Customer Value Follow-up

The customer value list is the list. Each line opens into the actions that deliver it.

Road map

Overview — actions done of actions owed

none done partly done all done no action in this step One box per action — click a box to approve it. Hover a cell to read its actions.

Where the energy goes

Nothing confirmed yet — click a gate number in the chart.
How to read this good signal - the process continues bad signal - leave the process what happens if you do not cut New enquiries Finite capacity: senior hours, PM slots, proposal effort 0 of 40 gates confirmed screen every enquiry What happens at one gate Every one of the 40 gates runs the same way. 1 Ask the gate's question 2 Listen for the signal in the answer Good signal: continue to the next gate Bad signal: say the exit wording, leave A gate you skip is a gate you pay for later. cheap exit expensive exit cost of exiting at this depth bad signal good signal BAD SIGNAL AT ANY OF THE 40 GATES Bad signal detected what do you do? 0 cut now carry on anyway Cut the process Use that gate's exit wording. Close it politely, keep the door open. What stops being spent Proposal hours, senior attention, PM slots, delivery capacity. Capacity released The same energy now screens new enquiries instead of carrying one bad account for a year. no gates cut yet released capacity returns to the top of the funnel Free work continues unpaid proposals, unpaid discovery + cost Scope expands, decisions reopen rework, delivery team idle + cost Inputs chased, dates slip the damage spreads to your other projects + cost Invoices delayed, blame shifts cash locked, senior time in meetings + cost No acceptance, no renewal, no referral the account closes negative + cost Capacity destroyed it never reaches the next customer every step here costs more than cutting at the gate above Delivered, accepted, paid 0 of 40 gates passed Renewal, referral, repeat work a good customer sends more good customers good customers bring better-qualified enquiries
Capacity is the constraint, not demand. Every enquiry runs the same forty gates. A good signal keeps the process moving down the middle to delivery, renewal and referral, and that loop returns better-qualified enquiries to the top. A bad signal is a reason to leave the process, and the moment you leave decides what it costs: cut at the gate and the hours, senior attention and delivery slots come back unspent, ready for the next enquiry. Carry on anyway and the same capacity is spent on free work, reopened decisions, chased inputs, delayed invoices and an account that closes negative — capacity that is not lost to that customer so much as lost to every good customer it was never available for.