Which option correctly describes the Stage 4 prerequisites before contract entry?

• A. Complete the Win/Loss Survey and fill out the Needs Assessment Form (attach to the Opportunity); also ensure Forecast Category = Commit when certain
• B. Complete only the Win/Loss Survey
• C. Fill out the Needs Assessment Form
• D. Set Forecast Category = Commit when certain

Answer: (A)

Stage 4 prerequisites before contract entry revolve around ensuring both the deal context and forecast readiness are solid. You need to complete the Win/Loss Survey to capture competitive insights and outcomes from similar engagements, and you also need to fill out the Needs Assessment Form to document the customer’s requirements, constraints, and alignment with the proposed solution. Importantly, attach both documents to the Opportunity so everyone has the supporting data in one place. In addition, set the Forecast Category to Commit when certain conditions are met, signaling that the deal has enough confidence to be forecast as a committed opportunity.

Why this combination fits best: without the Win/Loss Survey, you miss critical feedback that informs how the deal distinguishes itself or where risks lie. Without the Needs Assessment Form, you lack a clear record of customer needs and how the solution addresses them. Attaching both ensures traceability and shared context. The forecast flag ensures forecasting accuracy and governance before moving into contract entry.