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Opportunity Scoring

How to add, edit, and manage Opportunity Scores

Written by Rye Jones
Updated over a month ago

The Score tab allows you to evaluate and track how well an Opportunity aligns with your organization’s strategic priorities, capture readiness, and probability of win.

Opportunity scoring helps teams make informed decisions by providing a structured, consistent method to assess:

  • Strategic fit

  • Customer relationships

  • Technical alignment

  • Competitive positioning

  • Capture readiness

  • Proposal readiness

Scores can be viewed, updated, and managed directly within the Score tab of each Opportunity.

Accessing Opportunity Scores

To view or update an Opportunity score:

  1. Navigate to your Pipeline

  2. Click on the Opportunity you want to evaluate

  3. Select the Score tab

The Score tab displays all scoring Categories, Criteria, and current scores for the Opportunity.

Understanding Categories, Criteria, and Weights

Opportunity scoring is organized into Categories and Criteria.

  • Categories represent major scoring areas (for example: Fit/No Fit, Gate 1, Gate 2)

  • Criteria are individual questions used to evaluate the Opportunity

  • Weights determine how much each criterion contributes to the total score

Each Category contains multiple Criteria, and each Criterion has an assigned weight.

For example:

  • A criterion with a weight of 15 contributes 15 percent to the total Category score

  • Higher-weighted criteria have greater impact on the overall score

Users can assign scores based on how well the Opportunity meets each criterion.

This allows teams to objectively evaluate capture readiness and strategic alignment.

Score Ranges and Input Types

Each Criterion has a defined score range, which determines how scoring is entered.

Examples include:

  • Range 0–5: Users enter a numeric score between 0 and 5

  • Range 0–1: Displays as a checkbox (Yes/No scoring)

Higher scores indicate stronger alignment, readiness, or positioning.

Score ranges are defined in the Score Template.

Editing the Score Template (Admin Only)

Administrators can modify the Score Template to align with their organization’s capture process.

To edit the template:

  1. Navigate to the Score tab

  2. Click Edit Score Template in the upper right

From this screen, Admins can:

  • Add or remove Categories

  • Add, edit, or remove Criteria

  • Modify Criterion names

  • Adjust scoring ranges

  • Update weights

  • Reorder Criteria and Categories

Changes apply across all Opportunities in your pipeline.

Adding and Editing Criterion Descriptions

Admins can add descriptions to provide guidance on how each Criterion should be scored.

Descriptions help standardize scoring across teams and improve consistency.

To add or edit a description:

  1. Click Edit Score Template

  2. Click Edit description under the desired Criterion

  1. Enter guidance explaining what each score level represents

  2. Click Save

Descriptions can include definitions such as:

  • What qualifies as a low score

  • What qualifies as a high score

  • What evidence supports each scoring level

These descriptions help ensure consistent evaluation across capture teams.

How Scores Are Used

Opportunity scoring helps organizations:

  • Evaluate bid/no-bid decisions

  • Prioritize capture resources

  • Identify gaps in capture readiness

  • Assess probability of win

  • Support leadership reviews

Scores provide a standardized framework for capture evaluation and strategic planning.

Important Note About Score Templates

  • The Score Template is shared across your entire pipeline.

  • Any changes made to the template will apply to all Opportunities.

  • If Categories or Criteria are removed, those fields and associated scores will be permanently removed.

  • It is recommended to carefully review changes before saving the template.

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