Introducing the C.O.M.P.E.T.E Opportunity Qualification Framework for Professional Services Firms

The commercial environment for professional services firms is increasingly competitive and digitised. Professionals are under significant pressure to focus their time, resources, and energy where they can create the greatest impact — and qualify client opportunities more effectively.

That’s why Practice Edge has developed the C.O.M.P.E.T.E Opportunity Qualification Framework for Professional Services Firms — a practical, structured tool designed to help firms assess and qualify opportunities more confidently and consistently.

C.O.M.P.E.T.E stands for:

• C – Client Drivers

• O – Organisational Fit

• M – Market Positioning

• P – People & Stakeholders

• E – Evaluation Process

• T – Timing & Readiness

• E – Economics & Value

The framework enables firms to review client opportunities — whether tenders, RFPs, proposals or stalled pipeline deals — through a clear, structured lens. It challenges teams to assess not just whether they can pursue an opportunity, but whether they should.

By applying the C.O.M.P.E.T.E Opportunity Qualification Framework for Professional Services Firms, firms can:

• Focus on the right client opportunities

• Qualify opportunities faster and with greater confidence

• Improve forecasting accuracy and internal alignment

• Strengthen win rates and resource allocation over time

The best firms know that saying no to the wrong opportunities is just as important as winning the right ones. C.O.M.P.E.T.E provides a clear, client-centric structure to help firms sharpen opportunity qualification and improve commercial decision-making.

Ready to sharpen your opportunity qualification decisions?

You can use the C.O.M.P.E.T.E online assessment tool for free below →

Start