SOP
  • Standard Operating Procedure
  • Introduction
  • Notes & Todos
  • Changelog
  • The Company
    • Culture
      • Management
      • Mäd Friday
      • Core Values
      • Principles
      • The Mäd Flywheel
      • Team Handbook
      • Blogs & Websites Worth Reading
      • Required & Recommended Reading
      • Recommended Videos
    • The Mäd Brand
      • Our Golden Circle
      • Brand Assets
      • Mäd.com
      • why.workwithmad.com
      • Writing Case Studies
    • Transparency
  • Project Work
    • General Working Practices
      • The Project Brief
      • AAR - After Action Review
      • New Client Onboarding
      • Status Updates
      • Files & Backups
    • Design Working Practices
      • Website Go-Live Checklist
      • Resources.
      • Brand and Web Design Sprint Agenda
      • Key Design Team Roles
      • Ideation and Brainstorming
      • Design Thinking
      • Questions for Flows
      • Webflow Hosting
      • Corporate Website Go-Live Checklist
      • Setting Up an App Store Account
      • Domain Pointing and IP Addresses
      • Writing Specifications
      • Bug Reporting Template
    • Tools
  • Operations
    • People Operations
      • Open Positions
      • Employment Contract
      • Key Documents
      • Hiring
      • Hiring Process
      • Hiring FAQ
      • On-boarding
      • Probation
      • Health and Accident Insurance
      • One to Ones
      • Off-boarding
      • Resignations
      • Salary Scale
      • Salary Increases
      • Holidays
      • Benefits
      • Business Visas
      • Reviews and Performance
      • Parental Leave
    • Finance
      • Procurement Onboarding
      • New Client Financial Details
      • Reports
      • Using Company Money (Expenses)
      • Bank Accounts
      • Free Cash Flow
    • Legal
      • Our Law Firm
      • Legal Entities
      • Document Templates
      • Non-Disclosure Agreement (NDA)
      • Service Level Agreement (SLA)
      • Engagement Agreement
    • Sales
      • Newsletter Format
      • Scope of Work
      • Minimum Project Price
      • Non-Negotiable Contractual Points
      • Credentials Deck
      • Proposal Format
      • Qualifying Prospects
      • CRM
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On this page
  • Target Customer Base
  • Giving Work to Prospects
  • Questions to Ask
  1. Operations
  2. Sales

Qualifying Prospects

We use the BANT framework for basic customer qualification. Try to make sure that during the qualification stage, you get to these answers:

  1. B = Budget

  2. A = Authority

  3. N = Need

  4. T = Timeframe

Target Customer Base

We have a few key targets

  • Well funded fast growing startups that have large requirements in business processes, branding, and technology.

  • Established businesses that are looking to modernize their organization and improve efficiency.

Giving Work to Prospects

If we are seeking vendors for particular work, and a current prospect offers the service, we should prioritize them in our RFP if they are a good match.

Questions to Ask

  • When is the last time you made a similar purchase?

    • How long did the purchase take?

  • What are the key factors in your buying decision? Price, experience, quality, speed?

  • When is your go-live date?

  • Ideas on budgets

  • What is your role and what do you do?

  • What led you to look at us?

  • What are you using now?

  • What problems are you looking to solve?

  • If these problems are not solved, what happens?

  • What tools are you using in your stack?

  • What issues are you experiencing in any of these areas?

  • Where is this interest/initiative coming from?

  • What is the timing to purchase?

  • What are the requirements you have for this project?

  • Do you have a budget allocated to a solution?

Last updated 6 years ago