Friday 22 May
Pipeline
Every open deal · scored, weighted, ranked.
Weighted pipeline
£2.7m
47% conviction · £5.7m raw
Likely close · this Q
£2.1m
Negotiation + late proposal
Win rate · TTM
57%
Avg cycle 47 days
Velocity
£227k/wk
Weighted, rolling
At risk
£0
Past stage ageing threshold
Net new · this Q
£580k
+£420k vs prior Q
Stage flow
conversion · last 12m
Lead
4 deals
£420k
65%
Qualified
5 deals
£905k
70%
Discovery
5 deals
£1.4m
55%
Proposal
4 deals
£1.4m
62%
Negotiation
3 deals
£1.6m
Lead
4 · £420k
Qualified
5 · £905k
Discovery
5 · £1.4m
Proposal
4 · £1.4m
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 · greenTrove 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%