“No, not exactly.” When we asked them how the client would measure success, they were not sure. When we inquired as to what had stopped the client from fixing the problem itself, the consultants had their own guesses and no client opinions. Often, they had not discussed the client’s views on time, people, and money. Decision processes were unclear or unfavorable. They did not have access to key stakeholders and thus could not describe what criteria those people would
tip- to qualify an opportunity, an opportunity should have a client stated problem, impact, clearly defined decision process, access to stake holders, time, resources and money defined.
