Define stages by buyer evidence
Course overview · 4 min reading + 12 min practice, estimated
Principles and method
Pipeline stages should reflect observable commercial progress, not the recruiter’s optimism. Examples include confirmed problem, qualified engagement, terms agreed and delivery underway, each with clear entry and exit evidence. A meeting booked is not automatically a qualified opportunity. Record the next buyer action, owner and date. Keep paused, lost and no-fit outcomes visible so stale records do not inflate the pipeline. Stage definitions should match the business model and avoid forcing every service through an identical sales sequence.
Worked example
An account remains in discovery until budget, authority and service fit are confirmed. A friendly conversation does not move it to committed merely because the potential fee is attractive.
Put it into practice
Define six stages for a fictional recruitment practice with required evidence.
Use fictional information and keep your work in your own notes.
Compare your approach: self-review guidance
Include a rule for moving backwards or closing an opportunity. Every active stage should have a meaningful next action and a way to detect staleness.
Sources and further reading
Original Academy teaching and fictional examples. These references provide context, not endorsement. Edition 2026.09; updated 2026-09-24.
- CIPD: Recruitment
Professional context for the recruitment lifecycle.
- GOV.UK: Set up a business
UK starting point. Business structure and obligations depend on the circumstances.