Weekly Metrics — Click any tile to see trend
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Conversion — Won / Stage Entries
Project Kickoff Forecast — Probability-Weighted, Next 3 Months
Less likely
More likely
Cell intensity = sum of (deal $ × probability) for deals with that estimated kickoff date
Bottom of Funnel Deals
Bottom of Funnel Deals
Open: — Forecast (prob-weighted): —
| Est. KO Date | Deal | Stage | $ | Prob | Prob × $ |
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Top of Funnel — Staging & BANT
Top of Funnel Deals
Open: —
| Deal | Stage | Est. KO Date | $ |
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Active BD Initiatives
Hover any event for details · greyed = past · Source: BD Events & Marketing Tracker + Daily Sync
Market Signals — Direct Client Voice
This week, in three lines
- "Meet in the middle" scoping over fixed deliverables (Cynnovative)
- "Second SOW as a fast follow" — short first cycle (Momentus)
- "We don't use Slack" — clients have own tooling + access lag (Momentus)
🤝How clients want to engage2 quotes
Buyers asking for collaborative scoping over rigid spec-then-bid; preference for an outcome-shaped engagement.
"We didn't want to in advance over-specify what we are asking from you because we think it's best to meet somewhere in the middle where you highlight these are the capabilities that we excel at and these are what we can offer you at this time frame over this dollar value."Evan Gorman, Cynnovative · Apr 27Fathom
"The statement of work could be changed into something like provide subject matter expertise across math and NLP — that may be one way to do it because then all you're literally providing is your subject matter expertise."Evan Gorman, Cynnovative · Apr 27Fathom
⏱Pacing & follow-on expectations2 quotes
Clients want short first-cycle commitments with clear "next phase" path — no big upfront lock-in.
"Let's just keep the first week and then you'll know a lot more going into the second week what we probably need to do there."Jennifer Keirnan, Momentus · Apr 28Fathom
"I just want to make sure that we are operating from an access perspective, assuming a second SOW will be a fast follow."Jennifer Keirnan, Momentus · Apr 28Fathom
🚧Contract / process friction2 quotes
Mismatched expectations on contract type and process steps — an avoidable drag pattern.
"You said the magic word that makes more sense. You said NTE, not firm fixed price. The proposal template said firm fixed price."Jennifer Morris (Cap Law, on behalf of AE) · Apr 27Fathom
"It usually takes a couple of days, so I just want to make sure everybody's in place, at least just can see calendars, can get on Teams on Monday."Jennifer Keirnan, Momentus · Apr 28Fathom
🛠Tooling / environment realities1 quote
Clients have their own collaboration tooling preferences; assumed-shared tooling can stall the start.
"We don't use Slack." (They use Microsoft Teams, with Azure environment access lag noted.)Jennifer Keirnan, Momentus · Apr 28Fathom
All quotes verified against Fathom recording transcripts. Click attribution to open the source recording.