How the 10-point score becomes a category · Pipeline, Best Case, Most Likely, Commit, Commit Locked · and what to do at each.
One card per category. The score band on the front, the operational meaning and the next move on the back. This is the bridge from “what is the number” to “what do I do Monday.”
Hypothesis only. The buyer has not validated the outcome. Not committable.
Do this. Work the discovery motion. Get one pillar to real evidence (a 2) before you forecast it.
Evidence is present but the case is incomplete. Worth working, not worth the board.
Do this. Name the single weakest pillar and the one action that moves it this week.
The next two weeks of execution. One missing pillar with a named coaching action.
Do this. Move the pillar, move the deal. Do not coach the deal in aggregate · coach the gap.
Defensible to the CRO. EB engaged, MAP buyer-owned, Outcome validated. One pillar may sit at 1.
Do this. Protect it. Close the last gap to lock it before the forecast call.
All five pillars at full evidence. Survives a board read.
Do this. This is the standard for what should land in-period. Nothing left to chase.
Run your eye down the scores, not the close dates. Anything called Commit that sits below 8 is the first conversation · that is where forecasts break.