For sales opportunities I'm using my sales opportunites evaluation Excel-Worksheet.
Follow the O.R.D.E.R.! The concept was published by Mahan Khalsa in "Let’s Get Real or Let’s Not Play".
Opportunity: By asking questions find out if there is an opportunity: Issues, Evidence, Impact, Context, Constraints
Resources: Are they are available in terms of time, people and money?
Decision Making Process: What, Who, How, When will be a decision made by the client?
Exact Right Solution: Present your solution to the right people to make a decision.
Results: How we solve creates more value than how we sell. Forsee probrlems and avoid them.
The Excel-Sheet is only available on request.
