1. OPPORTUNITY REVIEW TEMPLATE

2. 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 ProfileSIS?
Scope of supply:
Description of products of services being supplied and how this opportunity came about
Summary and key points from this review:
Include:
Summary of key points from this document:
Commercial, operational and personal drivers
Your tailored proposition – and how you communicate it
Customer 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
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3. How would this purchase help your customer to make/save money?
COMMERCIAL AND OPERATIONAL DRIVERS
AND ALIGNING OUR 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 of Module 05
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 of Module 05
How will you demonstrate that this purchase will help your customer to make more/save money?
Refer to pages of Module 05
How will you demonstrate that this purchase will help your customer to save time or improve operationally?
Refer to pages of Module 05
How will you tailor your Proposition around these?
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4. PERSONAL DRIVERS Person Personal Drivers
How this influences our Proposition
Refer to page 06 of Module 05. 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.
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5. BUYING PROCESS © BMC PERFORMANCE LTD. 2018
Milestone 1
Refer to page 11 of module 05
Risks
Action(s)/owner(s)
Milestone 2
Owner within your customer’s organisation
Milestone 3
Milestone 4
Milestone 5
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