General Consultant Discussion

Here's my first draft of a checklist to help determine how much effort (free v pay v walk away) into web leads (not referrals). I want a brief # of questions which quickly frame whether the inquiry is worth pursuing or not. There may be other questions - I'd like to keep it to 5 so I can determine in a 5 minute conversation whether to further engage. Most web leads will fall out at number 4 Critique please. 1. On support with Sage or looking to re-engage 2. Willing to share partner name and reason for separation 3. Able to clearly state a purpose, timetable and appropriate budget for project 4. Customer is fixed price (no hourly) projects and support 5. Customer is using technology we can support (not overly customized) 6. Inquiry is from a financial person with purchasing authority

To me, it seems too detailed... as if you're about to perform background check. Initially, I only care about #5 and 6. Remainder can be derived from follow-up discussion, which is primarily to gauge the douchebag factor.

I like Wayne's list. How you ask the questions and in what order will vary by situation. However, budget is critical as is why they are leaving. It's just as good to get to a NO as it is to get to a YES. Actually, early on, you want to get the NO's out of the way as quickly as possible without scaring off the YES's.

I want a quick short list of the types of questions where I know right away that if the answer is ""we want to pay someone for 15 minutes of their time"" I can walk away without thinking twice.

That's understandable. I've found that many simply don't know any other way, and some need to be educated about the benefits of fixed price engagements. If 5 & 6 are met, you have a chance. However, if web inquiries are frequent, this is a good list to thin the herd.

I like 1, 2, and for starters. 6 is a requisite. What does your company do/make, how are you using the software to help do it, and are you satisfied with the results?

I'd also add the questions - How long have you been using Sage 100/MAS? What version are you on?