The most important sentence in your sourcing contract is the definition of “qualified.”

Every origination firm promises meetings. The entire difference between a pipeline and a calendar full of noise lives in one definitional question: what counts?

The weak definition (most of the industry)

“A meeting with a business owner in your sector.” Under that standard, a curious owner three regions outside your geography, half your size floor, with no intention of transacting, is a delivered unit of work. The firm hit its number; your corp dev team burned an afternoon.

The strict definition (ours)

A qualified call means two things, both mandatory: every criterion of your mandate is met — geography, size, specialty, structure — and the owner said yes to the meeting, knowing what it’s about. Nothing softer counts toward our numbers, our reviews, or our guarantee.

Why strict definitions produce bigger funnels, not smaller ones

Counterintuitive but consistent: when the qualification bar is high, partner teams trust the pipeline and take every meeting fast, owners meet buyers who are genuinely relevant so conversations advance, and the sourcing team’s incentives point at fit rather than volume theater. Strictness compounds; noise decays.

Strictness compounds; noise decays.

Questions to ask any sourcing firm

• Define “qualified” — in writing, in the agreement.
• Who verified the revenue and intent — the owner, or a database?
• If a delivered meeting misses my criteria, does it count toward your numbers?
• Will you guarantee a qualified-call floor — written into the agreement itself?

Any firm that squirms on the fourth question is telling you which definition they use.