{"id":124056,"date":"2024-04-02t12:00:45","date_gmt":"2024-04-02t16:00:45","guid":{"rendered":"\/\/www.g005e.com\/?p=124056"},"modified":"2024-08-29t23:53:31","modified_gmt":"2024-08-30t03:53:31","slug":"the-math-behind-pipelines","status":"publish","type":"post","link":"\/\/www.g005e.com\/2024\/04\/02\/the-math-behind-pipelines\/","title":{"rendered":"the real math behind the sales pipeline"},"content":{"rendered":"<p><strong><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-124057\" src=\"\/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922.jpeg\" alt=\"man writing in notebook\" width=\"1600\" height=\"1067\" srcset=\"\/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922.jpeg 1600w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-424x283.jpeg 424w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-849x566.jpeg 849w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-768x512.jpeg 768w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-1536x1024.jpeg 1536w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-300x200.jpeg 300w, \/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/manwriting_adobestock_652185922-600x400.jpeg 600w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/strong><\/p>\n<p><strong>four business development steps that are worth your while.<\/strong><\/p>\n<p><i>by martin bissett<\/i><br \/>\n<a href=\"\/\/www.g005e.com\/shop\/mb-bdb\/\"><i>business development on a budget<\/i><\/a><\/p>\n<p>i\u2019ve taken many accounting firm partners through this process, and it\u2019s quite common for them to balk a little at the pipeline idea when they see the amount of work involved.<\/p>\n<blockquote><p><b>more: <\/b><a href=\"\/\/www.g005e.com\/2024\/03\/12\/five-questions-for-grading-prospects\/\">five questions for grading prospects<\/a> | <a href=\"\/\/www.g005e.com\/2024\/03\/05\/be-clear-about-your-roi-proposition\/\">be <\/a><a href=\"\/\/www.g005e.com\/2024\/03\/05\/be-clear-about-your-roi-proposition\/\">clear about your roi proposition<\/a> | <a href=\"\/\/www.g005e.com\/2024\/02\/06\/its-time-to-prepare-the-next-generation\/\">it\u2019s time to prepare the next generation<\/a> | <a href=\"\/\/www.g005e.com\/2024\/01\/02\/who-are-you-more-committed-to-your-firm-or-your-clients\/\">who are you more committed to, your firm or your clients?<\/a> | <a href=\"\/\/www.g005e.com\/2023\/12\/05\/nine-checkpoints-before-every-prospect-meeting\/\">nine checkpoints before every prospect meeting<\/a> | <a href=\"\/\/www.g005e.com\/2023\/11\/14\/three-questions-about-conversion\/\">three questions about conversion<\/a> | <a href=\"\/\/www.g005e.com\/2023\/10\/10\/six-keys-to-turning-prospects-into-clients\/\">six keys to turning prospects into clients<\/a> | <a href=\"\/\/www.g005e.com\/2023\/09\/12\/dont-overlook-internal-communication\/\">don\u2019t overlook internal communication<\/a> | <a href=\"\/\/www.g005e.com\/2023\/08\/22\/four-reasons-people-struggle-with-communication\/\">four reasons people struggle with communication<\/a><br \/>\n<strong><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-49700 size-full\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/><span style=\"color: #b79c00;\">exclusively for pro members. <\/span><\/strong><span style=\"color: #b79c00;\"><a style=\"color: #b79c00;\" href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2024\/04\/02\/the-math-behind-pipelines\/\">log in here<\/a> or <a class=\"external\" style=\"color: #b79c00;\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener\">2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n<p>they see it as just another call on their time when they already have far too much to do, and they ask me why they can\u2019t just write down a list of prospects and go to work on them.<\/p>\n<p>is that what you\u2019ve been thinking? well, here\u2019s why that doesn\u2019t work.<br \/>\n<!--more--><br \/>\nthe case for building a true pipeline is not just to capture the names of people you are talking to, but to be quite scientific about where you are using your chargeable time in business development.<\/p>\n<p>that allows you to prioritize. you actually have a mathematical equation that allows you to know when you should pursue a prospect and when you really shouldn\u2019t. the beauty of this is that it cuts the amount of time you spend<\/p>\n<ul>\n<li>chasing lost causes,<\/li>\n<li>making phone calls that are never answered and<\/li>\n<li>writing emails and letters that are never acknowledged.<\/li>\n<\/ul>\n<p>it may seem counterintuitive at first, but it\u2019s the time you invest in building your pipeline that actually reduces the amount of time needed to manage it effectively and to see results from it.<\/p>\n<p>so the case for a pipeline is that it actually saves times and money as you build your proactive business development efforts. when you buy into that case, your efforts will pay off.<\/p>\n<p><strong>business development tasks<\/strong><\/p>\n<p>1. list all prospective clients you are currently working on.<\/p>\n<p>2. list the first year\u2019s fees you estimate you could realize if you were to win that client.<\/p>\n<p>3. total up that figure and consider what percentage of your fee growth goal could be achieved by winning these prospects alone, before any other areas of new business are even explored.<\/p>\n<p>4. schedule specific, non-interruptible time in your diary to carry out the next action required on each of these prospects to move them one step further toward joining your firm.<\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>four business development steps that are worth your while.<\/strong><br \/>\n<a href=\"\/\/www.g005e.com\/2024\/04\/02\/the-math-behind-pipelines\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-124075\" src=\"\/\/www.g005e.com\/wp-content\/uploads\/2024\/04\/250_bissett_manwriting_adobestock_652185922.png\" alt=\"\" width=\"250\" height=\"125\" \/><\/a><br \/>\n<i>by martin bissett<\/i><br \/>\n<a href=\"\/\/www.g005e.com\/shop\/mb-bdb\/\"><i>business development on a budget<\/i><\/a><\/p>\n","protected":false},"author":1343,"featured_media":124057,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[2271,3120,3002],"tags":[],"class_list":["post-124056","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>the real math 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