- Owner
- Alex Morgan · Independent advisor
- Version
- v2.0 · Approved Aug 28, 2026 · Five-criterion score replaced the yes/no fit check
- Where it lives
- Consultant Workbench
Purpose
Understand the prospect’s situation before proposing anything, and qualify the opportunity honestly against the ideal client profile.
Prerequisites
- Discovery conversation booked from WI-ADV-002
- Ideal client profile (WI-ADV-001)
Inputs
- What the prospect has shared
- Public context about the organization
- Qualification scorecard
Steps
- Prepare a one-page brief: what the prospect said, public context, three open questions and what you will not assume.
- Hold the discovery conversation: listen first, then test the constraint and who owns the decision.
- Score the five qualification criteria: fit with profile, a constraint that matters to the CEO, a sponsor who can decide, timing, and a budget range.
- Qualified (four or more criteria met): offer a 20-minute coaching conversation and propose a strategic business review date.
- Not yet qualified: agree a respectful next step and keep the relationship in the outreach rhythm.
- Send a short written summary and the agreed next step within two working days.
Safety and quality checks
- The score is recorded before any proposal is drafted.
- No outcome or result is promised in discovery.
- Notes stay in the Workbench; nothing goes to a client system.
Output and evidence
- Qualification scorecard on the opportunity
- Written summary sent to the prospect
Related roles and RASCI
From the process step “Discovery and qualification”, the one record the swim-lane map and matrix also read.
| Role | RASCI |
|---|---|
| Alex Morgan · Independent advisor | RA |
| Practice assistant (part-time) | S |
| Executive sponsor · Northstar CEO | C |
Actions that use it
- Score every discovery conversation against the five qualification criteria · Alex Morgan · Independent advisor · due Dec 18, 2026