S2R

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

1. Is it Real?
2. Can We Win?
3. Is it Worth it?

- Don Schrello, 1974, Product Evaluation and Planning Seminar

The Opportunity Evaluator

1. Can we add value? 
2. Should we pursue?
3. Can we compete?
4. Are we aligned to win?

- Jim Holden, 2002, The Selling Fox

Opportunity Assessment

1. Is there an opportunity?
2. Can we compete?
3. Can we win?
4. 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

1. Is it Real?
2. Can We Win?
3. Is it Worth Doing?

-  George Day, Harvard Business Review December 2007