01Opportunity · a closer look
Choose a new-work inquiry
Why does the trace follow a new-work estimate rather than a routine service request?Illustrative contractor case · no figures are given or implied
Request A · new work
A property manager asks for an estimate on a commercial renovation.
- Owner
- Scope
- Price
- Buyer decision
A new buyer decision: an opportunity to trace
Request B · owed service
A facilities team requests work already covered by its service agreement.
- Agreement already won
- Deliver the owed work
Revenue rests on a contract already won: not a new sale
Eligible requests, written down before any testChannelTradeTerritoryCustomer type
Owed service rests on a contract already won
Handling owed service faster may improve satisfaction and retention, but its revenue rests on an agreement already won. Counting it as new revenue would credit AI for a sale that already existed.
New work needs a buyer decision
A new estimate request has a clear commercial path: an owner, a scope, a price and a customer who can accept or decline. That decision point is what makes additional revenue traceable.
Define the eligible requests first
Before any test, write down which requests are in scope: channel, trade, territory or customer type. Without that boundary, assisted and comparison groups cannot be matched and results cannot be read fairly.
Decision for your leadership teamWhich new-work request type is distinct enough to define and trace on its own?
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