The author compares past and present projects based on the source, progress, and ratings of the lead and job. If the lead becomes a client, the value of the design and construction contracts is added.
The author compares past and present projects based on the source, progress, and ratings of the lead and job. If the lead becomes a client, the value of the design and construction contracts is added.

Our remodeling company has been using lead sheets — simple printed forms on which we record information about potential clients who call our office — for several years now. We described the process in a previous Business column ("Save Time With a Lead Sheet," 8/07); here, I'll explain how we use the data we gather to better focus our sales efforts on those clients and projects that best suit our company.

At the initial call, we fill in the lead sheet, then store it in a binder. Once every quarter, I enter the data from the lead sheets into a spreadsheet that has been set up to produce a number of graphs. The nice thing about a graph is that you can look at it and know immediately whether the trend is up, down, or steady. If we looked only at raw...

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