VSPA-SIM-BD-001Business servicesCapstone

B2B Client Acquisition Practicum

Northstar has 40 employees, delayed customer replies and an owner who wants support coverage. The buyer asks for a discount and an immediate start. Learners must uncover volume, coverage, tools, security needs, budget and buying authority; propose a feasible scope; escalate unsupported commitments; and complete a simulated close and handoff.

Fictional organization: Northstar Home Services (fictional) • Suggested duration: Confirmed with approved cohort

Required disclosure: This is an assessed training simulation completed with fictional organizations and synthetic data. It is not evidence of work for a real client, live commercial results, employment, placement, earnings, or a client endorsement.

Business challenge

Why this simulation matters

This practicum assesses the approved VSPO B2B role across discovery, solution fit, commercial discipline and delivery handoff.

Objectives

Qualify the opportunity with recorded evidence.
Present a scoped solution using approved pricing inputs.
Negotiate only within written scenario authority.
Complete a traceable simulated close and accepted handoff.

In scope

Fictional research, outreach, discovery and negotiation
Synthetic CRM, proposal, approval and handoff records

Explicitly out of scope

Real prospect contact or contract execution
Live revenue reporting or promises of employment

Integrated acceptance package

Deliverables the simulated client can review.

D01

ICP and qualification

D02

Synthetic research and outreach

D03

Discovery notes

D04

Solution proposal

D05

Pricing assumptions

D06

Negotiation approval log

D07

Simulated close record

D08

Operations handoff

D09

Account growth plan

Success measures

80/100 on the existing Portfolio Lab rubric
No unresolved critical error
Individual evidence and independent moderation
No practice record enters live pipeline

Assumptions

Trainer supplies a current approved offer and a fictional authority matrix.
The scenario contains no real prospect or client personal data.

Dependencies

Approved cohort and assessor
Sandbox CRM and controlled templates
Operations reviewer role-play

Primary risks and required controls

Unsupported discount or start-date promise

Control: Hold the commitment and request documented approval.

Simulation mistaken for client work

Control: Label every output SIMULATION and use only synthetic records.

Cross-functional role plan

Every role has owned work, deliverables and measurable KPIs.

ROLE-BD

B2B Business Development Partner / Sales Closer

B2B Business Development Partner / Sales Closer will qualify a synthetic opportunity, run discovery, present a proposal, negotiate within authority and hand off a simulated closed deal for Northstar Home Services (fictional)'s a fictional outsourcing buying decision from prospect qualification to operations acceptance. The pod owns its role evidence, quality corrections, handoff record, and a concise explanation of business value and limitations.

Course alignment: VSPA-BD-101 • VSPA-BD-201 • VSPA-BD-301 • VSPA-BD-401

Tasks

• Research the fictional buyer and qualify fit, need, authority, timing and constraints.
• Conduct discovery, map approved services and present a controlled proposal.
• Handle objections, log concession approvals and agree a mutual action plan.
• Complete a simulated close, CRM history, operations handoff and growth review.

Deliverables

• ICP, prospect research and outreach sequence
• Discovery record, solution proposal and pricing evidence
• Negotiation and approval log, simulated close checklist
• CRM history, operations handoff and account growth plan

KPIs

Practicum score: 80/100 and no unresolved critical errorExisting Portfolio Lab weighted rubric with individual evidence and moderation. Evidence: Rubric, evidence and moderation record.
Authority adherence: 100%All concessions and unsupported terms held for authorized approval. Evidence: Decision and approval log.
Handoff completeness: 100% required fieldsAgreed scope, assumptions, approvals, owner, timing and next actions recorded. Evidence: Operations acceptance checklist.

ROLE-OPS

Program & Operations Lead

Program & Operations Lead will govern the integrated delivery plan, dependencies, decisions, risks, handoffs, and simulated client review for Northstar Home Services (fictional)'s a fictional outsourcing buying decision from prospect qualification to operations acceptance. The pod owns its role evidence, quality corrections, handoff record, and a concise explanation of business value and limitations.

Course alignment: VSPA-OPS-401 • VSPA-TL-401 • VSPA-PRO-201

Tasks

• Confirm scope, success measures, owners, dependencies, assumptions, and exclusions.
• Maintain the work breakdown, milestones, RACI, RAID and change log.
• Run stand-ups, review meetings, action tracking, escalations, and cross-pod handoffs.
• Consolidate performance, risks, lessons, and recommendations into the final business review.

Deliverables

• Project charter, RACI and integrated work plan
• RAID, decision, action and change registers
• Weekly status reports and final executive business review

KPIs

Milestones on time: ≥95%Milestones completed by the controlled due date ÷ milestones due. Evidence: Approved milestone register and timestamps.
RAID review coverage: 100% weeklyOpen risks, assumptions, issues and dependencies reviewed in the scheduled cycle. Evidence: Dated RAID review and meeting record.
Change-decision timeliness: ≤1 business dayElapsed time from complete change request to documented simulated decision. Evidence: Change and decision logs.
Actions closed on time: ≥90%Actions closed by due date ÷ actions due. Evidence: Action register.

