Add Lead -> Request -> Order funnel redesign (Phase 2)

New leads entity (own numbering VTH{yy}-{seq}, 2-stage funnel, converts
into inquiries) sitting ahead of the existing Request/Order pipeline.
Request funnel expanded from 4 to 6 statuses (kp_preparation -> kp_response
-> negotiation -> signing -> converted/declined) and Order funnel from 4
to 11 (new -> ... -> completed/declined), matching the stage names/fields/
decline-reasons from the flowcharts. Decline now always requires a reason
(+ free-text detail for "other"), reused across all three entities via one
DeclineWithReason component. Added shared deal-reference fields (Incoterms,
payment terms, carrier1-3, insurance company, customs broker) to both
inquiries and orders, carried over on conversion. Added a minimal outbound
SMTP capability (reusing the existing mailbox credentials) so order
status changes can best-effort email the client, matching the stages the
diagrams call out. Per-stage informational panels (requirements + transition
criteria) shown on each entity's detail page — structure only, no SLA-timer
automation yet (explicitly deferred, per this session's scoping).

Fixed a drizzle-kit migration-generation bug by hand: the generated
INSERT...SELECT for the inquiries table rebuild referenced brand-new
columns on the pre-migration source table, which don't exist there yet.

Co-Authored-By: Claude Sonnet 5 <noreply@anthropic.com>
Claude-Session: https://claude.ai/code/session_01Gh2UXUQUVBWroWEnn1FLFG

package-lock.json

@@ -19,6 +19,7 @@
         "lucide-react": "^0.545.0",
         "mailparser": "^3.9.15",
         "next": "16.2.12",
+        "nodemailer": "^9.1.0",
         "pdf-parse": "^2.4.5",
         "pizzip": "^3.2.0",
         "react": "19.2.4",
@@ -32,6 +33,7 @@
         "@types/better-sqlite3": "^7.6.13",
         "@types/mailparser": "^3.4.6",
         "@types/node": "^20",
+        "@types/nodemailer": "^8.0.1",
         "@types/react": "^19",
         "@types/react-dom": "^19",
         "@types/web-push": "^3.6.4",
@@ -2596,6 +2598,16 @@
         "undici-types": "~6.21.0"
       }
     },
+    "node_modules/@types/nodemailer": {
+      "version": "8.0.1",
+      "resolved": "https://registry.npmjs.org/@types/nodemailer/-/nodemailer-8.0.1.tgz",
+      "integrity": "sha512-PxpaInm8V1JQDd4j0ds5HfvWQk8JupS1C0Picb96QJsrrRDjBH+DlK7L4ZdNSqNULhiZRQHc40nLVShaGxXAMw==",
+      "dev": true,
+      "license": "MIT",
+      "dependencies": {
+        "@types/node": "*"
+      }
+    },
     "node_modules/@types/react": {
       "version": "19.2.18",
       "resolved": "https://registry.npmjs.org/@types/react/-/react-19.2.18.tgz",
@@ -6630,6 +6642,15 @@
         "tlds": "1.261.0"
       }
     },
+    "node_modules/mailparser/node_modules/nodemailer": {
+      "version": "9.0.5",
+      "resolved": "https://registry.npmjs.org/nodemailer/-/nodemailer-9.0.5.tgz",
+      "integrity": "sha512-wvjiKvjczmsN7U/8006JOdXubgBk2XFAbioDMbT+sM7cPs0QrhJTa6KBRX7P5REGGkDcLUz/EarWidb8G8C1jQ==",
+      "license": "MIT-0",
+      "engines": {
+        "node": ">=6.0.0"
+      }
+    },
     "node_modules/math-intrinsics": {
       "version": "1.1.0",
       "resolved": "https://registry.npmjs.org/math-intrinsics/-/math-intrinsics-1.1.0.tgz",
@@ -6911,9 +6932,10 @@
       }
     },
     "node_modules/nodemailer": {
-      "version": "9.0.5",
+      "version": "9.1.0",
-      "resolved": "https://registry.npmjs.org/nodemailer/-/nodemailer-9.0.5.tgz",
+      "resolved": "https://registry.npmjs.org/nodemailer/-/nodemailer-9.1.0.tgz",
-      "integrity": "sha512-wvjiKvjczmsN7U/8006JOdXubgBk2XFAbioDMbT+sM7cPs0QrhJTa6KBRX7P5REGGkDcLUz/EarWidb8G8C1jQ==",
+      "integrity": "sha512-xj1Ri5Sau3qpPffHJwi2bY0oWVVWYq62Ph17l+2v1xXpxjqTls3YPc3L8dub9mcJpxj+1ucNnuYVqLlgh4pmDA==",
+      "license": "MIT-0",
       "engines": {
         "node": ">=6.0.0"
       }

package.json

@@ -23,6 +23,7 @@
     "lucide-react": "^0.545.0",
     "mailparser": "^3.9.15",
     "next": "16.2.12",
+    "nodemailer": "^9.1.0",
     "pdf-parse": "^2.4.5",
     "pizzip": "^3.2.0",
     "react": "19.2.4",
@@ -36,6 +37,7 @@
     "@types/better-sqlite3": "^7.6.13",
     "@types/mailparser": "^3.4.6",
     "@types/node": "^20",
+    "@types/nodemailer": "^8.0.1",
     "@types/react": "^19",
     "@types/react-dom": "^19",
     "@types/web-push": "^3.6.4",

src/app/(admin)/inquiries/[id]/inquiry-actions.tsx

@@ -2,10 +2,28 @@
 
 import { useState } from "react";
 import { useRouter } from "next/navigation";
+import { DeclineWithReason } from "@/components/decline-with-reason";
+
+const STATUS_OPTIONS = [
+  { value: "kp_preparation", label: "Подготовить и отправить КП" },
+  { value: "kp_response", label: "Получить ОС по КП" },
+  { value: "negotiation", label: "Переговоры" },
+  { value: "signing", label: "Подписание документов" },
+];
+
+const DECLINE_REASONS = [
+  { value: "too_expensive", label: "Дорого" },
+  { value: "unreachable", label: "Пропал/Не выходит на связь" },
+  { value: "lost_to_competitor", label: "Ушли к конкурентам" },
+  { value: "postponed", label: "Отложили заявку в обработку" },
+  { value: "pricing_calc", label: "Калькуляция" },
+  { value: "slow_processing", label: "Долгое время обработки запроса" },
+  { value: "other", label: "Другая причина отказа" },
+];
 
 export function InquiryActions({ inquiryId, status }: { inquiryId: string; status: string }) {
   const router = useRouter();
-  const [loading, setLoading] = useState<"convert" | "decline" | "answered" | null>(null);
+  const [loading, setLoading] = useState<"convert" | "status" | null>(null);
   const [error, setError] = useState<string | null>(null);
 
   async function convert() {
@@ -22,19 +40,12 @@ export function InquiryActions({ inquiryId, status }: { inquiryId: string; statu
     router.push(`/orders/${order.id}`);
   }
 
-  async function decline() {
+  async function changeStatus(next: string) {
-    setLoading("decline");
+    setLoading("status");
-    await fetch(`/api/inquiries/${inquiryId}/decline`, { method: "POST" });
+    await fetch(`/api/inquiries/${inquiryId}`, {
-    setLoading(null);
+      method: "PATCH",
-    router.refresh();
-  }
-
-  async function toggleAnswered(answered: boolean) {
-    setLoading("answered");
-    await fetch(`/api/inquiries/${inquiryId}/answered`, {
-      method: "POST",
       headers: { "Content-Type": "application/json" },
-      body: JSON.stringify({ answered }),
+      body: JSON.stringify({ status: next }),
     });
     setLoading(null);
     router.refresh();
@@ -43,22 +54,31 @@ export function InquiryActions({ inquiryId, status }: { inquiryId: string; statu
   if (status === "converted" || status === "declined") return null;
 
   return (
-    <div className="flex flex-wrap items-center gap-2">
+    <div className="flex flex-col items-start gap-3">
-      {status === "new" ? (
+      <label className="flex items-center gap-2 text-sm">
-        <button onClick={() => toggleAnswered(true)} disabled={loading !== null} className="btn btn-ghost">
+        <span className="text-text-muted">Стадия</span>
-          {loading === "answered" ? "…" : "Отметить отвеченным"}
+        <select
-        </button>
+          value={status}
-      ) : (
+          disabled={loading !== null}
-        <button onClick={() => toggleAnswered(false)} disabled={loading !== null} className="btn btn-ghost">
+          onChange={(e) => changeStatus(e.target.value)}
-          {loading === "answered" ? "…" : "Вернуть в «Новые»"}
+          className="rounded-md border border-border bg-surface px-2 py-1.5 outline-none focus:border-accent"
-        </button>
+        >
-      )}
+          {STATUS_OPTIONS.map((o) => (
-      <button onClick={convert} disabled={loading !== null} className="btn btn-primary">
+            <option key={o.value} value={o.value}>
-        {loading === "convert" ? "Создаём заявку…" : "Создать заявку"}
+              {o.label}
-      </button>
+            </option>
-      <button onClick={decline} disabled={loading !== null} className="btn btn-ghost">
+          ))}
-        {loading === "decline" ? "…" : "Отменить запрос"}
+        </select>
-      </button>
+      </label>
+
+      <div className="flex flex-wrap items-center gap-2">
+        {status === "signing" && (
+          <button onClick={convert} disabled={loading !== null} className="btn btn-primary">
+            {loading === "convert" ? "Создаём заявку…" : "Создать заявку"}
+          </button>
+        )}
+        <DeclineWithReason url={`/api/inquiries/${inquiryId}/decline`} reasons={DECLINE_REASONS} />
+      </div>
       {error && <p className="text-sm text-danger-soft-text">{error}</p>}
     </div>
   );

src/app/(admin)/inquiries/[id]/inquiry-edit-form.tsx

@@ -3,6 +3,7 @@
 import { useState } from "react";
 import { useRouter } from "next/navigation";
 import { AddressAutocomplete } from "@/components/address-autocomplete";
+import { SearchableSelect, type SearchableOption } from "@/components/searchable-select";
 
 interface Inquiry {
   id: string;
@@ -14,9 +15,41 @@ interface Inquiry {
   transportType: "consolidated" | "tent" | "trawl" | "backhaul" | "container" | null;
   comment: string | null;
   deadline: string | null;
+  incoterm: string | null;
+  paymentTerms: string | null;
+  prepaymentPercent: number | null;
+  carrierPayTerms: string | null;
+  receivablesDeadline: Date | string | null;
+  carrier1Id: string | null;
+  carrier2Id: string | null;
+  carrier3Id: string | null;
+  insuranceCompanyId: string | null;
+  customsBrokerId: string | null;
+  recipientContactName: string | null;
 }
 
-export function InquiryEditForm({ inquiry }: { inquiry: Inquiry }) {
+const INCOTERMS = ["EXW", "FCA", "FAS", "FOB", "CFR", "CIF", "CIP", "DAP", "DPU", "DDP"];
+const PAYMENT_TERMS_LABEL: Record<string, string> = {
+  prepayment: "Предоплата",
+  postpayment: "Постоплата",
+  partial_prepayment: "Частичная предоплата",
+};
+
+function toDateInputValue(date: Date | string | null): string {
+  if (!date) return "";
+  const d = new Date(date);
+  return `${d.getFullYear()}-${String(d.getMonth() + 1).padStart(2, "0")}-${String(d.getDate()).padStart(2, "0")}`;
+}
+
+export function InquiryEditForm({
+  inquiry,
+  carriers,
+  counterparties,
+}: {
+  inquiry: Inquiry;
+  carriers: SearchableOption[];
+  counterparties: SearchableOption[];
+}) {
   const router = useRouter();
   const [cargoDescription, setCargoDescription] = useState(inquiry.cargoDescription);
   const [routeFrom, setRouteFrom] = useState(inquiry.routeFrom);
@@ -26,6 +59,17 @@ export function InquiryEditForm({ inquiry }: { inquiry: Inquiry }) {
   const [transportType, setTransportType] = useState(inquiry.transportType ?? "");
   const [comment, setComment] = useState(inquiry.comment ?? "");
   const [deadline, setDeadline] = useState(inquiry.deadline ?? "");
+  const [incoterm, setIncoterm] = useState(inquiry.incoterm ?? "");
+  const [paymentTerms, setPaymentTerms] = useState(inquiry.paymentTerms ?? "");
+  const [prepaymentPercent, setPrepaymentPercent] = useState(inquiry.prepaymentPercent?.toString() ?? "");
+  const [carrierPayTerms, setCarrierPayTerms] = useState(inquiry.carrierPayTerms ?? "");
+  const [receivablesDeadline, setReceivablesDeadline] = useState(toDateInputValue(inquiry.receivablesDeadline));
+  const [carrier1Id, setCarrier1Id] = useState(inquiry.carrier1Id ?? "");
+  const [carrier2Id, setCarrier2Id] = useState(inquiry.carrier2Id ?? "");
+  const [carrier3Id, setCarrier3Id] = useState(inquiry.carrier3Id ?? "");
+  const [insuranceCompanyId, setInsuranceCompanyId] = useState(inquiry.insuranceCompanyId ?? "");
+  const [customsBrokerId, setCustomsBrokerId] = useState(inquiry.customsBrokerId ?? "");
+  const [recipientContactName, setRecipientContactName] = useState(inquiry.recipientContactName ?? "");
   const [loading, setLoading] = useState(false);
   const [saved, setSaved] = useState(false);
   const [error, setError] = useState<string | null>(null);
@@ -48,6 +92,17 @@ export function InquiryEditForm({ inquiry }: { inquiry: Inquiry }) {
         transportType: transportType || undefined,
         comment: comment || undefined,
         deadline: deadline || undefined,
+        incoterm: incoterm || undefined,
+        paymentTerms: paymentTerms || undefined,
+        prepaymentPercent: prepaymentPercent ? Number(prepaymentPercent) : undefined,
+        carrierPayTerms: carrierPayTerms || undefined,
+        receivablesDeadline: receivablesDeadline || undefined,
+        carrier1Id: carrier1Id || undefined,
+        carrier2Id: carrier2Id || undefined,
+        carrier3Id: carrier3Id || undefined,
+        insuranceCompanyId: insuranceCompanyId || undefined,
+        customsBrokerId: customsBrokerId || undefined,
+        recipientContactName: recipientContactName || undefined,
       }),
     });
 
@@ -141,6 +196,110 @@ export function InquiryEditForm({ inquiry }: { inquiry: Inquiry }) {
         />
       </label>
 
+      <div className="mb-4 border-t border-border pt-3">
+        <p className="mb-2 text-sm font-semibold text-text-muted">Условия сделки</p>
+        <div className="mb-3 grid grid-cols-2 gap-3">
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Условия отгрузки (Инкотермс)</span>
+            <select
+              value={incoterm}
+              onChange={(e) => setIncoterm(e.target.value)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            >
+              <option value="">—</option>
+              {INCOTERMS.map((t) => (
+                <option key={t} value={t}>
+                  {t}
+                </option>
+              ))}
+            </select>
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Условия оплаты у клиента</span>
+            <select
+              value={paymentTerms}
+              onChange={(e) => setPaymentTerms(e.target.value)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            >
+              <option value="">—</option>
+              {Object.entries(PAYMENT_TERMS_LABEL).map(([v, l]) => (
+                <option key={v} value={v}>
+                  {l}
+                </option>
+              ))}
+            </select>
+          </label>
+        </div>
+        {paymentTerms === "partial_prepayment" && (
+          <label className="mb-3 block text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Процент предоплаты</span>
+            <input
+              type="number"
+              min={0}
+              max={100}
+              value={prepaymentPercent}
+              onChange={(e) => setPrepaymentPercent(e.target.value)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            />
+          </label>
+        )}
+        <label className="mb-3 block text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Условия расчёта с подрядчиками</span>
+          <textarea
+            value={carrierPayTerms}
+            onChange={(e) => setCarrierPayTerms(e.target.value)}
+            rows={2}
+            className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+          />
+        </label>
+        <div className="mb-3 grid grid-cols-2 gap-3">
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Крайняя дата оплаты / дебиторки</span>
+            <input
+              type="date"
+              value={receivablesDeadline}
+              onChange={(e) => setReceivablesDeadline(e.target.value)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            />
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Контактное лицо получателя</span>
+            <input
+              value={recipientContactName}
+              onChange={(e) => setRecipientContactName(e.target.value)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            />
+          </label>
+        </div>
+        <label className="mb-3 block text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 1</span>
+          <SearchableSelect options={carriers} value={carrier1Id} onChange={setCarrier1Id} placeholder="Выберите подрядчика" />
+        </label>
+        <div className="mb-3 grid grid-cols-2 gap-3">
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Страховая компания</span>
+            <SearchableSelect options={counterparties} value={insuranceCompanyId} onChange={setInsuranceCompanyId} placeholder="Выберите" />
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Таможенный брокер</span>
+            <SearchableSelect options={counterparties} value={customsBrokerId} onChange={setCustomsBrokerId} placeholder="Выберите" />
+          </label>
+        </div>
+        <details>
+          <summary className="cursor-pointer text-sm font-medium text-text-muted">Ещё подрядчики (скрытое)</summary>
+          <div className="mt-3 grid grid-cols-2 gap-3">
+            <label className="text-sm">
+              <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 2</span>
+              <SearchableSelect options={carriers} value={carrier2Id} onChange={setCarrier2Id} placeholder="Выберите" />
+            </label>
+            <label className="text-sm">
+              <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 3</span>
+              <SearchableSelect options={carriers} value={carrier3Id} onChange={setCarrier3Id} placeholder="Выберите" />
+            </label>
+          </div>
+        </details>
+      </div>
+
       {error && <p className="mb-3 rounded-md bg-danger-soft px-3 py-2 text-sm text-danger-soft-text">{error}</p>}
 
