Deal Inspection Framework

INSPECTION CRITERIA

Deal Review Checklist

DEAL INSPECTION CHECKLIST

QUALIFICATION:
☐ ICP fit confirmed
☐ Budget validated
☐ Timeline real
☐ Authority identified
Score: ___/10

STAKEHOLDERS:
☐ Economic buyer engaged
☐ Champion identified
☐ Technical buyer met
☐ Multi-threaded (3+)
Score: ___/10

PROCESS:
☐ Decision process understood
☐ Competition known
☐ Evaluation criteria clear
☐ Next steps defined
Score: ___/10

VALUE:
☐ Pain quantified
☐ Business case built
☐ ROI documented
☐ Success criteria defined
Score: ___/10

OVERALL DEAL SCORE: ___/40

Inspection Questions

Area	Key Questions
Qualification	"Who's the economic buyer? Have you met them?"
Champion	"Who's selling for us internally? What's their stake?"
Competition	"Who else are they evaluating? Why would they choose us?"
Timeline	"What's driving this timeline? What happens if they don't buy?"
Risks	"What could stop this deal? What's your plan?"

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RED FLAG INDICATORS

Deal Risk Assessment

DEAL RED FLAGS

HIGH RISK (Address immediately):
☐ Single-threaded relationship
☐ Never met economic buyer
☐ No clear timeline
☐ Unknown competition
☐ Champion left company

MEDIUM RISK (Monitor closely):
☐ Close date pushed twice
☐ Going dark periods
☐ Legal/security delays
☐ Budget not approved
☐ New stakeholders emerging

LOW RISK (Standard monitoring):
☐ Standard procurement
☐ Expected evaluation
☐ Normal stakeholder additions

Risk Scoring

Risk Level	Score	Action
Low (0-2 flags)	Green	Standard follow-up
Medium (3-4 flags)	Yellow	Weekly inspection
High (5+ flags)	Red	Rescue plan required

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