T23 New business pipeline review
New business pipeline review
Lantern RevOps' own new business pipeline, reviewed weekly, with an agreed next action on every deal. Not a client deliverable: this is how we run our own growth.
How to read the forecast
The weighted forecast is a model, not a commitment: it multiplies each deal's value by its stage probability and sums the result. It is a planning input for capacity and hiring, not a number to report as booked revenue.
Sample template: the firm, people, clients and figures are fictional, and the embedded view holds synthetic sample records.
Our pipeline stages
| Stage | Entry criteria | Typical time in stage | Exit criteria |
|---|---|---|---|
| New | Inbound inquiry or referral logged | 1 to 3 days | A qualifying call is booked |
| Qualified | Budget, need and timeline confirmed on a call | 1 to 2 weeks | Discovery session scheduled |
| Discovery | Discovery session held or scheduled | 2 to 4 weeks | Decision criteria documented and a proposal is drafted |
| Proposal | Proposal sent | 1 to 3 weeks | Client responds with a decision or a redline |
| Negotiation | Terms under discussion | 1 to 2 weeks | Contract signed or the deal is lost |
| Won | Contract signed | Handed off to delivery | |
| Lost | Client declines or goes silent past the follow-up window | Loss reason recorded |
How a deal moves
flowchart LR
A[New] --> B[Qualified]
B --> C[Discovery]
C --> D[Proposal]
D --> E[Negotiation]
E --> F[Won]
C -.-> G[Lost]
D -.-> G
E -.-> G
The board below is our live Workflow view, grouped by stage. It holds every open, won and lost deal in the tracker, so this is the same view the whole team works from between reviews.
This tracker covers all of our prospects; it is an internal tool and is never shared outside Lantern RevOps.
This week's next action, by deal
| Deal | Stage | Value | Next step | Next step date |
|---|---|---|---|---|
| Granite Peak Insurance implementation | Negotiation | $52,000 | Get the liability cap redline back from client legal, promised Sep 18 | Sep 18 |
| Harbor Lane managed SEO | Proposal | $30,000 | Proposal sent Sep 8 with no reply; call before the quote expires Sep 30 | Sep 18 |
| Beacon team training | Discovery | $10,000 | Chase reply on training dates; contact silent since Sep 10 | Sep 17 |
| Acme implementation | Proposal | $48,000 | Walk through the revised proposal with finance | Sep 29 |
| Summit Ridge managed ads | Negotiation | $33,000 | Agree minimum term and notice period | Sep 26 |
| Redwood Advisory advisor training | Negotiation | $9,500 | Confirm dates for the two remote sessions | Sep 24 |
| Cobalt Labs automation | Qualified | $30,000 | Book discovery with the lab operations lead | Oct 1 |
| Mesa Freight customer updates | Discovery | $45,000 | Map current dispatch and customer notification steps | Oct 1 |
Two deals need an owner decision, not just a follow-up
Granite Peak Insurance and Harbor Lane managed SEO have both gone quiet past their promised date. Consequence if left as-is: Harbor Lane's quote expires Sep 30 and the deal effectively dies by default. Owner: Sara Ortiz, to call both contacts directly this week rather than sending another email.
Stage totals this week
| Stage | Deals | Value |
|---|---|---|
| Qualified | 5 | $94,400 |
| Discovery | 8 | $221,000 |
| Proposal | 6 | $183,600 |
| Negotiation | 6 | $139,500 |
Forecast caveats
- Probability percentages are set per stage as a rule of thumb (Qualified 20 to 25, Discovery 30 to 40, Proposal 40 to 60, Negotiation 70 to 80), not calculated from historical close rates yet. Treat the weighted forecast as directional.
- Deals with no value entered (four New inquiries this week) are excluded from every dollar figure above until they are qualified.
- A deal can still move backward, for example if Granite Peak's legal review reopens terms already agreed.
How to use this template
Duplicate this page each week and refresh the stats, tables and next actions from the live tracker. Replace these values; if a required value is missing, show Needs review instead of guessing.
| Variable | Meaning | Required |
|---|---|---|
{{review.date}} | Date of this week's pipeline review | Required |
{{pipeline.open_value}} | Sum of deal value for Qualified through Negotiation deals | Required |
{{pipeline.weighted_forecast}} | Modeled forecast, labelled as a model, not a commitment | Required |
{{deal.next_step}} | Agreed next action and date for each deal reviewed | Required |
{{deal.stall_flag}} | Deals with no client response past the expected follow-up window | Optional |
{{review.owner}} | Who leads the weekly review | Optional |
Never present the weighted forecast as committed or booked revenue; it is a planning model only.