       <div className="flex items-center gap-3">

src/app/(admin)/inquiries/[id]/page.tsx

@@ -3,7 +3,9 @@ import Link from "next/link";
 import { ArrowLeft, FileText, Download } from "lucide-react";
 import { getCurrentSession } from "@/lib/auth/session";
 import { getInquiry } from "@/lib/inquiries/service";
-import { listCarriers } from "@/lib/counterparties/service";
+import { listCarriers, listCounterparties } from "@/lib/counterparties/service";
+import { INQUIRY_STAGE_INFO } from "@/lib/inquiries/stages";
+import { StageInfoPanel } from "@/components/stage-info-panel";
 import { AddQuoteForm } from "./add-quote-form";
 import { InquiryActions } from "./inquiry-actions";
 import { InquiryAttachmentUpload } from "./attachment-upload";
@@ -11,12 +13,23 @@ import { InquiryEditForm } from "./inquiry-edit-form";
 import { QuotesList } from "./quotes-list";
 
 const STATUS_LABEL: Record<string, string> = {
-  new: "Новый",
+  kp_preparation: "Подготовить КП",
-  quoted: "Отвечен",
+  kp_response: "Получить ОС по КП",
+  negotiation: "Переговоры",
+  signing: "Подписание документов",
   converted: "В заявке",
   declined: "Отклонён",
 };
 
+const STATUS_BADGE: Record<string, string> = {
+  kp_preparation: "new",
+  kp_response: "pending",
+  negotiation: "pending",
+  signing: "open",
+  converted: "closed",
+  declined: "declined",
+};
+
 const SOURCE_LABEL: Record<string, string> = {
   email: "Почта",
   phone: "Телефон",
@@ -28,7 +41,7 @@ export default async function InquiryDetailPage({ params }: { params: Promise<{
   if (!session) redirect("/login");
 
   const { id } = await params;
-  const [inquiry, carriers] = await Promise.all([getInquiry(id), listCarriers()]);
+  const [inquiry, carriers, allCounterparties] = await Promise.all([getInquiry(id), listCarriers(), listCounterparties()]);
   if (!inquiry) notFound();
 
   return (
@@ -45,9 +58,11 @@ export default async function InquiryDetailPage({ params }: { params: Promise<{
             {inquiry.customer?.name} · менеджер {inquiry.manager?.name}
           </p>
         </div>
-        <span className={`badge badge-${inquiry.status === "converted" ? "closed" : inquiry.status === "declined" ? "declined" : inquiry.status === "quoted" ? "open" : "new"}`}>
+        <span className={`badge badge-${STATUS_BADGE[inquiry.status]}`}>{STATUS_LABEL[inquiry.status]}</span>
-          {STATUS_LABEL[inquiry.status]}
+      </div>
-        </span>
+
+      <div className="mb-5">
+        <StageInfoPanel info={INQUIRY_STAGE_INFO[inquiry.status]} />
       </div>
 
       <div className="mb-5 grid grid-cols-1 gap-4 lg:grid-cols-2">
@@ -64,7 +79,20 @@ export default async function InquiryDetailPage({ params }: { params: Promise<{
               transportType: inquiry.transportType,
               comment: inquiry.comment,
               deadline: inquiry.deadline,
+              incoterm: inquiry.incoterm,
+              paymentTerms: inquiry.paymentTerms,
+              prepaymentPercent: inquiry.prepaymentPercent,
+              carrierPayTerms: inquiry.carrierPayTerms,
+              receivablesDeadline: inquiry.receivablesDeadline,
+              carrier1Id: inquiry.carrier1Id,
+              carrier2Id: inquiry.carrier2Id,
+              carrier3Id: inquiry.carrier3Id,
+              insuranceCompanyId: inquiry.insuranceCompanyId,
+              customsBrokerId: inquiry.customsBrokerId,
+              recipientContactName: inquiry.recipientContactName,
             }}
+            carriers={carriers.map((c) => ({ id: c.id, label: c.name }))}
+            counterparties={allCounterparties.map((c) => ({ id: c.id, label: c.name }))}
           />
           <p className="mt-3 text-xs text-text-faint">Источник: {SOURCE_LABEL[inquiry.source]}</p>
 

src/app/(admin)/inquiries/board.tsx

@@ -11,7 +11,7 @@ interface Quote {
 interface InquiryItem {
   id: string;
   number: string;
-  status: "new" | "quoted" | "converted" | "declined";
+  status: "kp_preparation" | "kp_response" | "negotiation" | "signing" | "converted" | "declined";
   cargoDescription: string;
   routeFrom: string;
   routeTo: string;
@@ -110,7 +110,7 @@ export function InquiriesBoard({ inquiries, columns }: { inquiries: InquiryItem[
         </span>
       </div>
 
-      <div className="grid grid-cols-1 gap-4 sm:grid-cols-2 lg:grid-cols-4">
+      <div className="grid grid-cols-1 gap-4 sm:grid-cols-2 lg:grid-cols-3 xl:grid-cols-6">
         {columns.map((col) => {
           const items = filtered.filter((i) => i.status === col.status);
           return (

src/app/(admin)/inquiries/page.tsx

@@ -9,9 +9,11 @@ import { listPendingDrafts } from "@/lib/inquiries/drafts";
 import { InquiriesToolbar } from "./toolbar";
 import { InquiriesBoard } from "./board";
 
-const COLUMNS: { status: "new" | "quoted" | "converted" | "declined"; label: string }[] = [
+const COLUMNS: { status: "kp_preparation" | "kp_response" | "negotiation" | "signing" | "converted" | "declined"; label: string }[] = [
-  { status: "new", label: "Новые" },
+  { status: "kp_preparation", label: "Подготовить КП" },
-  { status: "quoted", label: "Отвечен" },
+  { status: "kp_response", label: "Получить ОС по КП" },
+  { status: "negotiation", label: "Переговоры" },
+  { status: "signing", label: "Подписание документов" },
   { status: "converted", label: "В заявке" },
   { status: "declined", label: "Отклонён" },
 ];

src/app/(admin)/leads/[id]/lead-actions.tsx

@@ -0,0 +1,127 @@
+"use client";
+
+import { useState } from "react";
+import { useRouter } from "next/navigation";
+import { DeclineWithReason } from "@/components/decline-with-reason";
+import { SearchableSelect, type SearchableOption } from "@/components/searchable-select";
+
+const DECLINE_REASONS = [
+  { value: "not_reachable", label: "Не выходит на связь" },
+  { value: "not_target", label: "Нецелевой клиент" },
+  { value: "spam", label: "Спам" },
+  { value: "duplicate", label: "Дубль" },
+  { value: "other", label: "Другая причина отказа" },
+];
+
+const SOURCE_LABEL: Record<string, string> = { email: "Почта", phone: "Телефон", messenger: "Мессенджер" };
+
+export function LeadActions({
+  leadId,
+  status,
+  currentUserId,
+  clients,
+  managers,
+}: {
+  leadId: string;
+  status: string;
+  currentUserId: string;
+  clients: SearchableOption[];
+  managers: SearchableOption[];
+}) {
+  const router = useRouter();
+  const [loading, setLoading] = useState<"take" | "convert" | null>(null);
+  const [error, setError] = useState<string | null>(null);
+  const [convertOpen, setConvertOpen] = useState(false);
+  const [customerId, setCustomerId] = useState("");
+  const [managerId, setManagerId] = useState(currentUserId);
+  const [source, setSource] = useState<"email" | "phone" | "messenger">("phone");
+
+  async function takeInWork() {
+    setLoading("take");
+    await fetch(`/api/leads/${leadId}`, {
+      method: "PATCH",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({ status: "in_progress", responsibleId: currentUserId }),
+    });
+    setLoading(null);
+    router.refresh();
+  }
+
+  async function convert() {
+    if (!customerId) {
+      setError("Выберите клиента");
+      return;
+    }
+    setLoading("convert");
+    setError(null);
+    const res = await fetch(`/api/leads/${leadId}/convert`, {
+      method: "POST",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({ customerId, managerId, source }),
+    });
+    setLoading(null);
+    if (!res.ok) {
+      const data = await res.json().catch(() => null);
+      setError(data?.error ?? "Не удалось создать запрос");
+      return;
+    }
+    const inquiry = await res.json();
+    router.push(`/inquiries/${inquiry.id}`);
+  }
+
+  if (status === "converted" || status === "declined") return null;
+
+  return (
+    <div className="flex flex-col gap-3">
+      {status === "new" && (
+        <button onClick={takeInWork} disabled={loading !== null} className="btn btn-primary">
+          {loading === "take" ? "…" : "Взять в работу"}
+        </button>
+      )}
+
+      {status === "in_progress" && !convertOpen && (
+        <button onClick={() => setConvertOpen(true)} className="btn btn-primary">
+          Создать запрос
+        </button>
+      )}
+
+      {convertOpen && (
+        <div className="card flex flex-col gap-2 p-3">
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Клиент</span>
+            <SearchableSelect options={clients} value={customerId} onChange={setCustomerId} placeholder="Выберите клиента" required />
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Менеджер</span>
+            <SearchableSelect options={managers} value={managerId} onChange={setManagerId} placeholder="Выберите менеджера" required />
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Источник запроса</span>
+            <select
+              value={source}
+              onChange={(e) => setSource(e.target.value as typeof source)}
+              className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+            >
+              {Object.entries(SOURCE_LABEL).map(([v, l]) => (
+                <option key={v} value={v}>
+                  {l}
+                </option>
+              ))}
+            </select>
+          </label>
+          {error && <p className="text-sm text-danger-soft-text">{error}</p>}
+          <div className="flex gap-2">
+            <button onClick={convert} disabled={loading !== null} className="btn btn-primary">
+              {loading === "convert" ? "Создаём…" : "Подтвердить"}
+            </button>
+            <button onClick={() => setConvertOpen(false)} className="btn btn-ghost">
+              Отмена
+            </button>
+          </div>
+        </div>
+      )}
+
+      <DeclineWithReason url={`/api/leads/${leadId}/decline`} reasons={DECLINE_REASONS} />
+    </div>
+  );
+}

src/app/(admin)/leads/[id]/lead-edit-form.tsx

@@ -0,0 +1,283 @@
+"use client";
+
+import { useState } from "react";
+import { useRouter } from "next/navigation";
+
+interface Lead {
+  id: string;
+  firstName: string | null;
+  lastName: string | null;
+  patronymic: string | null;
+  phone: string | null;
+  email: string | null;
+  position: string | null;
+  companyName: string | null;
+  transportMode: string | null;
+  transportType: string | null;
+  serviceTypes: string[];
+  cargoClassification: string[];
+  additionalServices: string | null;
+  routeFrom: string | null;
+  routeTo: string | null;
+  cargoDescription: string | null;
+  lengthMm: string | null;
+  widthMm: string | null;
+  heightMm: string | null;
+  weightKg: string | null;
+  volumeM3: string | null;
+  tnvedCode: string | null;
+  placesCount: number | null;
+  cargoCost: number | null;
+  comment: string | null;
+}
+
+const SERVICE_TYPES = [
+  { value: "logistics", label: "Логистика" },
+  { value: "warehouse", label: "Склад" },
+  { value: "customs", label: "Таможня" },
+  { value: "loading_works", label: "ПРР" },
+  { value: "insurance", label: "Страхование" },
+  { value: "repackaging", label: "Переупаковка" },
+  { value: "labeling", label: "Маркировка" },
+  { value: "other_services", label: "Доп. услуги" },
+];
+const CARGO_CLASS = [
+  { value: "oversized", label: "Негабарит" },
+  { value: "assembly", label: "Сборка" },
+  { value: "standard", label: "Стандарт" },
+];
+
+function toggle(arr: string[], value: string): string[] {
+  return arr.includes(value) ? arr.filter((v) => v !== value) : [...arr, value];
+}
+
+export function LeadEditForm({ lead }: { lead: Lead }) {
+  const router = useRouter();
+  const [firstName, setFirstName] = useState(lead.firstName ?? "");
+  const [lastName, setLastName] = useState(lead.lastName ?? "");
+  const [patronymic, setPatronymic] = useState(lead.patronymic ?? "");
+  const [phone, setPhone] = useState(lead.phone ?? "");
+  const [email, setEmail] = useState(lead.email ?? "");
+  const [position, setPosition] = useState(lead.position ?? "");
+  const [companyName, setCompanyName] = useState(lead.companyName ?? "");
+  const [transportMode, setTransportMode] = useState(lead.transportMode ?? "");
+  const [transportType, setTransportType] = useState(lead.transportType ?? "");
+  const [serviceTypes, setServiceTypes] = useState<string[]>(lead.serviceTypes);
+  const [cargoClassification, setCargoClassification] = useState<string[]>(lead.cargoClassification);
+  const [additionalServices, setAdditionalServices] = useState(lead.additionalServices ?? "");
+  const [routeFrom, setRouteFrom] = useState(lead.routeFrom ?? "");
+  const [routeTo, setRouteTo] = useState(lead.routeTo ?? "");
+  const [cargoDescription, setCargoDescription] = useState(lead.cargoDescription ?? "");
+  const [lengthMm, setLengthMm] = useState(lead.lengthMm ?? "");
+  const [widthMm, setWidthMm] = useState(lead.widthMm ?? "");
+  const [heightMm, setHeightMm] = useState(lead.heightMm ?? "");
+  const [weightKg, setWeightKg] = useState(lead.weightKg ?? "");
+  const [volumeM3, setVolumeM3] = useState(lead.volumeM3 ?? "");
+  const [tnvedCode, setTnvedCode] = useState(lead.tnvedCode ?? "");
+  const [placesCount, setPlacesCount] = useState(lead.placesCount?.toString() ?? "");
+  const [cargoCost, setCargoCost] = useState(lead.cargoCost?.toString() ?? "");
+  const [comment, setComment] = useState(lead.comment ?? "");
+  const [loading, setLoading] = useState(false);
+  const [saved, setSaved] = useState(false);
+
+  async function handleSubmit(e: React.FormEvent) {
+    e.preventDefault();
+    setLoading(true);
+    setSaved(false);
+
+    await fetch(`/api/leads/${lead.id}`, {
+      method: "PATCH",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({
+        firstName: firstName || undefined,
+        lastName: lastName || undefined,
+        patronymic: patronymic || undefined,
+        phone: phone || undefined,
+        email: email || undefined,
+        position: position || undefined,
+        companyName: companyName || undefined,
+        transportMode: transportMode || undefined,
+        transportType: transportType || undefined,
+        serviceTypes,
+        cargoClassification,
+        additionalServices: additionalServices || undefined,
+        routeFrom: routeFrom || undefined,
+        routeTo: routeTo || undefined,
+        cargoDescription: cargoDescription || undefined,
+        lengthMm: lengthMm || undefined,
+        widthMm: widthMm || undefined,
+        heightMm: heightMm || undefined,
+        weightKg: weightKg || undefined,
+        volumeM3: volumeM3 || undefined,
+        tnvedCode: tnvedCode || undefined,
+        placesCount: placesCount ? Number(placesCount) : undefined,
+        cargoCost: cargoCost ? Number(cargoCost) : undefined,
+        comment: comment || undefined,
+      }),
+    });
+
+    setLoading(false);
+    setSaved(true);
+    router.refresh();
+  }
+
+  return (
+    <form onSubmit={handleSubmit}>
+      <div className="mb-3 grid grid-cols-3 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Фамилия</span>
+          <input value={lastName} onChange={(e) => setLastName(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Имя</span>
+          <input value={firstName} onChange={(e) => setFirstName(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Отчество</span>
+          <input value={patronymic} onChange={(e) => setPatronymic(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Телефон</span>
+          <input value={phone} onChange={(e) => setPhone(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Email</span>
+          <input value={email} onChange={(e) => setEmail(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Должность</span>
+          <input value={position} onChange={(e) => setPosition(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Компания</span>
+          <input value={companyName} onChange={(e) => setCompanyName(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Откуда</span>
+          <input value={routeFrom} onChange={(e) => setRouteFrom(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Куда</span>
+          <input value={routeTo} onChange={(e) => setRouteTo(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Вид транспорта</span>
+          <select value={transportMode} onChange={(e) => setTransportMode(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent">
+            <option value="">—</option>
+            <option value="road">Авто</option>
+            <option value="rail">ЖД</option>
+            <option value="sea">Море</option>
+            <option value="air">Авиа</option>
+          </select>
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Тип перевозки</span>
+          <select value={transportType} onChange={(e) => setTransportType(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent">
+            <option value="">—</option>
+            <option value="consolidated">Сборка</option>
+            <option value="tent">Тент</option>
+            <option value="trawl">Трал</option>
+            <option value="backhaul">Догруз</option>
+            <option value="container">Контейнер</option>
+          </select>
+        </label>
+      </div>
+
+      <div className="mb-3">
+        <span className="mb-1 block text-sm font-medium text-text-muted">Виды услуг</span>
+        <div className="flex flex-wrap gap-2">
+          {SERVICE_TYPES.map((s) => (
+            <label key={s.value} className="flex items-center gap-1 rounded-md border border-border px-2 py-1 text-xs">
+              <input type="checkbox" checked={serviceTypes.includes(s.value)} onChange={() => setServiceTypes((prev) => toggle(prev, s.value))} />
+              {s.label}
+            </label>
+          ))}
+        </div>
+      </div>
+
+      <div className="mb-3">
+        <span className="mb-1 block text-sm font-medium text-text-muted">Классификация груза</span>
+        <div className="flex flex-wrap gap-2">
+          {CARGO_CLASS.map((c) => (
+            <label key={c.value} className="flex items-center gap-1 rounded-md border border-border px-2 py-1 text-xs">
+              <input type="checkbox" checked={cargoClassification.includes(c.value)} onChange={() => setCargoClassification((prev) => toggle(prev, c.value))} />
+              {c.label}
+            </label>
+          ))}
+        </div>
+      </div>
+
+      <label className="mb-3 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Состав груза</span>
+        <textarea value={cargoDescription} onChange={(e) => setCargoDescription(e.target.value)} rows={2} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+      </label>
+
+      <label className="mb-3 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Доп. услуги</span>
+        <textarea value={additionalServices} onChange={(e) => setAdditionalServices(e.target.value)} rows={2} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+      </label>
+
+      <div className="mb-3 grid grid-cols-3 gap-2">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Длина, мм</span>
+          <input value={lengthMm} onChange={(e) => setLengthMm(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Ширина, мм</span>
+          <input value={widthMm} onChange={(e) => setWidthMm(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Высота, мм</span>
+          <input value={heightMm} onChange={(e) => setHeightMm(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Вес, кг</span>
+          <input value={weightKg} onChange={(e) => setWeightKg(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Объём, м³</span>
+          <input value={volumeM3} onChange={(e) => setVolumeM3(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Код ТНВЭД</span>
+          <input value={tnvedCode} onChange={(e) => setTnvedCode(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Количество мест</span>
+          <input type="number" value={placesCount} onChange={(e) => setPlacesCount(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Стоимость груза</span>
+          <input type="number" value={cargoCost} onChange={(e) => setCargoCost(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <label className="mb-4 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Комментарий</span>
+        <textarea value={comment} onChange={(e) => setComment(e.target.value)} rows={2} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+      </label>
+
+      <div className="flex items-center gap-3">
+        <button type="submit" disabled={loading} className="btn btn-primary">
+          {loading ? "Сохраняем…" : "Сохранить"}
+        </button>
+        {saved && <span className="text-sm text-text-muted">Сохранено</span>}
+      </div>
+    </form>
+  );
+}

