Revenue rarely leaks inside one department. It leaks in the handoffs between them.
The inquiry that waited three days for a call back. The quote no one followed up on. The extra work that never made it onto the invoice. The customer who quietly stopped ordering.
Each one is small on its own, and each one sits between two teams, so no single department sees the whole picture. Sales points to marketing, marketing points to sales, and the money keeps slipping through the gap.
This guide gives you a practical way to find those gaps, put a dollar figure on each one, and close the most costly one first.
WHERE THE MONEY CHANGES HANDS
Revenue changes hands
six times.
The guide walks through each handoff: where it tends to break, what your customer experiences when it does, and how to score how well yours is working today.
Ground
We clarify the intended outcome and examine the facts, assumptions, constraints, capabilities, and open decisions that should shape the strategy.
Leadership gains a shared view of the objective, the realities shaping it, and the decisions that must be made.
01
Inquiry to sales.
Marketing or the front desk passes a new inquiry to sales.
Focus
02
Leadership identifies the few priorities most critical to the objective, defines the boundaries of the strategy, and determines what will stop, wait, or remain outside it. This protects time, people, and resources for the work most likely to move the objective forward.
Quote to decision.
Sales follows a quote through a customer's yes or no.
Build
03
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
Yes to delivery.
Sales hands the new customer to the people who do the work.
Measure
04
Work to invoice.
What was delivered becomes what gets billed.
05
Customer to next order.
Delivery and service hand a current customer back to sales.
06
Happy customer to referral.
A satisfied customer brings you a new prospect, and the path starts again.
A health score for every handoff.
Five simple questions per handoff show which ones are working, at risk, or likely leaking.
Four things you can put to work right away.
WHAT YOU'LL WALK AWAY WITH
A dollar estimate for each leak.
A deliberately conservative method, with a worked example, so the number holds up in the room.
A clear first fix, with an owner.
One named lead for every handoff, and a decision about which leak to close first.
A 30 minute weekly meeting
A simple agenda and scoreboard that keep the fix in place after the first push.
You don't need a revenue operations department. You need someone watching the handoffs.
Larger companies use revenue operations to manage the full path a customer travels, from first inquiry through purchase, delivery, repeat business and referral. Someone is responsible for how the pieces connect, not just for their own piece.
This guide brings that idea down to the size of your business. No new software, no new department. Just your own numbers, your own team, and a clear way to work through them at your own pace.
48 PAGES. NO FILLER.
What's inside The Leak Between Departments.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
START HERE
Before You Start.
What revenue operations means, whether this guide fits your business, and what you will need.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 1
The Argument in Your Conference Room
Why sales and marketing often aren't disagreeing about effort, and where the leaks really sit.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 2
Count the Same Things
One meeting that gives every team the same meaning for the terms that drive revenue.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 3
The Six Handoffs
Where revenue changes hands, what customers experience when it breaks, and how to score each one.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 4
Put a Number on Each Leak
A conservative dollar estimate for every handoff, with a worked example.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 5
Who Owns What
One named lead for every handoff, and when to hand the role to someone else.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 6
Fix One Leak First
A conservative dollar estimate for every handoff, with a worked example.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
CHAPTER 7
The 30-Minute Revenue Meeting
One named lead for every handoff, and when to hand the role to someone else.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
PLAN
Your First 30 Days
A week-by-week plan, and when to bring in outside help.
Build
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
TOOLS
Five Printable Worksheets
Revenue definitions, a handoff map, the Handoff Health Score, a leak estimate, and a weekly meeting scoreboard.
Build
THE BEST FIT
The strategic priorities become a sequenced roadmap with workstreams, milestones, dependencies, resource requirements, and accountable owners. Leadership can see the full path ahead, test whether it is realistic, and resolve gaps or conflicts before resources are committed.
Business-to-business service companies, such as commercial contractors, IT services, staffing, engineering and agencies. Distributors and wholesalers, print and sign companies, and custom manufacturers where every order starts with a quote.
Built for businesses where customers talk to someone, get a quote and come back.
IS IT A FIT?
Measure
WORKS WITH SOME TRANSLATION
Home services sold by quote, like remodeling, HVAC replacement or solar, and referral-driven practices, like physical therapy or dental. The guide includes a table showing what each handoff is called in your world.
PROBABLY NOT A GOOD FIT
Businesses that sell on the spot, like restaurants and retail stores, or that sell mostly through automated online channels. Several of the six handoffs don't exist there in the same form.
Frequently Asked Questions
A 48-page PDF sized for US Letter, so it reads on screen and prints cleanly. The worksheets are designed to print and fill in by hand.
Your download link appears as soon as payment goes through, and a copy is emailed to you with your receipt.
Yes, within your own organization. It's licensed to you and your company, so please don't share or resell it outside of it.
The guide is built so you can do the work yourself or with your team. If you’d like help putting them into practice, Stravigo Method also offers advisory support.
No. You need your own numbers, a few people from your team, and a printer or a PDF reader.
Because the guide is a digital download that’s yours the moment you buy it, all sales are final. If you’re not sure it fits your business, the “Is It a Fit?” section above is a good place to start, and you’re welcome to reach out with questions before you buy. If your download doesn’t work or you’re charged twice, contact us and we’ll make it right.
START A CONVERSATION
What keeps coming up in your leadership conversations?
Bring the issue that is important enough to keep returning but still difficult to move. We will talk through what is happening, what has already been tried or decided, and whether one of the three paths fits. If it does not, then we will say so.