11 Sales Qualification and Proposal Discipline¶

What decision or recurring problem is the client trying to improve?

Which asset, system, contract and team are inside the problem boundary?

Who owns the technical, market, compliance and commercial decisions?

What data and evidence exist, and who can authorise access?

What would make the engagement valuable within 30 to 90 days?

Which obligations or risks must not be disturbed?

Is the client seeking diagnosis, implementation, ongoing operation or assurance?

What specialist approvals are required?

Sell one defined outcome before describing the complete service catalogue.

Use a statement of work with explicit inputs, assumptions, exclusions and acceptance criteria.

Avoid guaranteed savings unless the baseline, causation and payment rules are objectively measurable.

Use performance-based fees only after a diagnostic establishes controllability and a fair counterfactual.

Separate advisory analysis from authority to bid, dispatch, change settings or operate equipment.

Treat each add-on as a new decision with its own scope and controls.

Describe the service as an owner-side coordination and assurance layer when an O and M contractor is already appointed.

Include the O and M contractor in discovery and factual validation unless the owner directs otherwise for a legitimate reason.