The verdict card. Opportunity is derived from the discovery findings with no extra questions — how much leaks, how many core capabilities are missing, how badly the money paths break, how big the business is. Readiness is observed from the call. The dot's position is the output; the letter grade just names the quadrant.
Also called: lead score · deal grade · is it worth chasing · nurture or close
- 1Opportunity comes out of the findings automatically as they are ticked.
- 2Readiness comes from the nine observed signals.
- 3The pair renders as a dot on a two-axis grid with the grade beside it.
- 4High/high is a close, high/low a nurture, low/high a quick small win, low/low a park.
- 5Attitude to the business is its own signal because it predicts outcomes better than pain does.
The qualification module argues it directly: 'the builder with the worst infrastructure in the book is frequently the one drowning too badly to run a rollout, while the organised one with three small gaps signs in a week… High/high is a close, high/low is a nurture, low/high is a quick small win, low/low is a park — and those are four genuinely different next actions, which is why collapsing them into a single 0-100 lead score would destroy the only useful thing here.' And on posture: 'An owner actively trying to scale buys infrastructure. An owner who is content buys nothing, however much they are losing.'
- One averaged score made opposite situations look identical.
- Ranking by pain alone sent reps at the loudest problem.
- A ready buyer with small gaps was scored low and neglected.
See it on your own jobs
Twenty minutes, your numbers, no slide deck. We’ll build one of your real buildings in front of you and send you the estimate link at the end — yours to keep either way.
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