PRM — Lead to Cash

Who / when: a Business-Development Officer working a corporate prospect — an employer, an HMO, a referring clinic or a partner lab — from first contact to a booked sale, and the Finance Officer who sees the revenue land. This crosses the PRM and Finance modules.

Terms used here: a lead is an unqualified prospect; an account is an organisation you do business with; an opportunity is a potential deal; the pipeline is the funnel of open deals by stage; a quotation is a priced B2B offer; AR (Accounts Receivable) is money owed to you; revenue is income earned. PRM accounts are a separate master from the clinical patient/payer records.

1. BD Officer — open PRM → Leads and capture the prospect (source, owner). Work the status from New to Contacted to Qualified, logging calls and meetings as you go.
2. BD Officer — Convert the qualified lead. Veona creates a PRM Account (and, if you tick it, a Prospecting opportunity) in one step. No money moves on conversion.
3. BD Officer — manage the relationship on PRM → Accounts and PRM → Contacts (the organisation, its people, the account manager). Log every interaction on PRM → Activities.
4. BD Officer — work the deal on PRM → Opportunities: set the estimated value, probability and expected close, then Move it through Prospecting → Qualification → Proposal → Negotiation. The PRM → Pipeline board shows the funnel and the probability-weighted value live.
5. BD Officer — open PRM → Quotations and build a quote for the account. Each line is priced from the tariff catalogue (it auto-fills the description and price). Send To Account moves it from Draft to Sent.
6. BD Officer — when the account agrees, Mark Accepted. This is the money event: Veona posts a B2B sales accrual to the general ledger — Dr Accounts Receivable / Cr Revenue (voucher SALE-‹quote no›) — and stamps the quotation with that ledger reference. (A declined quote can be marked Declined, optionally with a reason.)
7. Finance Officer — the revenue and the receivable are now in the one general ledger, visible on the P&L and Balance Sheet. Collection of the receivable is handled through the normal billing/treasury process.

What happens next: the account’s pipeline, won and lost deals, and accepted quotations are all tracked in PRM, while the accepted sale’s revenue and receivable live in Finance. See PRM — Business Development and One Set of Books.

Note

Closing an opportunity Won and accepting a quotation are two separate actions — the ledger entry rides the quotation, not the opportunity, so raise and accept a quote to record the revenue. The accrual posts only if the AR and Revenue accounts are mapped under Finance & Ledger → Finance Settings; the B2B receivable sits in the ledger control account (PRM does not raise a patient bill).