Definitions for estimated pipeline, booked value, completed, invoiced and collected revenue so owners are never misled.
Seven stages, not one number
Estimated → Contacted → Qualified → Booked → Completed → Invoiced → Collected. An estimated $14,000 replacement is not $14,000 collected. Dashboards should show each stage with different visual weight.
Estimated value needs a basis
Only opportunities with a documented basis (an actual FSM estimate, an approved diagnostic fee) carry an estimated value. Everything else is counted, not valued.
Attribution method
Each opportunity records how it was captured (AI conversation, workflow, FSM record) and how it converted, so you can audit any number on the report.