COMMERCIAL MANAGEMENT
From enquiry to an approved commercial baseline
A disciplined commercial workflow turns customer requirements into a traceable estimate and quotation while protecting assumptions, revisions, approvals and margin.
What commercial management covers
Typical records include customer enquiries, scope clarifications, quantity take-offs, estimates, quotation revisions, exclusions, validity, payment terms, approvals and award status.
Recommended workflow
EnquiryScope reviewEstimateQuotationRevisionAward
Controls that matter
- Keep estimate assumptions and exclusions visible.
- Maintain revision history instead of overwriting prior offers.
- Separate internal cost from customer selling price.
- Require approval for discounts or material changes in commercial terms.
- On award, preserve the accepted scope and value as the project commercial baseline.
Useful measures
Enquiry conversion, quotation win rate, average response time, gross margin, revision frequency and customer concentration help management understand commercial performance.
Explore a working ERP platform
See these workflows applied in a project-focused business system.
