Lead Tier Definitions
This term describes the full collection of companies and opportunities a business developer is actively tracking, qualifying, and moving toward potential wins.
What is the pipeline?
This is one of the two main parts of the QBR and focuses on individual companies most likely to convert into wins.
What is the pipeline update?
This activity includes proactive outreach through cold or warm calls, emails, LinkedIn messages, and introductions.
What is prospecting?
This team helps improve messaging, visibility, response rates, drip campaigns, and nurture sequences.
Who is MarCom?
This type of investment is one of the major outcomes DED tracks when companies expand, relocate, or grow in Loudoun.
What is capital investment?
This tier describes a company that has expressed interest or possible need in expanding and may be a fit based on target cluster, intent to locate, space/workforce fit, or company growth cycle.
What is a lead?
This is the second main part of the QBR and focuses on prospecting, marketing, and events used to build short-, medium-, and long-term opportunities.
What is the strategies update?
This priority group includes the highest-value companies each BDM should be intentionally working and moving through the funnel.
What are Top Ten Prospects?
These opportunities may be in-person or virtual and are used to meet prospects, keep momentum going, and strengthen business development outreach.
What are events?
These visits or engagements help DED understand the needs, risks, and opportunities of existing businesses.
What are BREs?
This tier describes a company that has expressed specific interest in Loudoun County, either directly or through an agent, consultant, broker, or developer.
What is a prospect?
This is the preferred focus of the pipeline discussion, instead of spending too much time on early-stage leads.
What are prospects and qualified prospects?
This is the recommended number of meaningful direct company engagements per week.
What is 10 to 15?
These business advantages should be tailored into outreach messaging: market access, infrastructure, connectivity, proximity to customers and federal assets, and this talent-related factor.
What is workforce?
This type of business support strengthens local entrepreneurship, community-based companies, and the broader business climate.
What is small business support?
This tier describes a company that determined Loudoun to be a finalist in the decision process, with defined timelines and square footage or jobs.
What is a qualified prospect?
This is what each business developer should be ready to explain about a prospect: who they are, why they fit, where they are now, and this final piece that moves them forward.
What are specific next steps?
This approach avoids “one-and-done” outreach by using initial contact, value-add follow-up, a call attempt, a sector-specific touchpoint, and qualification or disposition.
What is a consistent follow-up cadence?
This type of company support focuses on helping existing companies stay, grow, solve problems, and continue investing locally.
What is business retention?
This goal focuses on growing beyond a single dominant industry by building opportunities across target sectors and business types.
What is economic diversity?
This source may include a government, trade association, site selector, accelerator, investor, or ecosystem partner who helps connect DED to business opportunities.
What is a partner referral?
This is the reason important risks, prospect changes, or key context should be shared before the QBR.
What is no surprises in the room?
These three factors help determine how companies should be prioritized in the target universe.
What are fit, signals, and opportunity potential?
These happenings, cluster networking opportunities, and leadership events should be treated as enhancers that expand and empower business development outreach.
What is DED programming?
This phrase captures the bigger purpose of the QBR: tightening the pipeline, sharpening the process, and deepening impact through stronger economic development work.
What is making things #LoudounPossible?