Buyer Journey & Engagement Process

Prospect Qualification

Use buyer-confirmed evidence to decide the next best step. A proposal should document a buying decision that has largely already been made through discovery and alignment.

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Buyer Journey

Select the stage that best reflects the buyer’s current readiness.

Stage 1 of 10

Seven Qualification Gates

The 0–1–2 fields used in the Lead Pipeline. Every gate must be buyer-confirmed.

0 / 14

Nine Business Case Readiness Gates

The current BLC Client Journey test: before proposal, confirm the sponsor can answer each question.

0 / 18

Supporting Alignment Criteria

Retained from the Buyer Journey & Engagement Process document and scored with the same evidence discipline.

0 / 10

Cash Conversion Overlay

A separate financial lens beginning at Buying Alignment. It does not change the Buyer Journey or the qualification gates.

Stage 5Estimate likely contract value and decision timing.

Stage 6Estimate payment structure and cash timing.

Stage 7Track decision date, expected payment, and expected cash date.

Stage 8Convert expected cash to contracted cash.

Stage 9Track scheduled payments and cash received.

Stage 10Identify renewal or expansion cash opportunities.

Potential contract value Expected decision date Cash confidence Likely payment structure Expected cash date Expected payment amount Contract status Cash received

Potential contract value—

Expected payment—

Cash received—

Next Step and Notes

Decision guidance

Continue Discovery

Not enough evidence. Do not propose.

0 / 42Evidence points

0 / 7Hard gates confirmed

0 / 9Readiness gates confirmed

80+Proposal Ready

55–79Buying Alignment Required

<55Continue Discovery

“Great proposals document buying decisions that have already been made.”

The 0–1–2 Rule

0Unknown. No evidence. Not discussed.

1Partial or inferred. Discussed but not confirmed by the buyer, or inferred from context.

2Confirmed by buyer. They have explicitly told you this is true.