International Journal For Multidisciplinary Research

E-ISSN: 2582-2160   •   Impact Factor: 9.24

A Widely Indexed Open Access Peer Reviewed Multidisciplinary Bi-monthly Scholarly International Journal

Call for Paper Volume 8, Issue 3 (May-June 2026) Submit your research before last 3 days of June to publish your research paper in the issue of May-June.
Submit Research Paper Join as a Reviewer

Plagiarism is checked by the leading plagiarism checker TurnItIn

Call for Paper

Volume 8 Issue 3
May-June 2026

Submit your research paper

Indexing Partners
Academia Advanced Sciences Index Bielefeld Academic Search Engine CiteSeer DRJI Google Scholar Independent Search Engine & Directory Network ISI (International Scientific Indexing) Issuu Mendeley Research Networks
RefSeek ResearcherId - Thomson Reuters ResearchGate Scirus Scribd Semantic Scholar UTeM - Universiti Teknikal Malaysia Melaka Wiki for Call for Papers WorldCat Zenodo

Design Science Research Approach for Quantifying Client Readiness in Custom Software Projects (CRAM)

Author(s) Dr. MohamedElfatih Abd Elrahman Mohamed Ali, Prof. Eltayeb Elsamani Abdelgabar Elsamani
Country Sudan
Abstract Client qualification in custom software development is often performed using informal and experience-driven practices, leading to inefficient pre-sales efforts, poor opportunity prioritization, and increased project risk. Existing qualification frameworks such as BANT, MEDDIC, and SPIN primarily emphasize commercial considerations and do not adequately address the operational, technical, and collaborative requirements associated with software-intensive projects.
This study addresses this gap by developing and validating the Client Readiness and Alignment Model (CRAM), a structured multi-dimensional framework for assessing client readiness prior to project initiation. CRAM integrates commercial, technical, operational, and behavioural dimensions into a unified weighted scoring mechanism designed to support objective and consistent pre-sales decision-making.
Following the Design Science Research (DSR) methodology, the study develops CRAM as both a conceptual model and a web-based decision-support artifact. The framework was evaluated in an industrial context using a dataset of more than 50 prospective clients across software development, system integration, and automation projects.
The results demonstrate that CRAM effectively differentiates levels of client readiness, improves consistency in qualification decisions, and reduces inefficient engagement with low-readiness prospects. The study contributes both theoretically and practically by reframing client qualification as a measurable readiness construct and operationalizing it into a deployable decision-support system for software engineering environments.
Keywords Client Readiness, Pre-Sales Evaluation, Design Science Research, Decision Support Systems, Software Project Risk, Multi-Criteria Assessment, CRAM.
Field Computer
Published In Volume 8, Issue 3, May-June 2026
Published On 2026-05-11
DOI https://doi.org/10.36948/ijfmr.2026.v08i03.77875
View / Download PDF File

Share this



E-ISSN 2582-2160
CrossRef

CrossRef DOI is assigned to each research paper published in our journal.

IJFMR DOI prefix is
10.36948/ijfmr

Downloads
Research Paper Format Copyright Permission Form and Undertaking Form Cover Page Vol 8 Isu 2Cover Page Vol 8 Isu 1Cover Page Vol 7 Isu 6

All research papers published on this website are licensed under Creative Commons Attribution-ShareAlike 4.0 International License, and all rights belong to their respective authors/researchers.

CC-BY-SA Open Access

About IJFMR
Fees & Payment
Current Issue
Publication Archive 		Submit Research Paper
Track Submission Status
Publication Guidelines
Publication Ethics
Peer Review & Plagiarism 		Join as a Reviewer
Editors & Reviewers
Reviewer Referral Program
Get Reviewer Membership Certi. 		Website/Journal Policies
Usage Policy
Content Policies
Privacy Policy
Contact Us +91-9687-828-838 editor@ijfmr.com
Powered by Sky Research Publication and Journals