Opportunity assesment

The following sheet can help you track progress over time for assessing an opportunity:

					Date					Date
					You	Competitor A	Competitor B			You	Competitor A	Competitor B
	Is there an opportunity?
1	Customer application or project	Defined
		Undefined
2	Customer Business Profile	Known
		Unknown
3	Customer Financial Position	Strong
		Weak
4	Access to funds	Yes
		No
5	Compelling event	Defined
		Undefined
	Can we compete?
6	Formal decision criteria	Known
		Unknown
7	Product fit	Good
		Poor
8	Sales Resource Requirements	High
		Low
9	Current Relationship	Strong
		Weak
10	Unique Business Value	Defined
		Undefined
	Can we win?
11	Inside support	Strong
		Weak
12	Executive credibility	Strong
		Weak
13	Corporate Compatibility	Good
		Poor
14	Informal Decision Process	Known
		Unknown
15	Political Alignment	Strong
		Weak
	Is it worth winning?
16	Short Term Revenue	High
		Low
17	Future Sales	High
		Low
18	Profitability	High
		Low
19	Degree of risk	Low
		High
20	Strategic Value	Yes
		No