# Quote to cash: from "how much?" to money in the bank

> A process map exported from forks.world (https://forks.world). Author: Brian. Source: https://forks.world/p/cmv0ieer7004zjw06m23o7fjh
> It describes who does what, in what order, and with which technology. Read the plain-language sections first; the JSON at the end is the exact, complete data.

## Summary

- 9 steps across 1 layer
- Persona: Sales, Operations, Finance, The customer

## Pain points

Where this process hurts, worst first:

- **Negotiate and close the deal** (Quote to cash: from "how much?" to money in the bank; critical): Negotiation is where deals stall and revenue slips a quarter

## How to read this file

- A process is made of **layers**. The main layer is the top level; any step of kind `subprocess` opens a detail layer with its own lanes and steps.
- **Lanes** are either persona (people/roles) or technology (systems). Each step belongs to one lane; `using` lists tools a person uses for that step.
- Step kinds: `start`, `task`, `decision` (its arrows carry the answer as a label), `subprocess`, `end`.

## Quote to cash: from "how much?" to money in the bank

Lanes:
- Sales: person / role (id `sales`)
- Operations: person / role (id `ops`)
- Finance: person / role (id `fin`)
- The customer: person / role (id `cust`)

Steps, in the order they run:

1. **Customer wants a price** [start; Sales; id `q1`]
   - then Build and send the quote
2. **Build and send the quote** [subprocess; Sales; id `q2`], links to the published process "Create a quote customers actually say yes to" (https://forks.world/p/cmv0ie6sn002mjw06hu8ksavl; full text at https://forks.world/api/public/cmv0ie6sn002mjw06hu8ksavl/export)
   - then Accepts?
3. **Accepts?** [decision; The customer; id `q3`]
   - if "Yes" go to Contract and e-signature; if "No" go to Negotiate and close the deal
4. **Contract and e-signature** [subprocess; Operations; id `q4`], links to the published process "Contract and e-signature" (https://forks.world/p/cmv0ie7p5002wjw0684q04gs1; full text at https://forks.world/api/public/cmv0ie7p5002wjw0684q04gs1/export)
   - then Book the order
5. **Book the order** [subprocess; Operations; id `q5`], links to the published process "Book the order" (https://forks.world/p/cmv0ie85m0031jw06skkzz6vc; full text at https://forks.world/api/public/cmv0ie85m0031jw06skkzz6vc/export)
   - then Invoice the customer
6. **Invoice the customer** [subprocess; Finance; id `q6`], links to the published process "Invoice the customer: get paid without the drama" (https://forks.world/p/cmv0ie8nd0036jw06z0tkx45t; full text at https://forks.world/api/public/cmv0ie8nd0036jw06z0tkx45t/export)
   - then Collect the payment
7. **Collect the payment** [subprocess; Finance; id `q7`], links to the published process "Collect payment: from late to paid" (https://forks.world/p/cmv0ie93x003bjw06cukcnjmj; full text at https://forks.world/api/public/cmv0ie93x003bjw06cukcnjmj/export)
   - then Cash in the bank and revenue recognized
8. **Cash in the bank and revenue recognized** [end; Finance; id `q8`]
9. **Negotiate and close the deal** [subprocess; Sales; id `q3a`] ⚠ PAIN POINT (critical): Negotiation is where deals stall and revenue slips a quarter, links to the published process "Negotiate and close the deal" (https://forks.world/p/cmv0ie78x002rjw06p82yefml; full text at https://forks.world/api/public/cmv0ie78x002rjw06p82yefml/export)
   - then Accepts?

```mermaid
flowchart LR
  subgraph l_sales["Sales"]
    n_q1(["Customer wants a price"])
    n_q2[["Build and send the quote"]]
    n_q3a[["Negotiate and close the deal"]]
  end
  subgraph l_ops["Operations"]
    n_q4[["Contract and e-signature"]]
    n_q5[["Book the order"]]
  end
  subgraph l_fin["Finance"]
    n_q6[["Invoice the customer"]]
    n_q7[["Collect the payment"]]
    n_q8(["Cash in the bank and revenue recognized"])
  end
  subgraph l_cust["The customer"]
    n_q3{"Accepts?"}
  end
  n_q1 --> n_q2
  n_q2 --> n_q3
  n_q3 -->|"Yes"| n_q4
  n_q3 -->|"No"| n_q3a
  n_q3a --> n_q3
  n_q4 --> n_q5
  n_q5 --> n_q6
  n_q6 --> n_q7
  n_q7 --> n_q8
```