ROLE-CRM

CRM Administration & Sales Operations

CRM Administration & Sales Operations will configure the synthetic CRM model, lifecycle stages, routing, data quality, activity controls, dashboards, and import/change governance for Northstar Home Services (fictional)'s a fictional outsourcing buying decision from prospect qualification to operations acceptance. The pod owns its role evidence, quality corrections, handoff record, and a concise explanation of business value and limitations.

Course alignment: VSPA-CRM-201

Tasks

• Define lifecycle stages, required fields, ownership, routing, activities and exit criteria.
• Import, clean, deduplicate and validate synthetic accounts, contacts and opportunities.
• Build pipeline views, ageing, conversion, activity and exception reports.
• Document access, change, bulk-action, retention and data-correction controls.

Deliverables

• CRM data dictionary and lifecycle design
• Clean synthetic CRM dataset with QA log
• Pipeline dashboard and administration SOP

KPIs

Required-field completion: ≥98%Completed required values ÷ required values reviewed. Evidence: CRM data-quality report.
Duplicate rate: ≤2%Confirmed duplicate records ÷ records sampled. Evidence: Duplicate-detection report.
Stage and ownership accuracy: ≥95%Records in the correct stage and assigned owner ÷ records reviewed. Evidence: Pipeline audit.
Import/change/access controls: 100%Required approvals, tests, rollback and access records completed. Evidence: Administration change log.

ROLE-GOV

Governance, Security & Client Readiness

Governance, Security & Client Readiness will control data classification, privacy, security, responsible AI, sources, IP, accessibility, professional communication, scope, portfolio truthfulness, and release evidence for Northstar Home Services (fictional)'s a fictional outsourcing buying decision from prospect qualification to operations acceptance. The pod owns its role evidence, quality corrections, handoff record, and a concise explanation of business value and limitations.

Course alignment: VSPA-SEC-101 • VSPA-EMP-101 • VSPA-FRL-201 • VSPA-FND-101 • VSPA-FND-102 • VSPA-ORI-001

Tasks

• Complete the data, privacy, security, AI, IP, source, accessibility and tool risk assessments.
• Verify only fictional identities and synthetic, non-sensitive data are used in the standard simulation.
• Review communications, claims, scope, portfolio descriptions, attribution and disclosure for truthfulness.
• Maintain the release checklist, evidence lineage, consent state, approval record and withdrawal execution.

Deliverables

• Integrated governance, data and tool risk assessment
• Security/privacy/AI/IP/accessibility/client-readiness checklist
• Portfolio release, consent, evidence-lineage and withdrawal record

KPIs

Synthetic-data confirmation: 100%Every submitted evidence item confirms approved synthetic data and tools. Evidence: Submission declarations and dataset register.
Control-check completion: 100%Privacy, security, rights, accessibility, AI, source and disclosure checks completed. Evidence: Release checklist.
Prohibited data or unsupported claims: 0No restricted data, fake client/result/endorsement, or misleading employment/earnings claim. Evidence: Critical-error and moderation record.
Released evidence traceability: 100%Every published excerpt maps to learner, role, project, version, assessment, approvals and consent. Evidence: Release register and audit log.

Controlled delivery lifecycle

Eight gates from brief to reset.

Brief intake

Trainer releases the controlled brief, synthetic dataset, role allocation, constraints, and acceptance criteria.

Planning

The team creates the work plan, RACI, milestone schedule, risk and assumption log, communication plan, and quality plan.

Execution

Role pods create their assigned outputs in an approved sandbox while maintaining evidence, decisions, and handoffs.

Quality review

QA samples work; specialists complete peer review; errors, accessibility issues, and control exceptions are corrected.

Simulated client review

A trainer or assessor role-plays the fictional client, tests the solution, and records change requests without presenting the exercise as real client work.

Assessment and moderation

Each learner is scored against role evidence and the common rubric; an independent moderator confirms consistency and critical-error decisions.

Portfolio release

Only approved excerpts pass consent, privacy, IP, source, accessibility, truthfulness, and evidence checks before view-only publication.

Archive and reset

The cohort record is closed, evidence retained or removed under the schedule, lessons logged, and a clean scenario version prepared for the next class.

Common assessment rubric

Pass threshold: 80/100 and no critical error. Passing does not itself authorize public release.

Criterion	Weight	Evidence expectation
Accuracy	20%	Correct processing, analysis, calculations, decisions, and factual statements.
Completeness	15%	All acceptance criteria, required fields, handoffs, and evidence are present.
Process and control	15%	Approved workflow, security, privacy, escalation, versioning, and audit steps are followed.
Client relevance	15%	The output solves the stated business need and is usable by its intended audience.
Communication	10%	Clear, concise, professional, audience-appropriate written and spoken communication.
Data quality	10%	Traceable sources, validation, reconciliation, exception handling, and reproducible reporting.
Accessibility	5%	Accessible structure, labels, contrast, alternative text, and inclusive language.
Teamwork and handover	5%	Reliable collaboration, ownership, dependencies, peer review, and usable handover.
Reflection and improvement	5%	Evidence-based retrospective, root cause, corrective action, and next-version recommendation.