SCOPE: deal qualification for service businesses

Borrowed frameworks miss what agencies actually sell against. SPICED was built for SaaS; MEDDPICC was built for enterprise software procurement. Neither asks the question that decides an outsourcing deal: why aren't you doing this in-house? SCOPE puts that question at the centre.

The form is a map, not a script. Talk 30% of the time, listen 70%, one question at a time. Ask in the prospect's language. Ukrainian versions of every question are in references/questions-uk.md.

The five blocks

S: Signal (why now)

What changed: a new project won, a deadline moved, someone left, a tool broke, a standard changed, a market opened. No "why now" means this is a research conversation, not a deal.

• What changed in the last 3 months that made this a question now?
• What happens if this stays as it is until the end of the year?