Scenario 1 – Strong Deal vs Weak Deal

Scenario 1 – Strong Deal vs Weak Deal

Purpose of This Lesson

To train pattern recognition.

Scenario A – Strong Deal

• Audit manager involved
• CFO asked about risk
• Timeline discussed
• Champion active

Correct action:

➡ Advance to scoped proposal

Scenario B – Weak Deal

• Only IT present
• No audit pressure
• “Send info” request
• No timeline

Correct action:

➡ Educate or pause — not propose