Change Order Management Funnel

Managing changes effectively means that you need clear visibility across all projects.

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D. Brown Management
March 19, 2019 2 minute read
business management change management process standardization project management
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While the workflow will vary by project, the key milestones in your internal process will remain fixed. 

Change Management: Tracking Your Change Management. The "Sales Funnel".

Determine names for each of these major milestones, including where the change may fall out of the workflow process and why. Examples include:

  • Identified: Initially set up in your tracking system
  • Proposed: Sent to the customer
  • Approved: In some form from the customer giving you the OK to proceed
  • Executed: Fully executed contract change order or fully billed and paid

You may choose other stages in between for more granularity, depending on your workflow and the dynamics of your projects. At the end of the change funnel, you can track billed and payment dates.  

There are also other status codes where the change falls out of the customer change funnel:

  • Budget Revision: Internal - turned out to be a scope gap or value engineering not submitted
  • Voided: They decided to not go forward with the change before any costs were spent
  • Settled: Agreed on some sort of trade after you had spent some costs
  • Dispute: Agree to disagree and work on settlement per the contract terms

Setting up clear status codes and using them consistently allows more effective management of changes. 

Change Orders
Change orders are a fact of life in construction. Improve profitability, cash flow and customer satisfaction by effectively managing changes. Build a foundation for success with 12 steps to improve pricing and 11 negotiating strategies for the whole project team....
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