Customer System
Need, urgency, risk, budget, authority, politics, timing, expectations, current state, desired future state.
Opportunities are temporary alignments between independent systems.
A customer operates within objectives, constraints, risk tolerance, budgets, politics, priorities, and timing. A provider operates within capabilities, capacity, economics, delivery model, experience, and strategic direction. The environment adds competition, regulation, market movement, technology shifts, and trigger events.
Provider System
Capability, capacity, economics, differentiation, delivery model, credibility, experience, strategic interest.
Environmental System
Competitive pressure, market change, regulation, technology, talent, supply, demand, trigger events.
Opportunity Conditions Framework
ObserveCaptureInterpretTriangulateAct
Account selection should consider the visible condition of the customer, the strategic fit of the provider, and the movement occurring in the environment. A problem alone is insufficient. Capability alone is insufficient. The useful signal is alignment among systems.
Advancement Evidence
| Evidence Type | What it reveals | Why it matters |
|---|---|---|
| Access | Who is willing to engage | Tests stakeholder path |
| Specific Need | What changed or matters now | Tests relevance and urgency |
| Constraints | What limits action | Defines the real path forward |
| Mutual Next Step | What both parties commit to do | Separates motion from activity |