The Three Scoring Engines
Every Higgins engagement runs on the same logic — score first, then act — applied to three different questions.
🎯 P.U.R.E.S.
Discover — scores prospects worth pursuing.
P
Profitability — is there enough margin/value here?
U
Urgency — is there a pressing, near-term need?
R
Reachability — can you get in front of a decision-maker?
E
Engagement — has the prospect shown any signal of interest?
S
Sustainability — is this durable, not a one-off?
🚀 S.A.L.E.
Accelerate — the full client-acquisition loop.
S
Sourcing — build the qualified pipeline (uses P.U.R.E.S.).
A
Assessing — classify buying pattern & decision timeline.
L
Listening — collect feedback, route it to the next action.
E
Empowering — protect retention, drive referrals & growth.
💰 P.I.T.C.H.
Fund — scores investor & capital-source fit.
P
Positioning — does their thesis match your sector?
I
Investment Capacity — can they write a meaningful check?
T
Traction/Stage Fit — does your stage match their mandate?
C
Contactability — is there a real path to a named contact?
H
Heft/Seniority — is the contact senior enough to say yes?