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["Opportunity & Risk Management Quick Checklist (SCOTSMAN)",null,null,null,null,null,"A very good fit","We would need to augment with solutions from others","We can only resell a solution","No"]
[]
["REPEAT CUSTOMER EVALUATION - NOTE: EVALUATE THIS BEFORE GOING FURTHER!"]
["This is a repeat customer, we know them, we know their business and have successfully delivered projects for them in the past at a profit. The risk is considered low and success is highly probable? ","No",null,null,null,null,"Yes","No"]
[{"$f":"IF(B4=\"Yes\",\"CHECKLIST NOT REQUIRED\", \"OPPORTUNITY CHECKLIST REQUIRED\")","v":"OPPORTUNITY CHECKLIST REQUIRED"}]
[]
["Opportunity Evaluation Criteria","Select Your Response"]
["Solution",null,null,null,null,null,"Yes","No","Unsure","We are the only ones they are talking to"]
["Are the core solution/s you offer a suitable solution to fit this opportunity?","We would need to augment with solutions from others",null,null,null,null,"Yes","No","N/A"]
[null,null,null,null,null,null,"Yes - clearly","Slightly","No"]
["Competition",null,null,null,null,null,"Yes - clearly","Slightly","No","N/A"]
["Do you know who you are competing against?","We are the only ones they are talking to"]
["If you are competing are you competitive against those competitors?","No"]
[]
["Originality"]
["Can your solution be clearly differentiated against other offerings?","Yes - clearly"]
["Is your point of differentiation considered to be of value?","No"]
[]
["Time Scale"]
["Are you aware of your customers timescale to purchase?","Broadly",null,null,null,null,"Yes","No","Broadly"]
["Is the timescale for the work reasonable to achieve the desired outcome?","Tight",null,null,null,null,"Yes Easily","Tight","Not al all"]
["Would you have the resources available to complete the work in the timeframe?","Tight"]
[]
["Size"]
["Is the potential order value and profit worth your time to quote","Yes",null,null,null,null,"Yes","Not Sure","No"]
["Are you large enough to handle the work","Would need to contract staff",null,null,null,null,"Yes","Would need to contract staff","No"]
["Are you able to cash flow the expenses?","Would need an increased facility at the bank",null,null,null,null,"Yes Easily","Would need an increased facility at the bank","Not at all"]
["Is the opportunity of a size you normally deal with?","More than twice our biggest",null,null,null,null,"Yes","A little larger","More than twice our biggest"]
[]
["Money"]
["Has the client a budget price in mind","Fishing for budget from suppliers",null,null,null,null,"Yes","No","Fishing for budget from suppliers"]
["If they have a budget price do you know what it is?","N/A",null,null,null,null,"Yes","Broadly","No","N/A"]
["If you know the budget price is it large enough to deliver a solution at an expected level of quality?","N/A",null,null,null,null,"Yes","Would be tight","No","N/A"]
[]
["Authority"]
["Are you speaking to the right person in the organisation?","Yes",null,null,null,null,"Yes","No","Unsure"]
["Do they have the authority to make a decision?","Unsure",null,null,null,null,"Yes","No","Unsure"]
["If there are others that will contribute to the decision are you talking to them?","Unsure",null,null,null,null,"Yes","No","Unsure"]
[]
["Need"]
["Are you aware of their needs?","Yes we have requirements",null,null,null,null,"Yes we have requirements","No we would have to elicit requirements"]
["If you're aware of their needs can you meet them?","Mostly",null,null,null,null,"Yes easily","Mostly","We would need outside assistance","No"]