Opportunity Qualification

Opportunity Qualification

Not every lead represents a viable engagement for the WillDom ecosystem. Opportunity qualification is the structured process of evaluating whether a potential engagement aligns with the ecosystem’s capabilities, meets minimum economic thresholds, and has a realistic path to a signed agreement.

This process ensures that sales efforts are focused on high-probability opportunities and that ecosystem resources — including solution design, talent matching, and delivery capacity — are committed only to engagements that create meaningful value for both the client and the platform.

Engagement Types

The WillDom ecosystem operates through two primary engagement models, each with distinct qualification criteria.

Talent Engagements

Talent engagements involve placing qualified technical professionals to augment a client’s existing team. In this model, the client retains delivery responsibility while WillDom provides access to vetted, senior-level talent.

Minimum qualification criteria:

• One or more full-time equivalent (FTE) assignments
• Minimum engagement duration of six (6) months
• Gross margin meets semaphore threshold (see Deal Economics & Approval)
• Minimum gross contribution of $1,500 per introduction

Solution Engagements

Solution engagements involve the ecosystem delivering a structured transformation initiative, technology solution, or managed team under WillDom’s delivery responsibility.

Minimum qualification criteria:

• Minimum Total Contract Value (TCV) of $50,000 (Discoveries are usually smaller, but open the door to win the next solution opportunity)
• Full team composition expected (Product Owner, Tech/Team Lead, QA, and relevant specialists)
• The Product Owner role is critical in this engagement model
• Gross margin meets semaphore threshold (see Deal Economics & Approval)

The 100% Alignment Rule

Every opportunity must demonstrate full alignment with WillDom’s core service offerings and Ideal Customer Profile (ICP) to move forward in the sales process.

If an opportunity is not 100% aligned with WillDom’s services, the branch or partner pursuing it must document a clear rationale for why it is moving forward regardless.

Alignment is evaluated across several dimensions:

• Market
• Industry sector and vertical fit
• Technology stack compatibility
• Engagement model match (Talent vs. Solution)
• Geographic and timezone alignment
• Client digital maturity and transformation readiness

The 7Ps+C Qualification Framework

WillDom’s consultative qualification methodology uses the 7Ps+C framework to systematically evaluate each opportunity before committing resources:

1. Problema (Problem) — Does the prospect have a real business challenge that WillDom’s solutions can address? Look for keywords: restructuring, digital transformation, optimization, consolidation, new business lines, strategic change.
2. Personas (People) — Are the key stakeholders identified? Map the buying committee roles.
3. Proyecto (Project) — Does the project actually exist, or is it still conceptual? Validate that there is a concrete initiative, not just exploratory interest.
4. Presupuesto (Budget) — Are funds provisioned or obtainable? If no budget exists, assess whether there is a viable path to secure funding.
5. Prioridad (Priority / Compelling Reason) — What is the client’s compelling reason to act now? Without urgency, deals stall indefinitely.
6. Plazos (Timelines) — Understand three distinct timelines: purchase decision, implementation start, and go-live/production date.
7. Proceso Decisorio (Decision Process) — How does the organization make purchasing decisions? Obtain the org chart and understand approval chains.
8. Competencia (Competition) — Who else is competing for this engagement? Understand the competitive landscape and the client’s evaluation criteria.

Qualification Decision Gate

The 7Ps+C assessment produces one of three immediate decisions:

• Abandon — The opportunity does not meet minimum criteria; disengage and reallocate effort.
• Investigate Further — Key information is missing; continue discovery before committing resources.
• Advance — The opportunity is real and viable; proceed to the next stage of the sales process.

Risks of Poor or Late Qualification

• Pursuing opportunities that will never close, wasting team capacity
• Discovering late — after significant investment — that the deal is unviable
• Setting false expectations internally with leadership
• Missing higher-probability opportunities due to misallocated effort

Client Roles in the Buying Process

Understanding who plays what role in the client organization is critical for qualification and deal progression.

Role	Description
Decision Maker	Signs the agreement, allocates budget independently, approves the engagement. Typically C-suite.
End User	Daily work will be affected by the engagement.
Technical Recommender	Evaluates technical fit and makes recommendations to decision-makers.
Influencer	Researches options and briefs the decision-maker. Has power to influence but not to decide.
Sponsor	Champions the engagement at the executive board level.
Coach	An internal advocate who helps navigate the organization and provides insight into the decision process.