Tuesday 21 July

View as

Pipeline

Every open deal · scored, weighted, ranked.

live · 06:00 GMT·21 open · 7 closed last 12m

Weighted pipeline

£2.7m

47% conviction · £5.7m raw

Likely close · this Q

£216k

Negotiation + late proposal

Win rate · TTM

57%

Avg cycle 47 days

Velocity

£227k/wk

Weighted, rolling

At risk

£3.2m

Past stage ageing threshold

Net new · this Q

£580k

+£420k vs prior Q

Stage flow

conversion · last 12m

Lead

4 deals

£420k

68d avg4 stale

65%

Qualified

5 deals

£905k

72d avg5 stale

70%

Discovery

5 deals

£1.4m

70d avg5 stale

55%

Proposal

4 deals

£1.4m

71d avg4 stale

62%

Negotiation

3 deals

£1.6m

69d avg3 stale

Board · five active stages

Table Board

Lead

4 · £420k

Qualified

5 · £905k

Discovery

5 · £1.4m

Proposal

4 · £1.4m

Negotiation

3 · £1.6m

ICP rating

Pipeline shape · by fit, not by count.

By £ value

Strong fit · 75+
8 · £3.4m · 38%
Workable · 55–74
9 · £1.8m · 43%
Weak · <55
4 · £420k · 19%

The shape we want: more green by £ value than count. Each red deal needs an explicit “why are we still on this” in the weekly review.

Highest ICP fit · open

92 · green

Trove Botanicals →

Cosmetics · £620k/yr · Charlie

Sector fit · Strong
Volume potential · Strong
52k orders/yr, EU expansion live.
Retention probability · Strong
Geography · Strong
EU footprint matches Growth Fulfilment European network · NL hub.
Complexity · Fit
Light cold chain for serums.

Won / lost · 12 months

Competitor attribution and loss-reason pattern.

Monthly · wins vs losses

16 won £4.7m · 10 lost £2.6m

Jun

Jul

Aug

Sept

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Competitor attribution

TSP
Headline price
3W / 5L
Northforce Logistics
EU footprint
2W / 2L
Pennine Fulfilment
Northern proximity
1W / 3L
Manchester 3PL Co
Capacity availability
1W / 1L

Loss reasons

Price
5 · 45%
Location preference
3 · 27%
Capacity
2 · 18%
EU footprint gap (now closed)
1 · 10%