Can new business sit beside the client files?
Yes. Relationships, the pipeline and the introducers behind it, with contact captured from Outlook as dates and counts and a reason recorded for every opportunity lost. A won opportunity becomes a client only after a conflict check and a sanctions screen, and goes on as an onboarding invitation.
Relationships, and who brought them
Organisations and the people in them, each with an owner at the firm and the colleagues who know them. A call, meeting, email, note or referral is logged with its date, who was there and the next action. Warmth is worked out from the last contact against the firm's own thresholds, thirty and ninety days unless it sets others, so the Today page can say who is worth a call. An introducer's record carries its own diligence, when it was done, when it is next due and the agreement, and lists the clients it has introduced.
- Organisations, people and owners
- Warmth from the last contact
- Introducers with their own diligence
- The clients each introducer brought
| Organisation | Owner | Last contact | Warmth |
|---|---|---|---|
| Mahy Le Ray, Advocates | S. Ashton | 12 Oct | Warm |
| Pollet Wealth Partners | R. Falla | 21 Oct | Warm |
| Torteval Capital | S. Ashton | 3 Sep | Cooling |
| Brehaut Chartered Accountants | R. Falla | 18 May | Cold |
- Diligence
- Done 14 Mar, next due Mar 2027
- Agreement
- On file
- Clients they introduced
- 3
A pipeline that says why it lost
Opportunities move through the firm's stages, Lead, Qualified, Proposal, Negotiation and Verbal by default, each with its own probability, so the pipeline has a weighted value as well as a total. An opportunity marked lost needs a reason from the firm's list: price, lost to a competitor, no budget, timing, poor fit, went quiet or other. A loss on price or to a competitor needs the lesson in a sentence, and a revisit date puts a reminder in the owner's calendar. Insights reports why the firm lost, by quarter, beside win rate by source and days in each stage.
- Stages and probabilities, the firm's own
- A reason recorded for every loss
- Lessons in the firm's own words
- Win rate by source, days in stage
| Stage | Open | Value | Weighted |
|---|---|---|---|
| Lead · 10% | 5 | £180k | £18k |
| Qualified · 25% | 4 | £260k | £65k |
| Proposal · 50% | 3 | £310k | £155k |
| Negotiation · 70% | 1 | £120k | £84k |
| Verbal · 85% | 1 | £105k | £89k |
| Reason | Lost |
|---|---|
| Price | 4 |
| Timing | 3 |
| Lost to competitor | 2 |
| Went quiet | 2 |
Won becomes a client through compliance
A won opportunity becomes a client through the compliance file, not around it. Converting needs two checks first: a conflict check that searches the client files, every party name including former and known-as names, and the firm's relationships, with any match cleared in a written sentence; and a sanctions screen before engagement. Converting then sends the onboarding invitation, and the client file links up when it is approved, carrying the introducer with it.
- Conflict check across files and parties
- Sanctions screen before engagement
- Won only by converting
- Introducer carried onto the file
| Check | Result |
|---|---|
| Conflict check: client files, parties and relationships | 1 match, cleared with a reason |
| Sanctions screen before engagement | Clear |
- Introducer
- Pollet Wealth Partners, carried to the file
- Then
- Onboarding invitation sent to the client
Contact from Outlook, without the content
With each person's own Microsoft account connected, Flarion reads four fields of the mail exchanged with a relationship's people: when it was received, who from, to and copied. It stores the date and the count, never a subject or a message, and the link to open a thread in Outlook is looked up only when someone clicks it. It runs every half hour, looks back ninety days the first time, and anyone can opt out for their own mailbox.
- Dates and counts, never content
- Each person connects their own mailbox
- Opt out on your own account
- Every half hour, 90 days back at first
Drop in the spreadsheet you have
Drop in the spreadsheet or export the firm already keeps, as .xlsx, .xls or .csv. Each tab is read as organisations, contacts, pipeline, referrals, events or trade bodies, or skipped; columns are matched by name, and one that cannot be placed is kept as a note rather than lost. Checking the import shows what would be created and updated and writes nothing. Once confirmed, the whole import can be undone for thirty days unless the firm sets another figure: what it created is removed and what it updated is put back.
- Any workbook, any column order
- A check that writes nothing
- Undo for 30 days, or what the firm sets
- Unplaced columns kept as notes
| Tab | Read as | Rows | Would |
|---|---|---|---|
| Firms | Organisations | 142 | Create 142 |
| People | Contacts | 388 | Create 371, update 17 |
| Deals | Pipeline | 64 | Create 64 |
| Old notes | Skipped | Not read |
Questions about business development
Does it replace our CRM?
For a fiduciary's business development, it is meant to: relationships, the pipeline, introducers, referrals out, events and memberships, beside the client files they turn into. Bring the export from what you use now and it comes in through the drop-in, with a check that writes nothing first.
What does it read from our mailboxes?
Only from the mailboxes of people who have connected their own Microsoft account, and only four fields of each message exchanged with a relationship's people: when it was received, who from, to and copied. It stores the date and the count. Anyone can turn it off for their own mailbox on their account page.
Can a won opportunity skip onboarding?
No. An opportunity reaches Won only by converting, and converting needs a conflict check and a sanctions screen first. It then sends the onboarding invitation, and the client file links up when it is approved.
Is any of it decided by AI?
No. Today and Insights work by fixed rules, and Insights says nothing about a source until enough opportunities have been decided to say it. The one optional use is in the import: if the firm switches it on, a model in London suggests where unplaced columns belong, from the tab names and column headings only, never a cell.
Is it included?
Yes. Business development is on for every fiduciary firm and in the one price per name. Crew managers do not see it.
Bring your pipeline spreadsheet.
We drop it in, check it, load it and show you Today and the pipeline as your firm would see them.