Pitch Revenue Training

Introduction

Pitch Revenue is where sales, estimating, and leadership manage opportunities, customers, scopes, and pipeline reporting. It complements CenterPoint for legacy sync but is the system of record for native CRM deals, pursuit team assignments, and morning pipeline digests.

System Overview

Start on My Day for your daily command view, or Projects for the full deal list and workspace. Customer lookup, relationship capture, and the sales dashboard surround the core project record.

Key Features

• Book of Business — Manage companies, properties, and contacts via Customer lookup and project linking.
• Opportunities / Projects — Track deals with pipeline status from Unqualified Lead through Forecasted; change status from the workspace header Status control.
• Property Intelligence — Property Lookup on Overview enriches address, permits, and research context.
• Scopes & Pursuit Team — Assign estimators, salespeople, and account executives per scope.
• Work the Deal & Estimates — ROM and formal estimates roll up to Overview Financials.
• Deal Signals — Inbound pitch@ mail and Teams transcripts surface on the project Overview.
• Pipeline Reporting — Sales Dashboard, morning email digest, and Projects list filters.
• Relationship Capture — Record field meetings and resolve them into CRM without duplicate records.
• File & Document Workspaces — Scope tabs and SharePoint folders (where configured) for pursuit documents.

Training Modules

Foundation

Build the book in the right order: one company, people under it, then a deal tied to both. Search first so you do not create duplicates.

Create a company / customer record

1. From Home / Sales Hub open New Client (Relationship Capture) — or Jump To → Relationship Capture.
2. Pick an intake path: Voice, Manual, Address, Business card, Paste Text, or Paste a list.
3. Record how you met (required) so revenue can tie back to spend, then click Capture relationship.
4. Pitch researches the company and emails you a summary with welcome-draft links. Full click path: Client Relationships → Relationship Capture.

Create a contact under that company

1. During New Client capture — contacts ride in with the company when you paste a list or enter people manually.
2. From Customers — open the company → Contacts → red + → enter name plus email or phone → Add contact.
3. From a project — Overview → Known Customer → Contacts → + → pick an existing person or + Create new contact instead → Add Contact.
4. Never use Change customer to add a second person — that swaps the whole account. Use the Contacts + instead. Detail: Add another contact.

Create an opportunity tied to company and contact

1. Fastest from the account — open the customer → + Create project. Customer (and property when known) are pre-linked.
2. Enter Project / Deal Name, Lead Type, and vertical when prompted → Create Project.
3. Add at least one Contact on Overview, pick a Scope (e.g. Commercial Roofing), and set the Account Executive.
4. From Projects — + Create Project, then search and link Customer + Property yourself. Walkthrough: Client Relationships → Project Creation · Module: Entering a deal.

Find any of those again fast

1. Customers — search accounts, contacts, or addresses; open the row for the full account.
2. Customer intake matcher (customer.html) — try a name, address, email, or phone before you create anything new.
3. Contact Management (my-contacts.html) — your people list with cadence filters.
4. Projects — search deal name / OPP id, or use My Projects / status chips. Walkthrough still: Customers chapter.

Working the account

Once the record exists, run the account from one place: history, stage, next step, follow-ups, and your own pipeline number.

See full account history in one place

1. Open Customers → click the company row to land on Customer Main.
2. Scroll Activity History — every logged touch, project milestone, and team note on that account, with who did it.
3. Same screen holds properties, open projects, and contacts so you do not bounce between pages.
4. Optional: click Follow Customer for SMS alerts when that account moves. Click-by-click: Customers walkthrough · Account Follow-Up.

Move a deal through stages

1. Open the project. Use the header Status dropdown (same control on the Actions tab).
2. Stages run Unqualified Lead → … → Forecasted. Terminal outcomes are Closed - Won / Lost, Not a Fit, or Plan for the Future.
3. Clear the gate banner before you advance — missing property, qualify answers, or inspection assignee will block the move.
4. Deep dive: Changing deal status · Qualifying a lead · Projects tour walkthrough.

Know what the next step is

1. On the project, check the Actions tab and any Next · Pending touchpoint chip for the due date and assignee.
2. On the customer, the last touch and queued next activity sit above Activity History.
3. Calendar → Pending shows every open touchpoint; Six Quadrant to-dos catch the ones assigned to you.

Set follow-ups that surface on time

1. From Customers or Canvas (Account Follow-Up), click Log touch.
2. Pick the person, touch type, and note. Set the next due chip (e.g. +14d).
3. Click Save touch + schedule next — the follow-up lands on the account, Sales Calendar, and Six Quadrant when due.
4. Walkthrough: Account Follow-Up · Calendar chapter: Touchpoints.

