FANTASY PROSPECTING

Ah Spring, when one’s fancy turns to thoughts of fantasy… baseball, that is.  I’ve had a fantasy (aka Rotisserie) team for many years.  We were even league champs one year.

If you’ve never played fantasy baseball, it works like this.  You hold a draft to bid on a group of major league players who you think in combination will lead the league in 10 hitting and pitching categories. You’re competing against other teams to select the best mix of players.  The standings depend on how your group of players does in those categories compared to the other teams.

This morning, I was working on my draft lists for the coming season and it occurred to me that the qualified lead development process is pretty much the same thing.  You decide on characteristics of the players you want (screening) to create a winning team (more business).  You bid against the other teams (market share).  You monitor the standings (conversion).

The big difference of course is that “drafting” qualified prospects equals real business growth.  Nice when fantasies become reality…