Pipeline Tracker (PipeTime)
Each deal is weighted by your honest chance of winning it. A deal only counts as live if it closes within 60 days, is under 80 days old and passes a seven-question qualification check. Expect about a third of the weighted total to land.
Part of the Agency Operating SystemThree trays, sorted by time.
Early stage
Not closing within 60 days, or not qualified yet. Kept warm, not counted.
Live
Closing within 60 days, under 80 days old and qualified. Only these count towards predicted intake.
Back burner
Over 80 days old, or the client has gone quiet. Deals that stop qualifying are flagged here; you approve the move.
- In the pipeline
- £60,000
- Weighted (value × win %)
- Adds to predicted intake (÷ 3)
*Illustrative. Win % is your judgement, not the stage. The qualification threshold shown is an example.
Qual Score.
Seven yes/no questions, answered for every deal. The more yes answers, the better qualified the deal. The guide’s rule of thumb: deals that score 70% or more are won about eight times in ten.
- We’ve had a proper brief or discovery
- There’s a budget
- There’s a sponsor on their side
- There’s no competition
- We know who we’re up against
- We’ve met them before the pitch
- There’s a deadline
Predicted intake.
Add up the weighted live deals, new clients and existing ones, and expect about a third of it to land. Set that against your monthly target. Deals you rate at 75% or more also feed the revenue forecast, so the forecast and the money agree.
Won and lost deals stay on file, so you learn what to qualify out earlier.