Decision Criteria – internal inspection questions
Status Red – Criteria does not exist.
Guiding Light Principle: Document – Criteria does not exist, it is not written down and there is no concensus as to what the ideal solution is.
- Tell me what the decision criterion is?
- Explain to me how you know?
- Describe to me how you can influence it?
- Tell me who the competition is?
- Explain to me what the differentiators are?
- Describe to me how you are going to influence the criteria with our strengths & set traps for the competition?
Status Yellow – Criteria exist but are not documented or influenced by you.
Guiding Light Principal – Influence – Can you influence the criteria to favor you, set traps for the competition, gain concensus & help you avoid “No Decision”
- Tell what the documented Dc is?
- Can I see it?
- Explain to me what we are competing against?
- Another solution
- Do it ourselves
- Do nothing
- Describe to me how the Dc appears to be slanted towards us or a competitor?
- Tell me what the results of offering our Dc was?
- Explain to me what they did with it?
- Describe to me what the effect has been?
Status Green – Criteria are documented and influenced by you
Guiding Light Principle: Control – You have been able to influence the criteria, have it tied to business outcomes that matter and or you have set traps for the competition including the “No Decision” contingent.
- Tell me how they adopted our Dc template or incorporated our key differentiators into their Dc?
- Explain to me who from our pre-sales team reviewed it to see if there’s any evidence of competitive tampering?
- Describe to me the impact of the Competitive traps have had? .