Pull your own pipeline number

1. Open Sales Hub / Sales Dashboard.
2. Select My pipeline (not All deals) so KPIs and stage columns are yours.
3. Read Open pipeline / stage totals; optionally Run pipeline dossier for a printable brief.
4. Also available: Projects → My Projects, morning digest email, and the My Day open-pipeline tile. Module: Pipeline & dashboard · Walkthrough: Sales Hub.

Daily workflow

Attach files, log from the field, see teammates' touches, watch the bell, then work a saved filtered list without rebuilding it.

Attach documents and proposals to the deal

1. Open the project → Files / Documents tab (or Photos for site imagery).
2. Choose the scope folder, click Upload, pick category (proposal, estimate, contract, drawings, design…), set status if asked, then upload.
3. Keep the latest proposal on the deal — reviewers and handoff read from here. Walkthrough: Scope pricing, photos and documents.

Log activity from a phone in the field

1. Mobile website — open Pitch on your phone → Projects → the deal. Log notes, upload photos, and run inspection flows from the phone UI ((Roof Inspection walkthrough).
2. Contact Management / Canvas — from the field browser, Log touch (Call, Email, Text, Meeting, Note) without waiting until you are back at a desk.
3. Always leave a next-step date so the follow-up surfaces on time (see Set follow-ups).

See who else at the company has touched the account

1. Open the customer → Activity History. Each row shows the actor (who logged the touch).
2. Pending next-step chips name the assignee so you can see when Nathan (or anyone else) owns the callback.
3. On Contact Management, company chips / other-AM badges flag when another rep is already working people at that account.

Get notified on opens and responses

1. Header bell — Pitch notifications (assignments, scope declines, CRM alerts) and Jobs notifications. Open the drawer, act, or Mark all read.
2. Follow Customer — opt into SMS for accounts you watch so status moves hit your phone.
3. Deal Signals on the project Overview surface inbound pitch@ mail and Teams transcripts tied to that deal.
4. Morning digest — weekday email of your open qualified+ pipeline by stage.

Build filtered lists (e.g. 90-day no-contact)

1. Open Contact Management.
2. Tap Needs a touch for people past their cadence. Tier targets: A 30d · B 60d · C 90d — C-tier is your ~90-day no-contact list.
3. Optional: A-tier only, temperature segments, or sort Most overdue first.
4. On Customers, check Going cold only for accounts with an open project and a stale last touch. Walkthrough: Contact Management.

Work straight off that list without re-filtering

1. Set your filter once. Contact Management persists pk-filter (and sort) in the browser — reopen the page and you are still on that list.
2. Work top-down: open a row → Log touch / call / email → save with a next date → stay on the list (do not clear the chip).
3. Projects My Projects (?filter=mine) and Canvas keep the same idea — due follow-ups return to the plate until you disposition them.
4. Goal: clear the filtered queue, not rebuild the search every morning.

Entering a deal

1. Go to Projects → + Create Project (or start from My Day intake).
2. Enter Deal Name, Description, and Lead Type.
3. Search and link Customer and Property; run property lookup when an address exists.
4. Pick at least one Scope and set the Account Executive.
5. Save, then advance to Qualified Lead once customer and property are confirmed.

Updating a deal

1. Open the project → Overview — review opportunity fields, dates, and description.
2. Change pipeline Status on Overview under Opportunity (see Changing deal status).
3. Complete any listed required fields before advancing — the gate banner lists what's missing.
4. Keep Projected close date and Estimated start current.
5. Review Financials and Deal Signals; save before leaving.

Changing deal status

Each open project has a pipeline status (stage) from Unqualified Lead through Forecasted. Closed deals show a terminal outcome instead (Closed - Won, Closed - Lost, Not a Fit, or Plan for the Future).

1. Use the Status dropdown in the workspace header (same control also appears on the Actions tab banner).
2. The red The Deal. KPI strip at the top of the workspace shows the current stage; change it from the header Status control.
3. If a property address is not linked, status stays at Unqualified Lead until you attach a site on Overview.
4. Moving to Qualified Lead asks the five discovery questions on most deals (see Qualifying a lead).
5. Selecting Inspection Needed asks who is doing the inspection (see Requesting an inspection).
6. Selecting Warm or Forecasted may open an approval request when your org requires it.
7. Selecting a terminal status (Closed - Won, Closed - Lost, Not a Fit, Plan for the Future) opens the matching close / disposition flow instead of saving immediately.
8. After Closed - Won, Admin attaches one ComputerEase Job Code on the Pre-Con Job Code tab — that is the production handoff. See Production Handoff.

