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Example firm

The Stuck Stage

One follow-up habit stopped, and conversion fell from 37% to 7%.

Now, Oct 2026
$461K · 3%
If nothing changes, Oct 2027
$378K · −23%
With the Growth Plan, Oct 2027
$646K · 23%
Extra profit, next 12 months
+$1.63M

Monthly revenue · Growth Rate. The healthy range for Growth Rate is 10% to 35%.

What went wrong

In mid-May, the follow-up call within three days of sending a proposal started slipping. Nobody decided to stop it. The team got busy, and it just happened less. Proposals followed up within three days fell from 64% to 19%, and proposals that became clients fell from 37% to 7%. Growth Rate fell from 30% to under 3%, below its 10% floor, and Utilization dropped to 69% as new work dried up. Proposals kept going out, so the Weekly Scorecard looked fine.

What the Dashboard showed
Funnel Steps, The Stuck Stage. Proposal-to-client conversion fell from 37% in early May to about 7%, while the normal firm held near 40%.

Funnel Steps, The Stuck Stage. Proposal-to-client conversion fell from 37% in early May to about 7%, while the normal firm held near 40%.

If nothing changes

Without the follow-up almost nothing converts. Clients leave at the usual rate and nobody replaces them: revenue falls from $461K to about $378K a month by October 2027, Growth Rate drops to about −23%, and Utilization to 54%.

The levers to pull, and why

  • Sales Habits. The 3-day follow-up stopped in May, and conversion collapsed with it. It's the cause, so it's the lever.
  • Funnel Steps. Conversion is the result to watch: from about 6% back to 42% as follow-up returns and the stuck proposals get answers.

With the Growth Plan

Conversion back at 42% turns proposals into new work from January: revenue about $646K a month by October 2027 instead of $378K, and about $1.63M more profit over 12 months, the largest gain of the eight. Growth Rate overshoots to about 49% in April as the firm catches up, then settles near 23%.

Revenue: if nothing changes, and with the Growth Plan
Revenue, The Stuck Stage. If nothing changes, revenue falls to about $378K a month. With follow-up restored, about $646K.

Revenue, The Stuck Stage. If nothing changes, revenue falls to about $378K a month. With follow-up restored, about $646K.

Illustrative. Juniper Ridge Advisory is a fictional firm with a full year of modeled data, analyzed the way we analyze yours.

The tempting fix

Why not spend more on marketing?

Leads aren't the problem; proposals stall after they go out. More leads would pile up behind the same gap.

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