02 — Capability · BC-430.20
Opportunity Management
Pursue each qualified opportunity from acceptance to decision — understand the buyer, shape the solution, propose, negotiate and close — with the record kept current enough to trust.
- Deal Management
- Pipeline Execution
- Opportunity Pursuit
In scope
- Accepting and requalifying leads from marketing and partners
- Discovery and solution shaping with the buyer
- Proposals and formal bids
- Negotiation and close
Out of scope
- Price approval authority and discount limits (see BC-470)
- Legal review of non-standard terms (see BC-150)
Realized by · 2
Used in · 2
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 4
- BC-430.20.10Lead Acceptance & QualificationAccept or return handed-off leads within the agreed time, and confirm need, budget, authority and timing before an opportunity is opened.
- BC-430.20.20Discovery & Solution ShapingUnderstand the buyer's problem, stakeholders and decision process, and match the offering to it before anything is priced.
- BC-430.20.30Proposal & Bid ResponseProduce proposals and responses to formal tenders that answer the buyer's questions, meet the submission rules and arrive on time.
- BC-430.20.40Negotiation & CloseNegotiate scope, terms and price within approved limits, secure the decision, and record the outcome and reasons whether won or lost.