Intent:
    Develop a dossier of intelligence related to a contact preemptively qualifying the contact for a variety of efforts that activities will be budgeted around. The idea is to spend time and money on the leads that will most likely convert to a beneficial contact.

Benefit:
    The benefit of early tracking allows us to be more selective where we spend our time so we’re not wasting time on contacts that don’t have as much meaning to us. Several benefits could be derived from this process that allows us to retrieve certain intelligence or employees and match them up to a certain type of contact.

Definition
    A lead is converted into a contact based on an actual conversation or, more specifically, an exchange of information vital to the interaction of the contact. This would include the company as a whole and how the specific individual associates within the company. Determine what office, or profession, and skill set the contact would be filed under.