src/app/(admin)/leads/[id]/page.tsx

@@ -0,0 +1,75 @@
+import { notFound, redirect } from "next/navigation";
+import Link from "next/link";
+import { ArrowLeft } from "lucide-react";
+import { getCurrentSession } from "@/lib/auth/session";
+import { getLead } from "@/lib/leads/service";
+import { listClients } from "@/lib/counterparties/service";
+import { listManagers } from "@/lib/users/service";
+import { LEAD_STAGE_INFO } from "@/lib/leads/stages";
+import { StageInfoPanel } from "@/components/stage-info-panel";
+import { LeadActions } from "./lead-actions";
+import { LeadEditForm } from "./lead-edit-form";
+
+const STATUS_LABEL: Record<string, string> = {
+  new: "Новый запрос",
+  in_progress: "Запрос в обработке",
+  converted: "Заявка получена",
+  declined: "Отклонён",
+};
+const STATUS_BADGE: Record<string, string> = { new: "new", in_progress: "pending", converted: "closed", declined: "declined" };
+
+export default async function LeadDetailPage({ params }: { params: Promise<{ id: string }> }) {
+  const session = await getCurrentSession();
+  if (!session) redirect("/login");
+
+  const { id } = await params;
+  const [lead, clients, managers] = await Promise.all([getLead(id), listClients(), listManagers()]);
+  if (!lead) notFound();
+
+  return (
+    <div>
+      <Link href="/leads" className="mb-4 inline-flex items-center gap-1 text-sm text-text-muted hover:text-text">
+        <ArrowLeft size={14} />
+        Лиды
+      </Link>
+
+      <div className="mb-5 flex flex-wrap items-center justify-between gap-3">
+        <div>
+          <h1 className="font-display text-xl font-bold tracking-tight">{lead.number}</h1>
+          <p className="text-sm text-text-muted">{[lead.lastName, lead.firstName].filter(Boolean).join(" ") || lead.companyName || "Без имени"}</p>
+        </div>
+        <span className={`badge badge-${STATUS_BADGE[lead.status]}`}>{STATUS_LABEL[lead.status]}</span>
+      </div>
+
+      <div className="mb-5">
+        <StageInfoPanel info={LEAD_STAGE_INFO[lead.status]} />
+      </div>
+
+      <div className="grid grid-cols-1 gap-4 lg:grid-cols-2">
+        <div className="card p-4">
+          <h2 className="mb-3 text-sm font-semibold text-text-muted">Данные лида</h2>
+          <LeadEditForm lead={lead} />
+        </div>
+
+        <div className="card p-4">
+          <h2 className="mb-3 text-sm font-semibold text-text-muted">Действия</h2>
+          <LeadActions
+            leadId={lead.id}
+            status={lead.status}
+            currentUserId={session.user.id}
+            clients={clients.map((c) => ({ id: c.id, label: c.name }))}
+            managers={managers.map((m) => ({ id: m.id, label: m.name }))}
+          />
+          {lead.status === "converted" && lead.convertedInquiryId && (
+            <p className="mt-3 text-sm text-text-muted">
+              Запрос создан:{" "}
+              <Link href={`/inquiries/${lead.convertedInquiryId}`} className="text-accent hover:underline">
+                открыть
+              </Link>
+            </p>
+          )}
+        </div>
+      </div>
+    </div>
+  );
+}

src/app/(admin)/leads/board.tsx

@@ -0,0 +1,59 @@
+import Link from "next/link";
+
+interface LeadItem {
+  id: string;
+  number: string;
+  status: "new" | "in_progress" | "converted" | "declined";
+  firstName: string | null;
+  lastName: string | null;
+  companyName: string | null;
+  cargoDescription: string | null;
+  createdAt: Date;
+  responsible: { name: string } | null;
+}
+
+interface Column {
+  status: LeadItem["status"];
+  label: string;
+}
+
+function toDateInputValue(date: Date): string {
+  const d = new Date(date);
+  return `${d.getFullYear()}-${String(d.getMonth() + 1).padStart(2, "0")}-${String(d.getDate()).padStart(2, "0")}`;
+}
+
+export function LeadsBoard({ leads, columns }: { leads: LeadItem[]; columns: Column[] }) {
+  return (
+    <div className="grid grid-cols-1 gap-4 sm:grid-cols-2 lg:grid-cols-4">
+      {columns.map((col) => {
+        const items = leads.filter((l) => l.status === col.status);
+        return (
+          <div key={col.status}>
+            <h2 className="mb-2 flex items-center gap-2 text-sm font-semibold text-text-muted">
+              {col.label}
+              <span className="rounded-full bg-surface-hover px-1.5 py-0.5 text-xs">{items.length}</span>
+            </h2>
+            <div className="flex flex-col gap-2">
+              {items.map((lead) => (
+                <Link key={lead.id} href={`/leads/${lead.id}`} className="card block p-3 hover:border-accent">
+                  <div className="mb-1 flex items-center justify-between">
+                    <span className="font-mono text-xs text-text-faint">{lead.number}</span>
+                  </div>
+                  <div className="mb-1 truncate text-sm font-medium">
+                    {[lead.lastName, lead.firstName].filter(Boolean).join(" ") || lead.companyName || "Без имени"}
+                  </div>
+                  {lead.cargoDescription && <div className="truncate text-xs text-text-muted">{lead.cargoDescription}</div>}
+                  <div className="mt-1 flex items-center justify-between text-xs text-text-faint">
+                    <span>{lead.responsible?.name ?? "—"}</span>
+                    <span>{toDateInputValue(lead.createdAt)}</span>
+                  </div>
+                </Link>
+              ))}
+              {items.length === 0 && <p className="text-xs text-text-faint">Пусто</p>}
+            </div>
+          </div>
+        );
+      })}
+    </div>
+  );
+}

src/app/(admin)/leads/new-lead-modal.tsx

@@ -0,0 +1,182 @@
+"use client";
+
+import { useState } from "react";
+import { useRouter } from "next/navigation";
+import { AnimatePresence, motion } from "framer-motion";
+import { X } from "lucide-react";
+
+const SOURCE_LABEL: Record<string, string> = {
+  mail: "Почта",
+  phone: "Телефон",
+  referral: "Сарафан",
+  cold_call: "Холодный обзвон",
+  website: "Сайт",
+  tg_bot: "ТГ бот",
+};
+
+export function NewLeadModal({ open, onClose }: { open: boolean; onClose: () => void }) {
+  const router = useRouter();
+  const [lastName, setLastName] = useState("");
+  const [firstName, setFirstName] = useState("");
+  const [phone, setPhone] = useState("");
+  const [email, setEmail] = useState("");
+  const [companyName, setCompanyName] = useState("");
+  const [source, setSource] = useState("");
+  const [cargoDescription, setCargoDescription] = useState("");
+  const [loading, setLoading] = useState(false);
+  const [error, setError] = useState<string | null>(null);
+
+  function reset() {
+    setLastName("");
+    setFirstName("");
+    setPhone("");
+    setEmail("");
+    setCompanyName("");
+    setSource("");
+    setCargoDescription("");
+    setError(null);
+  }
+
+  async function handleSubmit(e: React.FormEvent) {
+    e.preventDefault();
+    setLoading(true);
+    setError(null);
+
+    const res = await fetch("/api/leads", {
+      method: "POST",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({
+        lastName: lastName || undefined,
+        firstName: firstName || undefined,
+        phone: phone || undefined,
+        email: email || undefined,
+        companyName: companyName || undefined,
+        source: source || undefined,
+        cargoDescription: cargoDescription || undefined,
+      }),
+    });
+
+    setLoading(false);
+    if (!res.ok) {
+      const data = await res.json().catch(() => null);
+      setError(data?.error ?? "Не удалось создать лид");
+      return;
+    }
+
+    const lead = await res.json();
+    reset();
+    onClose();
+    router.push(`/leads/${lead.id}`);
+  }
+
+  return (
+    <AnimatePresence>
+      {open && (
+        <motion.div
+          className="fixed inset-0 z-50 flex items-center justify-center bg-black/40 px-4"
+          initial={{ opacity: 0 }}
+          animate={{ opacity: 1 }}
+          exit={{ opacity: 0 }}
+          onClick={onClose}
+        >
+          <motion.form
+            onClick={(e) => e.stopPropagation()}
+            onSubmit={handleSubmit}
+            initial={{ opacity: 0, y: 12, scale: 0.98 }}
+            animate={{ opacity: 1, y: 0, scale: 1 }}
+            exit={{ opacity: 0, y: 12, scale: 0.98 }}
+            transition={{ duration: 0.2, ease: "easeOut" }}
+            className="card w-full max-w-md p-5"
+          >
+            <div className="mb-4 flex items-center justify-between">
+              <h2 className="text-base font-semibold">Новый лид</h2>
+              <button type="button" onClick={onClose} className="text-text-muted hover:text-text">
+                <X size={18} />
+              </button>
+            </div>
+
+            <div className="mb-3 grid grid-cols-2 gap-3">
+              <label className="text-sm">
+                <span className="mb-1 block font-medium text-text-muted">Фамилия</span>
+                <input
+                  value={lastName}
+                  onChange={(e) => setLastName(e.target.value)}
+                  className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+                />
+              </label>
+              <label className="text-sm">
+                <span className="mb-1 block font-medium text-text-muted">Имя</span>
+                <input
+                  value={firstName}
+                  onChange={(e) => setFirstName(e.target.value)}
+                  className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+                />
+              </label>
+            </div>
+
+            <div className="mb-3 grid grid-cols-2 gap-3">
+              <label className="text-sm">
+                <span className="mb-1 block font-medium text-text-muted">Телефон</span>
+                <input
+                  value={phone}
+                  onChange={(e) => setPhone(e.target.value)}
+                  className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+                />
+              </label>
+              <label className="text-sm">
+                <span className="mb-1 block font-medium text-text-muted">Email</span>
+                <input
+                  type="email"
+                  value={email}
+                  onChange={(e) => setEmail(e.target.value)}
+                  className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+                />
+              </label>
+            </div>
+
+            <label className="mb-3 block text-sm">
+              <span className="mb-1 block font-medium text-text-muted">Компания</span>
+              <input
+                value={companyName}
+                onChange={(e) => setCompanyName(e.target.value)}
+                className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+              />
+            </label>
+
+            <label className="mb-3 block text-sm">
+              <span className="mb-1 block font-medium text-text-muted">Источник</span>
+              <select
+                value={source}
+                onChange={(e) => setSource(e.target.value)}
+                className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+              >
+                <option value="">—</option>
+                {Object.entries(SOURCE_LABEL).map(([v, l]) => (
+                  <option key={v} value={v}>
+                    {l}
+                  </option>
+                ))}
+              </select>
+            </label>
+
+            <label className="mb-4 block text-sm">
+              <span className="mb-1 block font-medium text-text-muted">Что интересует / состав груза</span>
+              <textarea
+                value={cargoDescription}
+                onChange={(e) => setCargoDescription(e.target.value)}
+                rows={2}
+                className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+              />
+            </label>
+
+            {error && <p className="mb-3 rounded-md bg-danger-soft px-3 py-2 text-sm text-danger-soft-text">{error}</p>}
+
+            <button type="submit" disabled={loading} className="btn btn-primary w-full justify-center">
+              {loading ? "Создаём…" : "Создать"}
+            </button>
+          </motion.form>
+        </motion.div>
+      )}
+    </AnimatePresence>
+  );
+}

src/app/(admin)/leads/page.tsx

@@ -0,0 +1,31 @@
+import { redirect } from "next/navigation";
+import { getCurrentSession } from "@/lib/auth/session";
+import { listLeads } from "@/lib/leads/service";
+import { LeadsToolbar } from "./toolbar";
+import { LeadsBoard } from "./board";
+
+const COLUMNS: { status: "new" | "in_progress" | "converted" | "declined"; label: string }[] = [
+  { status: "new", label: "Новый запрос" },
+  { status: "in_progress", label: "Запрос в обработке" },
+  { status: "converted", label: "Заявка получена" },
+  { status: "declined", label: "Отклонён" },
+];
+
+export default async function LeadsPage() {
+  const session = await getCurrentSession();
+  if (!session) redirect("/login");
+  if (session.user.role === "accountant") redirect("/orders");
+
+  const leads = await listLeads();
+
+  return (
+    <div>
+      <div className="mb-5 flex items-center justify-between">
+        <h1 className="font-display text-xl font-bold tracking-tight">Лиды</h1>
+        <LeadsToolbar />
+      </div>
+
+      <LeadsBoard leads={leads} columns={COLUMNS} />
+    </div>
+  );
+}

src/app/(admin)/leads/toolbar.tsx

@@ -0,0 +1,18 @@
+"use client";
+
+import { useState } from "react";
+import { Plus } from "lucide-react";
+import { NewLeadModal } from "./new-lead-modal";
+
+export function LeadsToolbar() {
+  const [open, setOpen] = useState(false);
+  return (
+    <>
+      <button className="btn btn-primary" onClick={() => setOpen(true)}>
+        <Plus size={16} />
+        Новый лид
+      </button>
+      <NewLeadModal open={open} onClose={() => setOpen(false)} />
+    </>
+  );
+}

src/app/(admin)/nav-data.ts

@@ -1,7 +1,7 @@
 "use client";
 
 import { useEffect, useState } from "react";
-import { Inbox, Truck, MapPinned, Wallet, BarChart3, Settings, MessageCircle, ListTodo } from "lucide-react";
+import { Inbox, Truck, MapPinned, Wallet, BarChart3, Settings, MessageCircle, ListTodo, UserPlus } from "lucide-react";
 import type { AppEvent } from "@/lib/events/bus";
 
 export type Role = "admin" | "manager" | "accountant";
@@ -9,6 +9,7 @@ export type Role = "admin" | "manager" | "accountant";
 // Role restriction is temporarily disabled everywhere (see requireRole) —
 // every link is shown to every authenticated user regardless of role.
 export const links: { href: string; label: string; icon: typeof Inbox; roles: Role[] }[] = [
+  { href: "/leads", label: "Лиды", icon: UserPlus, roles: ["admin", "manager", "accountant"] },
   { href: "/inquiries", label: "Запросы", icon: Inbox, roles: ["admin", "manager", "accountant"] },
   { href: "/orders", label: "Заявки", icon: Truck, roles: ["admin", "manager", "accountant"] },
   { href: "/tracking", label: "Слежение", icon: MapPinned, roles: ["admin", "manager", "accountant"] },

