How to Estimate Opportunity Value (Keep Your Numbers Useful)

Your pipeline numbers are only useful if opportunity values are entered consistently. This guide helps you pick a value method and stick to it.

Choose one value method

Pick one approach and apply it to every opportunity:

• Planning fee estimate: conservative expected fee for the work
• Commission estimate: conservative expected commission (if applicable)
• Annual revenue estimate: expected annual recurring revenue (if you use subscription/retainer models)

Use conservative values

• Inflated values make dashboards meaningless.
• Conservative values make your pipeline credible and actionable.

Important: If you change your value method mid-stream, your totals will jump and confuse you. Avoid changing methods unless you re-baseline your pipeline.