offermanagement
Offermanagement is the set of processes, tools, and governance used to create, present, negotiate, and track offers made to customers or suppliers. It covers quotes, proposals, and bids as well as the pricing, terms and conditions, discounts, delivery and payment terms, and validity periods associated with those offers. The practice is common in B2B sales, procurement, and contract management, where consistent offer generation supports revenue realization and supplier relationships.
The offer lifecycle typically includes: content preparation (defining products or services, configurations, pricing, discounts, and bundles);
Systems and data: Offer management is supported by CPQ (configure-price-quote) tools, CRM, ERP, contract lifecycle management,
Metrics and governance: Common measures include win rate, quote-to-close cycle time, average discount, quote accuracy, and
Challenges and opportunities: Organizations balance flexibility in negotiations with policy enforcement, maintain accurate catalogs and price