src/app/(admin)/orders/[id]/deal-fields-form.tsx

@@ -0,0 +1,205 @@
+"use client";
+
+import { useState } from "react";
+import { useRouter } from "next/navigation";
+import { SearchableSelect, type SearchableOption } from "@/components/searchable-select";
+
+interface OrderDealFields {
+  incoterm: string | null;
+  paymentTerms: string | null;
+  prepaymentPercent: number | null;
+  carrierPayTerms: string | null;
+  receivablesDeadline: Date | string | null;
+  carrier1Id: string | null;
+  carrier2Id: string | null;
+  carrier3Id: string | null;
+  insuranceCompanyId: string | null;
+  customsBrokerId: string | null;
+  recipientContactName: string | null;
+  senderContactName: string | null;
+  shipDate: Date | string | null;
+  driverPhone: string | null;
+}
+
+const INCOTERMS = ["EXW", "FCA", "FAS", "FOB", "CFR", "CIF", "CIP", "DAP", "DPU", "DDP"];
+const PAYMENT_TERMS_LABEL: Record<string, string> = {
+  prepayment: "Предоплата",
+  postpayment: "Постоплата",
+  partial_prepayment: "Частичная предоплата",
+};
+
+function toDateInputValue(date: Date | string | null): string {
+  if (!date) return "";
+  const d = new Date(date);
+  return `${d.getFullYear()}-${String(d.getMonth() + 1).padStart(2, "0")}-${String(d.getDate()).padStart(2, "0")}`;
+}
+
+export function DealFieldsForm({
+  orderId,
+  fields,
+  carriers,
+  counterparties,
+}: {
+  orderId: string;
+  fields: OrderDealFields;
+  carriers: SearchableOption[];
+  counterparties: SearchableOption[];
+}) {
+  const router = useRouter();
+  const [incoterm, setIncoterm] = useState(fields.incoterm ?? "");
+  const [paymentTerms, setPaymentTerms] = useState(fields.paymentTerms ?? "");
+  const [prepaymentPercent, setPrepaymentPercent] = useState(fields.prepaymentPercent?.toString() ?? "");
+  const [carrierPayTerms, setCarrierPayTerms] = useState(fields.carrierPayTerms ?? "");
+  const [receivablesDeadline, setReceivablesDeadline] = useState(toDateInputValue(fields.receivablesDeadline));
+  const [carrier1Id, setCarrier1Id] = useState(fields.carrier1Id ?? "");
+  const [carrier2Id, setCarrier2Id] = useState(fields.carrier2Id ?? "");
+  const [carrier3Id, setCarrier3Id] = useState(fields.carrier3Id ?? "");
+  const [insuranceCompanyId, setInsuranceCompanyId] = useState(fields.insuranceCompanyId ?? "");
+  const [customsBrokerId, setCustomsBrokerId] = useState(fields.customsBrokerId ?? "");
+  const [recipientContactName, setRecipientContactName] = useState(fields.recipientContactName ?? "");
+  const [senderContactName, setSenderContactName] = useState(fields.senderContactName ?? "");
+  const [shipDate, setShipDate] = useState(toDateInputValue(fields.shipDate));
+  const [driverPhone, setDriverPhone] = useState(fields.driverPhone ?? "");
+  const [loading, setLoading] = useState(false);
+  const [saved, setSaved] = useState(false);
+
+  async function save() {
+    setLoading(true);
+    setSaved(false);
+    await fetch(`/api/orders/${orderId}`, {
+      method: "PATCH",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({
+        incoterm: incoterm || undefined,
+        paymentTerms: paymentTerms || undefined,
+        prepaymentPercent: prepaymentPercent ? Number(prepaymentPercent) : undefined,
+        carrierPayTerms: carrierPayTerms || undefined,
+        receivablesDeadline: receivablesDeadline || undefined,
+        carrier1Id: carrier1Id || undefined,
+        carrier2Id: carrier2Id || undefined,
+        carrier3Id: carrier3Id || undefined,
+        insuranceCompanyId: insuranceCompanyId || undefined,
+        customsBrokerId: customsBrokerId || undefined,
+        recipientContactName: recipientContactName || undefined,
+        senderContactName: senderContactName || undefined,
+        shipDate: shipDate || undefined,
+        driverPhone: driverPhone || undefined,
+      }),
+    });
+    setLoading(false);
+    setSaved(true);
+    router.refresh();
+  }
+
+  return (
+    <div className="card p-4">
+      <h2 className="mb-3 text-sm font-semibold text-text-muted">Условия сделки</h2>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Условия отгрузки (Инкотермс)</span>
+          <select value={incoterm} onChange={(e) => setIncoterm(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent">
+            <option value="">—</option>
+            {INCOTERMS.map((t) => (
+              <option key={t} value={t}>
+                {t}
+              </option>
+            ))}
+          </select>
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Условия оплаты у клиента</span>
+          <select value={paymentTerms} onChange={(e) => setPaymentTerms(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent">
+            <option value="">—</option>
+            {Object.entries(PAYMENT_TERMS_LABEL).map(([v, l]) => (
+              <option key={v} value={v}>
+                {l}
+              </option>
+            ))}
+          </select>
+        </label>
+      </div>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Дата отправки груза клиенту</span>
+          <input type="date" value={shipDate} onChange={(e) => setShipDate(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Крайняя дата оплаты / дебиторки</span>
+          <input type="date" value={receivablesDeadline} onChange={(e) => setReceivablesDeadline(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      {paymentTerms === "partial_prepayment" && (
+        <label className="mb-3 block max-w-xs text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Процент предоплаты</span>
+          <input
+            type="number"
+            min={0}
+            max={100}
+            value={prepaymentPercent}
+            onChange={(e) => setPrepaymentPercent(e.target.value)}
+            className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+          />
+        </label>
+      )}
+
+      <label className="mb-3 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Условия расчёта с подрядчиками</span>
+        <textarea value={carrierPayTerms} onChange={(e) => setCarrierPayTerms(e.target.value)} rows={2} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+      </label>
+
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Контактное лицо отправителя</span>
+          <input value={senderContactName} onChange={(e) => setSenderContactName(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Контактное лицо получателя</span>
+          <input value={recipientContactName} onChange={(e) => setRecipientContactName(e.target.value)} className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+        </label>
+      </div>
+
+      <label className="mb-3 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Телефон водителя</span>
+        <input value={driverPhone} onChange={(e) => setDriverPhone(e.target.value)} className="w-full max-w-xs rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent" />
+      </label>
+
+      <label className="mb-3 block text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 1</span>
+        <SearchableSelect options={carriers} value={carrier1Id} onChange={setCarrier1Id} placeholder="Выберите подрядчика" />
+      </label>
+      <div className="mb-3 grid grid-cols-2 gap-3">
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Страховая компания</span>
+          <SearchableSelect options={counterparties} value={insuranceCompanyId} onChange={setInsuranceCompanyId} placeholder="Выберите" />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Таможенный брокер</span>
+          <SearchableSelect options={counterparties} value={customsBrokerId} onChange={setCustomsBrokerId} placeholder="Выберите" />
+        </label>
+      </div>
+      <details className="mb-3">
+        <summary className="cursor-pointer text-sm font-medium text-text-muted">Ещё подрядчики (скрытое)</summary>
+        <div className="mt-3 grid grid-cols-2 gap-3">
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 2</span>
+            <SearchableSelect options={carriers} value={carrier2Id} onChange={setCarrier2Id} placeholder="Выберите" />
+          </label>
+          <label className="text-sm">
+            <span className="mb-1 block font-medium text-text-muted">Подрядчик логистика 3</span>
+            <SearchableSelect options={carriers} value={carrier3Id} onChange={setCarrier3Id} placeholder="Выберите" />
+          </label>
+        </div>
+      </details>
+
+      <div className="flex items-center gap-3">
+        <button type="button" onClick={save} disabled={loading} className="btn btn-primary">
+          {loading ? "Сохраняем…" : "Сохранить"}
+        </button>
+        {saved && <span className="text-sm text-text-muted">Сохранено</span>}
+      </div>
+    </div>
+  );
+}

src/app/(admin)/orders/[id]/page.tsx

@@ -2,16 +2,19 @@ import { notFound, redirect } from "next/navigation";
 import Link from "next/link";
 import { ArrowLeft } from "lucide-react";
 import { getCurrentSession } from "@/lib/auth/session";
-import { getOrder, computeMargin } from "@/lib/orders/service";
+import { getOrder, computeMargin, STATUS_LABEL } from "@/lib/orders/service";
 import { canAccessOrder } from "@/lib/orders/visibility";
-import { listCarriers } from "@/lib/counterparties/service";
+import { listCarriers, listCounterparties } from "@/lib/counterparties/service";
 import { listTemplates } from "@/lib/documents/templates";
+import { ORDER_STAGE_INFO } from "@/lib/orders/stages";
+import { StageInfoPanel } from "@/components/stage-info-panel";
 import { StatusControls } from "./status-controls";
 import { IncomeSection } from "./income-section";
 import { ExpenseSection } from "./expense-section";
 import { EventsSection } from "./events-section";
 import { DocumentsSection } from "./documents-section";
 import { SignChecklistSection } from "./sign-checklist-section";
+import { DealFieldsForm } from "./deal-fields-form";
 
 export default async function OrderDetailPage({ params }: { params: Promise<{ id: string }> }) {
   const session = await getCurrentSession();
@@ -22,8 +25,21 @@ export default async function OrderDetailPage({ params }: { params: Promise<{ id
   if (!order) notFound();
   if (!canAccessOrder(order, session.user)) redirect("/orders");
 
-  const [carriers, templates] = await Promise.all([listCarriers(), listTemplates()]);
+  const [carriers, allCounterparties, templates] = await Promise.all([listCarriers(), listCounterparties(), listTemplates()]);
   const margin = computeMargin(order);
+  const STATUS_BADGE: Record<string, string> = {
+    new: "new",
+    carrier_placement: "new",
+    pickup_from_supplier: "open",
+    in_transit: "open",
+    border: "open",
+    terminal_warehouse: "open",
+    delivery_to_client: "open",
+    payment_updoc: "pending",
+    receivables: "pending",
+    completed: "done",
+    declined: "declined",
+  };
 
   return (
     <div>
@@ -39,9 +55,16 @@ export default async function OrderDetailPage({ params }: { params: Promise<{ id
             {order.customer?.name} · менеджер {order.manager?.name}
           </p>
         </div>
-        <Link href={`/t/${order.publicToken}`} target="_blank" className="text-xs text-accent hover:underline">
+        <div className="flex items-center gap-3">
-          Ссылка для клиента
+          <span className={`badge badge-${STATUS_BADGE[order.status]}`}>{STATUS_LABEL[order.status]}</span>
-        </Link>
+          <Link href={`/t/${order.publicToken}`} target="_blank" className="text-xs text-accent hover:underline">
+            Ссылка для клиента
+          </Link>
+        </div>
+      </div>
+
+      <div className="mb-5">
+        <StageInfoPanel info={ORDER_STAGE_INFO[order.status]} />
       </div>
 
       <div className="mb-5 card p-4">
@@ -89,6 +112,30 @@ export default async function OrderDetailPage({ params }: { params: Promise<{ id
         </div>
       </div>
 
+      <div className="mb-5">
+        <DealFieldsForm
+          orderId={order.id}
+          fields={{
+            incoterm: order.incoterm,
+            paymentTerms: order.paymentTerms,
+            prepaymentPercent: order.prepaymentPercent,
+            carrierPayTerms: order.carrierPayTerms,
+            receivablesDeadline: order.receivablesDeadline,
+            carrier1Id: order.carrier1Id,
+            carrier2Id: order.carrier2Id,
+            carrier3Id: order.carrier3Id,
+            insuranceCompanyId: order.insuranceCompanyId,
+            customsBrokerId: order.customsBrokerId,
+            recipientContactName: order.recipientContactName,
+            senderContactName: order.senderContactName,
+            shipDate: order.shipDate,
+            driverPhone: order.driverPhone,
+          }}
+          carriers={carriers.map((c) => ({ id: c.id, label: c.name }))}
+          counterparties={allCounterparties.map((c) => ({ id: c.id, label: c.name }))}
+        />
+      </div>
+
       <div className="mb-5 grid grid-cols-1 gap-4 lg:grid-cols-2">
         <IncomeSection orderId={order.id} lines={order.incomeLines} />
         <ExpenseSection

src/app/(admin)/orders/[id]/status-controls.tsx

@@ -2,18 +2,30 @@
 
 import { useState } from "react";
 import { useRouter } from "next/navigation";
+import { DeclineWithReason } from "@/components/decline-with-reason";
 
 const STATUS_OPTIONS = [
-  { value: "new", label: "Новая" },
+  { value: "new", label: "Новая заявка" },
-  { value: "in_progress", label: "На исполнении" },
+  { value: "carrier_placement", label: "Размещение у подрядчика" },
-  { value: "done", label: "Завершена" },
+  { value: "pickup_from_supplier", label: "Отгрузка от поставщика" },
-  { value: "closed", label: "Закрыта" },
+  { value: "in_transit", label: "В пути" },
+  { value: "border", label: "Граница" },
+  { value: "terminal_warehouse", label: "Терминал/СВХ" },
+  { value: "delivery_to_client", label: "Доставка клиенту" },
+  { value: "payment_updoc", label: "Получить оплату/УПД" },
+  { value: "receivables", label: "Дебиторка" },
+  { value: "completed", label: "Сделка завершена" },
 ];
 const PAID_OPTIONS = [
   { value: "unpaid", label: "Не оплачен" },
   { value: "partial", label: "Частично" },
   { value: "paid", label: "Оплачен" },
 ];
+const DECLINE_REASONS = [
+  { value: "cargo_stolen", label: "Украли груз" },
+  { value: "cargo_not_shipped", label: "Груз не вышел фактически" },
+  { value: "other", label: "Другая причина отказа" },
+];
 
 export function StatusControls({
   orderId,
@@ -48,10 +60,11 @@ export function StatusControls({
         <span className="text-text-muted">Статус</span>
         <select
           value={status}
-          disabled={loading}
+          disabled={loading || status === "declined"}
           onChange={(e) => patch({ status: e.target.value })}
           className="rounded-md border border-border bg-surface px-2 py-1.5 outline-none focus:border-accent"
         >
+          {status === "declined" && <option value="declined">Отказ</option>}
           {STATUS_OPTIONS.map((o) => (
             <option key={o.value} value={o.value}>
               {o.label}
@@ -85,6 +98,10 @@ export function StatusControls({
         <input type="checkbox" checked={edoUploaded} disabled={loading} onChange={(e) => patch({ edoUploaded: e.target.checked })} />
         <span className="text-text-muted">Выгружено в ЭДО</span>
       </label>
+
+      {status !== "declined" && status !== "completed" && (
+        <DeclineWithReason url={`/api/orders/${orderId}/decline`} reasons={DECLINE_REASONS} onDeclined={() => router.refresh()} />
+      )}
     </div>
   );
 }

src/app/(admin)/orders/page.tsx

@@ -5,16 +5,30 @@ import { listOrders, computeMargin } from "@/lib/orders/service";
 import { getOrderDocStatus } from "@/lib/documents/checklist";
 
 const STATUS_LABEL: Record<string, string> = {
-  new: "Новая",
+  new: "Новая заявка",
-  in_progress: "На исполнении",
+  carrier_placement: "Размещение у подрядчика",
-  done: "Завершена",
+  pickup_from_supplier: "Отгрузка от поставщика",
-  closed: "Закрыта",
+  in_transit: "В пути",
+  border: "Граница",
+  terminal_warehouse: "Терминал/СВХ",
+  delivery_to_client: "Доставка клиенту",
+  payment_updoc: "Оплата/УПД",
+  receivables: "Дебиторка",
+  completed: "Завершена",
+  declined: "Отказ",
 };
 const STATUS_BADGE: Record<string, string> = {
   new: "badge-new",
-  in_progress: "badge-open",
+  carrier_placement: "badge-new",
-  done: "badge-done",
+  pickup_from_supplier: "badge-open",
-  closed: "badge-closed",
+  in_transit: "badge-open",
+  border: "badge-open",
+  terminal_warehouse: "badge-open",
+  delivery_to_client: "badge-open",
+  payment_updoc: "badge-pending",
+  receivables: "badge-pending",
+  completed: "badge-done",
+  declined: "badge-declined",
 };
 const PAID_LABEL: Record<string, string> = { unpaid: "Не оплачен", partial: "Частично", paid: "Оплачен" };
 const DOC_STATUS_DOT: Record<"red" | "yellow" | "green", string> = { red: "bg-danger", yellow: "bg-warning", green: "bg-success" };

src/app/(admin)/settings/email/mailbox-form.tsx

@@ -9,6 +9,8 @@ interface Status {
   user: string | null;
   imapHost: string | null;
   verifiedAt: number | null;
+  smtpHost: string | null;
+  smtpPort: number | null;
 }
 
 export function MailboxForm({ status }: { status: Status }) {
@@ -18,6 +20,8 @@ export function MailboxForm({ status }: { status: Status }) {
   const [user, setUser] = useState(status.user ?? "");
   const [password, setPassword] = useState("");
   const [allowInsecureTls, setAllowInsecureTls] = useState(false);
+  const [smtpHost, setSmtpHost] = useState(status.smtpHost ?? "");
+  const [smtpPort, setSmtpPort] = useState(status.smtpPort?.toString() ?? "465");
   const [loading, setLoading] = useState(false);
   const [error, setError] = useState<string | null>(null);
 
@@ -29,7 +33,15 @@ export function MailboxForm({ status }: { status: Status }) {
     const res = await fetch("/api/settings/mailbox", {
       method: "POST",
       headers: { "Content-Type": "application/json" },
-      body: JSON.stringify({ imapHost, imapPort: Number(imapPort), user, password, allowInsecureTls }),
+      body: JSON.stringify({
+        imapHost,
+        imapPort: Number(imapPort),
+        user,
+        password,
+        allowInsecureTls,
+        smtpHost: smtpHost || undefined,
+        smtpPort: smtpPort ? Number(smtpPort) : undefined,
+      }),
     });
 
     setLoading(false);
@@ -109,6 +121,30 @@ export function MailboxForm({ status }: { status: Status }) {
           <span className="text-text-muted">Разрешить недоверенный TLS-сертификат</span>
         </label>
 
+        <div className="sm:col-span-2 border-t border-border pt-3">
+          <p className="mb-2 text-sm font-medium text-text-muted">
+            Исходящая почта (SMTP) — для уведомлений клиенту о статусе заявки. Тот же логин/пароль, что выше. Необязательно.
+          </p>
+        </div>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">SMTP-сервер</span>
+          <input
+            value={smtpHost}
+            onChange={(e) => setSmtpHost(e.target.value)}
+            placeholder="smtp.yandex.ru"
+            className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+          />
+        </label>
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Порт</span>
+          <input
+            type="number"
+            value={smtpPort}
+            onChange={(e) => setSmtpPort(e.target.value)}
+            className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+          />
+        </label>
+
         {error && <p className="sm:col-span-2 rounded-md bg-danger-soft px-3 py-2 text-sm text-danger-soft-text">{error}</p>}
 
