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Opportunity Governance & Mitigation Framework - Coggle Diagram
Opportunity Governance & Mitigation Framework
Engagement Mode
Pre-RFP / Proactive Engagement
Early Sales + Presales + Delivery alignment
Joint discovery Calls
Clear problem framing and ownership
Early feasibility validation and High Quality Deals
Outcome
Low friction
Predictable execution
High-quality opportunity
Mitigation /Enablers
Mandatory joint call post-qualification
Clear role and ownership definition
Lightweight solution framing
RFP/RFQ-Driven / Reactive Engagement
Scenario 3 -
Sales and Delivery aligned, Presales bypassed
Mitigation
Multichannel Engagement : In-person meet (in Kor), Teams meeting/Phone calls, follow-up emails etc,
Add incremental value without re-opening scope
Post-facto alignment, not resistance
Goal
Maintain trust and reduce delivery risk
Symptoms
Decisions already made
Presales involved only for documentation and PQ qualification
Scenario 2 -
Delivery aligned, Sales bypasses Presales
Mitigation
Position Presales as deal enabler, not gatekeeper
Request joint calls framed as customer value alignment
Re-enter via value differentiation and ROI narrative
Goal
Restore visibility without confrontation
Symptoms
Direct technical discussions
Presales excluded from customer calls
Scenario 1 -
Sales aligned, Delivery opposes
Mitigation
Reframe from solution debate to risk-based discussion
Offer phased or modular scope
Convert “No” to “Yes, if…”
Goal
Protect deal credibility and execution feasibility
Symptoms
Sales Commit early
Delivery flags feasibility or scope risk late
Scenario 4:
Leadership bypass
Mitigation
Frame risks as execution dependencies
Avoid political escalation
Seek alignment after commitment
Goal
Ensure delivery success and organizational credibility
Symptoms
Direct customer commitments
Authority-driven decisions
Opportunity Trigger
Leadership-introduced opportunity
Delivery-led technical discussion
Decision: Has Presales / Solution Lead been engaged?
Customer inquiry
Sales-generated lead
Marketing-generated Leads
Bypass Detection & Control
Mitigation Actions
Follow-up email for visibility
In-person connect (KOR office)
Direct ping to Sales (Teams)
Immediate joint call setup
Principle
Visibility before control
Collaboration before escalation
Early Warning Signals
Sudden customer updates
Scope freezes without joint discussion
Missed meetings
Roadmap
30–60 Days:
Normalize
Align with Sales leadership
Reduce reactive firefighting
Define engagement triggers
60–90 Days:
Scale
Reduced bypass incidents
Improved conversion quality
Predictable engagement model
0–30 Days:
Stabilize
Identify bypass patterns
Establish joint call norm
Map active deals
Opportunity Classification
Pre-RFP / Proactive Opportunities
Problem and scope still evolving
Customer exploring options
Engagement before RFP/RFQ release
Ability to influence success criteria
RFP/RFQ-Driven / Reactive Opportunities
Scope and timelines mostly frozen
Evaluation criteria predefined
Formal RFP or RFQ already released
Limited influence, high competition