Chris Merritt — Tue, 11 Sep 2007 06:16:59 GMT

Nice post … thanks. Would love to know the remaining seven questions, but these provide plenty of “food for thought.” In my experience (at much smaller, but growing, sw cos.) is that: for (1), that you might like to distinguish between “high profit” and “high cost” customers, but in practice it’s too difficult, esp. if you’re small / just starting; for (2), a lot of thought needs to go into streamlining a process and, much like my garden, it needs constant pruning; and for (3), using different %ages at different stages (suspect, prospect, contract negotiations, etc…) provides a pretty good picture of where you’re likely to end up.

Anyhow, good stuff … thanks.

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