Forecast
The forecast is a lens over the enquiries. Value comes from the leading quote on each one, so the forecast and the board can never disagree — they are reading the same rows, computed the same way.
How it works
- 01
Understand where value comes from
The leading quote on each open enquiry, not a hopeful figure typed onto a card. If there is no quote, there is no value — which is the honest answer.
- 02
Weight it by stage, not by feeling
Each stage carries a probability, and the pipeline template sets them. They are assumptions, and they are visible ones.
- 03
Watch what moved, not the total
The total moves slowly and tells you little. What entered and left each stage this week is the number that changes what you do on Monday.
- 04
Reconcile with the board
If the forecast surprises you, open the board. The disagreement is always in the enquiries, and it is always visible.
Worth knowing
There is no money on the board on purpose. Value belongs here; a board covered in figures stops being read for what it is for.
A superseded quote leaves the forecast the moment it is superseded, without leaving the record. Both of those matter.