Sample Engagement Packages for Progress Manager

Package 1: Quick Start (20 hours - $xxxx)

Deliverables:
  • 4 objects configured (Leads, Accounts, Opportunities, +1 custom)
    • Up to 2 record type templates per object
  • 8 total milestone templates
  • User training session (2 hours)
  • Documentation package

Timeline: 2 weeks


Best For: SMBs, single-department pilots

Package 2: Department Standard (40 hours - $xxx)

Deliverables:
  • 6-8 objects configured across 1-2 departments
  • 3-4 record type templates per object
  • 20+ milestone templates
  • 2 training sessions (users + managers)
  • 14 -day post-launch support
Timeline: 3-4 weeks


Best For: Mid-market, single department rollout

Package 3: Enterprise Implementation (80 hours - $xxx)

Deliverables:
  • Organization-wide configuration (unlimited objects)
  • Custom milestone libraries by department
  • 40+ industry-specific process templates
  • Executive reporting dashboards
  • Change management plan
  • Train-the-trainer program
  • 60-day managed support
Timeline: 6-8 weeks
Best For: Enterprise, multiple departments/regions

Sample Milestones by Industry

Financial Services - Loan Origination

Key Milestones:

  1. Application Received & Verified

  2. Credit Check Completed

  3. Income Documentation Verified

  4. Property Appraisal Ordered

  5. Appraisal Received & Reviewed

  6. Underwriting Submitted

  7. Conditional Approval Issued

  8. Final Conditions Met

  9. Clear to Close Issued

  10. Loan Funded

Key Fields: Credit Score, DTI Ratio, LTV Ratio, Appraisal Value, Loan Amount

Healthcare - Patient Onboarding

Key Milestones:

  1. Initial Inquiry Received

  2. Insurance Verification

  3. Medical Records Requested

  4. Provider Assignment

  5. 1st Appointment Scheduled

  6. Pre-Visit Paperwork

  7. Initial Consultation

  8. Treatment Plan

  9. Follow-up

  10. Onboarding

Key Fields: Insurance Status, Provider Name, Appointment Date, Medical History Status

Construction - Project Delivery

Key Milestones:

  1. Contract Signed

  2. Permits Applied For

  3. Permits Approved

  4. Materials Ordered

  5. Site Preparation

  6. Foundation/Structure

  7. Rough-In Inspections

  8. Final Finishes Applied

  9. Final Inspection Passed

  10. Handover Complete

Key Fields: Permit Numbers, Inspector Name, Material Delivery Date, Change Order Count

Professional Services - Client Engagement

Key Milestones:

  1. Proposal Submitted

  2. Contract Signed

  3. Kickoff Meeting

  4. Discovery Phase

  5. Design/Strategy

  6. Implementation Phase 1

  7. Implementation Phase 2

  8. Testing/QA

  9. Training Delivered

  10. Project Closed

Key Fields: Contract Value, Project Manager, Deliverable Status, Hours Logged

Manufacturing - Product Development

Key Milestones:

  1. Concept Approved

  2. Design Specifications

  3. Prototype Developed

  4. Internal Testing

  5. Design for Manufacturing Review

  6. Tooling Ordered

  7. First Article Produced

  8. Quality Validation

  9. Production Ramp-up

  10. Full Production

Key Fields: Design Version, Test Results, Tooling Status, Production Quantity

Education - Student Enrollment

Key Milestones:

  1. Application Submitted

  2. Transcripts

  3. Application Review

  4. Interview Scheduled

  5. Interview Completed

  6. Admission Decision

  7. Financial Aid Package

  8. Enrollment Deposit

  9. Course Registration

  10. Orientation Scheduled

Key Fields: GPA, Test Scores, Application Status, Financial Aid Amount

Logistics - Shipment Management

Key Milestones:

  1. Order Received

  2. Inventory Allocated

  3. Pick List Generated

  4. Items Picked & Staged

  5. Quality Check

  6. Packed & Labeled

  7. Carrier

  8. Shipped

  9. In Transit

  10. Delivered & Confirmed

Key Fields: Tracking Number, Carrier Name, Ship Date, Delivery Date, Weight

Legal - Case Management

Key Milestones:

