As anyone whos contributed to business development at an agency knows, it can be challenging to establish exactly what a given prospect needs. What projects, services, or campaigns would actually move the needle for this organization? While some clients come to an agency with specific requests, others are looking for guidance — help establishing where to focus resources. This can be especially difficult, as answering these questions often requires large amounts of information to be analyzed in a small period of time. To address the challenge of evaluating prospective clients and prioritizing proposed work, we have developed the Balanced Digital Scorecard framework. This post is the first in a two-part series. Today, we will look at: • Why we developed this framework, • Where the concept came from, and • Specific areas to review when evaluating prospects Part two will cover how to use the inputs from the evaluation process to prioritize proposed work — stay tuned!