Appendix 11

Pursuit Scoring Matrix

The Pursuit Scoring Matrix helps predict your ability to win new business, especially in competitive situations. The higher your score, the more likely you are to win business with that account. For low scores, take action to gain industry knowledge or subject matter expertise, or build relationships within that account.

Directions: List each potential new customer in the first column, Account, and complete the corresponding information. Give yourself one point for each yes, and total in the final column.