Understanding Lead To Cash

Understanding Lead To Cash: A quick guide to understanding Lead To Quote and Order To Cash processes.

Most businesses that acquire a customer and ship a product to these customers have business processes to capture orders and fulfil these through a series of follow up activities. This is the subject matter for what we call the Order to Cash (OTC) process area. Before an Order can be placed, any person or organisation (what we will refer to as a Lead) that is interested in your product needs to be identified and nurtured to become a customer of your organisation; this is covered under the Lead To Quote (LTQ) process area. Starting with a quick overview of the LTQ processes this book will walk through a typical OTC scenario step-by-step, building along the way a toolkit to assist you in your own analysis work.

This book is targeted at both business users and consultants who are interested in understanding the lead to cash processes in their organisations.

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