Free case study · PDF
The Pipeline Recovery Checkpoint
How one MEP firm recovered $71,000 from proposals gone quiet.
Plus $110,500 in new proposals, and the 7 moves behind it. A 13-page revenue recovery case study from one MEP engineering firm, as of Oct 16, 2026.
Inside
Short, specific, and built on real numbers.
Every figure comes from one anonymized engagement at one MEP engineering firm, with the date it was recorded. Client names and fees are blurred.
- p. 2
Proposals don’t die from a no
They die in silence: sent, no reply, a busy week, no owner, forgotten.
- p. 3
$638,600 past its close date
34 of 35 open proposals had passed their close date on Oct 8, 2026. Not rejected. Just quiet.
- p. 4
The CRM was telling an old story
21 of 43 records had no follow-up logged at all.
- p. 5
$155,000 of “open” was already decided
What the pipeline really held, recounted with the owner on Oct 15.
- p. 6
$71,000 recovered
Across 8 proposals since follow-up restarted in mid-September.
- p. 7
$110,500 in new proposals
New work the firm was asked to propose on once quiet clients heard back.
- p. 9
Four moves, every week
The revenue recovery method at a glance.
- p. 10
$416,500 still open, being worked
Where it stands on Oct 16, across 25 proposals.
- p. 11–12
7 moves and a two-minute self-audit
Find the forgotten revenue in your own pipeline this week.
The short version
The case study in five points.
The checkpoint in brief, readable right here.
The silence is the problem
A lost bid is a clean outcome. A quiet one isn’t. The client goes silent, the next step waits on someone’s memory, and the fee sits there, untouched.
What one pipeline showed
At an MEP engineering firm in Southern California, 34 of 35 open proposals were past their close date on Oct 8, 2026, totaling $638,600. The CRM was telling an old story, and $155,000 of what looked open had already been decided.
What came back
Since the work restarted in mid-September, $71,000 has been recovered across 8 proposals, and the firm has been asked to write $110,500 in new proposals.
Where it stands
As of Oct 16, 2026, $416,500 is still open across 25 proposals, and every one of them is being worked.
Find yours
Pull the quiet list, give every open proposal a next date, restart the biggest first, and read the results every Friday. The PDF includes 7 moves and a two-minute self-audit.
Next step
Find what’s quiet in your pipeline.
A complimentary 30-minute audit. We look at your open proposals with you and show you what’s at risk.