Tables

We'll make these tables available as soon as possible in August, 2023. Add a comment below if you'd like us to speed up.

• Accounts
• Brands
• Campaigns (projects)
• Orders
• Organisations
• People
• Products
• Services
• Transactions

Pipeline

Marketing

• Marketing strategy and planning - Is the Marketing section of your corporate business plan kept up-to-date? Once a month should be fine for most businesses. Less is not enough.
• Market analysis and research - Before you spend significant time and cash on a new product / service, determine if it's needed first. It can be costly to guess.
• [Build product / service capability]
• Catalogue management
  • Catalogue database. We're building the tooling for this with it likely to be available before the end of August 2023. If you'd like us to speed up, or there's a feature you'd like us to include, add a comment below.
  • Identify opportunities for new products and services. Opportunties may also arise from a SWOT analysis.
  • Identify poor performers, prune catalogue - One of Gordon Ramsay's most effective techniques on Kitchen Nightmares, is to simplify the menu. Offer what you're good at and ditch the rest.
  • Distribute catalogue - Distribution of printed catalogues if often frowned about by recipients. In some cases, it can even cause anger due to the environmental impact and the potential of a person receiving more that one copy of the catalogue. Printed catalogues often go straight to the recycling bin.
• Brand, product and service awareness
  • Advertising - Consider the publications (on-line and off-line) your customers are likely to use, and target those.
  • Press and public relations (PR) - PR can often be FREE (cash, not time) and effective. Magazines are often interested in publishing content which tells an interesting story, especially if you do the hard work for them.
  • Website maintenance - Need a website which you can manage the content of? Contact support@webBRIEFCASE.com.
  • Social media management
• Lead generation - Lead generation should be a primarily marketing rather than a sales activity. The pipeline starts at marketing.
• Campaigns - Your marketing strategy should identify campaigns. Use the Kotter 8-step change model to ensure the support of your team. Don't just land it on them like a chore.
• Success stories - Be loud and proud about significant achievements in marketing and sales. Clients may be happy to provide feedback.
• Customer satisfaction surveys (CSAT) - Do you survey your clients? Be careful of going on TrustPilot until you've audited your sales pipeline quality.
• Database cleansing - Beware of keeping personal information for too long. Also of whether someone has explicitly consented to receiving marketing materials from you. Individually are personally accountable for how they handle sensitive data. Individuals should therefore be priorly trained in GDPR.

Sales

• Sales strategy and planning
• Inbound sales
• Outbound sales
• Lead profiling
• Lead qualification
• Initiate contact
• Meeting / demo
• Define / refine needs
• Order preparation
• Negotiation
• Place order

Sales order processing

• Order lead time management
• Build the capability
• Procurement
• Logistics
  • Picking
  • Packaging
  • Delivery
  • Returns
• Post go-live support (PGLS)
• Warranty
• Support

Does your pipeline match?

Does your pipeline match with what is shown above? Please do add a comment if not.