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What I Need to Know: Opportunity Priorities

Modified on: Tue, Sep 12 2023 6:16 PM

Priority levels are assigned to opportunities to help Divisions focus on "must win" pursuits and help prioritize their pipeline. Since every opportunity is different and unique, there are various factors that contribute to the priorities below. Some factors that may drive the priority level assignment include: the Client, type of project, delivery method, size, relevant experience, available resources, funding, timing, and backlog needed, to name a few. Over the span of an opportunity's lifecycle, the opportunity priority should be adjusted accordingly as more information and intelligence is gathered. Within Unanet CRM, priorities are split into three categories (screen shots below of this field in use):


Priority to Division Priority Category Reasoning
1-High Priority
  • An opportunity that is in alignment with our business goals and of high strategic importance to the Division, Region, or organization.
  • Typically considered a "must" win and all resources are focused on the effort.
  • Where the opportunity might not be a "must" win, it can be a "must" pursue with a strong showing. 
  • Doesn't always necessitate national support – but could.
  • Has the ability to significantly impact a Division's success for a variety of reasons (start date, revenue goals, etc.).
2-Medium
  • The starting point for most opportunities, which gets adjusted higher or lower throughout the life of the pursuit.
  • Checks the boxes for being a great project in terms of client relationship, fee/profit potential, timing, resource availability, market penetration, etc.
  • Has a high level of focus, but may not be defined as a "must" win.
  • Pursuit Team provides strong support, attention, and focus on the effort.
  • Important backups for BP/Sales numbers if Priority 1 start dates are too far out or the job falls through.
3-Low
  • Generally viewed as less attractive based on the criteria discussed in Priority 1's and 2's above.
  • If pursuit timing (i.e., due dates) and internal resources compete with Priority 1's and 2's, then potentially becomes a No-Go (to keep focus on the higher priority opportunities).
  • Also used for general tracking of opportunities to better understand Clients and/or Markets and/or backups to Priority 2's.







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