Worked: Score A BD Bet With RICE
Prioritize competing business-development bets using Reach, Impact, Confidence, and Effort.
Three BD bets compete for one month of attention. RICE: Reach × Impact × Confidence / Effort The trap is letting the loudest executive sponsor define priority without naming reach, proof, or effort. Reach Partner pilot reaches 30 target accounts in 60 days. Reach needs a time box, not a vague “large audience.” Impact If it works, it could create a repeatable channel for one ICP. Impact describes business significance, not personal excitement. Confidence Confidence is 70% because two shared customers already asked for the workflow. Evidence discounts or strengthens the score. Effort Effort is 4 person-weeks across BD, enablement,…
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