Step · I
The prospect
Who you just had the intake call with. Naming them makes this real.
Step · II
Score the intake
Seven dimensions, scored 1 to 5. Score what they actually did, not what you wish they did. Extremes at either end matter.
1. Responsiveness during intake
How quickly did they reply to your emails before the engagement started?
Ghosted between emails
Same-day, always
2. Respect for your process
Did they want to skip steps, or follow the process you described?
Wanted to skip everything
Followed every step
3. Specificity of their ask
Could they describe what they need, or did they just say "everything" or "the whole thing"?
Said "everything"
Named specific deliverables
4. Reaction to your fees
When you said your number, how did they respond?
Got weird / negotiated hard
Accepted without flinching
5. Their relationship with their last accountant
How did they talk about their previous accountant?
Badmouthed them at length
Spoke well or neutrally
6. Their timeline expectations
What did they expect about timing?
Wanted it yesterday
Reasonable timeline
7. Their reaction to your boundaries
When you described how you work (response times, scope limits, process), what happened?
Pushed back or sighed
Welcomed the structure
Step · III
Your gut, before the math
Before you tally anything. What did your gut say after the call ended?
Step · IV
The one thing
What is the one thing about this prospect that is already making you hesitate? One sentence. The thing you would mention to a peer if they asked.
The first red flag is usually accurate. Naming it now is how you protect yourself from talking yourself out of it later.