Opportunity Assessment: [OPPORTUNITY_NAME]

Go/No-Go Evaluation

title: Opportunity Assessment - [OPPORTUNITY_NAME] type: Opportunity Assessment category: Business Development version: 1.0 created: [YYYY-MM-DD] updated: [YYYY-MM-DD] author: [YOUR_NAME] status: Draft client: [POTENTIAL_CLIENT_NAME] tags: [opportunity, assessment, client-name]

Assessment Date: [DATE] Assessed By: [YOUR_NAME] Decision Required By: [DATE]

Quick Decision Summary

Opportunity: [ONE-SENTENCE DESCRIPTION]

Potential Value: R[ESTIMATED_VALUE]

Win Probability: [X]%

Weighted Value: R[WEIGHTED_VALUE] = R[ESTIMATED_VALUE] × [WIN_PROBABILITY]%

Recommendation: ✅ PURSUE / ⚠️ PURSUE WITH CONDITIONS / ❌ PASS

1. Opportunity Overview

Basic Information

Field	Value
Opportunity Name	[OPPORTUNITY_NAME]
Potential Client	[CLIENT/ORGANIZATION_NAME]
Client Type	NGO / SETA / School / University / Government / Corporate
Industry/Sector	[SECTOR - e.g., Education, Skills Development]
Source	Referral / RFP / Cold Outreach / Conference / Partnership
Contact Person	[NAME, TITLE]
Contact Details	[EMAIL, PHONE]
Opportunity Type	New Logo / Upsell / Cross-sell / Renewal

Opportunity Description

What they need: [2-3 sentences describing what the client is looking for]

Their stated problem: [What problem are they trying to solve?]

Desired outcomes: [What does success look like for them?]

Decision timeline:

Decision expected by: [DATE]
Implementation start: [DATE]
Go-live target: [DATE]

2. Strategic Fit Assessment

Fit with iSu Capabilities

Capability Required	iSu Strength	Fit Score (1-5)	Notes
[CAPABILITY_1]	High / Med / Low	⭐⭐⭐⭐⭐	[Notes]
[CAPABILITY_2]	High / Med / Low	⭐⭐⭐⭐⭐	[Notes]
[CAPABILITY_3]	High / Med / Low	⭐⭐⭐⭐⭐	[Notes]

Overall Capability Fit: ⭐⭐⭐⭐⭐ / 5

Strategic Alignment

Does this opportunity align with iSu’s strategy?

Strategic Factor	Yes/No	Score (1-5)	Explanation
Target market (education sector)	✅/❌	⭐⭐⭐⭐⭐	[Why/why not]
Ideal client profile	✅/❌	⭐⭐⭐⭐⭐	[Why/why not]
Solution fit	✅/❌	⭐⭐⭐⭐⭐	[Why/why not]
Reference value (good case study?)	✅/❌	⭐⭐⭐⭐⭐	[Why/why not]
Growth potential (upsell opportunities)	✅/❌	⭐⭐⭐⭐⭐	[Why/why not]

Overall Strategic Fit: ⭐⭐⭐⭐⭐ / 5

3. Financial Assessment

Revenue Potential

Component	Year 1	Year 2	Year 3	Total 3-Year
Initial project	R[AMOUNT]	R[AMOUNT]	R[AMOUNT]	R[TOTAL]
Recurring revenue	R[AMOUNT]	R[AMOUNT]	R[AMOUNT]	R[TOTAL]
Upsell potential	R[AMOUNT]	R[AMOUNT]	R[AMOUNT]	R[TOTAL]
Total Potential	R[Y1_TOTAL]	R[Y2_TOTAL]	R[Y3_TOTAL]	R[GRAND_TOTAL]

Estimated Deal Size: R[INITIAL_DEAL_SIZE]

Lifetime Value (LTV): R[LTV_ESTIMATE] (3-year projection)

Cost to Acquire & Deliver

Cost Category	Estimated Cost
Sales costs (time, travel, proposals, demos)	R[SALES_COST]
Delivery costs (implementation, project team)	R[DELIVERY_COST]
Support costs (first year support)	R[SUPPORT_COST]
Total Cost	R[TOTAL_COST]

Gross Margin: [MARGIN]% = (R[REVENUE] - R[COST]) / R[REVENUE]

Profitability: ✅ Profitable / ⚠️ Marginal / ❌ Unprofitable

4. Win Probability Assessment

Win Factors

Factor	Weight	Score (1-5)	Weighted Score	Notes
Relationship (do we have an in?)	20%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Solution fit (how well we match needs)	25%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Competition (how many competitors)	15%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Price competitiveness	15%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Timing (are they ready to buy?)	10%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Budget (do they have budget?)	15%	⭐⭐⭐⭐⭐	[CALC]	[Notes]
Total	100%		[TOTAL]/5

