What predicts a close in professional and financial services firms.
A partner decides. Speed of reply is the strongest signal you have.
The argument
Agencies, consultancies, accounting and staffing firms buy through a small number of commercially minded people who move fast when they want something. Responsiveness is weighted higher than in any other pack because in this segment a quick reply is genuine interest rather than politeness, and a slow one is a real negative. Buying process is weighted down because there is often no procurement function to speak of. The split is close to even, because the individual and the firm are frequently the same decision.
The weights
Published, because a score you cannot audit is a score nobody trusts.
58% of the score comes from what the company does, 42% from what named people do. Within each side, these are the shares.
Company signals
Person signals
See it against a real pipeline.
The demo loads with these weights. Move them and watch the deals reorder.