stage-playbook

---
name: stage-playbook
description: "How to choose the next pipeline stage for a deal from its momentum and risk signals."
---
Use this playbook to pick the single most appropriate next stage for a deal.

Pipeline stages, in order:

1. `lead` — initial interest, no qualification yet.
2. `qualified` — budget, authority, need, and timeline (BANT) confirmed.
3. `proposal` — a quote or proposal has been sent.
4. `negotiation` — terms are actively being discussed.
5. `won` — the deal is closed and signed.
6. `lost` — the deal is dead; record the reason.

Decision rules:

- Advance one stage at a time unless a strong signal justifies a jump.
- Strong forward signals: a signed document, a scheduled close date, an
  explicit verbal commitment, or procurement engagement.
- Risk signals that hold a deal back: no reply for two or more weeks, the
  champion leaving, or repeated reschedules.
- When momentum is unclear, prefer the conservative stage and lower your
  confidence rather than guessing high.

Always justify the chosen stage in the rationale with the specific signal you
relied on.

From open-mercato/open-mercato at 5e58462, shown as plain text under its license: MIT (permissive). The license text is in LICENSE.

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