Scoring built around how construction work is really bought: project stage, drawings and BOQ shared, approvals cleared, funding sanctioned, site measured, and a fixed start date.
Quick answer
By project value, usually, and by whoever called the director personally. Both are poor guides. The largest enquiry in the pipeline is frequently a client at concept stage with no sanction, no approvals and an architect not yet appointed, while a modest fit-out with drawings, a cleared plan and a start date in six weeks sits waiting because nobody noticed it was ready to award.
Nothing separates enquiries as cleanly as where the project actually is. Concept, design, tender, execution. Add approval status to that and you can see immediately whether work can start this quarter or whether the client is still waiting on a sanction that may take a year.
These are the commitments. A client who sends drawings has paid a consultant. A client who issues a BOQ is running a comparison, which is good news if you are on the list. A client who lets you measure the site has shortlisted you, and that is when estimation effort starts being worth spending.
Sanctioned money moves projects; intended money does not. And the person enquiring matters as much as the enquiry. An architect gathering budgetary numbers, an owner with sanction in hand, and a main contractor building a subcontract package are three different conversations with three different follow-up plans.
Project attributes set the starting position. Milestones such as drawings received, site measured and BOQ issued step it upward. Approaching start dates lift it. Quiet enquiries decay. Each score opens to show its reasons, which matters when an estimator asks why one job is above another.
| Signal on the enquiry | Why it predicts here | Effect on score |
|---|---|---|
| Site measurement allowed | You are on the shortlist | Strong lift |
| Drawings and BOQ shared | Consultant money already spent | Strong lift |
| Plan approval cleared | Work can legally start | Strong lift |
| Budget formally sanctioned | The money exists | Strong lift |
| Start date within eight weeks | Award decision is imminent | Moderate lift |
| Repeat client or known builder | Proven award history | Moderate lift |
| Concept stage, no architect | Months away at best | Drop |
| Quotation unanswered for six weeks | Awarded elsewhere or shelved | Decay |
Make project stage, approval status, funding source and enquirer role mandatory fields at capture. Move the site WhatsApp number into the CRM so drawings attach to enquiries rather than to phones. Log site measurements as attended events. Raise quotations from the record, and record lost reasons in categories your estimators would actually argue about in a review.
Scoring orders the estimation queue. It does not price work, judge buildability, or know whether a client settles running bills. It sees only recorded activity, and in construction that is the hardest part, because much of the real conversation happens on site. It also needs longer than most industries to become useful, since award cycles are slow. Treat it as a starting order, overruled by anyone who knows more than the record.
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Estimators spend days pricing enquiries that were never funded, because nothing in the enquiry said whether the money existed.
Budget sanction, funding source and approval status are captured at qualification and weighted, so unfunded projects are visible before anyone opens a rate analysis.Funding qualification
Enquiries arrive from architects, owners and contractors and are all treated as though the person calling can award the work.
The enquirer role is a field on the record and shapes both the score and the follow-up plan, so effort goes where the decision actually sits rather than where the call came from.Role identification
Drawings arrive on WhatsApp, sit on a site engineer's phone, and cannot be found when the quotation is being prepared.
A business WhatsApp number connected to the CRM attaches drawings and revisions to the enquiry itself, so the estimation team works from the current file rather than a forwarded screenshot.Drawings on the record
Quotations go out and the pipeline is a folder, so nobody knows which jobs are live and which died months ago.
Quotations are raised from the enquiry with revisions and values attached, and quiet enquiries decay out of the way instead of inflating a forecast nobody believes.Quotation pipeline
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