CONTROL
Intended control
Qualification criteria; decision authority; documented rationale; revisit triggers.
SaleQMS process area
Market & qualification
Invest effort where customer fit, value, feasibility and strategic relevance are credible.
RISK
Failure modes
Pipeline inflation; wasted pursuit effort; biased decisions; opportunities accepted without capacity.
EVIDENCE
Useful evidence
Ideal-customer criteria; opportunity scorecard; bid/no-bid review; disqualification reasons.
MEASURE
Measures to consider
Decision cycle time; exception frequency; downstream failure; customer outcome; improvement effect.
Questions for process review
- What decision or customer outcome must this process area make more reliable?
- What evidence is sufficient, and who decides?
- How does control change with risk and complexity?
- Where can information be lost, distorted or delayed?
- How will we know that the process is effective?