Season watch

For accounting and education, the list of clients or institutions with a deadline in the window and no engagement or contact opened. Driven by the filing calendar or the academic year rather than the sales quarter.

DefinitionFor accounting and education, the list of clients or institutions with a deadline in the window and no engagement or contact opened. Driven by the filing calendar or the academic year rather than the sales quarter.

The window

Far enough ahead to act: ninety days before a filing date, a term before a renewal decision. Set per deadline type.

Needs the dates

Clients without a recorded year end or renewal date fall out of the watch. Count them and get the date onto the master.

How it is computed

Clients with a deadline in the window whose records, start or draft are later than their own usual date by more than a stated margin.

Example

A client normally sends records in the first week. It is week five and nothing has arrived. The deadline is in seven weeks.

Where it goes wrong

Noticed when the deadline is close. The client was late, or had left, and it could have been known a month earlier.

Articles that use this term

Territory, capacity and quota planning · Tax and accounting

Deadline load per manager: filings due per week against the hours to do them

How an accounting firm turns its engagement list and filing calendar into a load curve per manager: filings due per week, the hours each typically takes from the firm's own time entries, the hours available from the roster, the weeks where load exceeds capacity months ahead, and the reassignments and early starts that flatten the peak before the season does it the hard way.

16 Sept 20263 min read Coverage and territory

Dormancy by industry: order cadence from weekly to annual, and the threshold that follows

A dormant account is one silent beyond a multiple of its own cadence, and the cadence runs from twice a week to once a year depending on the desk. This hub sets out, for twelve industries, the typical cadence, what silence looks like in that industry's data, the threshold that follows, the run rate that values the account, and the seasonal trap in each, with the full guide for each desk.

16 Sept 20263 min read Forecast and pipeline

Pipeline coverage by industry: what the pipeline is when there are no deals

Pipeline coverage is open pipeline over remaining target, and on many desks there is no CRM pipeline at all: the pipeline is renewals due, tenders in flight, RFQs open, applications pending, or the season's filings. This hub gives, for twelve industries, what stands in for the pipeline, where it lives, how it is weighted, and the multiple the desk actually needs, with the guide for each.

16 Sept 20263 min read How-to guides

Sales analytics KPI definitions: thirty measures on one page, each with its formula

Thirty sales and commercial measures defined in one sentence each with the formula, grouped by what they describe: coverage and activity, wallet and depth, retention and churn, pipeline and forecast, concentration and reporting, and data quality. Each links to a full definition. Written so that a team can adopt the definitions as its own, version them, and stop arguing about what a number means.

16 Sept 20264 min read Coverage and territory · Tax and accounting

Season watch: clients whose filing work has not started by the usual date

How an accounting firm turns time entries and the filing calendar into a weekly list of clients whose returns have not been opened by the date they usually are, why the client's own history is the right norm, the roll-up by partner and office, and the two lists that come out: at-risk deadlines and clients who may have gone elsewhere.

16 Sept 20263 min read Wallet share and penetration · Tax and accounting

Service-line gaps against the filing calendar: client analytics for accounting firms

How an accounting or tax practice measures which service lines each client uses against the norm for clients like them, values the advisory gap, and builds a season watch of clients with a filing deadline in the window and no engagement opened, reconciled to billed fees.

16 Sept 20263 min read