         <div className="flex gap-2 sm:col-span-2">

src/app/(portal)/t/[token]/page.tsx

@@ -2,11 +2,19 @@ import { notFound } from "next/navigation";
 import { Truck, MapPin } from "lucide-react";
 import { getOrderByPublicToken } from "@/lib/tracking/service";
 
+// Клиенту показываем упрощённые формулировки, а не внутренние 10 стадий воронки заявки.
 const STATUS_LABEL: Record<string, string> = {
   new: "Принята в работу",
-  in_progress: "В пути",
+  carrier_placement: "Принята в работу",
-  done: "Выгружена",
+  pickup_from_supplier: "Груз погружен",
-  closed: "Завершена",
+  in_transit: "В пути",
+  border: "На границе",
+  terminal_warehouse: "На терминале",
+  delivery_to_client: "На выгрузке",
+  payment_updoc: "Выгружена",
+  receivables: "Выгружена",
+  completed: "Завершена",
+  declined: "Отменена",
 };
 
 export default async function ClientTrackingPage({ params }: { params: Promise<{ token: string }> }) {

src/app/api/inquiries/[id]/answered/route.ts

@@ -1,20 +0,0 @@
-export const runtime = "nodejs";
-
-import { NextResponse } from "next/server";
-import { z } from "zod";
-import { requireRole } from "@/lib/auth/require";
-import { setInquiryAnswered } from "@/lib/inquiries/service";
-
-const schema = z.object({ answered: z.boolean() });
-
-export async function POST(request: Request, { params }: { params: Promise<{ id: string }> }) {
-  const { session, response } = await requireRole(["admin", "manager"]);
-  if (!session) return response;
-
-  const { id } = await params;
-  const parsed = schema.safeParse(await request.json().catch(() => null));
-  if (!parsed.success) return NextResponse.json({ error: "Некорректные данные" }, { status: 400 });
-
-  const row = await setInquiryAnswered(id, parsed.data.answered);
-  return NextResponse.json(row);
-}

src/app/api/inquiries/[id]/decline/route.ts

@@ -1,14 +1,28 @@
 export const runtime = "nodejs";
 
 import { NextResponse } from "next/server";
+import { z } from "zod";
 import { requireRole } from "@/lib/auth/require";
 import { declineInquiry } from "@/lib/inquiries/service";
 
-export async function POST(_request: Request, { params }: { params: Promise<{ id: string }> }) {
+const schema = z.object({
+  reason: z.enum(["too_expensive", "unreachable", "lost_to_competitor", "postponed", "pricing_calc", "slow_processing", "other"]),
+  detail: z.string().optional(),
+});
+
+export async function POST(request: Request, { params }: { params: Promise<{ id: string }> }) {
   const { session, response } = await requireRole(["admin", "manager"]);
   if (!session) return response;
 
   const { id } = await params;
-  await declineInquiry(id);
+  const parsed = schema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+  if (parsed.data.reason === "other" && !parsed.data.detail) {
+    return NextResponse.json({ error: "Укажите причину отказа" }, { status: 400 });
+  }
+
+  await declineInquiry(id, parsed.data.reason, parsed.data.detail);
   return NextResponse.json({ ok: true });
 }

src/app/api/inquiries/[id]/route.ts

@@ -6,6 +6,7 @@ import { requireRole } from "@/lib/auth/require";
 import { getInquiry, updateInquiry } from "@/lib/inquiries/service";
 
 const schema = z.object({
+  status: z.enum(["kp_preparation", "kp_response", "negotiation", "signing"]).optional(),
   cargoDescription: z.string().min(1).optional(),
   routeFrom: z.string().min(1).optional(),
   routeTo: z.string().min(1).optional(),
@@ -15,6 +16,17 @@ const schema = z.object({
   clientRate: z.number().positive().nullable().optional(),
   comment: z.string().optional(),
   deadline: z.string().optional(),
+  incoterm: z.enum(["EXW", "FCA", "FAS", "FOB", "CFR", "CIF", "CIP", "DAP", "DPU", "DDP"]).optional(),
+  paymentTerms: z.enum(["prepayment", "postpayment", "partial_prepayment"]).optional(),
+  prepaymentPercent: z.number().min(0).max(100).optional(),
+  carrierPayTerms: z.string().optional(),
+  receivablesDeadline: z.coerce.date().optional(),
+  carrier1Id: z.string().optional(),
+  carrier2Id: z.string().optional(),
+  carrier3Id: z.string().optional(),
+  insuranceCompanyId: z.string().optional(),
+  customsBrokerId: z.string().optional(),
+  recipientContactName: z.string().optional(),
 });
 
 export async function GET(_request: Request, { params }: { params: Promise<{ id: string }> }) {

src/app/api/leads/[id]/convert/route.ts

@@ -0,0 +1,31 @@
+export const runtime = "nodejs";
+
+import { NextResponse } from "next/server";
+import { z } from "zod";
+import { requireRole } from "@/lib/auth/require";
+import { convertLeadToInquiry } from "@/lib/leads/service";
+
+const schema = z.object({
+  customerId: z.string().min(1),
+  managerId: z.string().min(1),
+  source: z.enum(["email", "phone", "messenger"]),
+});
+
+export async function POST(request: Request, { params }: { params: Promise<{ id: string }> }) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const { id } = await params;
+  const parsed = schema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+
+  try {
+    const inquiry = await convertLeadToInquiry(id, parsed.data);
+    return NextResponse.json(inquiry, { status: 201 });
+  } catch (err) {
+    const message = err instanceof Error ? err.message : "Ошибка конвертации";
+    return NextResponse.json({ error: message }, { status: 400 });
+  }
+}

src/app/api/leads/[id]/decline/route.ts

@@ -0,0 +1,28 @@
+export const runtime = "nodejs";
+
+import { NextResponse } from "next/server";
+import { z } from "zod";
+import { requireRole } from "@/lib/auth/require";
+import { declineLead } from "@/lib/leads/service";
+
+const schema = z.object({
+  reason: z.enum(["not_reachable", "not_target", "spam", "duplicate", "other"]),
+  detail: z.string().optional(),
+});
+
+export async function POST(request: Request, { params }: { params: Promise<{ id: string }> }) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const { id } = await params;
+  const parsed = schema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+  if (parsed.data.reason === "other" && !parsed.data.detail) {
+    return NextResponse.json({ error: "Укажите причину отказа" }, { status: 400 });
+  }
+
+  await declineLead(id, parsed.data.reason, parsed.data.detail);
+  return NextResponse.json({ ok: true });
+}

src/app/api/leads/[id]/route.ts

@@ -0,0 +1,60 @@
+export const runtime = "nodejs";
+
+import { NextResponse } from "next/server";
+import { z } from "zod";
+import { requireRole } from "@/lib/auth/require";
+import { getLead, updateLead } from "@/lib/leads/service";
+
+const schema = z.object({
+  status: z.enum(["new", "in_progress"]).optional(),
+  firstName: z.string().optional(),
+  lastName: z.string().optional(),
+  patronymic: z.string().optional(),
+  phone: z.string().optional(),
+  email: z.string().optional(),
+  position: z.string().optional(),
+  companyName: z.string().optional(),
+  source: z.enum(["mail", "phone", "referral", "cold_call", "website", "tg_bot"]).optional(),
+  transportMode: z.enum(["road", "rail", "sea", "air"]).optional(),
+  transportType: z.enum(["consolidated", "tent", "trawl", "backhaul", "container"]).optional(),
+  serviceTypes: z.array(z.string()).optional(),
+  cargoClassification: z.array(z.string()).optional(),
+  additionalServices: z.string().optional(),
+  routeFrom: z.string().optional(),
+  routeTo: z.string().optional(),
+  cargoDescription: z.string().optional(),
+  lengthMm: z.string().optional(),
+  widthMm: z.string().optional(),
+  heightMm: z.string().optional(),
+  weightKg: z.string().optional(),
+  volumeM3: z.string().optional(),
+  tnvedCode: z.string().optional(),
+  placesCount: z.number().int().positive().optional(),
+  cargoCost: z.number().positive().optional(),
+  comment: z.string().optional(),
+  responsibleId: z.string().optional(),
+});
+
+export async function GET(_request: Request, { params }: { params: Promise<{ id: string }> }) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const { id } = await params;
+  const row = await getLead(id);
+  if (!row) return NextResponse.json({ error: "Лид не найден" }, { status: 404 });
+  return NextResponse.json(row);
+}
+
+export async function PATCH(request: Request, { params }: { params: Promise<{ id: string }> }) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const { id } = await params;
+  const parsed = schema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+
+  const row = await updateLead(id, parsed.data);
+  return NextResponse.json(row);
+}

src/app/api/leads/route.ts

@@ -0,0 +1,53 @@
+export const runtime = "nodejs";
+
+import { NextResponse } from "next/server";
+import { z } from "zod";
+import { requireRole } from "@/lib/auth/require";
+import { listLeads, createLead } from "@/lib/leads/service";
+
+const createSchema = z.object({
+  firstName: z.string().optional(),
+  lastName: z.string().optional(),
+  patronymic: z.string().optional(),
+  phone: z.string().optional(),
+  email: z.string().optional(),
+  position: z.string().optional(),
+  companyName: z.string().optional(),
+  source: z.enum(["mail", "phone", "referral", "cold_call", "website", "tg_bot"]).optional(),
+  transportMode: z.enum(["road", "rail", "sea", "air"]).optional(),
+  transportType: z.enum(["consolidated", "tent", "trawl", "backhaul", "container"]).optional(),
+  serviceTypes: z.array(z.string()).optional(),
+  cargoClassification: z.array(z.string()).optional(),
+  additionalServices: z.string().optional(),
+  routeFrom: z.string().optional(),
+  routeTo: z.string().optional(),
+  cargoDescription: z.string().optional(),
+  lengthMm: z.string().optional(),
+  widthMm: z.string().optional(),
+  heightMm: z.string().optional(),
+  weightKg: z.string().optional(),
+  volumeM3: z.string().optional(),
+  tnvedCode: z.string().optional(),
+  placesCount: z.number().int().positive().optional(),
+  cargoCost: z.number().positive().optional(),
+  comment: z.string().optional(),
+});
+
+export async function GET() {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+  return NextResponse.json(await listLeads());
+}
+
+export async function POST(request: Request) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const parsed = createSchema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+
+  const row = await createLead(parsed.data);
+  return NextResponse.json(row, { status: 201 });
+}

src/app/api/orders/[id]/decline/route.ts

@@ -0,0 +1,28 @@
+export const runtime = "nodejs";
+
+import { NextResponse } from "next/server";
+import { z } from "zod";
+import { requireRole } from "@/lib/auth/require";
+import { declineOrder } from "@/lib/orders/service";
+
+const schema = z.object({
+  reason: z.enum(["cargo_stolen", "cargo_not_shipped", "other"]),
+  detail: z.string().optional(),
+});
+
+export async function POST(request: Request, { params }: { params: Promise<{ id: string }> }) {
+  const { session, response } = await requireRole(["admin", "manager"]);
+  if (!session) return response;
+
+  const { id } = await params;
+  const parsed = schema.safeParse(await request.json().catch(() => null));
+  if (!parsed.success) {
+    return NextResponse.json({ error: parsed.error.issues[0]?.message ?? "Некорректные данные" }, { status: 400 });
+  }
+  if (parsed.data.reason === "other" && !parsed.data.detail) {
+    return NextResponse.json({ error: "Укажите причину отказа" }, { status: 400 });
+  }
+
+  await declineOrder(id, parsed.data.reason, parsed.data.detail);
+  return NextResponse.json({ ok: true });
+}

src/app/api/orders/[id]/route.ts

@@ -7,7 +7,18 @@ import { getOrder, updateOrder } from "@/lib/orders/service";
 import { canAccessOrder } from "@/lib/orders/visibility";
 
 const schema = z.object({
-  status: z.enum(["new", "in_progress", "done", "closed"]).optional(),
+  status: z.enum([
+    "new",
+    "carrier_placement",
+    "pickup_from_supplier",
+    "in_transit",
+    "border",
+    "terminal_warehouse",
+    "delivery_to_client",
+    "payment_updoc",
+    "receivables",
+    "completed",
+  ]).optional(),
   paidStatus: z.enum(["unpaid", "partial", "paid"]).optional(),
   docsReceived: z.boolean().optional(),
   edoUploaded: z.boolean().optional(),
@@ -17,6 +28,20 @@ const schema = z.object({
   poaVehiclePlate: z.string().optional(),
   poaVehicleModel: z.string().optional(),
   poaValidUntil: z.coerce.date().optional(),
+  driverPhone: z.string().optional(),
+  incoterm: z.enum(["EXW", "FCA", "FAS", "FOB", "CFR", "CIF", "CIP", "DAP", "DPU", "DDP"]).optional(),
+  paymentTerms: z.enum(["prepayment", "postpayment", "partial_prepayment"]).optional(),
+  prepaymentPercent: z.number().min(0).max(100).optional(),
+  carrierPayTerms: z.string().optional(),
+  receivablesDeadline: z.coerce.date().optional(),
+  carrier1Id: z.string().optional(),
+  carrier2Id: z.string().optional(),
+  carrier3Id: z.string().optional(),
+  insuranceCompanyId: z.string().optional(),
+  customsBrokerId: z.string().optional(),
+  recipientContactName: z.string().optional(),
+  senderContactName: z.string().optional(),
+  shipDate: z.coerce.date().optional(),
 });
 
 export async function PATCH(request: Request, { params }: { params: Promise<{ id: string }> }) {

src/app/api/settings/mailbox/route.ts

@@ -18,6 +18,8 @@ const schema = z.object({
   user: z.string().min(1),
   password: z.string().min(1),
   allowInsecureTls: z.boolean().optional(),
+  smtpHost: z.string().optional(),
+  smtpPort: z.number().int().positive().optional(),
 });
 
 export async function POST(request: Request) {

src/components/decline-with-reason.tsx

@@ -0,0 +1,97 @@
+"use client";
+
+import { useState } from "react";
+import { useRouter } from "next/navigation";
+
+interface ReasonOption {
+  value: string;
+  label: string;
+}
+
+/** Общая для запросов/заявок/лидов кнопка отказа с причиной — "Другая причина" требует текстового уточнения (правило из схем воронок). */
+export function DeclineWithReason({
+  url,
+  reasons,
+  onDeclined,
+}: {
+  url: string;
+  reasons: ReasonOption[];
+  onDeclined?: () => void;
+}) {
+  const router = useRouter();
+  const [open, setOpen] = useState(false);
+  const [reason, setReason] = useState(reasons[0]?.value ?? "");
+  const [detail, setDetail] = useState("");
+  const [loading, setLoading] = useState(false);
+  const [error, setError] = useState<string | null>(null);
+
+  async function submit() {
+    setLoading(true);
+    setError(null);
+    const res = await fetch(url, {
+      method: "POST",
+      headers: { "Content-Type": "application/json" },
+      body: JSON.stringify({ reason, detail: detail || undefined }),
+    });
+    setLoading(false);
+    if (!res.ok) {
+      const data = await res.json().catch(() => null);
+      setError(data?.error ?? "Не удалось отклонить");
+      return;
+    }
+    setOpen(false);
+    onDeclined?.();
+    router.refresh();
+  }
+
+  if (!open) {
+    return (
+      <button type="button" onClick={() => setOpen(true)} className="btn btn-ghost">
+        Отказ
+      </button>
+    );
+  }
+
+  return (
+    <div className="card flex flex-col gap-2 p-3">
+      <label className="text-sm">
+        <span className="mb-1 block font-medium text-text-muted">Причина отказа</span>
+        <select
+          value={reason}
+          onChange={(e) => setReason(e.target.value)}
+          className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+        >
+          {reasons.map((r) => (
+            <option key={r.value} value={r.value}>
+              {r.label}
+            </option>
+          ))}
+        </select>
+      </label>
+      {reason === "other" && (
+        <label className="text-sm">
+          <span className="mb-1 block font-medium text-text-muted">Уточните причину</span>
+          <input
+            value={detail}
+            onChange={(e) => setDetail(e.target.value)}
+            className="w-full rounded-md border border-border bg-surface px-3 py-2 outline-none focus:border-accent"
+          />
+        </label>
+      )}
+      {error && <p className="text-sm text-danger-soft-text">{error}</p>}
+      <div className="flex gap-2">
+        <button
+          type="button"
+          onClick={submit}
+          disabled={loading || (reason === "other" && !detail)}
+          className="btn btn-primary"
+        >
+          {loading ? "Отклоняем…" : "Подтвердить отказ"}
+        </button>
+        <button type="button" onClick={() => setOpen(false)} className="btn btn-ghost">
+          Отмена
+        </button>
+      </div>
+    </div>
+  );
+}

src/components/stage-info-panel.tsx

@@ -0,0 +1,26 @@
+export interface StageInfo {
+  label: string;
+  requirements: string[];
+  transitionCriteria: string;
+}
+
+/** Справочная панель "что требуется на этой стадии / критерий перехода" — общий для лидов/запросов/заявок компонент, данные из lib/{leads,inquiries,orders}/stages.ts. */
+export function StageInfoPanel({ info }: { info: StageInfo | undefined }) {
+  if (!info) return null;
+  return (
+    <details className="card p-4">
+      <summary className="cursor-pointer text-sm font-semibold text-text-muted">На стадии «{info.label}» требуется</summary>
+      <ul className="mt-3 list-disc pl-5 text-sm">
+        {info.requirements.map((r, i) => (
+          <li key={i} className="mb-1">
+            {r}
+          </li>
+        ))}
+      </ul>
+      <p className="mt-3 border-t border-border pt-3 text-sm">
+        <span className="font-medium text-text-muted">Критерий перехода: </span>
+        {info.transitionCriteria}
+      </p>
+    </details>
+  );
+}

