7 Signs an Opportunity Is Worth Sharing

In B2B and industrial markets, valuable business opportunities can show up almost anywhere. A customer may mention an upcoming project, a contractor may ask about a product your company does not provide, or a former customer may contact you with a need outside your capabilities.

You may even hear about a facility expansion, equipment purchase, renovation, or construction project that your company simply cannot handle.

Often, these opportunities are dismissed because they are not a fit. But not being the right company for an opportunity does not mean the opportunity has no value. In fact, some of the best opportunities are the ones you cannot pursue yourself.

1. The Opportunity Is Real, but Your Company Isn't a Fit

One of the clearest signs an opportunity is worth sharing is when you know there is a legitimate business need, but your company is not in a position to provide the solution.

The project may be outside your normal scope, outside your geographic market, too large or too small, or simply unrelated to what your company sells. Instead of letting the opportunity disappear, consider whether another company may be better positioned to handle it.

The question is not always, "Can we do this?" Sometimes the better question is, "Who could do this?"

2. The Customer Has a Specific Need

A general expression of interest is one thing, but a specific business need can represent a much more valuable opportunity. Maybe a customer needs a particular product or service, a facility is planning an expansion, a contractor needs a specialized subcontractor, or a company is actively looking for equipment, materials, or professional services.

Details such as the type of project, location, timing, scope, or anticipated need can make an opportunity significantly more useful to another company. You do not need to have every detail before sharing it. Even basic information can give a qualified company enough to determine whether the opportunity is worth pursuing.

3. There Is a Decision Maker or Useful Contact

An opportunity becomes even more valuable when there is an identifiable person connected to the potential purchase or project. This could be an owner, facility manager, purchasing manager, plant manager, project manager, engineer, architect, contractor, or operations manager.

Your relationship with that person or knowledge of how to reach the company can give another business a valuable starting point.

In B2B and industrial markets, relationships and access to the right people can be just as valuable as the opportunity itself. You may have information or connections that would take another company considerable time and effort to develop on its own.

4. The Opportunity Is Outside Your Territory

Geography can quickly turn a good opportunity into one your company cannot pursue. You may have a strong relationship with a customer but discover that their next project is located outside your normal service area.

Your company may not have sales coverage, installation capabilities, or service resources in that market. Rather than simply passing on the opportunity, consider whether another company could benefit from it.

B2B and industrial professionals frequently have relationships that extend well beyond their company's normal territory. Your customer may have a project your company cannot pursue, but another company may be perfectly positioned to take it on.

5. Your Company Doesn't Offer the Required Product or Service

Customers and business contacts often ask about products and services that fall outside what your company provides. A contractor might ask about specialty construction, an industrial customer might need equipment or material handling solutions, or a facility manager might need engineering, environmental, electrical, mechanical, or other specialized services.

You may not sell or provide what they need, but you may know a company that does. Instead of simply saying, "That's not something we do," you can recognize that the opportunity may have value to someone else. Sharing it can create a potential connection where otherwise there would be none.

6. The Opportunity Has Commercial Potential

Not every inquiry represents a worthwhile business opportunity. Before sharing one, consider whether there is a reasonable possibility that it could develop into actual business.

A defined project, identifiable customer, realistic timeline, meaningful scope, potential budget, or significant need can all be indicators of commercial potential. You do not necessarily need to know the exact value of the project.

In many B2B and industrial markets, a single project can also lead to additional locations, repeat purchases, future projects, or long-term customer relationships. That means the potential value of an opportunity may extend well beyond the initial sale.

7. You Would Rather Share It Than Let It Disappear

Perhaps the most important sign that an opportunity is worth sharing is simply asking yourself what will happen if you do nothing with it. If your company is not going to pursue the opportunity, there is a good chance it will eventually disappear.

The customer may find another provider, the project may be awarded to a competitor, or the opportunity may simply be forgotten. If you know the opportunity is legitimate and can connect it with a company that may be able to help, sharing it can create value for everyone involved.

The customer gets access to a potential solution, the receiving company gets a potential new business opportunity, and you can potentially be rewarded for making the connection.

Look Beyond the Opportunities You Can Pursue

B2B and industrial professionals are constantly exposed to information that has commercial value. You hear about projects, meet decision makers, develop relationships, learn about customer needs, and discover upcoming construction, expansion, purchasing, and capital improvement plans.

But no company can pursue every opportunity it encounters. Some are too far away, some are too small or too large, some require products or services you do not offer, and others simply do not fit your company's strategy.

That does not mean those opportunities have no value. An opportunity can be valuable even when it is not valuable to your company.

Rewardience was created around this idea. Rewardience gives B2B and industrial professionals a way to share qualified business opportunities they cannot or do not want to pursue with companies that may be better positioned to turn those opportunities into sales. You identify the opportunity, share it with

Rewardience, and qualified companies have the opportunity to pursue the business. When a shared opportunity results in a sale, you can earn a reward.

Your relationships, industry knowledge, and access to business information have value. Don't let good opportunities disappear simply because they aren't the right fit for you.

Author: Randy Woodard, CEO - Rewardience

To learn more visit www.rewardience.com