Chapters · 5 of 9
- 01 · One Business, Four Kinds of Records
- 02 · Define Leads and Contacts
- 03 · Build the Person Lifecycle
- 04 · Define Opportunity Stages
- 05 · Build the Account Lifecycle
- 06 · Assign Owners and Handoffs
- 07 · Define Important Fields and Sources
- 08 · Resolve Conflicts and Open Questions
- 09 · Capstone: Publish the Business Truth Map
10 min · Interactive exercise
Chapter 5 of 90 complete
Build the Account Lifecycle
Exercise: build an Account lifecycle for a worked example, choosing the evidence that moves a company between stages.
Scene 1 · Earlier in Acme’s story · The number nobody can defendScene 1 of 7
Acme is a customer. Apparently.
Acme Manufacturing sits in the target segment. Priya downloaded a guide and requested a walkthrough. A workflow sees that request and sets Acme to Customer.
Acme — Account lifecycleCustomer
Acme — new business OpportunityDiscovery in progress
Signed agreementnone on file
Commercial activation eventnone anywhere in the record
Nothing was bought. Nothing was signed. Somewhere a board deck now contains a customer count built on a walkthrough request, and the person who has to defend that number in a meeting is not the person who wrote the workflow.
The rule this chapter uses
The company relationship is its own dimension. It needs the same discipline the person lifecycle got in Chapter 3: a meaning, entry evidence, one accountable owner, a milestone date, valid exits, and a reporting rule — for every stage.
This worked example moves Acme through Target, Prospect, Customer, Former customer, and Recycled. Those are illustrations of the shape, not a taxonomy to copy into your own CRM.
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Chapter 5 of 90 complete