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|h
||''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|-|
bag
sales_public
created
Sat, 10 Dec 2011 08:20:45 GMT
creator
dirkjan
modified
Sat, 10 Dec 2011 08:20:45 GMT
modifier
dirkjan
tags
M20
Model
creator
dirkjan