What matters
Qualification should identify the type of service sought and who needs to participate. The sales process organizes the next conversation while substantive professional evaluation remains with the responsible service provider.
Put it into practice
- Clarify the requested service
- Identify decision participants
- Arrange an appropriate discovery step
An example in practice
A business requests help from a professional-services firm. The team identifies the service area and suitable contact before treating the inquiry as a full project scope.
What to track
Track inquiries that reach a relevant discovery conversation.