Decision Criteria: internal inspection questions
Inspection questions on Decision Criteria (DC): documenting the criteria, influencing them with business outcomes and your differentiators, and locking out the competition.
Grey
Status: Just getting started; introduced criteria during discovery
Guiding light principle: Document.
- Tell me what the decision criteria are.
- Is the criteria document attached in Salesforce (sf.com)? Let’s look at it.
- Describe to me how you can influence it.
- Did they use our template?
- Is it strong enough?
Yellow
Status: Criteria exist; you are influencing the criteria with connections to business outcomes and your differentiators
Guiding light principle: Influence. Can you influence the criteria to favor you, set traps for the competition, gain consensus and help you avoid “No Decision”?
- Did our SE confirm the links of the capabilities to the business metrics?
- Explain to me the weighting in the DC.
- Tell me which stakeholder provided the most input.
- What business metrics would the EB care most about?
- How does your champion feel about the DC?
- Is this a fair fight?
- What competitive traps are set?
Green
Status: Criteria are documented and have locked out the competition
Guiding light principle: Control. You have been able to influence the criteria, have tied them to business outcomes that matter and/or have set traps for the competition, including the “No Decision” contingent.
- Has the input from the EB been incorporated in the DC, and has he/she seen the document?
- How is your champion managing any changes to the DC?
- Is the DC the major driver for the technical validation event we are jointly executing?
- Is your champion comfortable defending the objectivity of this document to the EB?
- Did you spring the competitive traps?
Go deeper on Decision Criteria
The technical, commercial and legal criteria the decision is based on.