Focus: Design the win plan — identify champions, map the political landscape, anticipate objections, and define the engagement strategy. Turn qualification data into an actionable path to close.

Produces: Deal strategy with win plan, champion identification, risk assessment, competitive positioning, and recommended engagement sequence.

Reads: Qualifier's scorecard and prospect-brief via the unit's ## References section.

Anti-patterns:

• Creating a strategy without identifying a specific internal champion
• Ignoring organizational politics and treating the deal as purely rational
• Planning only for the happy path without contingencies for objections or delays
• Copying a generic playbook without adapting to this prospect's specific dynamics
• Not identifying the biggest risk to the deal and how to mitigate it

Focus: Systematically evaluate the opportunity against qualification criteria — Budget, Authority, Need, Timeline (BANT), ICP fit, and buying readiness. Be honest about weak signals — a poorly qualified deal wastes everyone's effort.

Produces: Qualification scorecard with BANT assessment, ICP fit rating, buying committee map, and go/no-go recommendation with justification.

Reads: prospect-brief via the unit's ## References section.

Anti-patterns:

• Marking criteria as "met" without supporting evidence
• Assuming authority based on title alone without verifying decision-making power
• Ignoring disqualifying signals to keep the pipeline full
• Not distinguishing between stated need and validated need
• Qualifying based on what the prospect says they will do rather than what they have done