Referred work has no form and no trail
New mandates almost never arrive through a website form. A client's banker mentions the firm, an advocate passes on a name, an existing client's group company needs someone by the end of the month. The call comes to a partner, a fee is discussed on the phone, and a scope note goes out from the partner's personal mail. Nothing about that sequence is visible to anyone else in the firm.
Timing makes it worse. The enquiries cluster in the weeks when the office is closing filings, so the proposal that went out in the third week of a busy month gets no second call. By the time the season ends the prospect has engaged someone who rang back. Nobody can say afterwards whether the firm lost those mandates on fee, on scope or simply on silence, because nothing recorded a reason.
Two boards, both tied to events rather than feelings
Recurring engagements sit on a renewals board carrying their cycle, their last fee and the article and partner who worked them. When one cycle closes the next is created with that history attached, which is when a fee revision gets discussed instead of last year's number rolling forward.
One-off mandates sit on a pipeline whose stages are things that either happened or did not: enquiry taken, scoping call held, proposal sent, engagement letter signed. Each carries a fee value, a decision date and an owning partner. Days in stage flags the proposal sent five weeks ago, and closing a mandate as lost asks for the reason, so a year of losses becomes a pattern rather than an anecdote.
More on the capability itself: Deal Pipeline. More on this industry: CRM for CA firms.
A group company, referred in March
An existing audit client mentions that a sister concern needs a new accountant. Six weeks on the board.
- 1Enquiry taken, source recorded as the referring client, and the owning partner set the same day.
- 2Scoping call held, entity type and services noted, and the fee value entered as an estimate.
- 3Proposal sent with a decision date, which puts a dated follow-up on the partner's list rather than in his memory.
- 4Engagement letter signed, and the recurring work it creates opens on the renewals board with its cycle.
Everything here is on the Growth plan at ₹899/user/month + GST on annual billing. No module pricing, no per-rule charge, no minimum seats, and a Free Forever plan with one user and 200 leads to test it on.
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One user, 200 leads, no card and no expiry. Enough to run the workflow above end to end before you involve anyone else.