SCOTSMAN® App

To add a new opportunity, go to the Opportunities section from your dashboard and click the “Add Opportunity” button.

You’ll then be able to enter key information about the deal and begin working through the SCOTSMAN® qualification form.

The SCOTSMAN® score is a representation of the work still needed on an opportunity — it’s not a simple “higher is worse” or linear scoring system.

Each SCOTSMAN® section is scored as follows:

• 0 (Green): For now, there’s no more work to do in this area
• 1 (Amber): There’s missing data, but no showstoppers
• 10 (Red): There is at least one potential showstopper in this section

With eight SCOTSMAN® areas, the total score can range from 0 to 80.

• A score of 4, for example, means you’ve identified four areas where data is missing (amber), and four areas where no further work is needed right now (green). That sounds good — but it also means you don’t yet know if any of those missing areas are critical.
• A score of 20 might reflect two areas with potential showstoppers (red) and six green sections. While the score is higher, the problems are at least visible — and action can be taken to address them.

The SCOTSMAN® score helps you prioritise your effort. Lower scores mean less is known, not necessarily that the deal is safer.

And remember: green doesn’t mean qualified — it just means you believe there’s no more work right now. Qualification is a continual process. A deal isn’t truly qualified until it’s won.

Yes — and you’re expected to. Qualification is not a one-time activity; it’s something you’ll revisit throughout the sales process.

To edit an opportunity, simply click on the opportunity row in your dashboard. This opens the SCOTSMAN® form, where you can review and update your responses as things progress.

Remember:

• Amber scores mean data is still missing — and that’s normal, especially early on.
• Red scores highlight potential showstoppers — not tasks for you to fix, but things that need to be addressed by the customer or others.
• If the customer can’t or won’t take the necessary action, the red remains, and you may reach a quit-point decision.
• In some cases — for example, if an existing supplier is bidding — the issue can’t be resolved. That’s fine, as long as the risk is recognised and planned for.

When a section scores amber (missing information) or red (a potential showstopper), you should add an Action to track what needs to be done.

To do this, click the Actions [+] button at the bottom of the relevant section in the SCOTSMAN® form. Each action has three fields:

• Action (required): What you’re going to do
• Outcome (optional): What you want to happen
• Due Date (optional): When it needs to be done by

You can update or remove actions as things progress. All your open actions are visible in the Actions page from the main menu — and managers can view actions for their entire team from the same place.

This helps you stay focused on the real work needed to move each opportunity forward.

A deal is only truly qualified when it’s won.

In SCOTSMAN® terms, a section scoring green means that — for now — there’s no more work to do in that area. But qualification is never static. A competitor might reappear. A stakeholder might shift the decision criteria. That’s why qualification is a continual process, not a one-time task.

The SCOTSMAN® App helps you track this through Actions, which identify and monitor the work still needed to move a deal forward.

In the full SCOTSMAN® methodology, we explore these Actions in more depth as Qualification Commitments — specific things we need the customer to do, not just information to gather.

Our SCOTSMAN® Masterclass in Commitment Selling expands on this and introduces other powerful commitment types, including:

• Timetable Commitments
• Lobbying Commitments
• Criteria Commitments

If you're interested in taking your team’s qualification to the next level, contact us at hello@advancescotsman.com