src/lib/db/migrations/0002_bumpy_albert_cleary.sql

@@ -0,0 +1,108 @@
+CREATE TABLE `leads` (
+	`id` text PRIMARY KEY NOT NULL,
+	`number` text NOT NULL,
+	`first_name` text,
+	`last_name` text,
+	`patronymic` text,
+	`birth_date` integer,
+	`phone` text,
+	`email` text,
+	`position` text,
+	`company_name` text,
+	`source` text,
+	`transport_mode` text,
+	`transport_type` text,
+	`service_types` text,
+	`cargo_classification` text,
+	`additional_services` text,
+	`route_from` text,
+	`route_to` text,
+	`cargo_description` text,
+	`length_mm` text,
+	`width_mm` text,
+	`height_mm` text,
+	`weight_kg` text,
+	`volume_m3` text,
+	`tnved_code` text,
+	`places_count` integer,
+	`cargo_cost` real,
+	`status` text DEFAULT 'new' NOT NULL,
+	`decline_reason` text,
+	`decline_reason_detail` text,
+	`logist_id` text,
+	`responsible_id` text,
+	`converted_inquiry_id` text,
+	`comment` text,
+	`created_at` integer DEFAULT (unixepoch('subsec') * 1000) NOT NULL,
+	FOREIGN KEY (`logist_id`) REFERENCES `users`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`responsible_id`) REFERENCES `users`(`id`) ON UPDATE no action ON DELETE no action
+);
+--> statement-breakpoint
+CREATE UNIQUE INDEX `leads_number_unique` ON `leads` (`number`);--> statement-breakpoint
+PRAGMA foreign_keys=OFF;--> statement-breakpoint
+CREATE TABLE `__new_inquiries` (
+	`id` text PRIMARY KEY NOT NULL,
+	`number` text NOT NULL,
+	`customer_id` text NOT NULL,
+	`manager_id` text NOT NULL,
+	`cargo_description` text NOT NULL,
+	`route_from` text NOT NULL,
+	`route_to` text NOT NULL,
+	`customs_place` text,
+	`transport_mode` text,
+	`transport_type` text,
+	`client_rate` real,
+	`comment` text,
+	`deadline` text,
+	`source` text DEFAULT 'email' NOT NULL,
+	`status` text DEFAULT 'kp_preparation' NOT NULL,
+	`first_responded_at` integer,
+	`converted_order_id` text,
+	`decline_reason` text,
+	`decline_reason_detail` text,
+	`incoterm` text,
+	`payment_terms` text,
+	`prepayment_percent` real,
+	`carrier_pay_terms` text,
+	`receivables_deadline` integer,
+	`carrier1_id` text,
+	`carrier2_id` text,
+	`carrier3_id` text,
+	`insurance_company_id` text,
+	`customs_broker_id` text,
+	`recipient_contact_name` text,
+	`lead_id` text,
+	`created_at` integer DEFAULT (unixepoch('subsec') * 1000) NOT NULL,
+	FOREIGN KEY (`customer_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`manager_id`) REFERENCES `users`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`carrier1_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`carrier2_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`carrier3_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`insurance_company_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action,
+	FOREIGN KEY (`customs_broker_id`) REFERENCES `counterparties`(`id`) ON UPDATE no action ON DELETE no action
+);
+--> statement-breakpoint
+INSERT INTO `__new_inquiries`("id", "number", "customer_id", "manager_id", "cargo_description", "route_from", "route_to", "customs_place", "transport_mode", "transport_type", "client_rate", "comment", "deadline", "source", "status", "first_responded_at", "converted_order_id", "created_at") SELECT "id", "number", "customer_id", "manager_id", "cargo_description", "route_from", "route_to", "customs_place", "transport_mode", "transport_type", "client_rate", "comment", "deadline", "source", CASE "status" WHEN 'new' THEN 'kp_preparation' WHEN 'quoted' THEN 'kp_response' ELSE "status" END, "first_responded_at", "converted_order_id", "created_at" FROM `inquiries`;--> statement-breakpoint
+DROP TABLE `inquiries`;--> statement-breakpoint
+ALTER TABLE `__new_inquiries` RENAME TO `inquiries`;--> statement-breakpoint
+PRAGMA foreign_keys=ON;--> statement-breakpoint
+CREATE UNIQUE INDEX `inquiries_number_unique` ON `inquiries` (`number`);--> statement-breakpoint
+ALTER TABLE `inquiry_cargo_items` ADD `tnved_code` text;--> statement-breakpoint
+ALTER TABLE `mailbox_config` ADD `smtp_host` text;--> statement-breakpoint
+ALTER TABLE `mailbox_config` ADD `smtp_port` integer;--> statement-breakpoint
+ALTER TABLE `orders` ADD `driver_phone` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `decline_reason` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `decline_reason_detail` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `incoterm` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `payment_terms` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `prepayment_percent` real;--> statement-breakpoint
+ALTER TABLE `orders` ADD `carrier_pay_terms` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `receivables_deadline` integer;--> statement-breakpoint
+ALTER TABLE `orders` ADD `carrier1_id` text REFERENCES counterparties(id);--> statement-breakpoint
+ALTER TABLE `orders` ADD `carrier2_id` text REFERENCES counterparties(id);--> statement-breakpoint
+ALTER TABLE `orders` ADD `carrier3_id` text REFERENCES counterparties(id);--> statement-breakpoint
+ALTER TABLE `orders` ADD `insurance_company_id` text REFERENCES counterparties(id);--> statement-breakpoint
+ALTER TABLE `orders` ADD `customs_broker_id` text REFERENCES counterparties(id);--> statement-breakpoint
+ALTER TABLE `orders` ADD `recipient_contact_name` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `sender_contact_name` text;--> statement-breakpoint
+ALTER TABLE `orders` ADD `ship_date` integer;

src/lib/db/migrations/meta/_journal.json

@@ -15,6 +15,13 @@
       "when": 1788197632163,
       "tag": "0001_normal_captain_stacy",
       "breakpoints": true
+    },
+    {
+      "idx": 2,
+      "version": "6",
+      "when": 1788199359419,
+      "tag": "0002_bumpy_albert_cleary",
+      "breakpoints": true
     }
   ]
 }

src/lib/db/schema.ts

@@ -13,6 +13,11 @@ const timestamps = {
     .default(sql`(unixepoch('subsec') * 1000)`),
 };
 
+// Общий справочник для inquiries и orders (условия поставки/оплаты) — один
+// источник правды для enum и для UI-селектов (импортируется напрямую).
+export const INCOTERMS = ["EXW", "FCA", "FAS", "FOB", "CFR", "CIF", "CIP", "DAP", "DPU", "DDP"] as const;
+export const PAYMENT_TERMS = ["prepayment", "postpayment", "partial_prepayment"] as const;
+
 /** Менеджеры, бухгалтер, администратор. managerNumber — двузначный код менеджера (реальная схема компании, не обязательно подряд), используется в нумерации запросов/заявок (TH{год2}{managerNumber2}-{seq7}), поэтому уникален и стабилен — не переиспользовать после смены сотрудника. */
 export const users = sqliteTable("users", {
   id: id(),
@@ -99,6 +104,57 @@ export const counterpartyContacts = sqliteTable("counterparty_contacts", {
   ...timestamps,
 });
 
+/**
+ * Лид — неквалифицированный контакт, до появления полноценного запроса (inquiries).
+ * Своя последовательность нумерации (formatLeadNumber в lib/orders/numbering.ts),
+ * не связана с нумерацией запросов/заявок. serviceTypes/cargoClassification —
+ * JSON-массив строк в text-колонке (drizzle-kit для SQLite не поддерживает
+ * нативный array-тип), парсится/сериализуется в lib/leads/service.ts.
+ * Габариты груза — плоские строки (в отличие от inquiryCargoItems), т.к. лид
+ * ещё не квалифицирован под структурированный список мест.
+ */
+export const leads = sqliteTable("leads", {
+  id: id(),
+  number: text("number").notNull().unique(),
+  firstName: text("first_name"),
+  lastName: text("last_name"),
+  patronymic: text("patronymic"),
+  birthDate: integer("birth_date", { mode: "timestamp_ms" }),
+  phone: text("phone"),
+  email: text("email"),
+  position: text("position"),
+  companyName: text("company_name"),
+  source: text("source", { enum: ["mail", "phone", "referral", "cold_call", "website", "tg_bot"] }),
+  transportMode: text("transport_mode", { enum: ["road", "rail", "sea", "air"] }),
+  transportType: text("transport_type", {
+    enum: ["consolidated", "tent", "trawl", "backhaul", "container"],
+  }),
+  serviceTypes: text("service_types"),
+  cargoClassification: text("cargo_classification"),
+  additionalServices: text("additional_services"),
+  routeFrom: text("route_from"),
+  routeTo: text("route_to"),
+  cargoDescription: text("cargo_description"),
+  lengthMm: text("length_mm"),
+  widthMm: text("width_mm"),
+  heightMm: text("height_mm"),
+  weightKg: text("weight_kg"),
+  volumeM3: text("volume_m3"),
+  tnvedCode: text("tnved_code"),
+  placesCount: integer("places_count"),
+  cargoCost: real("cargo_cost"),
+  status: text("status", { enum: ["new", "in_progress", "converted", "declined"] })
+    .notNull()
+    .default("new"),
+  declineReason: text("decline_reason", { enum: ["not_reachable", "not_target", "spam", "duplicate", "other"] }),
+  declineReasonDetail: text("decline_reason_detail"),
+  logistId: text("logist_id").references(() => users.id),
+  responsibleId: text("responsible_id").references(() => users.id),
+  convertedInquiryId: text("converted_inquiry_id"),
+  comment: text("comment"),
+  ...timestamps,
+});
+
 /** Запрос от клиента, до появления ставки/заявки. Номер — {managerNumber}-{seq}, отдельная последовательность на менеджера (как в текущей 1С), считается в orders/counters.ts. */
 export const inquiries = sqliteTable("inquiries", {
   id: id(),
@@ -125,11 +181,31 @@ export const inquiries = sqliteTable("inquiries", {
   source: text("source", { enum: ["email", "phone", "messenger"] })
     .notNull()
     .default("email"),
-  status: text("status", { enum: ["new", "quoted", "converted", "declined"] })
+  // Воронка "Запрос/КП" — kp_preparation это стартовая стадия (замена
+  // прежней "new"); firstRespondedAt по-прежнему отдельное поле,
+  // проставляется автоматически при первом уходе со стартовой стадии
+  // (см. updateInquiry в lib/inquiries/service.ts), а не отдельным тумблером.
+  status: text("status", { enum: ["kp_preparation", "kp_response", "negotiation", "signing", "converted", "declined"] })
     .notNull()
-    .default("new"),
+    .default("kp_preparation"),
   firstRespondedAt: integer("first_responded_at", { mode: "timestamp_ms" }),
   convertedOrderId: text("converted_order_id"),
+  declineReason: text("decline_reason", {
+    enum: ["too_expensive", "unreachable", "lost_to_competitor", "postponed", "pricing_calc", "slow_processing", "other"],
+  }),
+  declineReasonDetail: text("decline_reason_detail"),
+  incoterm: text("incoterm", { enum: INCOTERMS }),
+  paymentTerms: text("payment_terms", { enum: PAYMENT_TERMS }),
+  prepaymentPercent: real("prepayment_percent"),
+  carrierPayTerms: text("carrier_pay_terms"),
+  receivablesDeadline: integer("receivables_deadline", { mode: "timestamp_ms" }),
+  carrier1Id: text("carrier1_id").references(() => counterparties.id),
+  carrier2Id: text("carrier2_id").references(() => counterparties.id),
+  carrier3Id: text("carrier3_id").references(() => counterparties.id),
+  insuranceCompanyId: text("insurance_company_id").references(() => counterparties.id),
+  customsBrokerId: text("customs_broker_id").references(() => counterparties.id),
+  recipientContactName: text("recipient_contact_name"),
+  leadId: text("lead_id"),
   ...timestamps,
 });
 
@@ -147,6 +223,7 @@ export const inquiryCargoItems = sqliteTable("inquiry_cargo_items", {
   widthMm: real("width_mm"),
   heightMm: real("height_mm"),
   weightKg: real("weight_kg"),
+  tnvedCode: text("tnved_code"),
   ...timestamps,
 });
 
@@ -211,14 +288,48 @@ export const orders = sqliteTable("orders", {
   poaVehiclePlate: text("poa_vehicle_plate"),
   poaVehicleModel: text("poa_vehicle_model"),
   poaValidUntil: integer("poa_valid_until", { mode: "timestamp_ms" }),
-  status: text("status", { enum: ["new", "in_progress", "done", "closed"] })
+  driverPhone: text("driver_phone"),
+  // Воронка "Заявка" (см. lib/orders/stages.ts для описания каждой стадии
+  // из схемы пользователя). completed заменяет прежние done/closed —
+  // единственное "успешное" терминальное состояние, decline — через
+  // declineReason (заявка не переходит в completed при отказе).
+  status: text("status", {
+    enum: [
+      "new",
+      "carrier_placement",
+      "pickup_from_supplier",
+      "in_transit",
+      "border",
+      "terminal_warehouse",
+      "delivery_to_client",
+      "payment_updoc",
+      "receivables",
+      "completed",
+      "declined",
+    ],
+  })
     .notNull()
     .default("new"),
+  declineReason: text("decline_reason", { enum: ["cargo_stolen", "cargo_not_shipped", "other"] }),
+  declineReasonDetail: text("decline_reason_detail"),
   paidStatus: text("paid_status", { enum: ["unpaid", "partial", "paid"] })
     .notNull()
     .default("unpaid"),
   docsReceived: integer("docs_received", { mode: "boolean" }).notNull().default(false),
   edoUploaded: integer("edo_uploaded", { mode: "boolean" }).notNull().default(false),
+  incoterm: text("incoterm", { enum: INCOTERMS }),
+  paymentTerms: text("payment_terms", { enum: PAYMENT_TERMS }),
+  prepaymentPercent: real("prepayment_percent"),
+  carrierPayTerms: text("carrier_pay_terms"),
+  receivablesDeadline: integer("receivables_deadline", { mode: "timestamp_ms" }),
+  carrier1Id: text("carrier1_id").references(() => counterparties.id),
+  carrier2Id: text("carrier2_id").references(() => counterparties.id),
+  carrier3Id: text("carrier3_id").references(() => counterparties.id),
+  insuranceCompanyId: text("insurance_company_id").references(() => counterparties.id),
+  customsBrokerId: text("customs_broker_id").references(() => counterparties.id),
+  recipientContactName: text("recipient_contact_name"),
+  senderContactName: text("sender_contact_name"),
+  shipDate: integer("ship_date", { mode: "timestamp_ms" }),
   publicToken: text("public_token")
     .notNull()
     .unique()
@@ -390,6 +501,11 @@ export const mailboxConfig = sqliteTable("mailbox_config", {
   allowInsecureTls: integer("allow_insecure_tls", { mode: "boolean" }).notNull().default(false),
   enabled: integer("enabled", { mode: "boolean" }).notNull().default(true),
   verifiedAt: integer("verified_at", { mode: "timestamp_ms" }),
+  // Исходящая почта (для email-уведомлений клиенту на смене статуса заявки)
+  // — тот же почтовый аккаунт (user/passwordEnc), просто SMTP вместо IMAP.
+  // Нет ни того, ни другого — фича молча не отправляет, как и push без VAPID.
+  smtpHost: text("smtp_host"),
+  smtpPort: integer("smtp_port"),
   ...timestamps,
 });
 
@@ -538,6 +654,11 @@ export const inquiriesRelations = relations(inquiries, ({ one, many }) => ({
   quotes: many(inquiryQuotes),
   cargoItems: many(inquiryCargoItems),
   attachments: many(inquiryAttachments),
+  carrier1: one(counterparties, { fields: [inquiries.carrier1Id], references: [counterparties.id] }),
+  carrier2: one(counterparties, { fields: [inquiries.carrier2Id], references: [counterparties.id] }),
+  carrier3: one(counterparties, { fields: [inquiries.carrier3Id], references: [counterparties.id] }),
+  insuranceCompany: one(counterparties, { fields: [inquiries.insuranceCompanyId], references: [counterparties.id] }),
+  customsBroker: one(counterparties, { fields: [inquiries.customsBrokerId], references: [counterparties.id] }),
 }));
 
 export const inquiryQuotesRelations = relations(inquiryQuotes, ({ one }) => ({
@@ -564,6 +685,16 @@ export const ordersRelations = relations(orders, ({ one, many }) => ({
   attachments: many(attachments),
   events: many(orderEvents),
   documentChecklist: many(orderDocumentChecklist),
+  carrier1: one(counterparties, { fields: [orders.carrier1Id], references: [counterparties.id] }),
+  carrier2: one(counterparties, { fields: [orders.carrier2Id], references: [counterparties.id] }),
+  carrier3: one(counterparties, { fields: [orders.carrier3Id], references: [counterparties.id] }),
+  insuranceCompany: one(counterparties, { fields: [orders.insuranceCompanyId], references: [counterparties.id] }),
+  customsBroker: one(counterparties, { fields: [orders.customsBrokerId], references: [counterparties.id] }),
+}));
+
+export const leadsRelations = relations(leads, ({ one }) => ({
+  logist: one(users, { fields: [leads.logistId], references: [users.id] }),
+  responsible: one(users, { fields: [leads.responsibleId], references: [users.id] }),
 }));
 
 export const orderDocumentChecklistRelations = relations(orderDocumentChecklist, ({ one }) => ({

src/lib/inquiries/service.ts

@@ -1,19 +1,48 @@
 import { eq, desc } from "drizzle-orm";
 import { db } from "@/lib/db/client";
-import { inquiries, inquiryQuotes, inquiryCargoItems, orders } from "@/lib/db/schema";
+import { inquiries, inquiryQuotes, inquiryCargoItems, orders, type INCOTERMS, type PAYMENT_TERMS } from "@/lib/db/schema";
 import { formatInquiryNumber, formatOrderNumber, getManagerNumber, nextInquirySeq, nextOrderSeq } from "@/lib/orders/numbering";
 import { ensureChecklist } from "@/lib/documents/checklist";
 import { publishEvent } from "@/lib/events/bus";
 
