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Step 4 of 6 · Customers & ProspectsCustomers & Prospects: see where your revenue is exposed
Every plan depends on customers. Step 4 shows where your revenue is exposed, then works out the referrals and new leads you need each month to hit the target.
Who buys it — and who will? The Relationship Value & Risk Review, the Sales Funnel Planner, the Referral Engine and the Customer Satisfaction Survey.
Where your revenue is exposed, and the leads and referrals you need each month to hit the sales target.
Watch step 4 in a minute
Narrated by Nigel Moore. Shown with an invented business, Pemberlow Coffee Roasters Ltd.
The tools in this step
Relationship Value & Risk Review
Which customers carry your revenue, and how exposed that leaves you.
Referral Engine
How much of your growth target your network can bring, and who needs to ask for it.
Sales Funnel Planner
The calls, meetings and quotes it takes each month to win the rest.
Customer Satisfaction Survey
What your customers really think, before they tell a competitor.
How it fits the plan
Winning the work is half of it. Step 5 checks the business can deliver the extra volume. Everyone walks all six steps; your diagnostic scores decide which get a full audit and which a ten-minute check, and everything lands on your dashboard as one action plan.
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7 min read · By Nigel MooreQuestions about this step
What is customer concentration?
How much of your revenue depends on a few customers. The more it does, the more one lost account can hurt.
How does it set our sales activity?
VisionWeb sets the growth target. The Referral Engine works out how much your network can carry, and the Sales Funnel Planner sizes the new-business activity for the rest.
Is it included in my plan?
Yes. All four tools come with every BBE plan.
See how your business scores on step 4
The free diagnostic takes about ten minutes, scores all six steps and shows what to fix first. Every BBE plan then includes every tool in this step.