- Company: does the offer solve a problem they have this year?
- Person: does this role own that problem?
- Now: what changed, or what are they already working on?
What you need
- A written offer and two or three good customers to compare against
- A spreadsheet or the included worksheet
What is inside
- A fit checklist in three parts: company, person, situation
- A worksheet to score accounts as qualified, review or exclude
- A worked example with sample data
How to use it
Write your fit criteria
Fill the company and person sections from your best customers, not your wish list.
Score a short list
Run ten accounts through the worksheet and mark each qualified, review or exclude.
Find the reason now
For each qualified account, write one current priority or change you can point to. No reason, no message yet.
