Contract access, certification and pipeline volume are not the same as underwritten revenue. Test whether the buyer is real, the route is evidenced, the work package is winnable and the economics justify the pursuit.
Is there a named buyer, credible mandate, real timing and evidence that the opportunity exists?
Does the vehicle, prime/sub structure or procurement path actually improve the probability and economics?
What proposal hours, executive attention, partner economics, delivery reservation and opportunity cost are being exposed?
The first conversation tests whether there is a material decision worth underwriting. Qualified firms move into a bounded Revenue Activation Sprint; deeper RevQoE, ReqQoE or SOW Engineering is used only when the facts justify it.
| Strong fit | Weak fit |
|---|---|
| Established vendor with credible delivery capability, multiple buyer/prime choices and a consequential decision in the next ~90 days. | Early-stage company primarily seeking certification, generic leads, proposal writing or guaranteed awards. |