This is what we use in Camberwell – a simple, useful and memorable way to assess our prospective clients. One point is given to every yes. A score of around 5 or above is well worth pursuing. A score of less than 5 can be increased as the relationship grows.
1. Solution – can you provide the solution?
2. Competition – if your prospect is talking to competition, are you likely to win?
3. Only you – has your prospect approached/dealing with you only?
4. Timing – will work commence within 3-6 months?
5. Size – is this project the right size for you?
6. Money – does your prospect have the £?
7. Authority – are you speaking with the decision maker?
8. Need – does your prospect really need to do the project/business? I mean, really NEED it?
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