Bd Pipeline Review

BD Pipeline Review

The REVIEW stage of the marketing operating system (see ../INDEX.md). The weekly loop that keeps the whole engine honest and advancing.

Use when

It's the weekly review, or the user asks to "review the pipeline", "check marketing/BD metrics", "update the dashboard", or "see what's moving / stalled".

Goal

A short, fixed-cadence review that converts activity into advancing opportunities — every open item has an owner and a next step, and reporting is tied to pipeline outcomes, not likes.

Inputs to gather

1. The funnel snapshot for the period (from linkedin-funnel-ops + targeted-outreach-sequence).
2. The KPI targets from marketing-campaign-plan and the shared KPI spine.
3. The open-opportunity list with stage + last activity + next step.

Method

1. Snapshot the funnel against the KPI spine: awareness → engagement → followers → conversations → qualified → registrations/RFQs → won. One primary metric per stage.
2. Hygiene gate first: flag empty fields, stale stages, and any open item with no next step or a vague one. Clean before you analyze — a review off dirty data is theatre.
3. Focus on the few: the 3–5 priority deals + everything at-risk/stalled, not the whole list.
4. Decide + assign: for each, the next action, owner, and date — written down.
5. Report outcomes, not vanity: lead with conversations, qualified leads, registrations, RFQs, won work; show follower/impression trends only as leading indicators.
6. Close the loop: confirm last week's action items were done; carry forward what wasn't.
7. Keep it ≤30 minutes on a fixed day.

Output

An updated dashboard/metrics table (emails · replies · followers · conversations · registrations · RFQs · won) + a written action list (item · owner · date). Store in the engagement's BD folder; surface a one-screen momentum view for management.

Definition of done

• Funnel snapshot against the KPI spine.
• Hygiene pass done (no stale stages / missing next steps).
• Priority + at-risk deals reviewed.
• Written, owned, dated action items.
• Last week's actions closed-looped.
• Outcomes (not vanity metrics) lead the report.

Guardrails / pitfalls

• Vanity metrics as headline = the cardinal sin; tie everything to pipeline.
• Dirty CRM makes the review useless — hygiene is step 2, before analysis.
• Reviewing the whole list wastes the meeting; review the few that matter.
• No close-loop — unverified action items quietly die.

Related skills

Closes the loop on marketing-campaign-plan; consumes output from linkedin-funnel-ops and targeted-outreach-sequence. KPI definitions in ../_shared/kpi-spine.md.