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
Advance only when the facts improve.
A real opportunity earns the next step by revealing something useful: access, need, constraints, or mutual commitment.
Access
Who is willing to engage?Tests the stakeholder path and shows whether conversation can reach the people who matter.
Specific Need
What changed or matters now?Tests relevance, urgency, and whether the opportunity is tied to an actual business condition.
Constraints
What limits action?Defines the real path forward before time, money, or credibility get spent in the wrong place.
Mutual Next Step
What will both parties do?Separates real advancement from motion, hope, politeness, and empty follow-up.