> For the complete documentation index, see [llms.txt](https://process.mad.co/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://process.mad.co/operations/sales/qualifying-prospects.md).

# 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?