Intent:
    Decide whether your project warrants our attention, thus, securing the budget and not wasting money. Qualifying a project is something we should do initially. The idea is to determine how many square feet, what kind of material, and what influence we might have on it.

Benefit:
    Opportunity to get into the specifications because we are involved earlier on in the process. If it’s a complete set of plans and a project that’s already underway, the contact may utilize us together with the intelligence we’ve gathered related to that project. It also gives all the contacts a place to report with a variety of skills and information associated with it.

Definition
    Gathering information on the project up to the point of pursuit; ‘what information can I find out about this project that will help me determine whether I want to take it to the next level?’ The information gathered will help qualify the project as a viable income producing opportunity meeting the general buying criteria. Pre-qualifying is also used to establish a project agenda for a sales campaign.