Contractor Sales & Pipeline Diagnostic

A contractor sales diagnostic is a focused, fixed-fee analytical engagement that audits how leads come into a construction business, how they move through the pipeline, and where the money is leaking on the way to a signed contract. The deliverable is a written summary with a prioritized 90-day action plan, plus reusable tools or templates populated where feasible — typically a lead-source tracker and a follow-up template you can drop into your CRM, email, or phone.

The math behind this engagement: home improvement leads cost $400 to $850 each in 2025, even the best contractors close only 30 to 40% of quoted leads, 80% of sales require five or more follow-ups, and 44% of contractors give up after one. MIT research shows that responding to a lead within 5 minutes converts at roughly 9× the rate of responding within 1 hour. This diagnostic measures all of those numbers against your real data.

This engagement is not running marketing campaigns, managing paid ads, building a CRM, or generating leads. It is analytical — measure what's working, what isn't, and rank what to cut.

The sales diagnostic is built for:

• Construction businesses doing $250K to $10M in annual revenue
• Owners whose sales feel like feast or famine
• Contractors who can't say with confidence which lead sources actually pay off
• Businesses that have been doing paid advertising (Google Ads, Facebook, HomeStars) without measuring ROI per channel
• Owners who think they should be closing more of the leads they already get

This is the right starting engagement if you're saying any of these out loud:

• “My pipeline is either too full or empty — nothing in between.”
• “We pay for Google Ads / Facebook / HomeStars but I don't know if they work.”
• “Referrals are great but we can't rely on them.”
• “We send quotes and never hear back.”
• “I have leads but I'm not closing what I used to.”

If you're more concerned about profit on the work you already have, see the Profit & Accounting Diagnostic. If the owner is the operational bottleneck, see the Systems & Operations Diagnostic.

Typical outputs — what gets delivered depends on the quality of the available lead data:

• A clearer picture of lead sources and which appear worth more or less attention
• A practical view of funnel conversion and the leakiest stage, based on the records available
• A review of response speed and follow-up discipline where that data exists
• A comparison of selected won and lost quotes to spot recurring patterns
• A prioritized set of sales-process fixes for the next 90 days
• Reusable tools or templates populated where feasible — typically a lead-source tracker or a follow-up template

• Intake review of your last 12 months of leads, marketing spend, and sample quotes
• Lead-source review and ROI assessment where the data supports it
• Funnel and conversion review (Lead → Site Visit → Quote → Won)
• Speed-to-lead and follow-up rhythm review where the data supports it
• Review of selected won and lost quotes
• One 60-minute findings call, recorded, with transcript provided
• Written summary, approximately 8–12 pages, with a prioritized 90-day action plan
• Reusable tools or templates populated where feasible — such as a lead-source tracker or follow-up template

• Last 12 months of leads — a spreadsheet, CSV export, or screenshot of your CRM. For each lead: date received, source, estimated value, status (won/lost/dead/quoted), response time
• Last 12 months revenue by source (or just total revenue — we'll reconstruct from leads)
• Marketing spend by channel for the last 12 months (Google Ads, Facebook, signage, SEO, sponsorships, vehicle wraps)
• Your current quoting process in bullets — how you price, what you send, who delivers it, follow-up cadence
• 3 won quotes and 3 lost quotes from the last 6 months (anonymized if you prefer)
• One paragraph on what a good sales month looks like vs. a bad one

If your lead data is non-existent (no CRM, no spreadsheet, no record of who came in last year), the engagement pauses for a 60-day “track everything” period using a provided template. We do not run the diagnostic on guesses.

Fee: $1,500 CAD, fixed. GST/PST extra where applicable.

Payment: 50% on signing ($750). 50% on delivery of the written summary ($750).

Refund policy: Full refund if intake review reveals the engagement isn't a fit. No refunds once analysis begins.

Credit toward coaching: 50% of the diagnostic fee credited toward a coaching package if you engage Tumbleweed Consulting for coaching within 30 days of receiving the written summary.

• Done-for-you CRM setup — recommended, not built
• Done-for-you sales management
• A marketing campaign service — no paid-ad management or lead generation
• Sales call training for your team — that's coaching engagement work
• A guarantee of increased close rate or revenue — closing more work depends on market conditions, lead quality, sales skill, pricing, and follow-through outside this scope