Operating model
Offering Readiness Scorecard
Decide whether a capability is ready to be sold as an offering, or is still a group of people billed by the hour.
One page, one capability. Fill it with the person who would own the offering and the person who would sell it — twenty minutes, not a workshop.
Score each row0 No evidence1 A hypothesis2 Some evidence3 Strong evidence
| What you are judging | Strong looks like | Weak looks like | Score |
|---|---|---|---|
| Named problemIs there a client problem this solves, stated in the client’s words? | The problem is written down the way a client would say it. | The description starts with the technology. | |
| Funded buyerWho sponsors this, and who signs for it? | User, sponsor and budget holder named separately. | Nobody owns the problem or the budget. | |
| Fixed scopeCan you say what is in, and what is deliberately out? | Both lists exist, and the exclusions are specific. | Scope is "it depends". | |
| RepeatabilityCould you deliver it again without redesigning the engagement? | It has been delivered more than once the same way. | Every engagement is shaped from scratch. | |
| Delivery beyond one expertDoes it survive if your best person is unavailable? | A standard exists and others have delivered to it. | One name has to be on every engagement. | |
| Named ownerWho owns this offering’s positioning, roadmap and performance? | One person, not a committee or a function. | Ownership is shared, which means it is absent. | |
| Commercial formHow is it bought — and does the price hold without a bespoke estimate? | A commercial shape exists and has been quoted. | Priced as people times rate times months. | |
| ProofWhat can you show a sceptical buyer? | A result, described at a level you are allowed to share. | A capability deck. | |
| DifferenceWhy would a client buy this from you rather than anyone else? | A reason that survives being said out loud to a competitor. | Experience, quality, and a dedicated team. | |
| Measurable outcomeWhat changes for the client, and against what baseline? | A measure and a starting point are both named. | "Improved maturity." | |
| Total | |||
How to read it
- 24–30
- Sellable. Put a name on it, publish it, and hold it to a measure.
- 15–23
- Productize. The substance is there; scope, ownership and commercial form are not.
- 7–14
- Still a capability. Useful, not yet buyable — decide whether it is worth the work.
- 0–6
- Not an offering. It is a skill some of your people have.
A low score is not a verdict on the work — only on how buyable it is today. The rows scoring 0 or 1 are your roadmap.