+export type Incoterm = (typeof INCOTERMS)[number];
+export type PaymentTerms = (typeof PAYMENT_TERMS)[number];
+export type InquiryDeclineReason =
+  | "too_expensive"
+  | "unreachable"
+  | "lost_to_competitor"
+  | "postponed"
+  | "pricing_calc"
+  | "slow_processing"
+  | "other";
+
 export interface CargoItemInput {
   quantity?: number;
   lengthMm?: number;
   widthMm?: number;
   heightMm?: number;
   weightKg?: number;
+  tnvedCode?: string;
 }
 
-export interface CreateInquiryInput {
+// Общие для Запроса и Заявки поля-справочники (условия поставки/оплаты,
+// подрядчики) — общий тип, чтобы не дублировать сигнатуру между
+// CreateInquiryInput/UpdateInquiryInput и orders/service.ts.
+export interface SharedDealFields {
+  incoterm?: Incoterm;
+  paymentTerms?: PaymentTerms;
+  prepaymentPercent?: number;
+  carrierPayTerms?: string;
+  receivablesDeadline?: Date;
+  carrier1Id?: string;
+  carrier2Id?: string;
+  carrier3Id?: string;
+  insuranceCompanyId?: string;
+  customsBrokerId?: string;
+  recipientContactName?: string;
+}
+
+export interface CreateInquiryInput extends SharedDealFields {
   customerId: string;
   managerId: string;
   cargoDescription: string;
@@ -27,9 +56,10 @@ export interface CreateInquiryInput {
   deadline?: string;
   source: "email" | "phone" | "messenger";
   cargoItems?: CargoItemInput[];
+  leadId?: string;
 }
 
-export interface UpdateInquiryInput {
+export interface UpdateInquiryInput extends SharedDealFields {
   cargoDescription?: string;
   routeFrom?: string;
   routeTo?: string;
@@ -39,11 +69,24 @@ export interface UpdateInquiryInput {
   clientRate?: number | null;
   comment?: string;
   deadline?: string;
+  status?: "kp_preparation" | "kp_response" | "negotiation" | "signing";
 }
 
+const INQUIRY_RELATIONS = {
+  customer: true,
+  manager: true,
+  quotes: { with: { carrier: true } },
+  cargoItems: true,
+  carrier1: true,
+  carrier2: true,
+  carrier3: true,
+  insuranceCompany: true,
+  customsBroker: true,
+} as const;
+
 export async function listInquiries() {
   return db.query.inquiries.findMany({
-    with: { customer: true, manager: true, quotes: { with: { carrier: true } }, cargoItems: true },
+    with: INQUIRY_RELATIONS,
     orderBy: desc(inquiries.createdAt),
   });
 }
@@ -51,13 +94,7 @@ export async function listInquiries() {
 export async function getInquiry(id: string) {
   return db.query.inquiries.findFirst({
     where: eq(inquiries.id, id),
-    with: {
+    with: { ...INQUIRY_RELATIONS, attachments: { with: { uploadedBy: { columns: { id: true, name: true } } } } },
-      customer: true,
-      manager: true,
-      quotes: { with: { carrier: true } },
-      cargoItems: true,
-      attachments: { with: { uploadedBy: { columns: { id: true, name: true } } } },
-    },
   });
 }
 
@@ -77,8 +114,14 @@ export async function createInquiry(input: CreateInquiryInput) {
   return row;
 }
 
+/** Стадия начинается на kp_preparation; firstRespondedAt проставляется автоматически при первом уходе с неё (заменяет прежний ручной тумблер "Отметить отвеченным" — общий статус-дропдаун теперь покрывает этот переход сам). */
 export async function updateInquiry(id: string, input: UpdateInquiryInput) {
-  const [row] = await db.update(inquiries).set(input).where(eq(inquiries.id, id)).returning();
+  const patch: typeof input & { firstRespondedAt?: Date } = { ...input };
+  if (input.status && input.status !== "kp_preparation") {
+    const existing = await db.query.inquiries.findFirst({ where: eq(inquiries.id, id) });
+    if (existing && !existing.firstRespondedAt) patch.firstRespondedAt = new Date();
+  }
+  const [row] = await db.update(inquiries).set(patch).where(eq(inquiries.id, id)).returning();
   return row;
 }
 
@@ -95,25 +138,11 @@ export async function deleteQuote(quoteId: string) {
   await db.delete(inquiryQuotes).where(eq(inquiryQuotes.id, quoteId));
 }
 
-export async function declineInquiry(inquiryId: string) {
+export async function declineInquiry(inquiryId: string, reason: InquiryDeclineReason, detail?: string) {
-  await db.update(inquiries).set({ status: "declined" }).where(eq(inquiries.id, inquiryId));
+  await db
-}
-
-/** Manual status control for the "new" <-> "quoted" pair — "converted"/"declined" have their own dedicated flows (convertInquiryToOrder/declineInquiry) since they carry side effects beyond a status flip. */
-export async function setInquiryAnswered(inquiryId: string, answered: boolean) {
-  const inquiry = await db.query.inquiries.findFirst({ where: eq(inquiries.id, inquiryId) });
-  if (!inquiry || inquiry.status === "converted" || inquiry.status === "declined") return inquiry;
-
-  const [row] = await db
     .update(inquiries)
-    .set(
+    .set({ status: "declined", declineReason: reason, declineReasonDetail: detail })
-      answered
+    .where(eq(inquiries.id, inquiryId));
-        ? { status: "quoted", firstRespondedAt: inquiry.firstRespondedAt ?? new Date() }
-        : { status: "new" },
-    )
-    .where(eq(inquiries.id, inquiryId))
-    .returning();
-  return row;
 }
 
 /**
@@ -144,6 +173,17 @@ export async function convertInquiryToOrder(inquiryId: string) {
       customsPlace: inquiry.customsPlace,
       transportMode: inquiry.transportMode,
       transportType: inquiry.transportType,
+      incoterm: inquiry.incoterm,
+      paymentTerms: inquiry.paymentTerms,
+      prepaymentPercent: inquiry.prepaymentPercent,
+      carrierPayTerms: inquiry.carrierPayTerms,
+      receivablesDeadline: inquiry.receivablesDeadline,
+      carrier1Id: inquiry.carrier1Id,
+      carrier2Id: inquiry.carrier2Id,
+      carrier3Id: inquiry.carrier3Id,
+      insuranceCompanyId: inquiry.insuranceCompanyId,
+      customsBrokerId: inquiry.customsBrokerId,
+      recipientContactName: inquiry.recipientContactName,
     })
     .returning();
 

src/lib/inquiries/stages.ts

@@ -0,0 +1,45 @@
+/** Информационная справка по стадиям воронки "Запрос" — из присланных пользователем схем. Не блокирует переход, только подсказка в UI (см. Phase 2 plan: "структура сначала, автоматизация отдельным шагом"). */
+export interface StageInfo {
+  label: string;
+  requirements: string[];
+  transitionCriteria: string;
+}
+
+export const INQUIRY_STAGE_INFO: Record<string, StageInfo> = {
+  kp_preparation: {
+    label: "Подготовить и отправить КП",
+    requirements: [
+      "Связаться с клиентом",
+      "Получить предложение от подрядчиков, ставки на доставку груза",
+      "Если своё таможенное оформление: запросить документы для ТО, подготовить поставку к оформлению, рассчитать таможенный платёж",
+      "Проанализировать предложения подрядчиков, сформировать приоритетное предложение",
+      "Подготовить КП и отправить клиенту по почте либо ЭДО",
+    ],
+    transitionCriteria: "Клиент получил КП и дал обратную связь.",
+  },
+  kp_response: {
+    label: "Получить ОС по КП",
+    requirements: [
+      "Уточнить, какой у клиента есть вариант ставки",
+      "Перезапросить у подрядчиков предложения по ОС по КП",
+      "Ещё раз оговорить условия с подрядчиком",
+    ],
+    transitionCriteria: "Клиент готов заключить сделку — переходим к переговорам. Если нет — отказ с указанием причины.",
+  },
+  negotiation: {
+    label: "Переговоры",
+    requirements: ["Путём переговоров выяснить, на каких условиях клиент готов подписать контракт"],
+    transitionCriteria: "Клиент готов к подписанию документов. Если нет — отказ с указанием причины.",
+  },
+  signing: {
+    label: "Подписание документов",
+    requirements: [
+      "Запросить карточку компании клиента",
+      "Подготовить типовой договор/заявку, отправить клиенту по почте либо ЭДО",
+      "Получить от клиента заполненный вариант поручения экспедитору (или прислать свой вариант)",
+      "Проверить данные для связи с клиентом и получателем (ФИО, телефоны)",
+      "Получить подписанный скан от клиента",
+    ],
+    transitionCriteria: "Клиент подписал документы — создаётся заказ (заявка).",
+  },
+};

src/lib/leads/service.ts

@@ -0,0 +1,128 @@
+import { eq, desc } from "drizzle-orm";
+import { db } from "@/lib/db/client";
+import { leads, inquiries } from "@/lib/db/schema";
+import { formatLeadNumber, nextLeadSeq } from "@/lib/orders/numbering";
+import { publishEvent } from "@/lib/events/bus";
+
+export type LeadSource = "mail" | "phone" | "referral" | "cold_call" | "website" | "tg_bot";
+export type LeadDeclineReason = "not_reachable" | "not_target" | "spam" | "duplicate" | "other";
+
+export interface LeadInput {
+  firstName?: string;
+  lastName?: string;
+  patronymic?: string;
+  birthDate?: Date;
+  phone?: string;
+  email?: string;
+  position?: string;
+  companyName?: string;
+  source?: LeadSource;
+  transportMode?: "road" | "rail" | "sea" | "air";
+  transportType?: "consolidated" | "tent" | "trawl" | "backhaul" | "container";
+  // Массивы хранятся как JSON-строка (см. doc-комментарий у leads в schema.ts) — сериализация тут, а не в API-роуте, чтобы вызывающий код всегда работал со string[].
+  serviceTypes?: string[];
+  cargoClassification?: string[];
+  additionalServices?: string;
+  routeFrom?: string;
+  routeTo?: string;
+  cargoDescription?: string;
+  lengthMm?: string;
+  widthMm?: string;
+  heightMm?: string;
+  weightKg?: string;
+  volumeM3?: string;
+  tnvedCode?: string;
+  placesCount?: number;
+  cargoCost?: number;
+  logistId?: string;
+  responsibleId?: string;
+  comment?: string;
+  status?: "new" | "in_progress";
+}
+
+function serialize<T extends { serviceTypes?: string[]; cargoClassification?: string[] }>(input: T) {
+  return {
+    ...input,
+    serviceTypes: input.serviceTypes ? JSON.stringify(input.serviceTypes) : undefined,
+    cargoClassification: input.cargoClassification ? JSON.stringify(input.cargoClassification) : undefined,
+  };
+}
+
+function deserialize<T extends { serviceTypes: string | null; cargoClassification: string | null }>(row: T) {
+  return {
+    ...row,
+    serviceTypes: row.serviceTypes ? (JSON.parse(row.serviceTypes) as string[]) : [],
+    cargoClassification: row.cargoClassification ? (JSON.parse(row.cargoClassification) as string[]) : [],
+  };
+}
+
+export async function listLeads() {
+  const rows = await db.query.leads.findMany({
+    with: { logist: true, responsible: true },
+    orderBy: desc(leads.createdAt),
+  });
+  return rows.map(deserialize);
+}
+
+export async function getLead(id: string) {
+  const row = await db.query.leads.findFirst({ where: eq(leads.id, id), with: { logist: true, responsible: true } });
+  return row ? deserialize(row) : null;
+}
+
+export async function createLead(input: LeadInput) {
+  const seq = await nextLeadSeq();
+  const number = formatLeadNumber(seq);
+  const [row] = await db.insert(leads).values({ ...serialize(input), number }).returning();
+  return deserialize(row);
+}
+
+/** При взятии в работу назначить responsibleId — этим же вызовом стадия переводится на in_progress (см. lead-actions.tsx). */
+export async function updateLead(id: string, input: LeadInput) {
+  const [row] = await db.update(leads).set(serialize(input)).where(eq(leads.id, id)).returning();
+  return row ? deserialize(row) : null;
+}
+
+export async function declineLead(id: string, reason: LeadDeclineReason, detail?: string) {
+  await db.update(leads).set({ status: "declined", declineReason: reason, declineReasonDetail: detail }).where(eq(leads.id, id));
+}
+
+/**
+ * Лид -> Запрос. customerId обязателен (как и в createInquiry) — привязку к
+ * конкретному контрагенту-клиенту делает менеджер в момент конвертации
+ * (companyName на лиде — просто текст с этапа "неквалифицированного"
+ * контакта, не гарантированно совпадает с уже заведённым контрагентом).
+ */
+export async function convertLeadToInquiry(
+  leadId: string,
+  extra: { customerId: string; managerId: string; source: "email" | "phone" | "messenger" },
+) {
+  const lead = await db.query.leads.findFirst({ where: eq(leads.id, leadId) });
+  if (!lead) throw new Error("Лид не найден");
+  if (lead.status === "converted") throw new Error("Лид уже конвертирован в запрос");
+
+  const { formatInquiryNumber, getManagerNumber, nextInquirySeq } = await import("@/lib/orders/numbering");
+  const managerNumber = await getManagerNumber(extra.managerId);
+  const seq = await nextInquirySeq(extra.managerId);
+  const number = formatInquiryNumber(managerNumber, seq);
+
+  const [inquiry] = await db
+    .insert(inquiries)
+    .values({
+      number,
+      customerId: extra.customerId,
+      managerId: extra.managerId,
+      source: extra.source,
+      cargoDescription: lead.cargoDescription || "—",
+      routeFrom: lead.routeFrom || "—",
+      routeTo: lead.routeTo || "—",
+      transportMode: lead.transportMode,
+      transportType: lead.transportType,
+      leadId: lead.id,
+    })
+    .returning();
+
+  await db.update(leads).set({ status: "converted", convertedInquiryId: inquiry.id }).where(eq(leads.id, leadId));
+  publishEvent({ type: "inquiry.created", inquiryId: inquiry.id, managerId: inquiry.managerId });
+
+  return inquiry;
+}

src/lib/leads/stages.ts

@@ -0,0 +1,19 @@
+import type { StageInfo } from "@/components/stage-info-panel";
+
+export const LEAD_STAGE_INFO: Record<string, StageInfo> = {
+  new: {
+    label: "Новый запрос",
+    requirements: ["При взятии клиента в работу назначить себя ответственным и перевести карточку на следующую стадию"],
+    transitionCriteria: "Клиент взят в работу.",
+  },
+  in_progress: {
+    label: "Запрос в обработке",
+    requirements: [
+      "Связаться с клиентом, ответить на вопросы",
+      "Квалифицировать (наш/не наш)",
+      "Уточнить сферу деятельности клиента, определить нужные услуги",
+      "Уточнить у клиента состав груза (наименование, код ТНВЭД, габариты, вес, объём, упаковка)",
+    ],
+    transitionCriteria: "Получены все необходимые сведения для начала обработки запроса.",
+  },
+};

src/lib/mail/config.ts

@@ -9,6 +9,15 @@ export interface MailboxSettings {
   user: string;
   password: string;
   allowInsecureTls: boolean;
+  smtpHost?: string;
+  smtpPort?: number;
+}
+
+export interface SmtpSettings {
+  host: string;
+  port: number;
+  user: string;
+  password: string;
 }
 
 /** Settings for the running IMAP listener — null if never configured or disabled. */
@@ -22,6 +31,26 @@ export async function getMailboxSettings(): Promise<MailboxSettings | null> {
     user: config.user,
     password: decryptCredential(config.passwordEnc),
     allowInsecureTls: config.allowInsecureTls,
+    smtpHost: config.smtpHost ?? undefined,
+    smtpPort: config.smtpPort ?? undefined,
+  };
+}
+
+/**
+ * Настройки исходящей почты — тот же аккаунт (user/password), что и для
+ * IMAP, независимо от того, включён ли сейчас приём (config.enabled). Null,
+ * если smtpHost/smtpPort не заполнены — вызывающий код (lib/mail/smtp.ts)
+ * молча не отправляет, как push без VAPID.
+ */
+export async function getSmtpSettings(): Promise<SmtpSettings | null> {
+  const config = await db.query.mailboxConfig.findFirst();
+  if (!config || !config.smtpHost || !config.smtpPort) return null;
+
+  return {
+    host: config.smtpHost,
+    port: config.smtpPort,
+    user: config.user,
+    password: decryptCredential(config.passwordEnc),
   };
 }
 
