05 / Darling Projects
Principles
A traditional standard of disciplined preparation, direct questions, honest qualification, and mutual value.
Operating principles
Standards that keep pursuit honest.
01
Earn the right to engage.
Lead with relevance, context, and evidence—not manufactured urgency.
02
Disqualify early.
Resources should move toward fit, access, priority, and credible value.
03
Ask before asserting.
Questions reveal the customer system. Premature claims conceal it.
04
Protect mutual value.
A good opportunity must work for the customer, the provider, and the people responsible for delivery.
05
Define the next evidence.
Every stage should have a visible condition that justifies advancement.