Writing Winning Business Proposals, Third Edition, 3rd Edition

APPENDIX HA Worksheet for Qualifying Your Lead

Many people believe that lead qualification is a single step in the business-development process that occurs early on. Once the lead is qualified, according to this belief, and the decision is “Go” rather than “No go,” it’s full speed ahead and never look back. Of course, that belief is mistaken because the quality of a lead is always in flux. What once appeared a done deal can quickly become a dead deal. New competitors could enter the picture. The economic buyer could change. One of your key subject-matter experts might find herself otherwise engaged. A new and negative buyer could join the consultant-selection committee. In short, relationships are always changing, and situations are never preserved ...