This handoff is part of the nonstandard contract approval guide. It is written for a RevOps consultant to draft with the revenue operations head, who then forwards it to an executive.
Where each answer comes from
Most fields can be filled in one working session from documents the revenue operations head already has: the migration plan, the approval policy, the CRM configuration and an org chart. Two fields need care.
Record classes. Ask whether approval steps and their comments are still attached to old quotes, not only whether quotes exist. On Salesforce, approval history is held in records such as ProcessInstanceHistory, which shows all steps and pending requests for an approval process; a "yes, with comments" here is the most useful single answer in the brief.
SalesforceOpen question. Choose the one join or gap that nobody can confirm yet. The system map for contract approval records lists the five links worth asking about.
Fill-in brief for a RevOps handoff
Copy the left column, replace the middle column with the company's answers, and leave anything unknown as "to be confirmed".
| Field | What to write | Example of a useful answer |
|---|---|---|
| Company | Full-time employees at peak, contractors excluded; country | About 380, United States |
| Business task | Which off-playbook approvals the records cover, since when | Renewal and new-business exceptions since 2020 |
| Record classes | Quote versions, approval steps with comments, policy versions, contract drafts, orders, outcome notes | All six, outcome notes partial |
| Systems | CRM, quoting tool, contract tool, billing or ERP, customer success tool | Four systems, named by category |
| Coverage | Years per system | Six years CRM, contract drafts since 2021 |
| Volume | Exception quotes per year, the company's own estimate | Roughly 300 |
| Real deadline | Date the old quoting tool is switched off, if set | Two months after go-live |
| Customer limits | Whether customer agreements may restrict reuse; yes, no, unknown | Unknown, counsel to check |
| Open question | One honest unknown about a join | Quote IDs missing in older contracts |
| Contacts | Record owner, decision-maker, counsel | RevOps head, CEO, general counsel |
| Not included | Plain statement of what is not shared | No quotes, redlines or customer names |
Completed brief (Illustrative)
Illustrative only; the company and figures are invented.
- Company: about 380 full-time employees at peak, United States, B2B software.
- Business task: approval of off-playbook renewal and new-business terms, including product commitments, since 2020.
- Record classes: quote versions and approval steps with comments, approval policy versions, contract draft histories, executed orders, customer success outcome notes.
- Systems: CRM with a quoting add-on, a separate contract lifecycle tool, billing system, customer success tool.
- Coverage: about six years in the CRM and quoting add-on; contract drafts since 2021.
- Volume: roughly 300 exception quotes a year, estimated by the company.
- Real deadline: the old quoting add-on is switched off two months after its replacement goes live.
- Customer limits: unknown; several enterprise agreements have strict confidentiality clauses.
- Open question: the contract tool does not store quote IDs before 2023, so earlier redlines may only match approvals by customer and date.
- Contacts: revenue operations head (records), CEO (decision), general counsel (customer agreement limits).
- Not included: no quotes, contract drafts, pricing or customer names.
The example promises nothing about value or demand. Buyer interest, the rights result, any offer and any reward stay unknown until SourceX reviews the opportunity. SourceX licenses approved business data directly from companies for AI training and evaluation, and manages the agreement, rights review, data preparation, delivery and payout.
Lines to leave out
- Deal detail: no discount percentages tied to named customers, no clause text, no pricing.
- Records or access: no screenshots of approval history, exports or logins.
- Urgency that is not real: if no removal date is set, write "none set".
- Reward talk: keep any mention of your referral reward to a direct conversation with the client, not the brief.
The warm introduction brief offers opening wording, the RevOps introduction email templates give message drafts, and the client opportunity brief generator can help structure the first draft. The first-month referral plan shows where this fits in a project calendar.
Forwarding checklist
Before the revenue operations head forwards the brief, confirm:
- Eligibility. The introduced company needs 50+ full-time employees at peak (contractors excluded), a documented operating history, rights to license and an authorized contact. Companies in the U.S., Canada and the EU qualify, as do companies in the UK, Australia, New Zealand, India, Singapore, South Africa, Latin America, the UAE and Saudi Arabia when at least 90% of the data is in English.
- A decision-maker is named, not only the CRM administrator.
- The company approved the wording. Nothing is sent that the revenue operations head has not read.
- Your paperwork is signed. Partners sign the Channel Partner Agreement before submitting introductions; the first valid introduction within the 90-day window is credited when the company submits a verified application.
- Disclosure made. You have told the client you may receive a referral reward; more on that audience is on the RevOps consultants page.
Next step
Refer a company. Earn up to $100,000. Default reward: 25% of Actual Supplier Payout, capped at $100,000 cumulatively per referred company. Eligibility and payment conditions apply, and a signed Schedule A or addendum can differ. A lead, meeting or signature alone does not trigger payment.
When the completed brief is approved and the CEO has agreed to a first call, register as a partner, check the company against who qualifies, and read the program terms and reward rules before you submit it.