QUALIFY

1. Is there a project?
2. Compelling event?
3. What are the drivers?
4. Whats your USP?
5. Does your USP equal a problem?
 REQUIREMENT
1. Who do you have to persuade?
2. Have you agreed on the benefit?
3. Why now?
4. Can you map the prices? Formal and
Informal?
5. Do you know their check list?
6. How do you compare to the
competition?
 REQUIREMENT
7. What is your competitive strategy?
8. Is your budget big enough?
9. Are you engaged with the
beneficiaries?
10.Did your competitor write the RFQ?
11.Are you really the best answer to
the problem?
12.Would you buy what you are selling?
 EVIDENCE
1. Can you prove that you have an
internal advocate?
Coach
Champion
Sponsor
Mentor
2. Can your champion prove that the
internal buyers are sold?
3. Have you met and presented to each
internal buyer?
 EVIDENCE
4. Can the buyers articulate your pitch?
5. Have you outlined the Return on
Investment for the Open project to
the Customer?
6. Has the Customer confirmed that
you are the preferred supplier for the
Open project?
7. Have you developed a strategy to
overcome any potential reasons why
you might not win - either through a
 EVIDENCE
8. Have you reconfirmed the trigger
event that is driving the Open
project start date?
9. Have you confirmed the internal
process that will be undertaken by
the Customer, including the final
stages of legal, procurement to
obtain a P.O.?
 ACQUISITION
1. Have you agreed pricing with the
Customer?
2. Has the Customer agreed that there
is adequate budget still available?
3. Are you engaged with legal or
procurement to get master contracts,
statements or work, or purchase
orders approved?
 ACQUISITION
4. Has the Customer allocated
implementation resources to the
Open project?
5. Have you reconfirmed with the
owner of the business problem that
your solution is the preferred
solution?
 CLOSING
1. Has the Customer given a verbal
commitment to buy?
2. Are all terms and conditions for the
Open project, including final prices,
agreed in writing?
3. Have final contracts for all
components been submitted?
4. Has an implementation plan been
agreed?
5. Has the contract been signed?