Lead Qualification Framework
A simple framework for deciding whether a lead fits the offer, buyer profile, timing and commercial requirements.
Working record
| Check | What to do | Evidence to retain |
|---|---|---|
| Problem fit | Confirm that the customer problem is one the offer can address within its stated scope. | The problem fit record, its source and the person responsible for resolving missing evidence. |
| Buyer fit | Identify who will use the result, who pays and who approves the purchase. | The buyer fit record, its source and the person responsible for resolving missing evidence. |
| Budget | Compare the approved spending limit with committed costs, variable usage and a stated reserve. | Dated estimate, inclusions, payment timing and approval owner. |
| Timing | Record the event or deadline that makes the work relevant and whether it is confirmed. | The timing record, its source and the person responsible for resolving missing evidence. |
| Decision maker | Identify who can approve scope, expenditure or acceptance. Separate that role from the daily contact. | The decision maker record, its source and the person responsible for resolving missing evidence. |
Review the decision
A simple framework for deciding whether a lead fits the offer, buyer profile, timing and commercial requirements. Keep problem fit, buyer fit, budget attached to the conclusion so the next owner can challenge the assumptions. Resolve missing evidence before treating this record as approval.
Continue the decision
A Practical Framework for Choosing Between Build and Buy · How to Build a Lead Qualification Process.
Calculation and source notes
Keep the displayed formula, input units and model scope with the result. Corrections or questions can be sent through the request section on this page.
Content updated: October 11, 2026