A Tale of Two Pipelines – Being fully in Control
When someone mentions a pipeline, most of us immediately think about revenue forecasting.
Makes sense.
After all, understanding what's likely to bill over the next few months is essential. But there's another type of pipeline that can be just as valuable and surprisingly few people use it effectively.
It's called a Relationship Pipeline.
Rather than tracking jobs and fees, it tracks the progression of your most important and high value prospects from complete stranger to high value client.
Done properly, it can help you forecast future business opportunities months or even years in advance.
In this post, I break down the five stages of a relationship pipeline and explain how it can transform your approach to business development.
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About this blog
Mike Ames
Author
During 36 years in business, I’ve learnt a lot about growing businesses. In these short video blogs, I share what I’ve learned on BD, client care, staff attraction, marketing, leadership and much more.
