Tuesday 14 July
Module 1a · Pipeline
Every deal, scored and ranked.
The board. Twenty-eight open deals across three sectors, with ICP scores, competitor attribution and twelve months of won/lost pattern to learn from. Click any card to open the full deal cockpit. All numbers placeholder until the engagement’s data-and-APIs phase (weeks 1–4).
Open pipeline · raw
£5.7m
21 deals · £272k avg
Weighted
£2.7m
47% conviction across stages
Win rate · 12 mo
57%
4 won · 3 lost
Avg cycle
47 days
Lead → close · down 6 days vs last quarter
Imported from your Pipedrive
·synced 06:00 GMT · two-way
All 28 open deals reconciled
Board · five active stages
ICP · green strong · amber fit · red weak
Lead
4 · £420k
Qualified
5 · £905k
Discovery
5 · £1.4m
Proposal
4 · £1.4m
ICP rating
Where the pipeline really sits.
The five-factor Walker ICP framework: sector fit, volume potential, retention probability, geography, complexity.
Open pipeline by ICP band
By £ value
Strong fit
Score 75+ · pursue, prioritise.
8 deals
£3.4m · 38%
Workable fit
Score 55–74 · qualify harder, name the gap.
9 deals
£1.8m · 43%
Weak fit
Score <55 · disqualify or park unless referral or strategic.
4 deals
£420k · 19%
The shape we want: more green by £ value than count. Each red-band deal needs an explicit “why are we still on this” reason in the weekly review.
Why this deal is green
ICP 92 · greenVerdant Beauty →
Cosmetics · £620k / yr · Charlie
Sector fit
Strong
Volume potential
Strong
52k orders/yr, EU expansion live.
Retention probability
Strong
Geography
Strong
EU footprint matches Walker NL hub.
Complexity
Fit
Light cold chain for serums.
Won / lost · last 12 months
Competitor attribution. The pattern, not just the score.
TSP wins on headline price. Northern players win on proximity. We win on service grade and EU footprint.
Monthly · wins vs losses
16 won £4.7m · 10 lost £2.6m
Jun
Jul
Aug
Sept
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Competitor attribution
TSP
Headline price
3W · 5L
Northforce Logistics
EU footprint
2W · 2L
Pennine Fulfilment
Northern proximity
1W · 3L
Manchester 3PL Co
Capacity availability
1W · 1L
Loss reasons · last 12 months
Price
5 · 45%
Location preference
3 · 27%
Capacity
2 · 18%
EU footprint gap (now closed)
1 · 10%