## Full data (JSON)

```json
{
  "title": "Quote to cash: from \"how much?\" to money in the bank",
  "maps": {
    "m_root": {
      "id": "m_root",
      "lanes": [
        {
          "id": "sales",
          "name": "Sales",
          "type": "person"
        },
        {
          "id": "ops",
          "name": "Operations",
          "type": "person"
        },
        {
          "id": "fin",
          "name": "Finance",
          "type": "person"
        },
        {
          "id": "cust",
          "name": "The customer",
          "type": "person"
        }
      ],
      "steps": [
        {
          "id": "q1",
          "kind": "start",
          "lane": "sales",
          "next": [
            {
              "to": "q2"
            }
          ],
          "uses": [],
          "label": "Customer wants a price"
        },
        {
          "id": "q2",
          "kind": "subprocess",
          "lane": "sales",
          "link": {
            "id": "cmv0ie6sn002mjw06hu8ksavl",
            "scope": "public",
            "title": "Create a quote customers actually say yes to"
          },
          "next": [
            {
              "to": "q3"
            }
          ],
          "uses": [],
          "label": "Build and send the quote"
        },
        {
          "id": "q3",
          "kind": "decision",
          "lane": "cust",
          "next": [
            {
              "to": "q4",
              "label": "Yes"
            },
            {
              "to": "q3a",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Accepts?"
        },
        {
          "id": "q3a",
          "kind": "subprocess",
          "lane": "sales",
          "link": {
            "id": "cmv0ie78x002rjw06p82yefml",
            "scope": "public",
            "title": "Negotiate and close the deal"
          },
          "next": [
            {
              "to": "q3"
            }
          ],
          "pain": {
            "note": "Negotiation is where deals stall and revenue slips a quarter",
            "level": 3
          },
          "uses": [],
          "label": "Negotiate and close the deal"
        },
        {
          "id": "q4",
          "kind": "subprocess",
          "lane": "ops",
          "link": {
            "id": "cmv0ie7p5002wjw0684q04gs1",
            "scope": "public",
            "title": "Contract and e-signature"
          },
          "next": [
            {
              "to": "q5"
            }
          ],
          "uses": [],
          "label": "Contract and e-signature"
        },
        {
          "id": "q5",
          "kind": "subprocess",
          "lane": "ops",
          "link": {
            "id": "cmv0ie85m0031jw06skkzz6vc",
            "scope": "public",
            "title": "Book the order"
          },
          "next": [
            {
              "to": "q6"
            }
          ],
          "uses": [],
          "label": "Book the order"
        },
        {
          "id": "q6",
          "kind": "subprocess",
          "lane": "fin",
          "link": {
            "id": "cmv0ie8nd0036jw06z0tkx45t",
            "scope": "public",
            "title": "Invoice the customer: get paid without the drama"
          },
          "next": [
            {
              "to": "q7"
            }
          ],
          "uses": [],
          "label": "Invoice the customer"
        },
        {
          "id": "q7",
          "kind": "subprocess",
          "lane": "fin",
          "link": {
            "id": "cmv0ie93x003bjw06cukcnjmj",
            "scope": "public",
            "title": "Collect payment: from late to paid"
          },
          "next": [
            {
              "to": "q8"
            }
          ],
          "uses": [],
          "label": "Collect the payment"
        },
        {
          "id": "q8",
          "kind": "end",
          "lane": "fin",
          "next": [],
          "uses": [],
          "label": "Cash in the bank and revenue recognized"
        }
      ],
      "title": "Quote to cash: from \"how much?\" to money in the bank",
      "parent": null
    }
  }
}
```