Qualification Scorecard

Use this after discovery to decide whether to invest in a proposal or diagnostic design.

Criterion	1 — Weak	3 — Mixed	5 — Strong
Problem severity	Interesting only	Some consequence	Material cost, delay, risk or growth constraint
Urgency	No reason to act	General intent	Clear trigger/deadline
Ownership	No owner	Influencer engaged	Accountable buyer engaged
Stakeholder access	Restricted	Partial	Relevant operators + decision-makers available
Budget/commercial route	Unknown	Possible	Credible route confirmed
Implementation path	No plan	Uncertain	Clear route if diagnostic proves value
Your credibility	Weak fit	Adjacent fit	Strong relevant method/proof

Interpretation

28–35: strong opportunity. Move toward a scoped paid diagnostic. 20–27: proceed only if the weak areas can be resolved. Below 20: nurture or disqualify rather than investing heavily. The thresholds are a management aid, not a universal sales rule.

Questions to resolve weak scores

Problem: What happens if nothing changes? Urgency: Why is this worth addressing now rather than next year? Ownership: Who is accountable for the outcome? Access: Who performs the work and who approves change? Commercial: What would need to happen for this to receive budget? Implementation: If the diagnostic identifies a strong opportunity, who could actually implement it?

Decision

Proceed to proposal
Schedule further qualification
Nurture
Disqualify

Reason: [write the evidence, not a feeling]

Templates

Sales Scripts

Diagnostic Resources

Growth & Account Management

Interpretation

Questions to resolve weak scores

Decision

​Interpretation

​Questions to resolve weak scores

​Decision

Interpretation

Questions to resolve weak scores

Decision