the user who is running the Worklfow.
The WF will stop with an error message when:
  * The //Lead// does not have a //parent account// assigned to it, or
  * There already is a //parent contact// assigned to the //lead//

After successful completion, the //status// of the //Lead// is set to //Qualified//. You can now open the newly created //Contact// record from the //parent contact// attribute of the //Lead// record.


===== Quick Find =====

These Attributes are searched when you enter a Quick Find string:

  * Company Name
  * Customer
  * First Name
  * Last Name
  * Fullname
  * Parent Account for Lead
  * Parent Contact for Lead
  * Subject
  * Topic
  * Type

===== Lead Process=====
See: [[crm:salesproc#leads|Sales process for Leads]]

===== Quote from Lead =====
Creating a //Quote// directly from a //Lead// is not possible; the system requires //Quotes// to be attached to an //Account//.
The easiest way to create a //Quote// without an //Opportunity// is by converting the //Lead// to a //Contact// assigned to an //Account// using the Worklfow [[crm:leads#wfcreate_contact_from_lead|Create Contact from Lead]]