Growth opportunity assessment: test the case

01 /

Describe the opportunity precisely

Name the customer, the problem and the proposed offer. Explain why customers would change their behaviour and what evidence supports that belief. Distinguish expressions of interest from commitments. An attractive market description is not the same as evidence that this business can win useful work.

02 /

Assess fit and consequences

Identify capabilities the business already has and those it would need to build or buy. Consider delivery, leadership attention, cash timing and effects on existing customers. Compare the opportunity with other uses of the same resources. Include the option of learning more before proceeding.

03 /

Design the next test

Choose the uncertainty most likely to change the decision and a proportionate way to investigate it. Record what evidence would support proceeding, revising the offer or stopping. Give the test an owner and a review point. Avoid turning an exploratory activity into a permanent commitment without a deliberate decision.

Use this in your business

A stop, learn or proceed screen

Customer need: observed problem, buyer and reason to act.
Commercial logic: likely revenue drivers and costs to investigate.
Capability: people, systems and relationships required.
Capacity: effects on current commitments and cash timing.
Decision rule: evidence needed before the next commitment.

Illustrative example

What this could look like

A service business is invited to support a larger customer with a different delivery model. The potential revenue is appealing, but the team has not tested support demand. A limited, agreed trial with clear service boundaries could provide better evidence than assuming current operating costs will scale unchanged.

Your next move

Bring the decision into focus.

Opportunity assessment is part of Pivot Point's published growth services. Bring the opportunity and the assumptions that make it attractive.

Start a conversation Meet the advisory team

This guide is general preparation information. Advice on legal, tax and financial consequences needs to reflect your circumstances.