1. [CUSTOMER NAME] OPPORTUNITY REVIEW [OPPORTUNITY DESCRIPTION]
YOUR NAME - DATE
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2. OPPORTUNITY SUMMARY Sales cycle: Prospect/Pipeline/Forecast
Total value:
Revenue recognition:
Month(s)
Scope of supply:
Description of products and services being supplied
Summary and key points from this review:
Include:
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. COMMERCIAL AND OPERATIONAL DRIVERS
AND ALIGNING OUR PROPOSITION
Commercial
Operational
Example: [Customer] is seeking to make cost efficiencies which will provide a return within 12 months. This will allow them to maximise profits in 20xx, in advance of them seeking an investment. They cannot however afford any additional factory shutdown other than the planned shutdown in August.
Customer requires immediate order of stock to fulfil their client’s orders, but are currently short on warehouse staff who can handle delivery.
What are their dominant drivers?
Installation of our machinery over 2 phases. Phase I in March (3 units) will give them an immediate initial cost saving, phase II (5 units) during the August shutdown will increase this. The client will save 180% of the machinery outlay in the first year. Our competitors are unlikely to be able to deliver within these timescales.
Deliver individually wrapped units which [customer] can take delivery of and issue directly to them without further modification. There will be a negligible cost in time for us batching in this way.
How can you build your proposition around these?
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4. PERSONAL DRIVERS Person Personal Drivers
How this influences our proposition
Example
Having joined [customer] directly from university, [xxx] has changed roles many times over a 15 year career within [customer]. They are 1 of 3 operational leads who report directly to the Managing Director who is retiring in 18 months. They are not a company stakeholder but is measured (and receives a bonus) on the overall profitability of European stores. [xxx] took managerial control over European stores following a cost reducing consolidation of the UK, Germany and Scandinavia.
We represent an opportunity for [xxx] to:
Be viewed as a pioneer which may increase the likelihood of customer being promoted to UK general manager ahead of others
Introduce cost savings to their department which will directly impact his/her bonus
Improve the profitability of their division thus protecting customer from possible redundancy
© BMC Performance Ltd. 2018

5. DRIVERS & PROPOSITION SUMMARY
What are your customer’s most dominant commercial, operational and personal drivers?
[Text]
Based on this knowledge, how do you make your proposition valuable to this customer?
How will you communicate your tailored proposition and ensure that it is effectively communicated throughout your customer’s organisation?
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6. BUYING PROCESS Milestone 1 Owner within your customer’s organisation
Risks
Actions
Milestone 2
Milestone 3
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7. DECISION MAKING Consideration Response
Do you have relationships with the people who will impact upon decision outcomes? What are their roles?
Who is the budget holder?
Who has final sign off? To what value can they approve?
What is their relationship to one another?
Is it professionally ‘safe’ for them to choose you as a supplier?
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8. ACTION PLAN KEY ACTIONS & INITIATIVES Action/Initiative
Owner/People involved
What resources are required?
How/when will success be measured?
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