Carry this into the vendor meeting. Ask each question exactly as written and score the answer live: 0 = flag present, 1 = mixed, 2 = clean. Watch how the vendor reacts to being asked. The reaction is the data.
Vendor:Proposal:Date:
1 · Diagnosis
0 1 2
"Walk me through how you will map our workflow before scoping."
Clean sounds likeNamed operators, ride-alongs, a delivered process artifact.
Dirty sounds like"We'll start with a discovery call."
2 · Buy vs build
0 1 2
"Which proven platform are you integrating, and why that one?"
Clean sounds likeA named platform and a reasoned fit. Plumbing, not manufacturing.
Dirty sounds likeA custom build with no platform named.
3 · Exit
0 1 2
"In one sentence: how do we leave you, and what do we keep?"
Clean sounds likeOne sentence, data formats named.
Dirty sounds likeA pivot to features.
4 · Payment
0 1 2
"Tie payment to milestones. What is verified before phase two?"
Clean sounds likeStaged payments against verifiable deliverables.
Dirty sounds likeFront-loaded, vague milestones, a discount for paying early.
5 · Data
0 1 2
"Show me the data-preparation line item."
Clean sounds likeScoped, staffed, priced. It is 60 to 80 percent of the real work.
Dirty sounds like"Leveraging your existing data."
Scoring: serious vendors score 8 to 10. Below 6, you are funding someone else's learning curve. Any single 0 is a conversation to have before signing anything.
Total / 10
Any two flags in the same proposal and you walk. Do not negotiate the flags away.