In our last Tip, we focused on assessing opportunities and asking two key questions: 

Can I compete? 

Can I win?

To get to the answers to these questions, we often score our opportunities using criteria such as:

• Strength of our Solution Fit
• Value to our company
• Competitive landscape
• Customer’s openness/urgency to change
• Quality of information
• Strength of our coach network
• Alignment with influence and decision makers
• Strength of gatekeepers
• Strength of our Business Fit

After scoring these criteria, there are two other questions that often arise:

What if I have a low score?

If your score is low, these criteria will point you in the right direction. By looking at your scores, you can easily diagnose where you are falling short and create an action plan to improve your situation. 

For instance, if you lack key information on your prospect’s business and needs, you can identify contacts to reach out to in order to conduct research meetings. Learning more will improve your situation.
 

What if I have a high score?

Look at your scores again and rethink the question. What do you need to protect in order to maintain your situation? Identify these factors and create an action plan to protect your position. 

For instance, if "strength of your coach network" was rated highly, you will want to continue working effectively with your coaches, ensuring you understand their wins and are well-positioned to help them succeed.
 

Most of these criteria give you an opportunity to maintain or strengthen your position, with two exceptions:

• When it comes to the “value to your company” consideration, sometimes opportunities are just too small for you to invest in.
• “Strength of the solution fit” is a deal killer. If the solution fit is weak, there is often little you can do to change the situation. 

In either case, there are two desirable outcomes as a result of your discernment: 

1. You validate that the opportunity is good and position yourself well.
2. You determine the opportunity is not good and move on to other, higher potential opportunities.