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Qualification - Scotsman

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Franky Van Damme
Franky Van Damme

This document outlines the Scotsman framework for initially qualifying a sales opportunity. The Scotsman framework evaluates opportunities based on Solution, Competition, Originality, Time, Scale, Money, Authority, and Need. For each category, questions are provided to help assess different aspects of the opportunity and determine if it is worth pursuing. The overall purpose is to help the sales team evaluate new opportunities and qualify which ones are most viable.

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息 Strictly Confidential May 2014 際際滷 1 May 2014 Franky Van Damme Managing Partner, PSX Advisors Franky.vandamme@psx-advisors.com Initial Qualification Scotsman
息 Strictly Confidential May 2014 際際滷 2 S C O Solution Competition Originality T Time Scotsman S M A Scale Money Authority N Need
息 Strictly Confidential May 2014 際際滷 3 Solution Do we have the right products? Do we want to sell in this marketplace? Can 束 follow-up 損 sales be expected? Are we able/willing to provide the level of support needed? Do we have good references? If needed can we do a demo? If needed can we do a good benchmark? Is he willing and able to develop his own application?
息 Strictly Confidential May 2014 際際滷 4 Competition Who are the Clients competitors? What are they offering? Can we identify some Competitive edges over our competitors? Are some key people strongly backing us in Competition? Can our proposal overcome Buy policies?
息 Strictly Confidential May 2014 際際滷 5 Originality How Original are we in our offered solution? Is DigiPoint a preferred vendor on the Short list? How many other vendors are in this project?
息 Strictly Confidential May 2014 際際滷 6 Time Do we know the project time frame? Is the timing of the decision realistic? Is the implementation schedule realistic? Does the prospects Time Scale fit ours?
息 Strictly Confidential May 2014 際際滷 7 Scale Do we know the right scale of the project? Does the Client understand his responsibilities towards the success of the project? Does DigiPoint understands its commitments? Is DigiPoint going to do this deal or are we going to pass on this deal to one of our partners?
息 Strictly Confidential May 2014 際際滷 8 Authority Do we know the decision process? Do we know the recommenders? The we know the decision makers? Is the Client using an outside consultant?
息 Strictly Confidential May 2014 際際滷 9 Money Do we know how the project is funded? Is the prospect prepared to buy/lease or rent? Is he a good credit risk? Will he accept our standard Terms and Conditions?
息 Strictly Confidential May 2014 際際滷 10 Need Do we know the specific application? Will there be a formal RFQ or RFI ? Does the prospect recognize his own real needs, is he willing to be advised and guided? Are all key people supporting the project? Is there a consultant involved?

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Qualification - Scotsman

  • 1. 息 Strictly Confidential May 2014 際際滷 1 May 2014 Franky Van Damme Managing Partner, PSX Advisors Franky.vandamme@psx-advisors.com Initial Qualification Scotsman
  • 2. 息 Strictly Confidential May 2014 際際滷 2 S C O Solution Competition Originality T Time Scotsman S M A Scale Money Authority N Need
  • 3. 息 Strictly Confidential May 2014 際際滷 3 Solution Do we have the right products? Do we want to sell in this marketplace? Can 束 follow-up 損 sales be expected? Are we able/willing to provide the level of support needed? Do we have good references? If needed can we do a demo? If needed can we do a good benchmark? Is he willing and able to develop his own application?
  • 4. 息 Strictly Confidential May 2014 際際滷 4 Competition Who are the Clients competitors? What are they offering? Can we identify some Competitive edges over our competitors? Are some key people strongly backing us in Competition? Can our proposal overcome Buy policies?
  • 5. 息 Strictly Confidential May 2014 際際滷 5 Originality How Original are we in our offered solution? Is DigiPoint a preferred vendor on the Short list? How many other vendors are in this project?
  • 6. 息 Strictly Confidential May 2014 際際滷 6 Time Do we know the project time frame? Is the timing of the decision realistic? Is the implementation schedule realistic? Does the prospects Time Scale fit ours?
  • 7. 息 Strictly Confidential May 2014 際際滷 7 Scale Do we know the right scale of the project? Does the Client understand his responsibilities towards the success of the project? Does DigiPoint understands its commitments? Is DigiPoint going to do this deal or are we going to pass on this deal to one of our partners?
  • 8. 息 Strictly Confidential May 2014 際際滷 8 Authority Do we know the decision process? Do we know the recommenders? The we know the decision makers? Is the Client using an outside consultant?
  • 9. 息 Strictly Confidential May 2014 際際滷 9 Money Do we know how the project is funded? Is the prospect prepared to buy/lease or rent? Is he a good credit risk? Will he accept our standard Terms and Conditions?
  • 10. 息 Strictly Confidential May 2014 際際滷 10 Need Do we know the specific application? Will there be a formal RFQ or RFI ? Does the prospect recognize his own real needs, is he willing to be advised and guided? Are all key people supporting the project? Is there a consultant involved?