The first rule I work by is simple: if we can’t name what should move, we’re not ready to build.
It sounds obvious, and it is often skipped. A team buys a tool, sets up a workflow and then asks what it was for. A number written down first gives the project a finish line and gives everyone a way to say no to extra work.
What counts as a number
- Days from first call to proposal.
- Share of open deals with a next step and a date.
- Forecast accuracy against what closed.
- Hours a week spent on a task nobody likes.
These are examples of the kind of number I mean. They are not claims about any company’s results.
Two questions before you build
- What is the number today, and where does it come from?
- What would we see in a month if this worked?
If you can’t answer the first, measuring comes before building. If you can’t answer the second, the project is still an idea.
The catch
A number can be wrong. Pick one that you can measure with data you already have, and be ready to change it after the first look at the real figures.
If you want this built around your own pipeline, email me or see RevLathe.
Related: Find your ideal customer in the deals you already closed
I’m Seth Levanen. I find the AI shortcuts that keep the quality and drop the busywork. Email me if you want to talk about it.