Model glossary — plain English
What every number and label on the board means. (Same reference is on the spreadsheet's Glossary tab and in the How-To guide.)
The score
Lead ScoreThe 0–100 number to lead with — higher = pursue sooner. It's Composite − Penalty + Market modifier + Source-signal modifier, with hard overrides.
CompositeA weighted blend of the seven positive sub-scores below (Timing counts most, then Fit and Complete-Complex).
PenaltyPoints subtracted for things working against us — Incumbent Lock-In and Import Price Pressure.
Market modifierA per-state nudge for Musco's proximity vs. WiLL's coverage: WI +5, IA −12 (Musco's home turf), TX +2, MN +1, MI +2, OK 0. Tunable.
Source-signal modifierHow early the source is — a meeting agenda/minutes is an early signal (+); a news article is often a late one (−4).
Hard overrideSafety caps: if the incumbent is locked in, or the job is already under construction, the score is capped at 40; no athletic-lighting fit = 0.
Sub-scores (what builds the score)
FitDoes this fit WiLL? (outdoor field lighting + poles, multiple fields).
TimingAre we early enough to influence it? Tied to the project Stage.
InfluenceCan WiLL still shape the outcome — is the spec / pole layout / controls open?
OwnershipHow attractive the owner is. Private operators, schools, PPPs and early public owners rank higher than late public low-bids.
StrategicLong-term value: size, visibility, repeatability, target geography, multiple WiLL capabilities.
Complete-ComplexFit to WiLL's full-system advantage — fields + indoor + site/parking + controls + phasing, ideally one coordinated source.
Incumbent VulnerabilityIs the incumbent beatable here? (not named, dissatisfaction, budget pressure, flexibility).
Incumbent Lock-In (penalty)How hard the named incumbent is to displace (named in spec, existing system, narrow approved-equal).
Import Price Pressure (penalty)How likely this becomes a cheapest-compliant-fixture commodity fight.
Flags & fields
Stage (0–6)0 concept → 1 funding → 2 planning/zoning → 3 design team → 4 design → 5 bid → 6 awarded / under construction.
Influence windowOpen / Narrowing / Closed — how much room is left to shape the lighting before it's locked.
Near-miss ⚠Strong fundamentals but a low score because the window has closed — a good project we likely caught too late (the Odessa lesson).
FundamentalsIntrinsic quality (Fit + Complete-Complex + Strategic + Ownership), independent of timing. Used to spot near-misses.
Strategic positionThe kind of fight: Open-Spec, Complete-Complex, Incumbent-Vulnerable, Incumbent-Locked, Rep-Managed Bid, or Monitor.
ConfidenceHow well-verified the record is. Low = a human should verify before acting.
Relationship scoreNot in the lead score yet — it needs the rep roster + CRM and is added later by the routing step. So these are preliminary scores.
Date AddedWhen the project entered the radar. Sort the board by it to see the newest leads first.