The weighted-forecast view this spreadsheet model produces — each opportunity scored by win-probability and rolled up into an expected-value pipeline.
| Opportunity | Stage | Value | Win % | Weighted |
|---|---|---|---|---|
| Site remediation — Riverside | Proposal | $2,400,000 | 70% | $1,680,000 |
| Industrial cleanup — Delta | Qualified | $1,800,000 | 55% | $990,000 |
| Drilling program — Northgate | Qualified | $1,500,000 | 40% | $600,000 |
| Water treatment — Basin | Discovery | $1,100,000 | 25% | $275,000 |
| Env. construction — Summit | Discovery | $1,000,000 | 15% | $150,000 |
| Custodial — Portage | Discovery | $800,000 | 2% | $16,000 |
Win-probability is derived from qualification scoring (BANT / MEDDIC-style) applied through spreadsheet logic, then multiplied against value to produce the weighted "expected value" column and pipeline total.
The pipeline had been a flat list of opportunities with no way to weight it by likelihood — so forecasts were guesses. This turns qualification discipline into a number the team can actually forecast against, and shipped with a user guide so they could maintain it themselves.