One hour a week

• 1. Set up the AOS

  You’ll enter your monthly and annual targets, each client’s history and this year’s target, and turn on weekly activity targets and the 55-point plan.

• 2. Log every opportunity in PipeTime

  For each deal, you’ll log the date qualified, close date, value, any retainer, your honest win % and the seven qualification questions. The AOS will work out its age, days to close, Qual Score and weighted value.

• 3. Let time sort the pipeline

  Live will mean closing within 60 days, under 80 days old and qualified. Over 80 days, or gone quiet, will mean back burner. Everything else will be early stage. Moves will be suggested; you approve them.

• 4. Spend one hour a week on it

  You’ll read predicted intake (weighted live pipeline ÷ 3) against the monthly target, act on the flags (not qualified, 80 days or more, closing after 60 days, past the close date) and log the week’s activity.

• 5. Monthly and quarterly: revenue, plan, accounts

  Each month, you’ll enter confirmed invoices against target and review the 55-point plan. Each quarter, you’ll review the portfolio and account plans.

• 6. Decide and learn

  Won and lost deals will show what to qualify out earlier. The decision log will record what you decided and why. The assistant will draft follow-ups and suggestions; nothing changes without approval.

Log every deal honestly, let time and qualification decide what’s live, expect a third of it to land, spend one hour a week on it, and write down what you decide.