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GENRO Decision-Support Resource

Commercial Readiness Checklist

25 questions to consider before your organisation pursues its next major client, partnership, procurement opportunity or stage of growth.

For each statement, select Yes, Partly or No. The purpose is not to create a perfect score. It is to identify the areas where uncertainty may weaken the next opportunity.

Scoring: Yes = 2 points · Partly = 1 point · No = 0 points.

Positioning and clarity

1. We can explain what our organisation does in one clear sentence.
2. We know which audience or buyer deserves priority.
3. Our value proposition identifies a meaningful difference rather than a generic claim.
4. Our leadership team explains the organisation consistently.
5. We know which services or opportunities are outside our strategic focus.

Credibility and presentation

6. Our website reflects the present quality and direction of the organisation.
7. Our company profile, proposals and presentations tell the same core story.
8. We can support our principal claims with appropriate evidence.
9. Our visual and verbal presentation is consistent across major touchpoints.
10. A prospective client can understand our relevance without requiring a lengthy explanation.

Opportunity readiness

11. We know what makes an opportunity suitable for us.
12. We can identify the decision-makers and influencers involved.
13. We understand the likely evaluation criteria.
14. Required registrations, licences, policies and compliance records are current.
15. We can provide relevant experience and references without overstating our role.

Commercial systems

16. We have a current capability statement or equivalent commercial profile.
17. We have a consistent method for preparing proposals.
18. Opportunities and follow-up actions are recorded and assigned.
19. We know who owns each stage of the business-development process.
20. We can respond within the timelines larger clients and procurement processes require.

Delivery and leadership alignment

21. We have the capacity to deliver if the opportunity is won.
22. Pricing and commercial terms reflect the real cost of delivery.
23. Leadership agrees on the intended outcome and acceptable level of risk.
24. The team understands what must change if the organisation grows.
25. We have identified the most important gap to resolve before proceeding.

A checklist can reveal the questions. A Business Diagnostic helps determine which questions matter most.

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This checklist is a general decision-support resource and is not legal, financial, procurement or regulated professional advice.

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