Public guide · Updated 5 October 2026
A pipeline review should identify the next decision needed to progress each case. Repeatedly writing “chased” is a sign that the team may not know the actual blocker.
Define what stalled means
Agree how long a case can remain at each stage without a meaningful next action. Use appropriate expectations for the transaction and avoid comparing unlike stages. Check the accuracy of the status before escalating.
Identify the decision owner
For each stalled case, record the blocker, who can resolve it, the action required and the next update time. Separate a missing document from a customer decision or a third-party dependency. Do not imply that the agency controls all transaction timescales.
Review recovery and prevention
Assign follow-up and confirm progress through reliable evidence. After resolution, check whether earlier qualification or a clearer handover could have prevented the delay. Close or reclassify cases that no longer represent a genuine active opportunity.
Run a 15-minute team exercise
- Select three anonymised stalled cases at different stages.
- Write the blocker without using the word “chase”.
- Name the decision owner and one useful next action.
Finish by choosing one change to try this week. Name the owner and review date, and use anonymised examples rather than sharing customer or employee details.
What to review next week
Track aged cases, cases with no next action and movement between defined stages. Pair pipeline value with probability and current evidence, rather than treating every open record as revenue.
Manager guide and member resources
This public guide explains the method. Membership adds the monthly team meeting, manager notes and editable resources; the member delivery programme remains separate from these public SEO pages.
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