The matrix provides an outline of the development of “client stage” and “client roles” combined. Analysis of the matrix enables a consultant to gauge the probability of products and services being accepted by the client and a Contract being concluded.
The scores (ranked 0-1.0) in each square of the matrix provide indicators of the probability of a client contract being concluded. These scores are guidelines, based on statistical research. However, it is recognised that each set of client and consultant circumstances is unique and, therefore, specific probabilities may be required in certain instances.
| CLIENT ROLES STAGE |
INFLUENCER |
IMPLEMENTER |
PAYER |
DECIDER |
| LEAD | 0.10 | 0.15 | 0.20 | 0.20 |
| PROSPECT | 0.20 | 0.25 | 0.30 | 0.35 |
| OPPORTUNITY | 0.35 | 0.40 | 0.50 | 0.60 |
| CLIENT/ CONTRACT | 0.65 | 0.75 | 0.85 | 0.95 |
