The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by an unappetising combination of oil, grease, food waste and other materials that have no place in the system.
Will your apparent pipeline values decline in the short term? Almost inevitably, but only because the value in those opportunities wasn’t real anyway. Will your pipeline values recover? Pretty quickly, if you focus your teams on uncovering inherently high-quality new opportunities.
Will your future forecasts prove more accurate? Unquestionably. And what about your revenues? Well, if those opportunities were unclosable, they were never going to generate any revenues anyway. So, you’re unlikely to lose in the short term, and very likely to gain – probably significantly – in upcoming forecast periods.
What’s stopping you?
This article was originally published by the author on LinkedIn