Qualifying a lead

Moving a deal from Unqualified Lead to Qualified Lead asks the salesperson to answer five discovery questions on the Qualify the Lead panel: the customer's pain, budget status, decision-maker, fit (competitive position and close window), and whether any disqualifier applies. The gate banner lists whatever is still blank.

1. The Qualify tab only appears when those five questions are required for this deal. Bid-sourced, estimator-run, and residential deals never show it.
2. These are asked on the move into Qualified Lead only. Once the deal is qualified, later stages never ask again.
3. Deals that come in from CenterPoint already qualified keep moving without answering — unless someone sends them back to Unqualified Lead, which re-arms the questions.
4. Bid work is exempt. If the Lead Type is Bid Board, Bid Email, Bid Request, ConsConn, or GovSpend, there is no customer to qualify and the questions are skipped.
5. Estimator-run deals are exempt. When the salesperson on the deal is an estimator, the questions are skipped.

Requesting an inspection

Inspection Needed sits between Qualified Lead and Inspection Assigned. Use it when the deal is qualified and someone needs to get on the roof, but you do not yet know who.

1. Set Status to Inspection Needed. The surveyor picker opens automatically.
2. Know who is going? Search their name and pick them — they get an email to accept. surveyor@jrcousa.com is copied with a link to that request.
3. Don't know yet? Choose No one yet — post to queue (or just close the picker). The request lands on Open Roles where anyone can claim it, and surveyor@jrcousa.com gets a link to that slot.
4. Once a surveyor is named or claims the slot, the deal moves on to Inspection Assigned.

Finding a customer

1. Open Customer from Projects or Jump To.
2. Search by name, address, email, or phone in Search Anything.
3. Confirm company, property, and contact columns; continue to intake when ready.

Adding properties and contacts to a customer

One customer (company) can have many job sites and many people. Add each extra property and contact to that same customer — do not create a second customer for the next address or the next person at the account.

Add another property

From a project (use this when the deal is already open):

1. Open the project → Overview → Known Customer.
2. In Properties in Scope, click the red +.
3. Search for an address already on file, or click + Add new address, enter the street plus city / state / ZIP, then Add Property.
4. Repeat for every additional site. The site you just added becomes the primary property on this project.

From Customers (adds the site to the account even without a deal):

1. Open Customers and search until the company is selected in the Customer column.
2. Click + on Property in Scope.
3. Enter a street address with a number (e.g. 123 Main St), plus city, state, and ZIP.
4. Click Save property. Repeat the + for each extra site.

Add another contact

From a project:

1. Overview → Known Customer → Contacts → red +.
2. Search by name or email and pick an existing person, or click + Create new contact instead.
3. Click Add Contact. Repeat for each additional person on the account.

From Customers:

1. With the company selected, click + on Contacts.
2. Enter full name plus email or phone (one of those two is required).
3. Click Add contact. Repeat the + for each additional person.

Relationships

1. Capture — log who you met and meeting context.
2. Resolve — match to existing CRM records or create deliberately.
3. Link resolved relationships to open projects when appropriate.

Pipeline & dashboard

1. Sales Dashboard — portfolio KPIs, rep performance, conversion.
2. Projects — My Projects, My Team, All Active, Needs attention, status filters.
3. Morning digest — weekday email grouped by stage with owner, estimator, description.

Scopes & pursuit team

1. Overview → Product & Team — add or remove scopes.
2. Assign Estimator and Salesperson per scope.
3. Use the header scope rail to jump between scope workspaces.

Work the Deal & estimates

1. Select a scope from the project header rail.
2. Enter ROM or formal pricing on the scope estimate tab (* = ROM).
3. Overview Financials — click a scope row to jump to that estimate.
4. Advance status to Estimating → Proposal/Presented as appropriate — from Overview Status or the Actions tab banner.

After the deal is Closed - Won, Admin attaches the ComputerEase Job Code. See Production Handoff.

