Derived from the handwritten decision flow (Image 1). Every new opportunity — whether inbound lead, referral, or partner-sourced — enters this tree. The output is a classification + next action. This should be automated in BD-Hub.
New lead arrives (any source). Capture: building name, address, unit count, ownership type, source, contact.
Portfolio ≥1,000 units? Direct-metered majority? Institutional management? Electrification at exec level? NY/CT/NJ?
40+ units? Standalone MF (coop/condo/rental)? Clear value prop? Willing to self-serve or work through channel?
Represents next-gen problems? Provides real sites + data? Willing to pay? Accelerates future IC expansion?
Log in CRM. Tag as PFC. No resources devoted. No follow-up. Monitor for category changes only.
Once classified as IC or SC, every deal follows this stage sequence (from Image 1 notes):
| Stage | Description | Trigger to Advance | Owner |
|---|---|---|---|
| 1. Qualified Lead | Classified as IC or SC. Basic info captured. Source documented. | Classification complete | Intake system / BD-Hub |
| 2. Engagement | IC: intro meeting or site visit. SC: one intro call + self-service form. | Contact made, interest confirmed | Alex (IC) / McGowan (pipeline) / Self-serve (SC) |
| 3. Proposal | Indicative proposal generated via Proposal Engine. Includes scope, pricing, projected value. | Info form complete or enough data gathered | Proposal Engine (automated) |
| 4. Feasibility / LOI | Optional: $2,500–$5,000 feasibility study. Signed LOI or intent to proceed. | Proposal accepted; fee paid or waived | Alex + partners (Solar One, Rise) |
| 5. Scope & Bid | Detailed scope of work. Final pricing. Equipment spec. Timeline. | Feasibility complete or skipped | Alex / Engineering |
| 6. Contract | SaaS + services agreement generated via Contract Engine. Signed. | Scope accepted | Contract Engine → Alex review |
| 7. Onboarding | Equipment commissioning. Platform go-live. SaaS term begins. | Contract signed, equipment installed | Operations |