At the end of the found state it is time to determine if an opportunity is real and decided if you are going to invest time chasing in, this is often identified as “qualifying a lead.”

At the end of the found state it is time to determine if an opportunity is real and decided if you are going to invest time chasing in, this is often identified as “qualifying a lead.” Give real-world examples from your own industry of when you would qualify a lead to begin to the focused step in the engagement process. During the focus step of the propose-to-win state of an engagement is when consultants really have to use their skills, like listening as Julian Treasure shares in his TedTalk. Identify the top three (3) skills you feel are most important for a consultant to use during this stage and explain why each is important.

Some feel frame is the most critical step in the propose-to-win state of the engagement. Explain what you feel is the most challenging in the frame/proposal process.