“Our pipeline is the heart of our business so let’s give it some attention.”

How is your project pipeline?

1. Backlog – amount of work awarded but not started
   1. Do you have a backlog list – you need one
   2. Calculate your runway – how long before you are out of work
   3. How does if fit compared to your sales cycle – can you win more work before you run out of work
2. How was first quarter
   1. Your backlog is the measuring stick for your sales & marketing efforts
   2. Calculate the numbers – the win rate per lead / initial contact / proposal
   3. Compare to your projections from the beginning of the year
3. Make adjustments
   1. Did you reach your goals
   2. What needs to adjust? Sales, leads, etc.
   3. Lessons learned – what did we learn in first quarter – what worked?

This is very important for the success of our business and we need to spend the time needed to get this right.

Take-Action Item:

1. Review your current efforts and how first quarter worked out

2. Make adjustments as needed

3. Make a plan and take-action