I created a spreadsheet tool to identify whether or not an opportunity is a TRUE fit. It breaks opportunities into four categories:
T-erms: The Business terms
R-elationship: Are you on the inside or outside? Are they rooting for you? Are they confiding in you, or the preferred vendor they want to have help them?
U-pside: What is the potential to replicate, expand, reference, or create new business from this deal?
E-xpertise: How close does this project fit with your companies’ greatest strengths and strategic objectives?
Though the TRUE spreadsheet tool has a predefined set of parameters, you can tailor it with each client to suit their needs. Simply evaluate your client for each item on a scale from 1-10, and then see graphically how the opportunity fits with their needs.
Click here to download the file TRUE Fit Opportunity Evaluation Tool
Here some articles that explain and give context to how to apply the TRUE Fit Tool: