BCI Pipeline Guide — Enable Group

Section 1

System Overview

Building Construction Information (BCI) is a Victorian project intelligence database that tracks every building project lodged for development approval. Enable Group subscribes to BCI to identify projects that need accessibility consulting — DDA access, NDIS SDA certification, and universal design.

Every weekday at 6 AM, new building projects are automatically imported. Each contact is classified, scored, and routed into the right outreach sequence — all before Maraia starts her morning calls.

Primary Contacts

360

Developers & Architects — phone + email

Secondary Contacts

358

Town Planners, Engineers, Builders — email only

Section 2

How Leads Flow Through the System

From the moment a BCI project is published to the moment Maraia picks up the phone — every step is fully automated.

BCI API — daily at 6 AM AEST

Import & Classify

Parse contacts • Primary or Secondary • Deduplicate

Create in GHL

Contact + opportunity + tags + project data

Email 1 Sent

Pre-call introduction from Samara's inbox

Priority Scoring — Mon–Fri 7 AM

Ranks all new primary contacts

Top 10

Maraia calls today

All Others

Email-only sequence

Section 3

Lead Classification

Primary 360 contacts

Developers & Architects

Decision-makers who approve consultants on building projects. Authority to engage Enable Group directly.

Phone + Email outreach

Top 10 get daily calls from Maraia

Others get email-only sequence

Secondary 358 contacts

Town Planners, Engineers, Builders

Influencers who can refer or recommend Enable Group, but don't typically make the hiring decision.

Email only — no phone calls

3-email introduction over 7 days

Then newsletter nurture

The Daily Top 10: Each weekday at 7 AM, the system scores all new primary contacts and picks the 10 highest-value leads. These become Maraia's call tasks for the day. Everyone else gets an email-only follow-up — no lead goes uncontacted.

Section 4

BCI Project Categories

Every BCI project is automatically classified into one of 10 categories. Categories marked Strategic are Enable Group's sweet spot — sectors with the heaviest compliance requirements.

Residential

434

Industrial

62

Childcare S

53

Aged Care S

28

Medical S

27

Retail

27

Hospitality

12

Education S

5

Commercial

3

Community

3

Strategic categories (Medical, Education, Childcare, Aged Care) receive a +30 priority score boost because these sectors have the heaviest accessibility requirements — Enable Group's core expertise.

Section 5

Pipeline Stages

BCI Leads Pipeline

1

New Lead

Imported from BCI

2

Pre-Call Sent

Email 1 sent, task created

3

Contacted

Maraia spoke with them

4

Engaged

Interested — high intent

5

Qualified

Ready for Neeraj

Alternative

Nurture

Fortnightly newsletter — stays warm

Alternative

Not a Fit

Archived — no further contact

Sales Pipeline

Leads move here when they show strong buying intent. This is Neeraj's domain.

Discovery

Demo

Negotiation

Closed Won

Section 6

Email Sequences

All emails are sent from Samara's inbox via GHL. The system automatically decides which email to send based on call outcomes and contact type.

Primary Contacts (Developer/Architect)

Email	Trigger	Subject	Purpose
Email 1	Immediate	"Quick intro — Maraia will be calling about [Project]"	Pre-call warm-up
Email 2	After 1st No Answer (top 10)	"Maraia tried reaching you about [Project]"	Missed call follow-up
Email 2B	24h after Email 1 (email-only)	"Following up on [Project]"	Generic follow-up
Email 3	After 3rd No Answer	"Tried you a few times — quick alternative?"	Final attempt + checklist

Why Email 2 vs 2B? The standard Email 2 says "Maraia tried reaching you..." — but most contacts never receive a call (only the top 10 each day do). Sending a call-reference email to un-called contacts would be misleading. Email 2B uses a generic follow-up instead.

Secondary Contacts (Email Only)

Email	Timing	Subject	Purpose
Email 1	Immediate	"Accessibility requirements for [Project]"	Introduction
Email 2	Day 3	"New NCC 2022 changes affecting [Category]"	Industry update
Email 3	Day 7	"How we helped a similar [Category] project"	Case study

Stop Conditions

Reply received

Meeting booked

Unsubscribed

Email bounced

Outcome: Not a Fit

Moved to Nurture

Section 7

Priority Scoring Signals

Every morning at 7 AM, the system scores all new primary contacts to determine Maraia's top 10 calls. Here's what drives the score.

Hot Lead Tag +50

Manually tagged as high priority

Project > $5M +40

Big projects = bigger accessibility budgets

Strategic Category +30

Medical, Education, Childcare, Aged Care

Developer Role +25

Key decision-maker

Has Phone Number +20

Reachable by phone

New Today +15

Just imported — first mover advantage

Architect Role +15

Design authority on the project

Has Email +10

Baseline contactability

Previous Attempt −10 each

Pushes already-attempted leads down

Maximum Score

140

New + high-value + developer + strategic + phone

After 3 Attempts

Excluded

Permanently removed → enters nurture

Section 8

The Nurture Loop

No lead is ever lost. Everyone who doesn't convert enters a fortnightly newsletter from Neeraj and stays warm until they're ready.

How Leads Enter Nurture

Primary 3 failed calls → Email 3 → 7d wait → newsletter

Email Only Email 2B → Email 3 → 7d wait → newsletter

Secondary Email 3 (case study) → 7d wait → newsletter

Not Interested Immediate → newsletter (no active outreach)

Newsletter

From

Neeraj Tuli

Cadence

Fortnightly

Day

Wed 8 AM

Re-Engagement Signals

Signal	What Happens	Score
Opens 3+ newsletters	Tagged as engaged	—
Clicks CTA	Task created for Maraia	+10
Replies to newsletter	Removed from newsletter, task created	+15
Visits website	Visit logged	+10
Score reaches 80+	Auto-moves to Sales Pipeline	—