  1. Initial Consultation Completed

  2. Retainer Agreement Signed (10%)

  3. Case Research & Analysis (20%)

  4. Pleadings Filed (35%)

  5. Discovery Phase Complete (50%)

  6. Motions Filed/Argued (60%)

  7. Settlement Negotiations (70%)

  8. Trial Preparation Complete (80%)

  9. Trial/Hearing Completed (90%)

  10. Case Closed (100%)

Key Fields: Court Date, Judge Name, Filing Status, Settlement Amount, Hours Billed

Real Estate - Property Sales

Key Milestones:

  1. Listing Agreement Signed (5%)

  2. Property Photographed & Listed (15%)

  3. Open House Completed (25%)

  4. Offer Received (40%)

  5. Offer Accepted (50%)

  6. Inspection Completed (60%)

  7. Appraisal Completed (70%)

  8. Financing Approved (80%)

  9. Final Walkthrough Complete (90%)

  10. Closing Complete (100%)

Key Fields: List Price, Offer Amount, Inspection Date, Closing Date, Commission

SaaS - Customer Implementation

Key Milestones:

  1. Contract Signed

  2. Kickoff Meeting

  3. Tech Requirements Gathered

  4. Environment Provisioned

  5. Data Migration

  6. Configuration

  7. User Acceptance Testing

  8. Training Sessions Delivered

  9. Go-Live Completed

  10. Post-Launch Review

Key Fields: Go-Live Date, User Count, Integration Status, Training Completion %

Discovery Session Framework

Pre-Discovery Preparation

  • Review client's current Salesforce org structure
  • Identify key stakeholders by department
  • Document existing processes/stages

Discovery Session Agenda (90-120 minutes)

Part 1: Understanding Current State (30 min)

  1. What processes are most critical to your business?
  2. Where do things typically get stuck or delayed?
  3. How do you currently track progress?
  4. What visibility gaps frustrate your team?

Part 2: Process Deep-Dive (45 min) For each key process, ask:

Process Identification:

  • What triggers this process?
  • Who owns each stage?
  • What constitutes "done" at each stage?

Field Dependencies:

  • What information must be collected at each stage?
  • Which fields drive decisions or stage progression?
  • What data indicates actual progress vs. just time passing?

Stakeholder Needs:

  • What does the rep/user need to see?
  • What does their manager need to know?
  • What metrics matter to executives?
Pain Points:
  • Where do records stall most often?
  • What causes inaccurate status updates?
  • Which handoffs fail most frequently?

Part 3: Reporting Requirements (30 min)

  • What reports/dashboards exist today?
  • What questions can't you answer right now?
  • How do you measure process efficiency?
  • What early warning signals would help?

Part 4: Success Definition (15 min)

  • What would "good progress visibility" look like?
  • How would you measure ROI on this?
  • What's your timeline for implementation?

Key Questions to Drive Process Understanding

First and foremost: GET THE RIGHT PEOPLE IN THE ROOM!

Process Flow Questions:

  1. "Walk me through what happens from start to finish"

  2. "At what point do you consider the work 'real' vs. preliminary?"

  3. "What causes a record to move backward or restart?"

  4. "Where do cross-functional handoffs occur?"

Data & Fields Questions: 5. "Which fields absolutely must be filled before moving forward?" 6. "What data points indicate quality vs. just completion?" 7. "Which metrics do you wish you could track but can't today?" 8. "What external systems feed data into this process?"

People & Ownership Questions: 9. "Who updates the status field and how often?" 10. "Whose opinion matters most when assessing progress?" 11. "Where do junior vs. senior staff need different guidance?" 12. "What training gaps slow down progress?"

Risk & Exception Questions: 13. "What are the most common reasons for delays?" 14. "How do you identify at-risk deals/cases/projects early?" 15. "What exceptions or edge cases break your current process?" 16. "Where does 'tribal knowledge' create bottlenecks?"

Reporting & Visibility Questions: 17. "What report do you check first thing Monday morning?" 18. "What questions do executives ask that you can't answer?" 19. "How do you currently compare rep/team performance?" 20. "What leading indicators would help you predict outcomes?"

Have questions? We’re here to make our Partners successful!

Call us!