@@ -34,6 +63,8 @@ export async function saveMailboxSettings(settings: MailboxSettings): Promise<vo
     allowInsecureTls: settings.allowInsecureTls,
     enabled: true,
     verifiedAt: new Date(),
+    smtpHost: settings.smtpHost,
+    smtpPort: settings.smtpPort,
   };
 
   const existing = await db.query.mailboxConfig.findFirst();
@@ -59,5 +90,7 @@ export async function getMailboxStatus() {
     user: config?.user ?? null,
     imapHost: config?.imapHost ?? null,
     verifiedAt: config?.verifiedAt?.getTime() ?? null,
+    smtpHost: config?.smtpHost ?? null,
+    smtpPort: config?.smtpPort ?? null,
   };
 }

src/lib/mail/smtp.ts

@@ -0,0 +1,27 @@
+import nodemailer from "nodemailer";
+import { getSmtpSettings } from "@/lib/mail/config";
+
+/**
+ * Исходящая почта — best-effort, как push-уведомления без VAPID: если SMTP
+ * не настроен (getSmtpSettings вернул null) или отправка упала, функция
+ * просто логирует и возвращает false, никогда не бросает исключение в
+ * вызывающий код (не должна ронять смену статуса заявки).
+ */
+export async function sendMail({ to, subject, text }: { to: string; subject: string; text: string }): Promise<boolean> {
+  const settings = await getSmtpSettings();
+  if (!settings) return false;
+
+  try {
+    const transport = nodemailer.createTransport({
+      host: settings.host,
+      port: settings.port,
+      secure: settings.port === 465,
+      auth: { user: settings.user, pass: settings.password },
+    });
+    await transport.sendMail({ from: settings.user, to, subject, text });
+    return true;
+  } catch (err) {
+    console.error("[smtp] send failed for", to, err);
+    return false;
+  }
+}

src/lib/orders/notify.ts

@@ -0,0 +1,29 @@
+import { eq } from "drizzle-orm";
+import { db } from "@/lib/db/client";
+import { orders, counterparties } from "@/lib/db/schema";
+import { sendMail } from "@/lib/mail/smtp";
+import { CLIENT_NOTIFY_STAGES } from "@/lib/orders/stages";
+
+/**
+ * Письмо клиенту при смене статуса — только для стадий, явно отмеченных в
+ * схемах воронки блоком "Уведомление клиента на почту" (см.
+ * CLIENT_NOTIFY_STAGES). Best-effort: не отправляет и молча выходит, если
+ * SMTP не настроен или у клиента нет contactEmail — тем же принципом, что
+ * push без VAPID.
+ */
+export async function notifyClientOfStatus(orderId: string, status: string): Promise<void> {
+  const statusText = CLIENT_NOTIFY_STAGES[status];
+  if (!statusText) return;
+
+  const order = await db.query.orders.findFirst({ where: eq(orders.id, orderId) });
+  if (!order) return;
+  const customer = await db.query.counterparties.findFirst({ where: eq(counterparties.id, order.customerId) });
+  if (!customer?.contactEmail) return;
+
+  const vehicle = order.poaVehiclePlate ? `Автомобиль (${order.poaVehiclePlate}), водитель ${order.poaDriverName ?? "—"}. ` : "";
+  await sendMail({
+    to: customer.contactEmail,
+    subject: `Заявка ${order.number}: обновление статуса`,
+    text: `Добрый день, ${customer.contactName ?? customer.name}!\n${vehicle}Статус: ${statusText}.`,
+  });
+}

src/lib/orders/numbering.ts

@@ -1,6 +1,6 @@
 import { eq, sql } from "drizzle-orm";
 import { db } from "@/lib/db/client";
-import { inquiries, orders, users } from "@/lib/db/schema";
+import { inquiries, orders, leads, users } from "@/lib/db/schema";
 
 /**
  * Запрос и заявка используют один и тот же формат номера —
@@ -43,6 +43,22 @@ export function formatOrderNumber(managerNumber: number, seq: number, date: Date
   return formatThNumber(managerNumber, seq, date);
 }
 
+/**
+ * Лиды нумеруются отдельно от запросов/заявок — без кода менеджера (лид ещё
+ * не обязательно закреплён за ответственным на момент создания). Формат
+ * VTH{год2}-{seq7} — латиница вместо кириллического "ВТХ" из схемы, чтобы не
+ * смешивать алфавиты в машинном номере (как и с EL/TH у соседних сущностей).
+ */
+export async function nextLeadSeq(): Promise<number> {
+  const [row] = await db.select({ count: sql<number>`count(*)` }).from(leads);
+  return (row?.count ?? 0) + 1;
+}
+
+export function formatLeadNumber(seq: number, date: Date = new Date()): string {
+  const yy = String(date.getFullYear() % 100).padStart(2, "0");
+  return `VTH${yy}-${String(seq).padStart(7, "0")}`;
+}
+
 export async function getManagerNumber(managerId: string): Promise<number> {
   const manager = await db.query.users.findFirst({ where: eq(users.id, managerId) });
   if (!manager?.managerNumber) {

src/lib/orders/service.ts

@@ -1,7 +1,12 @@
 import { eq, desc } from "drizzle-orm";
 import { db } from "@/lib/db/client";
-import { orders, orderIncomeLines, orderExpenseLines, orderEvents, trackingUpdates } from "@/lib/db/schema";
+import { orders, orderIncomeLines, orderExpenseLines, orderEvents, trackingUpdates, type INCOTERMS, type PAYMENT_TERMS } from "@/lib/db/schema";
 import { publishEvent } from "@/lib/events/bus";
+import { notifyClientOfStatus } from "@/lib/orders/notify";
+
+export type Incoterm = (typeof INCOTERMS)[number];
+export type OrderPaymentTerms = (typeof PAYMENT_TERMS)[number];
+export type OrderDeclineReason = "cargo_stolen" | "cargo_not_shipped" | "other";
 
 export interface OrderVisibility {
   id: string;
@@ -11,7 +16,16 @@ export interface OrderVisibility {
 /** Менеджер видит только свои заявки; админ и бухгалтер — все (нужно для финансов/отчётов). */
 export async function listOrders(visibility: OrderVisibility) {
   const rows = await db.query.orders.findMany({
-    with: { customer: true, manager: true, incomeLines: true, expenseLines: true, documentChecklist: true },
+    with: {
+      customer: true,
+      manager: true,
+      incomeLines: true,
+      expenseLines: true,
+      documentChecklist: true,
+      carrier1: true,
+      insuranceCompany: true,
+      customsBroker: true,
+    },
     orderBy: desc(orders.createdAt),
   });
   if (visibility.role === "manager") {
@@ -32,10 +46,23 @@ export async function getOrder(id: string) {
       attachments: true,
       events: { with: { author: true }, orderBy: desc(orderEvents.createdAt) },
       documentChecklist: { with: { signedBy: true } },
+      carrier1: true,
+      carrier2: true,
+      carrier3: true,
+      insuranceCompany: true,
+      customsBroker: true,
     },
   });
 }
 
+export async function declineOrder(orderId: string, reason: OrderDeclineReason, detail?: string) {
+  await db
+    .update(orders)
+    .set({ status: "declined", declineReason: reason, declineReasonDetail: detail, updatedAt: new Date() })
+    .where(eq(orders.id, orderId));
+  await logSystemEvent(orderId, `Заявка отклонена: ${reason === "cargo_stolen" ? "Украли груз" : reason === "cargo_not_shipped" ? "Груз не вышел фактически" : detail}`);
+}
+
 /** Сумма строк с учётом НДС — используется и в марже, и в documents/checklist.ts для сравнения с лимитом подписи менеджера. */
 export function sumWithVat(lines: { sum: number; vatRate: number }[]): number {
   return lines.reduce((acc, l) => acc + l.sum * (1 + l.vatRate / 100), 0);
@@ -54,7 +81,19 @@ export function computeMargin(order: { incomeLines: { sum: number; vatRate: numb
   };
 }
 
-const STATUS_LABEL: Record<string, string> = { new: "Новая", in_progress: "На исполнении", done: "Завершена", closed: "Закрыта" };
+export const STATUS_LABEL: Record<string, string> = {
+  new: "Новая заявка",
+  carrier_placement: "Размещение у подрядчика",
+  pickup_from_supplier: "Отгрузка от поставщика",
+  in_transit: "В пути",
+  border: "Граница",
+  terminal_warehouse: "Терминал/СВХ",
+  delivery_to_client: "Доставка клиенту",
+  payment_updoc: "Получить оплату/УПД",
+  receivables: "Дебиторка",
+  completed: "Сделка завершена",
+  declined: "Отказ",
+};
 const PAID_LABEL: Record<string, string> = { unpaid: "Не оплачен", partial: "Частично", paid: "Оплачен" };
 
 export async function logSystemEvent(orderId: string, body: string) {
@@ -62,10 +101,22 @@ export async function logSystemEvent(orderId: string, body: string) {
   publishEvent({ type: "order.event", orderId });
 }
 
+export type OrderStatus =
+  | "new"
+  | "carrier_placement"
+  | "pickup_from_supplier"
+  | "in_transit"
+  | "border"
+  | "terminal_warehouse"
+  | "delivery_to_client"
+  | "payment_updoc"
+  | "receivables"
+  | "completed";
+
 export async function updateOrder(
   id: string,
   input: Partial<{
-    status: "new" | "in_progress" | "done" | "closed";
+    status: OrderStatus;
     paidStatus: "unpaid" | "partial" | "paid";
     docsReceived: boolean;
     edoUploaded: boolean;
@@ -77,6 +128,20 @@ export async function updateOrder(
     poaVehiclePlate: string;
     poaVehicleModel: string;
     poaValidUntil: Date;
+    driverPhone: string;
+    incoterm: Incoterm;
+    paymentTerms: OrderPaymentTerms;
+    prepaymentPercent: number;
+    carrierPayTerms: string;
+    receivablesDeadline: Date;
+    carrier1Id: string;
+    carrier2Id: string;
+    carrier3Id: string;
+    insuranceCompanyId: string;
+    customsBrokerId: string;
+    recipientContactName: string;
+    senderContactName: string;
+    shipDate: Date;
   }>,
 ) {
   const before = await db.query.orders.findFirst({ where: eq(orders.id, id) });
@@ -89,6 +154,7 @@ export async function updateOrder(
   if (before) {
     if (input.status && input.status !== before.status) {
       await logSystemEvent(id, `Статус изменён: ${STATUS_LABEL[before.status]} → ${STATUS_LABEL[input.status]}`);
+      void notifyClientOfStatus(id, input.status);
     }
     if (input.paidStatus && input.paidStatus !== before.paidStatus) {
       await logSystemEvent(id, `Оплата: ${PAID_LABEL[before.paidStatus]} → ${PAID_LABEL[input.paidStatus]}`);

src/lib/orders/stages.ts

@@ -0,0 +1,72 @@
+import type { StageInfo } from "@/components/stage-info-panel";
+
+/** Справка по стадиям воронки "Заявка" — из присланных пользователем схем, дословно сжато. Информационно, не блокирует переход (см. Phase 2 plan). */
+export const ORDER_STAGE_INFO: Record<string, StageInfo> = {
+  new: {
+    label: "Новая заявка",
+    requirements: ["При необходимости сменить логиста — если логист не меняется, сразу переводим на следующий этап"],
+    transitionCriteria: "В сделке актуальный логист.",
+  },
+  carrier_placement: {
+    label: "Размещение у подрядчика",
+    requirements: [
+      "Менеджер: незамедлительно проинформировать логиста о новой заявке; выставить счёт клиенту, если нужна предоплата",
+      "Логист: разместить заявку у утверждённого подрядчика, подтвердить документы, согласовать условия",
+      "Получить данные на авто и водителя, счёт за услуги от подрядчика",
+    ],
+    transitionCriteria: "Подписанные документы и счета получены от подрядчика.",
+  },
+  pickup_from_supplier: {
+    label: "Отгрузка от поставщика",
+    requirements: [
+      "Связаться с клиентом, подтвердить дату отгрузки",
+      "Логист: уточнить готовность водителя, застраховать при необходимости, проверить разрешительные документы",
+      "Получить фото с погрузки, проверить транспортные документы",
+    ],
+    transitionCriteria: "Груз погружен, ТН получена, все транспортные документы заполнены корректно.",
+  },
+  in_transit: {
+    label: "В пути",
+    requirements: ["Информировать клиента о возможных задержках", "Отслеживать статус доставки груза", "Если своё ТО — подготовить документы, провести таможенный платёж, передать комплект брокеру"],
+    transitionCriteria: "Груз прибыл на границу / терминал / СВХ / напрямую к клиенту.",
+  },
+  border: {
+    label: "Граница",
+    requirements: ["Информировать клиента о возможных задержках", "Удостовериться в правильности заполненной документации"],
+    transitionCriteria: "Груз прошёл границу, прибыл на СВХ РФ.",
+  },
+  terminal_warehouse: {
+    label: "Терминал/СВХ",
+    requirements: ["Документы по прибытию груза к таможенному оформлению", "Получить доп. документы для согласования с органами при необходимости", "Согласовать дату доставки получателю"],
+    transitionCriteria: "Груз растаможен/перегружен/перемаркирован, согласована дата доставки.",
+  },
+  delivery_to_client: {
+    label: "Доставка клиенту",
+    requirements: ["Подтверждение по доставке груза клиенту", "Согласовать дату, время, адрес, контактное лицо доставки"],
+    transitionCriteria: "Подписаны документы по приёму груза, есть фото/сканы (ТТН/ЦМР/ТН).",
+  },
+  payment_updoc: {
+    label: "Получить оплату/УПД",
+    requirements: ["Получить от клиента подписанный УПД (ЭДО, скан или оригинал)", "Проверить поступление оплаты по счетам"],
+    transitionCriteria: "Клиент запросил отсрочку → Дебиторка. Оплата и УПД получены → Сделка завершена.",
+  },
+  receivables: {
+    label: "Дебиторка",
+    requirements: ["Уточнить информацию об оплате счёта к согласованной дате", "При переносе — обновить крайний срок оплаты"],
+    transitionCriteria: "100% оплаты получено.",
+  },
+  completed: {
+    label: "Сделка завершена",
+    requirements: ["Связываться с клиентом 2 раза в неделю (пн/чт), если платёж отложен"],
+    transitionCriteria: "—",
+  },
+};
+
+/** Стадии, на которых уходит письмо клиенту (см. lib/orders/notify.ts) — только те, что явно отмечены в схемах блоком "Уведомление клиента на почту". */
+export const CLIENT_NOTIFY_STAGES: Record<string, string> = {
+  pickup_from_supplier: "Груз погружен",
+  in_transit: "Груз на границе",
+  border: "Груз на терминале",
+  terminal_warehouse: "Груз на терминале",
+  delivery_to_client: "Груз на выгрузке",
+};

src/lib/reports/service.ts

@@ -1,8 +1,16 @@
-import { eq, gte } from "drizzle-orm";
+import { eq, gte, inArray } from "drizzle-orm";
 import { db } from "@/lib/db/client";
 import { orders, users } from "@/lib/db/schema";
 import { computeMargin } from "@/lib/orders/service";
 
+// Старая 4-статусная модель (new/in_progress/done/closed) заменена 10
+// стадиями (см. Phase 2 plan) — "done" здесь означает "груз доставлен или
+// далее по воронке" (delivery_to_client и позже), "closed" — единственное
+// финальное успешное состояние "completed". Сохраняет форму отчёта (два
+// показателя), не меняя её смысл радикально.
+const DELIVERED_OR_LATER = ["delivery_to_client", "payment_updoc", "receivables", "completed"] as const;
+const IN_TRANSIT_STATUSES = ["carrier_placement", "pickup_from_supplier", "in_transit", "border", "terminal_warehouse"] as const;
+
 /** По менеджерам: кол-во заявок и маржа — основа для расчёта премий. */
 export async function managerReport() {
   const managers = await db.query.users.findMany({ where: eq(users.role, "manager") });
@@ -36,9 +44,9 @@ export async function periodicReport(days: number) {
       const margin = computeMargin(o);
       acc.turnover += margin.incomeTotal;
       acc.margin += margin.marginWithVat;
-      if (o.status === "done" || o.status === "closed") acc.done += 1;
+      if ((DELIVERED_OR_LATER as readonly string[]).includes(o.status)) acc.done += 1;
       if (o.paidStatus === "paid") acc.paid += 1;
-      if (o.status === "closed") acc.closed += 1;
+      if (o.status === "completed") acc.closed += 1;
       return acc;
     },
     { turnover: 0, margin: 0, done: 0, paid: 0, closed: 0 },
@@ -50,7 +58,7 @@ export async function periodicReport(days: number) {
 /** Заявки в пути "прямо сейчас" — для ежедневного контроля. */
 export async function inTransitToday() {
   return db.query.orders.findMany({
-    where: eq(orders.status, "in_progress"),
+    where: inArray(orders.status, [...IN_TRANSIT_STATUSES]),
     with: { customer: true, manager: true },
   });
 }
@@ -69,7 +77,7 @@ export async function requestSlaReport() {
           responded.length /
           60_000
         : null;
-    const pending = own.filter((i) => i.status === "new").length;
+    const pending = own.filter((i) => i.status === "kp_preparation").length;
     return { manager: m, total: own.length, avgResponseMinutes, pending };
   });
 }

src/lib/tracking/service.ts

@@ -1,12 +1,12 @@
-import { eq, ne, desc } from "drizzle-orm";
+import { eq, notInArray, desc } from "drizzle-orm";
 import { db } from "@/lib/db/client";
 import { orders, trackingUpdates, orderEvents } from "@/lib/db/schema";
 import { publishEvent } from "@/lib/events/bus";
 
-/** Единая лента слежения — все не закрытые заявки с их последним обновлением. Заменяет три отдельных Excel-файла (Fidelis/Liebherr/Квинтмади). */
+/** Единая лента слежения — все не завершённые/не отклонённые заявки с их последним обновлением. Заменяет три отдельных Excel-файла (Fidelis/Liebherr/Квинтмади). */
 export async function listActiveTracking() {
   const activeOrders = await db.query.orders.findMany({
-    where: ne(orders.status, "closed"),
+    where: notInArray(orders.status, ["completed", "declined"]),
     with: { customer: true, manager: true, trackingUpdates: { orderBy: desc(trackingUpdates.createdAt), limit: 1 } },
     orderBy: desc(orders.updatedAt),
   });