Customer System
Objectives, constraints, risk tolerance, budgets, politics, priorities, urgency, authority, and timing.
Business development depends on the quality of focus before the quality of pursuit.
An opportunity is a temporary alignment between independent systems. Read them together—or waste time treating motion as progress.
Provider System
Capability, capacity, economics, differentiation, delivery model, experience, and strategic direction.
Environmental System
Competition, regulation, market movement, technology shifts, talent, supply, demand, and trigger events.
CONVERGENCEHIGH-PROBABILITY OPPORTUNITY
OBSERVECAPTUREINTERPRETTRIANGULATEACT
A problem alone is insufficient. Capability alone is insufficient. The useful signal is alignment among systems.
Where should attention go?
Choose accounts, markets, and stakeholders based on observable conditions—not wishful thinking.
Does the opportunity fit?
Test customer objectives against provider strengths, economics, constraints, and timing.
What evidence justifies the next move?
Every interaction should improve visibility, reduce uncertainty, or reveal the defining constraint.