The BANT Method

Qualifying an opportunity, use the BANT method:
 
• Budget, is it defined, approved?
 
• Authority, does the person you are speaking with have the authority to make a decision, if not, what is the process?
 
• Need, do they have a need that makes good business sense, will there be an ROI?
 
• Timing, do they have a defined timeline to start and finish the project. Is there a team in place to work on this project?