What I Check
The checklist behind every audit.
The audit reviews the points where existing demand usually leaks: response speed, proposal follow-up, stale opportunities, unclear ownership, and weak next steps.
1. Inbound response
From one approved, clearly marked test inquiry through your own form, I log:
- Response time
- Autoresponder content
- First human reply timing and content
- CTA clarity in the reply
- Follow-up after no response
- Form friction and drop-off points
The demand is arriving. The question is whether the response process holds onto it.
2. Proposal follow-up
I check:
- Proposals with no scheduled next step
- Last follow-up date
- Number of follow-up attempts
- Decision-stage clarity
- Buyer engagement signal
- Proposal age
- Follow-up message quality
The proposal may not be the main problem. The leakage may be what happens after.
3. Old quote requests
I check:
- Quote request age
- Quote value
- Buyer fit
- Whether buyer received a clear reply
- Whether follow-up stopped
- Reason for no close, if known
Some old quote requests are dead. Others may simply have been neglected.
4. CRM and pipeline leakage
I check:
- Stale opportunities
- Missing owners
- Unclear stages
- Old tasks
- Forgotten high-intent contacts
- Opportunities with no next action
A CRM can contain recoverable demand, but only if stale records are reviewed with a clear priority method.
5. Recovery readiness
I check:
- Buyer fit
- Prior engagement
- Timing
- Reason to re-contact
- Offer relevance
- Follow-up weakness
- Likely priority
Recovery should not mean spamming every old contact. It should mean identifying the few opportunities with enough signal to justify a thoughtful follow-up.
How I score recovery
Each opportunity is read against six plain questions:
| Criterion | Question |
|---|---|
| Fit | Is this the type of buyer your business wants? |
| Intent | Did the buyer show meaningful interest? |
| Recency | How long since the last useful interaction? |
| Value | Is the opportunity large enough to justify follow-up? |
| Follow-up weakness | Did it stall because of your process? |
| Recovery angle | Is there a specific reason to re-contact? |
What the audit avoids
- Generic funnel advice
- Vague growth strategy
- Software-first recommendations
- Fake revenue math
- Broad consulting language
- Unnecessary meetings