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Automating Your GovCon Wins in CRM



Microsoft is rolling out a series of enhancements to the Dynamics 365 for Sales app which will make government contractors happy and which InfoStrat is incorporating into its Dynamics 365 for Government Contractors solution.

One of the best new features is customization of the Opportunity Close dialog box. Microsoft is opening up this feature so developers can treat it more like other CRM forms.

Today, the options for what happens when an opportunity is closed (won, lost or cancelled) are limited.  You can create workarounds, but Microsoft's new approach makes it more straightforward. Here are some of the things you may want to automate at the time you close an opportunity:


  1. Add new fields to provide insights on wins and losses.  At the time the opportunity is closed you may have information from the customer that will help you improve your sales strategy in the future.  You can capture these insights when the opportunity is closed.  This complements the opportunity scoring in the GovCon solution so you can determine have accurate your sales forecasts have been.
  2. Trigger commission calculations.  Additional fields may help you calculate commissions based on the financial details of the sale, not just the total amount.
  3. Capture information for other Dynamics apps.  You may want to create projects in the Dynamics Project Service app when you win a new deal. 
  4. Integrate with other systems.  Closing an opportunity may require creating new customer records in your account system, or assignments in your timesheet program. 

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