Get your A.C.C.O.U.N.T.S. in order.
By Martin Bissett
There is a difference between a pipeline and a simple list of prospects.
MORE ON BUSINESS DEVELOPMENT: Consider Hiring a Sales Director | Understand the DNA of Business Development Success | Do You Deliver on Your Website’s Promises? | Lowballing Is Undervaluing Yourself | Appraise Your Prospects | The Science of Pipelines | Do You Have a Pipeline or Just a List? | Develop the Habit of Consistency | Prepare Your Next Generation of Professionals | Overcome Recurring Fee Apathy | Banish the Idea that Selling is Difficult | How to Win Your First Client | You’re Selling All the Time
A true pipeline grades prospects, works out the value of each prospect and determines where they should fit in your business development efforts. You can use this process to create a mathematical equation that scores how likely you are to win the work.