Step 1
Contact master
Score each contact 1–5 on five criteria. Tier is calculated. Work A-tier 15–20 at a time; use B-tier for referral asks only.
| Name | Company | Title | Auth | Warm | Trig | Co fit | NS fit | Score | Cflt | Tier | Status |
|---|
Step 2
Pipeline
A contact becomes an opportunity only once a real conversation is live. Advance a stage only when its exit criteria are actually met — see Playbook.
| Company | Contact | Opportunity | Service | Team | Monthly | Annual | Stage | Prob | Weighted | Days | Next step | Due | Blocker |
|---|
Step 3
Activity log
One row per touch. Before revenue exists, this is your evidence of momentum — and the thing that buys you patience.
| Date | Company | Contact | Channel | Touch | What was said or sent | Outcome | Next action | Due |
|---|
Calculated
Dashboard
Bar width encodes weighted value, not count — so a single scoped opportunity outweighs twenty first touches, which is how it should read.
Funnel by stage
Conversion — actual vs plan
| Step | Actual | Plan | What it means |
|---|
Contact list health
| Tier | Contacts | Guidance |
|---|
Step 4
Weekly report to Brazil
Metrics are pulled from your log. Write the three narrative sections, then copy the text out. Keep it to one page.
—
Reference
Playbook
Stage exit criteria, the touch sequence, and the scoring weights this tool applies.
Stage exit criteria
| Stage | Prob | Plan | Do not advance until |
|---|
Touch sequence — warm network
| Day | Channel | Purpose |
|---|---|---|
| 0 | LinkedIn DM | Pure reconnect. Zero ask, zero pitch. This is what separates “Roberto reached out” from “Roberto is selling something.” |
| 4 | One line on what you are doing now. Still no meeting request. | |
| 9 | Email or LinkedIn | Value drop — a relevant insight. No ask. |
| 14 | Direct ask: 20 minutes. | |
| 22 | Graceful close: circling back once, then leaving it alone. | |
| — | Quarterly | Nurture, not pursuit. |
Scoring weights
| Criterion | Weight | 1 = low | 5 = high |
|---|
Positioning
Never lead with “Brazilian dev shop, better rates.” That is the same email four hundred other vendors sent, and it starts a price conversation you cannot win.
Lead with the problem you have personally lived: frozen headcount, an unfrozen roadmap, and offshore vendors who do not understand validation. GxP, CSV, 21 CFR Part 11, audit trails, IQ/OQ/PQ.
Your real differentiator is that you were the buyer. “I have sat in your chair managing these vendors. Here is what I would never accept, and here is how we structured this to avoid it.” No competitor can say that.
Your data
Synced to Cloudflare KV against your Access identity. Use Refresh when you switch devices. Download a backup weekly — KV has no version history.