The Yankee Group estimates that between 40% and 80% of new business leads are lost, not followed up upon, or otherwise mishandled due to poor company processes. As marketing and sales practitioners at professional services firms, we estimate that these numbers are right on the mark.  

At a professional services firm, a number of factors usually have to be in place for a lead to get the full attention it deserves:

• Hot Or Nothing: If the lead is not classified as '"hot" from the beginning, it normally either receives marginal attention or is simply ignored.
  
  
• Time Available: Most professional services are sold, in whole or in part, by the person who will deliver the service. If the particular service provider happens to have a busy, billable month, the follow up time often takes too long thereby causing many "hot" leads to cool quickly.

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