Over the years there have been a number of consulting and training firms who have provided ways of assessing opportunities. For the benefit of my readers who don’t have an Opportunity Assessment approach in their methodology I pass these along and encourage you to have a standard Opportunity Assessment process for use by your salespeople … it’s one way to prevent them from pursuing too many unwinnable deals.
Fundamental Questions for Business Evaluation
- Is it Real?
- Can We Win?
- Is it Worth it?
- Don Schrello, 1974, Product Evaluation and Planning Seminar
The Opportunity Evaluator
- Can we add value?
- Should we pursue?
- Can we compete?
- Are we aligned to win?
- Jim Holden, 2002, The Selling Fox
Opportunity Assessment
- Is there an opportunity?
- Can we compete?
- Can we win?
- Is it worth winning?
- Target Marketing Systems,1989, Target Account Selling Seminar
And in another area, Product Portfolio management, this came in a Harvard Business Review article in 2007.
Managing Risk and Reward in an Innovation Portfolio
- Is it Real?
- Can We Win?
- Is it Worth Doing?
- George Day, Harvard Business Review December 2007
Filed under: IP/Product, Marketing, Sales | Tagged: sales training, opportunity management, opportunity assessment
