> ## Documentation Index
> Fetch the complete documentation index at: https://irisdocs.prescientlabs.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Pipeline Management

> Run a lightweight sales pipeline that makes next actions, conversion and forecast risk visible.

A pipeline is useful when every opportunity has a clear stage, owner and next step. It is not a spreadsheet full of companies you once emailed.

## Suggested stages

1. **Target** — account identified, no conversation yet.
2. **Conversation** — contact engaged.
3. **Qualified** — meaningful problem, ownership and credible next step confirmed.
4. **Diagnostic proposed** — scope and commercial terms sent.
5. **Decision** — client is actively deciding.
6. **Won / Lost / Nurture**.

## Use exit criteria

Do not move an opportunity because it “feels warm.” Define what must be true.

**Qualified** might require:

* a consequential problem;
* an identified owner;
* a reason to act;
* access to relevant stakeholders;
* a plausible budget or commercial route;
* an agreed next step.

## Track next action, not vague status

Weak:

> Follow up next week.

Better:

> Sarah to send two-scope diagnostic proposal by Tuesday; client COO and CTO review Thursday; decision Friday.

## Core metrics

Track:

* conversations created;
* qualified opportunities;
* proposals;
* win rate;
* average contract value;
* sales cycle;
* pipeline by stage;
* source of opportunity;
* lost reason.

## Pipeline coverage

If your expected win rate is 25%, a £100k revenue target requires materially more than £100k of qualified pipeline. Use your own conversion data rather than a universal multiple.

## Forecast discipline

Separate:

* **possible** — there is interest;
* **probable** — qualification and decision process are credible;
* **committed** — commercial and decision evidence is strong.

Do not forecast based on enthusiasm alone.

## Weekly review

For each active opportunity ask:

* What changed?
* What is the next client action?
* What is the next consultant action?
* What could kill the deal?
* Is this still qualified?

A clean pipeline makes it easier to see whether your real bottleneck is lead generation, sales conversion or delivery capacity.