Process Owner: Nashla Akel
Last Update: 9/16/24
SOP HERE
CRO Blueprint SOP
This SOP outlines the process for creating blueprints from New Business or Service Expansion opportunities, starting with the "CRO Pipeline" Asana board, which serves as the source of truth for potential new business.
Rachel Pamaran to update the section “Ned: Ready for Review”
Nash Akel to update the section “Presented”
To add appropriate information about Sales Lead, Win Status, Proposed and BP.
BP Creation New Client
If it's a new client we need to create a new client in Nova:
Client Creation:
Nova → Power View → Client
Client Details:
- Client name
- Website URL
- Business Unit
- Industry
- Tier
- List it’s coming through a PDM acquisition - Yes/No
- Address
→ Create client
BP Creation:
Blueprint → Package Pricing → Create new BP
Contract Details:
Client Name
Type of Contract : Retainer or project
Length of Contract: 1 month (No guaranteed term after 1 month)
Pillar
Type of Lead: Not Applicable
Start Date: Based on what the contract says
Guaranteed term: 1 month
Include Vabo? Yes/No
Strategies and Pricing:
Add Strategy → CRO → Select the strategy (CRO with development , CRO without development or Custom)
CRO with Development: Automatically deploy the snippet with the associated pricing and the specified language that will be included in the contract.
CRO with Development: Automatically deploy the snippet with the associated pricing and the specified language that will be included in the contract.
Custom Snippet: Build to ensure that the exact charges for these deals are specified. When adding the custom snippet, include the retainer, remove the Nova fee and adjust the frequency as needed.
Outsource Cost:
We need to confirm whether or not to include an outsource cost, such as adding the CRO A/B testing tool in the future.
Monthly Retainer & Profit:
Two Tabs:
Recommended Price: The price Nova recommends for the blueprint.
Final Price: The price we are charging the client, which will be reflected in our P&L. If the price needs to be updated, adjust it here and click "Apply New Price."
Big CAVEAT:
When signing a multi-Service Expansion (SE) or New Business (NB) deal, and the account leadership is being staffed from Client Services, 30% of the overall retainer will be allocated to the SE team.
If it’s a single-service SE, all revenue will go to CRO until the end of the year.
To prevent the 30% from being deducted, we've adjusted the fixed snippets:
CRO without development: $7,500/month
CRO with development: $9,750/month
Client Details:
1. After staffing, Rachel Pamaran should add the AD and AM to deploy the contract.
We must never deploy anything without an AM or AD listed, as this is where we're encountering issues in the P&L.
If it's a multi-service SE or NB, and existing ADs or AMs are assigned, this will result in a 30% reduction.
2. Rachel Pamaran should ping Nash Akel to review the blueprint, comparing it to the task on the Asana board and reviewing the offer proposed to the client against the actual numbers in the blueprint and the team assigned.
Generate proposal:
Generate the proposal and draft the contract for the client to sign. Link to the BP would go to the Asana Board “Ready to sign”
Deployment:
- We will not bill a client if it is not communicated through the deployment channel. Rachel Pamaran or sales lead to post on the “new-client-deployment” channel.