Use this sequence before arranging sales meetings.
| Question | If yes | If no |
|---|---|---|
| Is there a named recruitment problem, decision owner and deadline? | Write a one-page brief. | Pause supplier selection and define the problem. |
| Can the current stack answer the question with existing rights and reasonable effort? | Test better configuration, training or workflow first. | Specify the missing evidence or capability. |
| Can the candidate demonstrate the required coverage and authorise the intended trial? | Run a controlled comparison. | Seek clarification; do not assume access means permission. |
| Does the tested configuration add useful evidence, better analysis or a worthwhile reduction in work? | Complete technical, contractual and cost diligence. | Retain the incumbent or investigate a different solution. |
| Are essential rights, identity accuracy and operational ownership resolved? | Approve a bounded purchase with acceptance criteria. | Hold, narrow or reject the purchase. |
| Does live use reproduce the trial’s benefits? | Retain and monitor. | Remediate, reduce scope or execute the agreed exit. |
Bring in a specialist at the first unresolved, consequential gate—not after the contract or database design is fixed. The detailed escalation rules appear below.