Opportunity Qualification & Pursuit Decision

We're seeing lots of RFPs but many don't fit our profile and waste resources. Create an opportunity qualification and pursuit decision framework.

Include: (1) Qualification criteria – strategic fit, profitability, win probability, resource availability? (2) Deal size assessment – minimum deal size? Realistic ROI on pursuit effort? (3) Win probability analysis – realistic win rate? Incumbent? Competition? (4) Pursuit cost – cost of winning? (5) Decision framework – when to pursue vs. pass vs. escalate? (6) Portfolio view – how does opportunity fit with other pursuits?

Include qualification scorecard and pursuit decision template. Make discipline clear.

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Why this works

Disciplined qualification prevents chasing losers. Frees resources for winners.

Risks & review

Saying no is hard. Use objective scoring to overcome bias.