Who does what

Attach a ComputerEase Job Code

1. Close the deal as Closed - Won. Admin then creates the ComputerEase job (Job Code + Job Description + PM).
2. Open the Pitch project. The header shows the opportunity ID (OPP-####).
3. Go to Pre-Con → Job Code. Closed-Won deals show this tab even before a Job Code exists.
4. Search ComputerEase by Job Code or Job Description. Pick the job. Confirm the selected code, description, and PM before attaching.
5. Click Attach. If a Job Code is already on this deal, you must confirm the replacement.
6. On success, the link is saved, Pitch history records the change, won scopes are copied once to Operations, and Open Operations Job Setup appears.

What gets copied to Operations

Attaching the Job Code takes a one-time snapshot of the won Pitch scopes (or active / non-lost scopes if none are marked won) into the Operations job as trade scopes — Roofing, Glass and Glazing, Architectural Siding, and the other catalog trades.

• Pitch scope labels such as Section 2A are description only. They are not new Operations trades.
• T&M, change orders, and “to be removed” scopes are skipped.
• The snapshot runs once. Later Pitch edits do not rewrite Operations scopes.
• After handoff, Operations adds, removes, and schedules production scopes on the job.

What Operations sees

1. Open Job Set Up from Operations Center / Gantt (SU) or from the Pre-Con Open Operations Job Setup link.
2. If the Job Code is linked, Pitch value, GM, customer, property, contacts, dates, estimates, and scopes appear read-only, with a link back to the Pitch deal.
3. To change those Pitch fields, open the deal in Pitch — do not edit them in Job Set Up.
4. If no Pitch deal is linked, Job Set Up shows RMS deal not linked. Operations can still save schedule and staffing on the ComputerEase job. There is no CenterPoint fallback.

Step-by-step index

Task	Guide
Core processes (start here)	Core Processes
Create company / contact / opportunity	Core → Foundation
Work an account (history, stages, follow-ups)	Core → Working the account
Daily workflow (files, field, lists)	Core → Daily workflow
90-day no-contact / work the list	Core → Filtered lists
See the whole tool, click by click	Click-by-Click Walkthrough
Capture contacts & create a project	Walkthrough → Client Relationships
Read the post-research Pitch email	Walkthrough → Research Email
Run a roof walk & download the report	Walkthrough → Roof Inspection
Set up your Home dashboard	Walkthrough → Home dashboard
Add a weekly measurable	Walkthrough → Scorecard
Log a touch on a customer	Walkthrough → Customers · Core → Follow-ups
Add a missing email or phone	Walkthrough → Contact Management
Create a project	Core → Create opportunity · Sales → Entering a deal
Update stage & dates	Core → Move stages · Sales → Updating a deal
Change deal status	Sales → Changing deal status
Qualify a lead (5 questions)	Sales → Qualifying a lead
Request an inspection / surveyor	Sales → Requesting an inspection
Search customers	Core → Find fast · Sales → Finding a customer
Add another property to a customer	Sales → Add another property
Add another contact to a customer	Core → Create contact · Sales → Add another contact
Capture a relationship	Walkthrough → Client Relationships · Sales → Relationships
Run a roof inspection report	Walkthrough → Roof Inspection
View pipeline metrics	Core → Pipeline number · Sales → Pipeline & dashboard
Add scopes & estimators	Estimating → Scopes & team
Enter an estimate	Estimating → Work the Deal
Attach a ComputerEase Job Code	Handoff → Attach a Job Code
Open Operations after close	Handoff → What Operations sees
Change stage	Overview → Opportunity → Status
Star a project	Header star icon on project workspace
Archive a project	Overview → Project Actions

• Regularly update opportunity Status on Overview so reporting and the morning digest stay accurate.
• Keep projected close dates current — stale or missing dates flag in Needs attention and the digest.
• Use Projects list filters (My Projects, My Team, All Active, status, Needs attention) to prioritize daily work.
• Assign estimators and salespeople on every active scope so pursuit-team credit is correct on the dashboard.
• Write a clear description on each deal — it appears in rep morning emails.
• Resolve relationship captures promptly to avoid duplicate companies or contacts.
• When a customer has more than one site or more than one person, add them with + on Properties / Contacts — do not create a second customer.
• Leverage the Sales Dashboard to track performance and identify conversion gaps.
• Use Deal Signals and property lookup to keep context on the project record, not in side channels.
• After Closed - Won, Admin attaches one ComputerEase Job Code on Pre-Con → Job Code so Operations can open the deal from that code. Do not expect CenterPoint to fill Job Set Up.

1. Click ? Help (this page) or the bug icon in the Pitch Revenue header on any page.
2. The bug form pre-fills the page URL — add steps to reproduce and screenshots when possible.
3. For deal-specific issues, include the project link or opportunity ID.