Client / Prospect: Project / Services:

Date: Key Opportunity Plan (KOP) SALES OBJECTIVE Est. Contract Value: $ SUMMARY OF CLIENT NEEDS Est: Close Date: 10 Strategic Needs. How does this project satisfy critical business, political, or operational needs for the client? Whats really driving the need for this project? Technical Needs. What problems are we seeking to solve using our technical expertise? Are there any special technical or design challenges?

Strategic Needs:

Technical Needs: BUYING INFLUENCES (& Key Personal Needs)

15

m i n .

Type (of buying influence):

B = Boss G= Gatekeeper

U = User / Selector S= Supporter

Positioning (with each buying influence): Positive = +1 to +5 Neutral (Not contacted) = 0 Problematic = -1 to -5

Win-Results: How is the buying influences self-interest served by our offering / services? Name: Win-Results: Name: Win-Results: Name: Win-Results: Name: Win-Results: Name: Win-Results: Name: Win-Results: Name: Win-Results: Name: Win-Results:
Copyright 2003, The Business Edge, (adapted from Miller & Heiman, Strategic Selling ,1987)

Title: Title: Title: Title: Title: Title: Title: Title:

Type: Type: Type: Type: Type: Type: Type: Type:

Positioning: Positioning: Positioning: Positioning: Positioning: Positioning: Positioning: Positioning:

CURRENT POSITION

15

m i n .

Overall Feeling:
Concerned Losing

Winning

Okay

Not Sure

Position vs. Competition:

Shared Trailing

Exclusive Dominant

Strengths / Differentiators: c

Red Flags / Weaknesses: 10 m i n .

POSSIBLE ACTIONS (to leverage strengths, reduce uncertainties, neutralize red flags)

10 m i n .

BEST ACTION PLAN

What? 1.

Who?

When?

Entre (if applicable): 2. 3. 4. 5. Entre (if applicable): Entre (if applicable): Entre (if applicable): Entre (if applicable): Note: Continually update the KOP as actions are completed, new information is uncovered, or the situation changes.