Business Developers Pty Ltd

Opportunity Planning

Often a component of an Account Plan, but not necessarily, an Opportunity plan gathers all known facts pertaining to pursuing and winning a particular piece of business. Like the Account Plan, the process involves information-gathering sessions and is best when done to some sort of plan or template. Sessions can benefit from professional facilitation to ensure equal and even participation and that goals are met for the session and planning process.

An efficient Opportunity plan will include documented information on the following :
  • Client situational analysis
  • Target opportunity details
  • Buyer identification and analysis
  • Competitors analysis
  • Product / services fit
  • Pricing
  • Differentiators
  • ‘Coaches’
  • Sales strategy
  • Action Plan
  • Pursuit review schedule