Enquiry Qualification & Go/No-Go

Q: Do we still need to review every enquiry manually?

No. The automation handles routine qualification.

Q: Will the automation work with our existing CRM and email setup?

Yes. The automation integrates with mainstream email and CRM platforms.

Q: What if our qualification criteria change?

Criteria are stored in a spreadsheet or CRM field that your team can update anytime. The automation applies the latest rules on the next enquiry.

Q: How quickly will prospects hear back from us?

Qualified leads receive a same-day response with next steps. No-go prospects also get a prompt, professional reply, improving your firm's reputation.

Deciding which enquiries are worth pursuing before burning senior time on them.

438 hrs

Manual time identified

Companies have mapped

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About This Automation

Enquiry qualification is the manual review of incoming project requests against firm criteria: scope fit, budget viability, and team capacity. Manual qualification is slow, inconsistent, and delays prospect response by days.

Automation extracts enquiry data, scores it against defined criteria, and routes qualified leads instantly. The sales team focuses on closing rather than data entry and rule checking.

Key features:

Extract and standardize enquiry data automatically from email and contact forms

Score projects against scope, budget, timeline, and capacity criteria in real time

Generate go/no-go recommendations with detailed scoring rationale

Route qualified leads to the proposal team with complete handoff information

Flag ambiguous or incomplete enquiries for human review

Respond to prospects on the same day with consistent messaging

Data insights How it works Apps used What you get FAQ

Top friction points when done manually

The issues teams report most often with this process

#	Friction point	Companies Report This
1	Manual data extraction delays Sales staff spend 12 minutes per enquiry reformatting unstructured text into a standard template.	80%
2	Inconsistent qualification scoring Different team members apply scope and budget criteria differently, leading to variable decisions.	67%
3	Delayed prospect response Enquiries wait 2-4 days for a response while staff manually check criteria and make decisions.	53%
4	Poor handoff to proposal team Qualified leads are forwarded via email with incomplete or inconsistent information.	40%
5	Tool fragmentation Staff juggle email, spreadsheet, and CRM to complete a single qualification cycle.	26%

Disclaimer

Automation readiness

How well-suited this process is for automation

Process Pain Score™

9.1/ 10

AI Fit Rating™

9.1/ 10

Automation Lift Index™

8.8/ 10

Hidden Overhead™

7.3/ 10

How The Automation Works

The full workflow, from trigger to completion.

1. New Enquiry Receivedtrigger

An inbound enquiry arrives via email or contact form and is captured by the automation platform.

2. Extract Enquiry Data

The automation reads the enquiry text and extracts key fields: company, contact, project scope, budget, timeline, and team size. Data is standardised and logged.

3. Score Against Qualification Criteria

The automation scores the enquiry against the firm's defined scope, budget, and capacity rules. A qualification score and go/no-go recommendation are generated.

4. Go/No-Go Decision

The automation checks the qualification score. If score is above threshold, the lead is marked go. If below, it is marked no-go.

5. Create Lead

For go decisions, a new contact and deal record are created with all extracted data and qualification notes.

6. Send Go Response Email

For go decisions, a templated response email is sent to the prospect confirming interest and next steps.

7. Send No-Go Response Email

For no-go decisions, a templated decline or referral email is sent to the prospect.

8. Notify Sales Team

A notification is sent to the sales channel with the qualification result, score, and a link for go decisions.

Most popular tool stack used

— the complete tool combinations companies use

52% of companies

28% of companies

15% of companies

Disclaimer

What you get when you map this process

Everything you need to understand, plan, and build your automation.

ROI and business case

What this process costs today and what changes once it's automated.

Launch schedule

What gets built, in what order, and what success looks like once it's live.

Process runbook

How the automation runs day to day, including exceptions and human decision points.

Developer handover pack

Full build spec, logic, and configuration — ready to hand off without a briefing call.

Integration and connections guide

Every tool connection, credential, and data mapping the build needs.

Test and QA plan

412 hrsIdentified

4Mapped

View

Frequently asked questions

Everything you need to know before mapping this process.

What happens to enquiries that don't fit our criteria?

The automation flags them as no-go and sends a polite decline or referral email to the prospect. A sales manager can review the decision and override if needed.

Do we still need to review every enquiry manually?

Will the automation work with our existing CRM and email setup?

What if our qualification criteria change?

How quickly will prospects hear back from us?

View more FAQs

Process pain:9.1/10

Mapped by:6 Companies

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Page updated 10 August 2026