Calculated Win Probability: [PERCENTAGE]%

Subjective Adjustment: [ADJUSTED_PERCENTAGE]% (based on gut feel, intangibles)

Final Win Probability: [FINAL_WIN_PROB]%

Competition Analysis

Competitor	Strengths	Weaknesses	Win Strategy Against Them
[COMPETITOR_1]	[Strengths]	[Weaknesses]	[How we differentiate]
[COMPETITOR_2]	[Strengths]	[Weaknesses]	[How we differentiate]
Do-Nothing Option	No cost	Problems persist	[How we create urgency]

Competitive Advantage:

[OUR_ADVANTAGE_1]
[OUR_ADVANTAGE_2]
[OUR_ADVANTAGE_3]

5. Client Assessment

Client Quality

Factor	Assessment	Score (1-5)	Notes
Financial stability	Strong / Med / Weak	⭐⭐⭐⭐⭐	[Evidence]
Payment history (if existing client)	Good / N/A	⭐⭐⭐⭐⭐	[Notes]
Decision-making ability	Strong / Med / Weak	⭐⭐⭐⭐⭐	[Who decides? Clear process?]
Organizational maturity	High / Med / Low	⭐⭐⭐⭐⭐	[Can they absorb solution?]
Reference value	High / Med / Low	⭐⭐⭐⭐⭐	[Good case study potential?]

Client Risk Rating: Low / Medium / High

Key Stakeholders

Name	Role	Influence	Attitude	Engagement Strategy
[NAME]	[TITLE]	High/Med/Low	Champion / Neutral / Blocker	[How to engage]
[NAME]	[TITLE]	High/Med/Low	Champion / Neutral / Blocker	[How to engage]
[NAME]	[TITLE]	High/Med/Low	Champion / Neutral / Blocker	[How to engage]

Decision Maker: [NAME, TITLE] Budget Owner: [NAME, TITLE] Champion(s): [NAME(S)] Potential Blockers: [NAME(S) if any]

6. Opportunity Qualification (BANT)

Budget

Do they have budget? ✅ Yes / ⚠️ Maybe / ❌ No / ❓ Unknown
Budget amount: R[AMOUNT] (if known)
Budget source: [e.g., Operational budget / Grant / Donor funding]
Budget approval process: [Description]
Budget availability: [When available]

Score: ⭐⭐⭐⭐⭐ / 5

Authority

Have we identified decision maker? ✅ Yes / ❌ No
Decision maker: [NAME, TITLE]
Approval process: [Description]
Other influencers: [Names and roles]
Access to decision maker: ✅ Direct / ⚠️ Indirect / ❌ None

Score: ⭐⭐⭐⭐⭐ / 5

Need

Is there a clear, pressing need? ✅ Yes / ⚠️ Somewhat / ❌ No
Pain level: 🔥 Critical / ⚠️ Important / 💤 Nice-to-have
Current solution: [What they do now]
Cost of inaction: [Impact if they don’t solve this]
Urgency: ⏰ High / ⏳ Medium / 📅 Low

Score: ⭐⭐⭐⭐⭐ / 5

Timeline

Decision timeline: [When will they decide?]
Implementation timeline: [When do they want to start?]
Go-live target: [When do they need it operational?]
Compelling event: [Why these dates? Conference? Audit? Deadline?]
Timeline realism: ✅ Realistic / ⚠️ Aggressive / ❌ Unrealistic

Score: ⭐⭐⭐⭐⭐ / 5

Overall BANT Score: ⭐⭐⭐⭐⭐ / 5

Qualification Status: ✅ Qualified / ⚠️ Partially Qualified / ❌ Not Qualified

7. Resource Requirements

Resources Needed to Win

Resource	Time Required	Availability	Cost
Sales time (meetings, proposals, demos)	[HOURS/DAYS]	✅/⚠️/❌	R[COST]
Technical time (demos, technical proposals)	[HOURS/DAYS]	✅/⚠️/❌	R[COST]
Management time (approvals, negotiations)	[HOURS/DAYS]	✅/⚠️/❌	R[COST]
Specialist time (if needed)	[HOURS/DAYS]	✅/⚠️/❌	R[COST]
Total Cost to Pursue			R[TOTAL]

Resources Needed to Deliver (if we win)

Resource	Commitment	Availability	Notes
Project Manager	[% TIME] for [DURATION]	✅/⚠️/❌	[Notes]
Technical Lead	[% TIME] for [DURATION]	✅/⚠️/❌	[Notes]
[OTHER_ROLE]	[% TIME] for [DURATION]	✅/⚠️/❌	[Notes]

