How to read a coverage report, stage by stage
What each stage of a coverage report shows, and why the counts narrow.
Read the articleCoverage planner.
See how many accounts we would assess, map and engage to produce a year of qualified opportunities, at the ratios of one completed mandate.
Coverage planned this way has reached decision-makers at thousands of companies like these
Estimate the coverage behind a target.
Enter the qualified opportunities you want your team to see in a year. It is not a forecast, and no mandate is promised the same ratio.
Accounts to assess
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Enter the qualified opportunities you want.
Accounts assessed0
Accounts mapped0
Accounts engaged0
Qualified opportunities0
Nothing you enter is stored or sent.
How the tool works.
What it measures
The breadth of market behind a target of qualified opportunities. It works a target back through the four stages of one completed mandate: accounts assessed, accounts mapped, accounts engaged and qualified opportunities.
The inputs
One figure: the number of qualified opportunities you want, each screened against your criteria before it reaches your team. Nothing you enter is stored or sent.
How to read the result
The large figure is the number of accounts to assess, and the bars show how coverage narrows at each stage. The ratios come from one representative mandate, with 1,247 accounts assessed, 342 mapped, 87 engaged and 23 qualified, so the result is a scale, not a forecast for your market.
A worked example, in illustrative figures
Illustrative figures: a target of 46 qualified opportunities, twice that mandate. At its ratios, that means 2,494 accounts assessed, 684 mapped and 174 engaged before 46 opportunities qualify.
Where the coverage narrows.
The ratios behind the planner, drawn to scale. On the representative mandate, about one in four accounts moved forward at each stage, every stage applying a stricter test than the last against the standard agreed with you.
Market intelligence
1,247accounts assessed
100% of the market assessed
The market is assessed against your target profile before anything is built.
Targeting and market access
342accounts mapped
27.4% of accounts assessed
The buying group is mapped in each account worth pursuing.
Strategic distribution
87accounts engaged
25.4% of accounts mapped
Each decision-maker is approached where and how they prefer, under your standards.
Qualification
23qualified opportunities
26.4% of accounts engaged
Every response is assessed on fit, readiness and next step before it reaches you.
Opportunities handed to you for discovery, proposal and close.
One representative mandate, from past work. Each bar shows the share carried forward from the stage before.
See how each stage is reportedHow a target is sized against your market.
A real target is sized from your market and your team, not from a ratio, and the scope commits only to what that market can deliver.
A commitment is sized in four steps: the universe of reachable accounts, coverage with real access to the buyer, conversion to held meetings and accepted opportunities, then the commitment itself. It comes last, not first.
Duplicates, existing relationships, unreachable accounts and companies you cannot serve are removed first. What remains is the market a target is sized against.
The remaining market must support the meeting ceiling and a second round without exhausting it. A market too small to sustain demand beyond a first round is not a fit.
Before launch we agree how many meetings your team can take each week, and pace them to it. If demand runs ahead of that capacity, we pause, queue or redirect it.
What completed mandates covered.
Market and termEngagementThe challengeResult
Education · 90 daysAn education technology company generates 373+ qualified opportunities.It had to reach schools and PTOs within the fall and spring windows.373+Qualified opportunitiesLife sciences · 4 monthsA biopharmaceutical company reaches 65+ aligned investors.Its seed round needed investor access beyond its own network.65+Aligned investorsCapital markets · 12 monthsA private credit platform builds a $19B mandate pipeline.Deal flow was irregular and depended on referrals.$19BMandate pipelineCapital markets · 6 monthsA private credit advisory firm gains 100+ new buy-side introductions.Growth depended on referrals, and on when others brought deals forward.$300M+Mandate pipelineEach figure is from one completed mandate and describes work already done.
Two triggers complete a round.
An engagement runs to an agreed number of accepted qualified opportunities or a ceiling of held meetings, whichever comes first. The target stops weak meetings counting as success; the ceiling stops rejection from creating unlimited work.
The figures are the first worked case in our model: an example of how a commitment is measured, not a client’s result.
14Accepted opportunities, the target
60Held meetings, the ceiling
23.3%Required acceptance rate
4.3Held meetings at most, per accepted opportunity
What follows a completed round.
A round completes at the first trigger. Where the target is met before the ceiling, new meetings pause while your team works the pipeline, rather than continuing unpaid.
Where the ceiling comes first, rejections are reviewed by segment, buyer and approach, and what they show shapes the next scope.
- 14 accepted after 30 held meetings: quality wins early
- 14 accepted by held meeting 60: the designed case
- 11 accepted after 60 held meetings: the ceiling ends the obligation
Reading a target.
Does a larger target change the standard?
No. A larger target widens the coverage; the standard an opportunity must meet stays the one agreed with you.
Can the planner tell us how many suitable accounts exist?
No. It scales a completed mandate arithmetically. The shape of your own market is what the initial assessment and our market intelligence establish.
Why is the engaged figure a fraction of the mapped one?
Distribution stays within the agreed target profile, so only the accounts and decision-makers that fit are approached.
What happens to responses that do not qualify?
They stop with us. Only those that meet the standard move to a defined next step, such as a meeting or an intro call.
How many accounts stand behind each qualified opportunity?
On the representative mandate, 1 in 54 accounts assessed became a qualified opportunity, with 3.8 engaged accounts for each one. The planner applies the same ratios to your target.
Can the target change once a mandate is running?
Changes to the profile are decided together, on the evidence, and agreed before they apply. The criteria an opportunity is accepted against never change after the fact.
More on coverage and qualification.
Qualification
Every opportunity assessed on fit and readiness, with a next step agreed.
See how we qualify
Plan the coverage with us.
Tell us the qualified opportunities you want your team to see, and the market behind them. Where there is alignment, we begin with a working session.
Diligence at no cost
We assess whether your market can deliver before any engagement.
A clear answer on fit
If your market cannot deliver, we tell you early, and why.
A draft scope
Where there is alignment, initial drafts for your team to review.
An initial diligence call
We schedule a call with you to explore fit.