The Prospect Scorecard
6 criteria. One prospect. A verdict.
Under 2 minutes

Think about a specific prospect — someone you’ve spoken with recently, or a client you just took on. Score them on six criteria. Not how the conversation felt. What they actually did.

Three criteria are non-negotiable. A score below 3 on any of them is an automatic no — regardless of how high the others score.

Non-Negotiables
Problem Fit
—
Non-negotiable — below 3 is automatic no
Is their problem clearly in your wheelhouse? Can you describe what you’d actually build for them, or are you stretching to make it fit?
Outside your zoneSquarely in it
Values Alignment
—
Non-negotiable — below 3 is automatic no
Do they take ownership of their part? Or do they blame the last person, defer every decision, and expect you to carry the outcome?
Blames everyoneOwns their part
Financial Readiness
—
Non-negotiable — below 3 is automatic no
Can they invest without resentment? Do they discuss fees directly, or treat your price like a problem to negotiate around?
Resists every dollarInvests willingly
Important Factors
Desire & Urgency
—
Important factor — weighs into average
Is this pressing, or “someday”? Have they been meaning to deal with this for a while, or did something specific force the call?
Someday, maybeUrgent and specific
Style Compatibility
—
Important factor — weighs into average
Will your working styles mesh? Do they want a partner who challenges them, or someone who just executes orders?
Friction guaranteedNatural fit
Time Readiness
—
Important factor — weighs into average
Will they engage or disappear? Do they show up prepared, or are they “swamped” and hoping you’ll just handle everything?
No capacityReady to engage