Resource Constraint Risk: Low / Medium / High

Can we deliver if we win? ✅ Yes / ⚠️ With difficulty / ❌ No

8. Risk Assessment

Risks to Winning

Risk	Probability	Impact	Mitigation
[RISK_1] (e.g., Strong competitor)	High/Med/Low	High/Med/Low	[Mitigation strategy]
[RISK_2] (e.g., Budget not approved)	High/Med/Low	High/Med/Low	[Mitigation strategy]
[RISK_3] (e.g., Timeline unrealistic)	High/Med/Low	High/Med/Low	[Mitigation strategy]

Risks to Delivery (if we win)

Risk	Probability	Impact	Mitigation
[RISK_1] (e.g., Scope creep)	High/Med/Low	High/Med/Low	[Mitigation strategy]
[RISK_2] (e.g., Resource availability)	High/Med/Low	High/Med/Low	[Mitigation strategy]
[RISK_3] (e.g., Client capability)	High/Med/Low	High/Med/Low	[Mitigation strategy]

Overall Risk Rating: Low / Medium / High

9. Recommendation & Decision

Scoring Summary

Assessment Area	Score	Weight	Weighted Score
Strategic Fit	[X]/5	25%	[CALC]
Financial Attractiveness	[X]/5	30%	[CALC]
Win Probability	[X]/5	25%	[CALC]
Resource Availability	[X]/5	10%	[CALC]
Client Quality	[X]/5	10%	[CALC]
Overall Score		100%	[TOTAL]/5

Decision Matrix

Criteria	Threshold	Actual	Pass/Fail
Minimum deal size	>R[MIN_VALUE]	R[ACTUAL]	✅/❌
Minimum win probability	>30%	[ACTUAL]%	✅/❌
Strategic fit score	>3/5	[ACTUAL]/5	✅/❌
Profitability	Positive margin	[ACTUAL]%	✅/❌
Resource availability	Can deliver	✅/❌	✅/❌

Decision Criteria Met: [X] / 5

Recommendation

✅ PURSUE (if all criteria met and score >4/5)

Rationale:

Strong strategic fit
Attractive financials: R[VALUE], [MARGIN]% margin
Good win probability: [WIN_PROB]%
Resources available
Low risk

Recommended investment: R[SALES_COST] to pursue

Next steps:

[NEXT_STEP_1]
[NEXT_STEP_2]
[NEXT_STEP_3]

⚠️ PURSUE WITH CONDITIONS (if some criteria met, score 3-4/5)

Concerns:

[CONCERN_1]
[CONCERN_2]

Conditions for pursuit:

✅ [CONDITION_1 must be met before investing more]
✅ [CONDITION_2 must be clarified]

Recommended investment: R[LIMITED_SALES_COST] (limited investment until conditions met)

Next steps:

Clarify [ISSUE]
If conditions met, proceed to full pursuit
If not, revisit decision

❌ PASS (if criteria not met, score <3/5)

Reasons to pass:

[REASON_1]
[REASON_2]
[REASON_3]

Alternative action:

Stay in touch for future opportunities
Refer to partner if applicable
Gracefully decline

10. Action Plan (if pursuing)

Immediate Next Steps (Next 7 Days)

Action	Owner	Due Date	Status
[ACTION_1]	[OWNER]	[DATE]	📋 Pending
[ACTION_2]	[OWNER]	[DATE]	📋 Pending
[ACTION_3]	[OWNER]	[DATE]	📋 Pending

Win Strategy

Differentiation: How we’ll position ourselves differently from competitors:

[DIFFERENTIATION_1]
[DIFFERENTIATION_2]
[DIFFERENTIATION_3]

Value Proposition: Core message to client:

[VALUE_PROP_STATEMENT - 2-3 sentences]

Proof Points: Evidence we’ll use to build credibility:

[PROOF_POINT_1 - e.g., MGSLG case study showing 134% ROI]
[PROOF_POINT_2]
[PROOF_POINT_3]

Key Messages:

[KEY_MESSAGE_1]
[KEY_MESSAGE_2]
[KEY_MESSAGE_3]

Pursuit Timeline

Milestone	Target Date	Owner
Initial meeting	[DATE]	[OWNER]
Needs assessment complete	[DATE]	[OWNER]
Demo/presentation	[DATE]	[OWNER]
Proposal submitted	[DATE]	[OWNER]
Decision expected	[DATE]	Client
Contract signature	[DATE]	Both

Approval

Assessed By:

[YOUR_NAME, TITLE] [DATE]

Decision:

[DECISION_MAKER_NAME, TITLE] Decision: ✅ Pursue / ⚠️ Pursue with Conditions / ❌ Pass [DATE]

Version History

Version	Date	Changes	Author
1.0	[DATE]	Initial assessment	[AUTHOR]

Opportunity Assessment Template - iSu Technologies Customize all [PLACEHOLDER] fields with specific information Use this for every opportunity >R250K to ensure consistent evaluation