The problem this solves
Speed and rhythm quietly decide funnel performance. Leads answered days after they asked to talk, because no response-time rule exists and no one measures it; follow-up that depends on individual conscientiousness; pipeline reviews that drift into status theatre; and no operating rhythm connecting weekly activity to quarterly targets until the quarter is already lost. None of this appears on a strategy slide, and all of it compounds into the miss the strategy gets blamed for.
How we work
We assess three operational layers. SLAs: what response and follow-up commitments exist, whether they are measured, and what CRM timestamps say actually happens, including speed-to-lead on your highest-intent sources where minutes genuinely matter. Funnel operations: the working rules for how items advance, stall, and get re-engaged, and whether anyone acts when they are breached. Cadence: the meeting rhythm from daily standups to quarterly reviews, and whether each recurring meeting changes decisions or just consumes calendars.
Everything is tested against data rather than self-description, because stated response times and measured ones are reliably different numbers.
The deliverable is an operating discipline scorecard with measured baselines, a gap analysis against what your funnel volume and deal size actually warrant, and a recommended operating model: the SLAs worth committing to, the measurements to install, and a leaner cadence that manages the funnel instead of narrating it.
Deliverables
- Measured speed-to-lead and follow-up baselines from CRM timestamps
- SLA inventory: stated commitments versus measured reality
- Funnel operating rules review covering stall, advance, and re-engagement handling
- Meeting cadence audit rating each recurring forum for decision value
- Recommended operating model with SLAs, measurements, and cadence