K0NSULT Sales Pipeline

Lead Scoring • Stage Management • Pilot Conversion • Monetization
1
Pipeline Stages
Stage 1
Lead
Identify prospect with a real operational pain that K0nsult can address.
Owner: BizDev
Gate: Known process owner identified
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Stage 2
Qualification
Score the lead against 6 criteria to decide entry worthiness.
Owner: BizDev + Ops
Gate: Scoring >= threshold
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Stage 3
Discovery Call
Deep-dive into the client's process weaknesses and agree on a mini-audit.
Owner: Ops Lead
Gate: Agreement to mini-audit
Use Outreach Playbook templates →
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Stage 4
Pilot Proposal
Present a structured pilot scope with KPIs, timeline, and entry conditions.
Owner: Ops Lead
Gate: Client acceptance
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Stage 5
Free Pilot
Execute a 2-4 week pilot delivering a measurable operational result.
Owner: Delivery
Gate: Measurable result achieved
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Stage 6
Paid Rollout
Scale to 2-5 additional processes with confirmed budget and implementation owner.
Owner: Delivery + Account
Gate: Budget + implementation owner
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Stage 7
Retainer
Ongoing governance with cyclical reviews, KPIs, and change management.
Owner: Account + Governance
Gate: Steady rhythm + KPIs
2
Lead Scoring Calculator
Does the problem have high volume and real cost?
3
Do we have access to the process owner?
3
Can decision be made in <= 30 days?
3
Will pilot results be quickly visible?
3
Can we enter additional processes after pilot?
3
Does client need control, audit, and approval flow?
3
18
Total Score (6-30)
Enter conditionally — only if fast owner + simple starting process
3
Document Checklist per Stage
Stage Required Documents
Qualification
Discovery
Pilot Proposal
Pilot
Rollout
Retainer
4
Pilot Conversion Rules
Rule 01
Pilot must end with a number: reduced time, fewer escalations, less duplication, better control, or improved first-pass resolution.
Rule 02
Report cannot end with just diagnosis. Must include 30/60/90 day action proposal and cost of inaction.
Rule 03
Every rollout starts with the process with highest impact-to-risk ratio — not the hardest process.
5
Post-Pilot Monetization Model
Paid Rollout
When client wants to quickly enter 2-5 more processes
Scope: Implementation and workflow design across additional operational processes.
Retainer Governance
When client already has processes and needs cyclical oversight
Scope: Review, KPIs, risks, and changes on an ongoing monthly basis.
Hybrid
When post-rollout optimization and change audit needed
Scope: Combining implementation sprints with monthly review cycles.
6
Management KPIs
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Leads qualified / rejected by scoring
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Avg time: first contact to discovery
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% Discovery converted to free pilot
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% Free pilot converted to paid rollout
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% Rollout converted to retainer
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Avg processes per client after 90 days
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