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Consulting 101: Building a Pipeline
One of the best sales concepts is the idea of the "pipeline". If you are a professional salesperson then you know what I'm talking about and may not want to read any further (the math below might be of interest). Understanding a Sales PipelineThe idea of a pipeline is pretty simple. Think of the overall sales process for a single customer:
That's the overall sales process for one account. When you think of it in the context of multiple accounts, that's your pipeline. Now, different leads have different "states" or:
Now, here's why this is important: To make consulting work for you, you need to have an active pipeline while you're doing the current job. The last thing that you want to do is try and find work when you're not working since that means you aren't getting paid during the period when you are finding work. ConclusionThe basic idea of a pipeline is very, very simple. For our organization what I do is is update our intranet with a single web page showing every open lead and it's total $ value. This keeps everyone aware of the reality at all points and encourages them to keep their eyes open for business.
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