How “Needs nurturing” is scored (proposed): driven first by customer value at stake: closed-won revenue (size) and number of live customers (count), plus open pipeline, then multiplied by staleness (days since last contact; a firm goes fully “due” at about 45 days, never-contacted = max). So a big customer you haven’t touched rises to the top; a big customer you spoke to yesterday drops. Firms with no customers or pipeline score low regardless. Open the row to see the score breakdown. Coming next: a column for firms with an upcoming touchpoint already scheduled, needs calendar/meeting data.