Two thousand serviceable accounts, fifteen account executives, twenty to twenty-five active accounts each. Between 15 and 19 per cent of the market gets human attention. The rest gets none. That is physics, not a failing of the team.
Buyers fill roughly four of the five slots on their shortlist on the first day of the process, and the winner comes from that day-one list between 85 and 95 per cent of the time. Discovery frameworks start too late to change that.
Every determinant of winnability that survived eight years of propensity modelling traced back to seven factors. Nothing further reduced, nothing missing.
Most organisations make the highest-leverage decision in revenue with the least rigour
Every revenue leader already weights a forecast. Twenty per cent for a first meeting, sixty once a proposal is out, ninety when procurement has the paperwork. The awkward question is why we only start weighting after we have already spent the money. Every input in that column is evidence generated by the activity you were trying to decide whether to fund.
Which accounts are we working on? Answer that badly and nothing downstream saves you. Not your discovery framework, not your value proposition, not the methodology you licensed last year. You can qualify beautifully and still be qualifying the wrong list.
Winnable rebuilds the weighting from the outside in, using what a company files, publishes, buys, builds, hires for and says, before a seller has given the account a week of their life.
Six factors make a probability. One says what winning is worth. They are multiplied, never averaged, then divided by the hours the pursuit will consume.
The parts of the book that would not sit still on a page
Model capabilities move faster than print, and so does the law. Three things will live here instead of in the book, where they can be corrected.
The prompts
Seven implementation-ready scoring prompts, the Orchestrator and the JSON schemas, versioned.
Coming soonThe worksheets
Eight one-page templates, from the Time-Value Equation to the First 30 Day Playbook.
Coming soonThe regulatory position
Commencement timetables, the UK and EU divergence on automated decisions, and the long form of the Chapter Twelve self-assessment.
Coming soonThe map will be free. The digging will not.
Seeing beneath the surface of your market is an edge today. It will not remain one. The signals are open, the models are commoditising, and sooner or later your closest competitor will be looking at the same seam you are. What is left when that happens is intent: which accounts you will organise your company around, resource properly, return to after the first no, and fight for.
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