Use This Spreadsheet to Evaluate Prospects

Tiny businessman standing on dripping faucetGet 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.

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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.