“The pipeline meeting delivers so much value; it's a strategic conversation around the best way to allocate resources.” – Adam Hale The finer details of this episode:Need for accurate data in pipeline managementStrategic implications of pipeline meetingsChallenges of waiting percentages in pipeline managementMethods for evaluating and forecasting pipeline opportunitiesTools and strategies for pipeline managementAdvice for looking forward and utilizing pipeline management Timestamps:Pipeline Management (00:00:44)Importance of understanding sales cycle, activities creating pipeline, and strategic implications of pipeline meetings. Data Analysis and Forecasting (00:02:47)Evaluating committed projects, analyzing potential opportunities, and using historical data for forecasting. Operational and Financial Alignment (00:03:36)Bringing finance, operations, and pipeline management together in meetings, and using pipeline data as guardrails for improvement. Strategic Resource Planning (00:09:49)Evaluating the impact of big contracts on pipeline size, considering the need for increased resources, and the role of finance in decision-making. Shortening Sales Cycle (00:12:21)Advising on ways to shorten the sales cycle, improving sales efficiency, and the relationship between sales cycle length and pipeline size. Challenges of Waiting Percentages (00:14:59)Disadvantages of waiting percentages in pipeline management and the preference for categorizing deals into simple buckets. Pipeline conversation for service-based clients (00:18:00)Discussion on tools and strategies for service-based and project-based clients, including sales, pricing, and seasonality. Strategic implications of pipeline management (00:19:20)Importance of pipeline management for advising clients and looking forward, and the various ways it can help businesses. Conclusion and call to action (00:19:36)Promotion of the podcast's website for more tips and strategies for achieving success in the accounting industry. Episode resources:Summit Virtual CFO by Anders website: https://www.summitcpa.net/If you have questions or would like to be a guest on the show, email us at [email protected] out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/  

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