GSM Scorecard for prospecting what good GSM Business looks like This scorecard has been designed

as a tool to help you determine what makes a good prospect for GSM.
Customer Characteristics
Current size of Client

Scoring Guidelines
10 = It is my largest client 5 = It is half of that size 1 = It is one of my smallest clients 10 = GSM operates in 100% of the countries they operate in 5 = GSM operates in 50% of the countries they operate in 0 = GSM operates in less than 50% of the countries they operate in 10 = 1-3 international offices 5 = 4-8 international offices 1 = 9-12 international offices 0 = 12 or more international offices 10 = $600,000 to $8,000,000 per year 5 = $200,000 to $600,000 per year 0 = up to $200,000 per year (Over $8,000,000 is your discretion) 10 = Lots of experience 5 = Some experience 0 = No experience 10 = Real partnership, trusted relationship, excellent account development and internal knowledge 5 = Good account management and development 0 = No real account management client self-manages itself 10 = Much 5 = Some 0 = Little or none this client has little benefit to me 10 = Much presents a real opportunity, case studies etc 5 = Some 0 = Has no real benefit to GSM 10 = Simple, would require very little work 5 = Moderate, as expected level of workload 0 = Significant input required, e.g. major system development 10 = A clear decision making unit (DMU) exists with controls and systems in place 5 = Some control with the desire to improve 0 = Completely decentralised with all decisions made locally 10 = Market is growing around globally 5 = Market has growth in some countries/regions 0 = Growth is limited to your my only

Score

Geographic Fit with GSM Network Their locations with our locations Number of International Offices Average Travel Spend per country Experience of servicing Clients industry sector Relationship

Strategic importance to MY business Strategic importance to GSM Ease of implementing this account across international locations Strategy client will have in dealing with GSM Growth potential of clients industry or business

Total Score 0 41 42 60 60 80 80 110

The Customer is Not a good prospect Worth considering and developing A Good prospect and should be being actively worked on A Hot prospect that should be a GSM client.