04a OPPORTUNITY REVIEW TEMPLATE

OPPORTUNITY SUMMARY Sales Cycle: Prospect/Pipeline/Forecast Total value: £ (is this revenue or profit?) Revenue recognition: In which month(s) does this opportunity sit within your sales dashboard? Scope of supply: Description of products or services being supplied and how this opportunity came about Summary and key points from this review: Include: How this opportunity came about Summary of key points from this document: Dominant drivers, proposition, buying process Why you have undertaken an opportunity review The financial and/or strategic value this opportunity offers The impact on your, and the company’s opportunity bank Actions and resources required from others © BMC PERFORMANCE LTD. 2018

How would this purchase help your customer to make/save money? COMMERCIAL AND OPERATIONAL DRIVERS AND ALIGNING YOUR PROPOSITION Commercial Operational What are their dominant Drivers? For example, does your product or service generate a cost saving for them, improve their revenues, improve cashflow, protect the company legislatively, etc.? How would this purchase help your customer to make/save money? Refer to pages 04-05 of ‘Winning Key Opportunities’ content For example, does your product or services improve operational efficiency, increase capacity, help provide a better working environment for its staff? etc. How would this purchase help your customer to save time or improve operationally? Refer to pages 04-05 of ‘Winning Key Opportunities’ content How will you demonstrate that this purchase will help your customer to make more/save money? Refer to pages 08-09 of ‘Winning Key Opportunities’ content How will you demonstrate that this purchase will help your customer to save time or improve operationally? Refer to pages 08-09 of ‘Winning Key Opportunities’ content How will you tailor your Proposition around these? © BMC PERFORMANCE LTD. 2018

PERSONAL DRIVERS Person Personal Drivers How this influences our Proposition Refer to page 06 of ‘Winning key opportunities’ content. Delete the examples below. John Smith John is one of 3 operational leads who reports directly to the Sue Jones (MD). Sue is retiring in 18 months and John is expected to become MD. The project which this opportunity relates to is John’s chance to cement himself as the natural choice for promotion. Although we are only supplying a small part of the overall project scope, any delays on the part we supply would directly result in a delay to the overall project which could harm his chances of promotion and reduce his bonus this year. Leverage the message that we manufacture and store stock on site, and that we do therefore have the associated lead-time/risks that other potential suppliers would have. Issue a delivery schedule which demonstrates our flexibility and reliability with regard to small, ad hoc stock requirements. Sue Jones Sue is retiring in 18 months after 25 years in the business. She will remain a shareholder. This project is her opportunity to test that John has got the skills to take on the role of MD following her retirement Help John to be seen managing us (as a supplier) effectively. James Miller New into the role of cost controller. He is young and keen to impress but may not fully appreciate the dynamic of John seeking to become the next MD. He reports to John but was was recruited directly by Sue and may therefore try to impress her by highlighting us as a more expensive option. Reduce the likelihood of James raising the cost with Sue by showing that the financial risk to the project if stock is not on site in time. Demonstrate that sourcing supplies from us therefore is in the overall interest of the company, even though we may be more expensive. © BMC PERFORMANCE LTD. 2018

BUYING PROCESS © BMC PERFORMANCE LTD. 2018 Milestone 1 Refer to pages 10-11 of ‘Winning key opportunities’ content Risks Action(s)/owner(s) Milestone 2 Owner within your customer’s organisation Milestone 3 Milestone 4 Milestone 5 © BMC PERFORMANCE LTD. 2018