Sales and Operations
What Information Should Sales Transfer to Operations?
By [Author name required] · Reviewed by [Expert reviewer name required] · Last reviewed 2026-09-11
Direct answer
Sales should transfer scope as sold, the pricing basis and any assumptions, expectations explicitly set with the customer, site or account constraints, access requirements, agreed dates, dependencies, decision-maker and contact details, and known risks or open items.
Key takeaways
- Assumptions behind the price matter as much as the price.
- Expectations set verbally must be written down.
- Open items should be listed, not hidden.
- The list should differ by service line.
The commonly missing items
Assumptions and verbally set expectations are the two most frequently omitted and the two most likely to cause disputes. Both are invisible in a contract and decisive in delivery.
Keeping it short enough to be used
A handoff nobody completes is worse than none, because it creates the illusion of a process. Include only what delivery genuinely needs to start.
First draft written from the firm's methodology. No third-party statistics, benchmarks or client results are cited. Requires expert review and source attachment before publication.