How Pipeline Conversion Is Calculated
Each stage of the project-intake funnel is converted as a percentage of the stage before it: qualification rate is qualified ÷ leads, proposal rate is proposals ÷ qualified, and win rate is wins ÷ proposals. Overall conversion from leads to wins is wins ÷ leads.
Why It Matters
Consulting, agency, and PMO teams use pipeline conversion to spot where deals are lost. A low proposal rate points to weak qualification; a low win rate points to pricing or proposal quality. This tool complements the marketing Funnel Conversion tool, which models a web funnel by percent per stage.