Commercial Qualification

Purpose

• Systematically qualify consulting opportunities to ensure the pipeline contains real deals worth pursuing.
• Prevent the team from wasting time on unwinnable or unprofitable deals.
• Produce a defensible, data-backed qualification verdict using the BANTTD framework.
• Execute graceful disqualifications (Professional Cut) to preserve relationships and pipeline hygiene.

Scope

• This skill WILL:
  • Run the P.U.D.T.F pre-filter to screen opportunities before full BANTTD scoring
  • Score opportunities across six dimensions (Budget, Authority, Need, Timeline, Tech-fit, Decision Date)
  • Produce a qualification scorecard with verdict and confidence level
  • Identify key risks, information gaps, and recommended next actions
  • Update pipeline state with qualification results
  • Flag deals below minimum engagement thresholds
  • Trigger re-qualification for stale opportunities (30+ days)