What this is
A CSV you can use as a blueprint for HubSpot deal stages, plus a written definition document. The definitions are the asset. Most pipelines fail because Relationship, PQQ and ITT get collapsed into Proposal.
Who it is for
Commercial directors and RevOps leads in contracting, fit-out and any tender-led B2B motion using HubSpot.
How to use it
Read the stage definition doc first. Create or edit a HubSpot deal pipeline to match the stage names and win probabilities. Import or recreate stages manually if your portal blocks CSV stage import. Train sales on entry and exit criteria before enforcing required fields.
Mistake it prevents
Forecasting from generic funnels that ignore pre-qualification and framework positioning, which is where tender value is actually won or lost.
Workshop agenda
Use the stage definition doc as a ninety-minute workshop script with commercial and bid leads. Agree entry and exit criteria aloud before anyone clicks HubSpot settings. Capture disagreements as open questions, not silent side meanings for Proposal.
Shadow period
Run old and new stages in parallel for two weeks on live deals if you are replacing a pipeline. Only then enforce the tender stages. Connect offline uploads after language is stable.
Properties to create
Create tender_reference, submission_deadline, main_contractor, qs_consultancy, gclid and offline_conversion_uploaded before training. Empty required fields on day one create shadow CRM usage in spreadsheets.
How teams actually adopt Tender-stage HubSpot deal pipeline template
Treat the CSV as a blueprint and the markdown as the contract. Commercial and bid leads should argue through entry and exit criteria before RevOps creates stages. Win probabilities in the file are placeholders; replace them with closed history within a month. Framework seats may need a parallel pipeline so call-offs do not pretend to be net new packages. Required properties without training create spreadsheet shadow systems. When the pipeline is live, point offline conversion uploads at Award or Bid submitted using the same stage names sales sees.
Quality bar for tender-hubspot-deal-pipeline
Quality bar for tender-hubspot-deal-pipeline: the download must be usable without a sales call. If a colleague cannot apply it in one sitting, the artefact is incomplete. Keep British English. Strip any client residue before publishing. Link the finished internal copy back to /resources/tender-hubspot-deal-pipeline/ so updates stay findable. Review the file when your CRM stages, GA4 events or account structure change, not only when someone asks for a refresh.
Prefer a guided build? See CRM implementation and conversion tracking and attribution.