Deal cycle 45 days shorter, win rate up 14%

What was not working

Deals died in the middle, during security review and legal. Nobody tracked where they stopped, and a stalled deal looked exactly like an active one in the pipeline.

What we did

1. 01Split the long middle of the pipeline into stages that match what the buyer is doing.
2. 02Prepared the security and legal answers once, as a document pack sent at the right stage.
3. 03Flagged deals with no next step after a set number of days and made them visible to the manager.
4. 04Measured time in stage every week, which made the two slowest stages obvious.

Published with written permission from the client, who asked not to be named. That is why the business is described by industry and location rather than by its name, and why every number here carries the system it came from.