Decision Criteria section: Prospect qualifying questions
Decision Criteria – Dc – questions to ask the prospect at red moving to yellow
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 about the written requirements document or decision criteria in place now?
- Explain to me how you agree on a standard format for defining requirements?
- Can I see it?
- Can I have a copy?
- Describe to me the value of a template of a generic decision criteria document to work from and configure for your needs?
- Tell me how you plan on making an Objective and informed decision?
- Explain to me how the needs of the various stakeholders are being tracked?
- Describe to me how you will prioritize capabilities and their impact on the business outcomes that are needed to justify an investment?
Decision Criteria – Dc questions to ask the prospect at yellow moving to green
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 me what your requirements are?
- Explain to me what business needs these requirements impact?
- Describe to me what the outcomes are if this remains As Is?
- Tell me the value if we worked together to get this decision criteria to tie to specific business objectives?
- Explain to me how these requirements support the overall goals of reducing cost and improving performance?
- Describe the overall impact these Dc impact Revenue, Cost and or Risk?
Decision Criteria – Dc – questions to ask the prospect at green.
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 what input has the EB had on the final Dc?
- Explain to me how you know she has confirmed the business results?
- Describe to me what role the Dc will have on the overall Buying Process?
- Tell me how the Dc will be used to ensure the playing field is level?
- Explain to me the role the Dc will have in making an objective and informed decision?
- Describe to me how the following will be communicated:
- Changes to the Dc
- Results of validation events
- Award of the contract