Pipeline
Stages & probability
Pipeline stages reflect where each enquiry is in your sales process. Probability weightings let the practice dashboard show a realistic forecast of expected income.
Default stages
- New
- First contact — someone has reached out but you haven't assessed the job yet.
- Scoping
- You're understanding the scope and preparing a fee proposal.
- Proposal
- A fee proposal has been sent. Waiting for a decision.
- Negotiating
- The client is interested but fee or scope is under discussion.
- Won
- Appointment confirmed. Ready to convert to a project.
- Lost
- The enquiry did not convert — client chose another practice, deferred, or didn't proceed.
Probability weighting
Each enquiry has a probability percentage — your estimate of the likelihood of winning that job. The practice dashboard multiplies each enquiry's estimated fee by its probability to show an expected pipeline value.
For example: three enquiries at £10,000 each, at 80%, 50% and 20% probability, give an expected pipeline of £15,000 — not £30,000.
NoteProbability is a judgement call, not a precise figure. Even rough estimates (80% / 50% / 20%) make the pipeline value far more useful than treating every enquiry as a certain win.
Last updated June 2026