CRM hygiene

The CRM Neil Flannery is building is the system of record; until it is live, the shared tracker carries the same fields, plus on every opportunity: source and channel (including partner name and the buyer's own answer to "How did you hear about us?"), sector, seats and band discussed. Considered deals add decision process, paper process and the champion's evidence of action.

1. Update within 24 hours of every conversation.
2. No next-step date in the past at the weekly review: change it, act on it or close the deal.
3. A stage moves only when the exit test is met; one owner per opportunity.
4. Write every note as if the person will read it (UK data rights let them ask). No private opinions of people.
5. Never create a record from LinkedIn engagement data. Our reading of LinkedIn's developer terms (research, not legal advice; D1 open) is that member engagement data must not be used to identify sales prospects or enrich a CRM; Karl Foster is reviewing it. Records come only from people who contacted us, were introduced with their agreement or agreed to talk.
6. No imported or bought lists until Karl has cleared the lawful basis (D20).
7. Log partner introductions the day they are registered; keep Lost and No decision separate.