Capture leads consistently
Decide where leads enter the system and require enough structure that a rep can understand what the record represents later.
- Review bulk imports before they land.
- Capture field discoveries with photos or signboards when useful.
- Keep source and ownership clear.
Qualify before the pipeline
Research the business, identify relevant contacts and record why the prospect is worth pursuing before creating unnecessary opportunities.
- Company fit and site context.
- Decision-maker research.
- Utility or energy information when available.
Protect follow-up discipline
Every active lead should have a clear owner and a visible next action. Shared access should not erase accountability.
- Use tasks and activities for next steps.
- Keep notes attached to the lead.
- Move qualified leads into the pipeline without recreating the record.