01
Quote-to-order handover
Sales commits terms that ops cannot deliver and finance cannot bill cleanly.
End-to-end process
Order-to-cash that earns its margin.
From quote to cash collected. The flow that decides whether revenue arrives on time, on price, and with the data clean enough to forecast the next quarter.
Trigger
Customer signal or quote request
Handoffs
Sales → Operations → Finance
Outcome
Cash collected, margin preserved
Owner
Commercial Operations or COO
What good looks like
- 01Quote to order in hours, not weeks, with pricing rules that hold.
- 02One order record that finance, ops, and the customer all see the same way.
- 03Disputes resolved against a clean audit trail, not a chain of emails.
- 04Working capital tied to a forecast you can defend in the board meeting.
Where it usually breaks
02
Master data drift
Customer, item, and price records diverge across CRM, ERP, and billing. Every invoice becomes a negotiation.
03
Credit and collections silence
Risk signals sit in finance while sales keeps shipping. DSO climbs quietly.
04
Returns and disputes
No single record of truth, so reversals leak margin and pollute the next forecast.
Flovio's preparation move
- 01
Map the real order flow including the off-system workarounds.
- 02
Set decision rights for pricing exceptions, credit holds, and dispute closure.
- 03
Define the master data model that ERP, CRM, and billing share.
- 04
Hand the operating model to your delivery team with measurable thresholds.
FAQ
- How long does an O2C preparation engagement take?
- Six to twelve weeks for the diagnosis and target operating model, depending on the number of order types and ERP estate.
- Do you need a new ERP first?
- No. The operating model is platform-neutral. It tells you what to procure and how to govern it, so the platform decision lands with evidence.
- Who in the leadership team should own this?
- Commercial Operations or the COO. Finance and IT are critical contributors but the accountability sits on the operations side.
Want this preparation move for your organisation?
Start with a diagnosis. You get a clear picture of what actually moves you to the target state, and what does not.
Book a discovery call