ITG's documented lead-to-client process — five phases gated by five decision points, from finding a lead through the signed contract and into renewal. Carrier-neutral advisory: ~99% of engagements are replacement service (winning a client off their current provider), typical cycle 30–180 days. Guiding principle: "We serve you the way we would want to be served."
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The five stages
each gated by a decision point (DP1–DP5)
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Outreach cadence
phone-first · minimum 5 touches before "No Contact"
🔥 Hot leads referrals · inbound
🌡️ Warm / cold leads
Preferred windows: phone Tue/Wed AM, LinkedIn requests Sun PM. A trigger event (expansion, contract end, outage, move) overrides the cadence with immediate personalized outreach.
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Who ITG targets (ICP)
Ideal verticals
Disqualifiers
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Frameworks, tools & roles
Decision framework
Tools & systems
Roles & owners
Source: built from ITG's Notion Knowledge Base — SOP: Sales & Proposal Process and the ITG Lead-to-Client Process Map (updated Mar 2026), enriched by the lead-management and outbound-workflow design docs. Two items to reconcile before treating as final: the SOP is phone-first (shown here) while a draft proposes an email-first cadence; and the renewal trigger is 90 days in the SOP (a draft cites 180). The 6Ps and BANT/MEDDIC are referenced in drafts but not yet adopted as ITG's official framework. The workspace is mid-migration to "ITG 2.0 / Sub-Agent OS," so confirm current vs. archived.