How It Works
Every leak found, named and costed against your own records. Where it happens. Why it happens. What it is worth. Most of it was never on anyone's list, which is why the total lands harder than any single line.
What You Walk Away With
Every finding lands in one of four, so you can see what is money out the door and what is money never earned.
Three Levels Of Evidence
1Trust
Make the numbers reliable.
The focus is your CRM data — whichever CRM you own. The forecast has to rest on fields somebody maintains, and the system has to work as a revenue engine rather than a filing cabinet. Analysis on data you cannot trust is just a faster way to be wrong.
You come away with
The ability to pull any report, on any day, and trust what it says.
Data
Integrity of the record Fields, duplicates, automation and access. Whether the system can produce a true answer at all.Forecast
What the number is built from Which fields feed the forecast, who maintains them, and how far ahead it has ever been right.People
How the team uses it Whether reps work in the CRM or around it — and whether reporting reflects the work being done.2Analyze
Where are the problems?
With the data reliable, the analysis holds. This stage uncovers three things at once — where the problem is, how much it costs, and why it is happening.
You come away with
A short list in order of cost, each one with a figure — or a straight answer that this one cannot carry a figure.
People
Do I have a people problem? Reps, managers, coverage. Whether two people carrying the same quota are doing the same job.Process
Do I have a process problem? Handoffs, stages, follow-up. Where no defined way of working exists, so it varies by person.Product
Do I have a product or service problem? What sells on its own, what drags, and what gets discounted to move at all.Price
Do I have a price problem? Margin conceded at the close, renewals priced like new business, commission on deals nobody sold.Every finding carries its evidence level — verifiable, range, or risk. You always know which one you are looking at.
3Grow
What is worth fixing first?
You will not fix all of it, and you should not try. This stage is about sequence — what is possible in the time you have, and which items pay back soonest. Nothing new gets installed. The work is on what you already own and already pay for.
You come away with
A short ordered list of what to fix first, what can wait, and what to leave alone.
Order
Ranked by payback, not by size The biggest number is rarely the first move. Effort and time to value decide the order.Owner
A name against each item A finding with no owner stays a finding. Each one goes to the desk that can act on it.Proof
A baseline you can re-run The same measures, taken again later, so you can see whether anything moved.The Pathway
Two steps in each stage. Nothing is skipped, and nothing runs out of order.
Twenty minutes. Describe what is going on and I will tell you which stage you are in.