Risk Assessment Questionnaire

This questionnaire is designed to help you assess risk and to ensure that the sales team pursues
opportunities in the sales pipeline that maximize growth and minimize risk.

Risk Assessment
Sales team name
Sales manager
Assessment date

General sales opportunity information

Account
Customer status
Opportunity name
Opportunity number
Description
Key company contact
Product/services division
Location
Local owner
Date added
Stage
Probability of sale
Expected close
Actual close

Confidential
File: Risk assessment questionnaire.doc
Date published: mm/dd/yyyy
 Risk Assessment Questionnaire

Criteria 1: Revenue potential

Total price of products to be sold $

Product markup percentage %

Estimated product revenue $

Weighted product revenue based on probability of sale $

Estimated service hours

Average hourly rate $

Estimated service revenue $

Weighted services revenue based on probability of sale $

Total weighted product + services revenue $

Revenue rating (1–10)

Ratings

Revenue rating 1 = Excellent, 10 = Poor

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 Risk Assessment Questionnaire

Criteria 2: Customer risks

Category Probability of
occurrence
Customer Based on the sales team’s
relationship assessment of our
company’s relationship
with this customer, what is
the probability that we
could experience cost,
schedule, or performance
problems in our execution
of this contract?
Customer Based on the sales team’s
readiness assessment of the
customer’s readiness to
undertake this contract,
what is the probability that
we could experience cost,
schedule, or performance
problems in our execution
of this contract?
Customer Based on the sales team’s
commitment assessment of the
customer’s level of
commitment of resources
and budget to this
contract, what is the
probability that we could
experience cost, schedule,
or performance problems
in our execution of this
contract?
Average column rating
Customer risks overall average rating
Rating Impact of occurrence Rating
(1–10) (1–10)
If problems do occur as a
result of our relationship
with this customer, what
could be the extent of the
impact on the project
success criteria for this
contract?
If problems do occur as a
result of the customer’s
readiness to undertake
this contract, what could
be the extent of the impact
on the success criteria for
this contract?
If problems do occur as a
result of the customer’s
commitment of resources
and budget to this
contract, what could be
the extent of the impact on
the success criteria for this
contract?
Average column rating

Ratings

Probability of occurrence rating 1 = Highly improbable, 10 = Virtually certain

Impact of occurrence rating 1 = Very little impact, 10 = Very great impact

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 Risk Assessment Questionnaire

Criteria 3: Contract risks

Category Probability of
occurrence
Contract Based on the sales team’s
document assessment of customer-
driven changes to our
company’s standard
contract, what is the
probability that we could
experience cost, schedule,
or performance problems
in our execution of this
contract?
Contract Based on the sales team’s
type assessment of the
contract type for this
project (fixed-price, T&M,
CPIF, and so on), what is
the probability that we
could experience cost,
schedule, or performance
problems in our execution
of this contract?
Average column rating
Contract risks overall average rating
Rating Impact of occurrence Rating
(1–10) (1–10)
If problems do occur as a
result of these customer-
driven contract changes,
what could be the extent
of the impact on the
success criteria for this
contract?
If problems do occur as a
result of the contract type
for this project, what could
be the extent of the impact
on the success criteria for
this contract?
Average column rating

Ratings

Probability of occurrence rating 1 = Highly improbable, 10 = Virtually certain

Impact of occurrence rating 1 = Very little impact, 10 = Very great impact

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 Risk Assessment Questionnaire

Summary

Revenue rating from criteria 1

Customer risks overall average rating from criteria 2

Contract risks overall average rating from criteria 3

Opportunity overall average risk rating

Ratings
Opportunity overall average risk 1 = Excellent, 10 = Poor

Observations and recommendations: (Information regarding overall quality of this

opportunity)

Audited by: Date: / /

Sales Manager Date: / /

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