Turn the monthly review into a decision you can act on.

Reliability asks whether the agreed work happened: sources were checked, briefs reached the correct place and failures became visible. Team use asks whether the intended person reviewed the work and could act on it. Commercial progress asks what changed in a buyer’s or customer’s situation.

These layers can disagree. A reliable workflow may produce work nobody has capacity to review. A heavily used brief may reveal that an account is unsuitable. A useful decision to stop work is not a sales win, but it can still show that the handover is serving its purpose.

Give reliability, team use and commercial progress their own evidence and denominators. Combining uptime, opened briefs, meetings and revenue into one score can hide which part of the work needs attention.

A sale won this month may have started long before the campaign or workflow being reviewed. Show both the calendar result and the account cohort: which accounts entered the process, when they entered and how long they have had to progress.

Separate new prospects, current-customer expansion and long-running deals. Their decision cycles and starting relationships differ. For customer orders, compare against an appropriate buying window and investigate changes through the customer-order decline review, rather than treating every quiet month as lost retention.

Record what changed during the period: source coverage, ownership, working capacity, offer or campaign. Keep paused work and incomplete observations visible. Otherwise a lower activity count can look like declining demand when the team simply stopped collecting the same evidence.

Compare expected runs or briefs with confirmed results. Distinguish completed, held, failed and not due. A missing source result is different from a source checked successfully with no change found. Preserve the most recent valid observation with its date while making a fresh check failure clear.

Inspect several failures and recoveries, including an unresolved account match or absent owner. Ask whether the right person saw the exception and knew what to do. A technical alert that never becomes an operating decision is an incomplete recovery path.

For an account monitoring watchlist, review source coverage and overdue checks before concluding that account activity declined. A broken source should not quietly remove an account from the team’s attention.

Review a small set of active deals and customer situations. Look for a buyer-confirmed next step, a technical question resolved, an agreed pause, a changed order requirement or a reason the work should stop. Keep the supporting reference with the record.

A sent message does not by itself advance a deal. The pipeline review uses evidence for stage and next-decision changes. An account owner may learn something useful while the deal remains in the same stage; record that learning without inflating progress.

Compare the work with current capacity and urgency. A new enquiry, an unresolved customer problem and an interesting research lead may compete for the same person’s time. The account-prioritisation guide helps expose the basis for that choice rather than hiding it inside a score.

State the problem in one sentence, identify the affected records and choose the smallest action that addresses it. For the brief example, “Two delivered briefs lack an owner” supports an ownership repair. It does not yet support buying more data, rewriting the whole campaign or claiming that the market is unresponsive.

Name the owner, the expected operating change and the date of the next check. Decide what evidence would show that the correction worked and what would cause you to revise it. Record other proposed changes for later consideration. Changing several things at once can make it difficult to tell which correction affected the result.

If the question is whether a campaign caused additional sales, use the measurement guide. Google’s attribution documentation explains reporting credit; a label on a won account does not, by itself, settle the causal question for your own intervention.

Sparse wins may leave that effect uncertain. You can still repair a demonstrable failure, improve a confusing handover or stop irrelevant work. Record that operational reason honestly instead of presenting the action as a proven revenue improvement.

Keep the period, cohort, definitions, raw counts, evidence references, chosen action and owner together. Add the previous decision and its result at the start of the next review. If the action was not completed, record why before opening a new list of changes.

Tie changes back to the implementation plan. New sources, permissions or routing rules may need testing before use. The monthly review should improve the agreed work while preserving its scope and acceptance conditions.

A Build campaign includes operation and improvement during the agreed engagement. Agree the review cadence and the responsibilities shared with your team in scope. Run is optional continuation after a ClarityRev Build. Taking over an inherited setup begins with a separately scoped paid Plan assessment; it does not automatically qualify the setup for Run. A standalone workflow review has its own scope, focused on the work and decisions it needs to improve.