Begin with the customer decision, not the seller stage. A responsible opportunity moves only when both sides can read back what matters, what is known, who can decide and what evidence the next action will create.
The seven outputs that make opportunity progress real
What customer decision may actually need to be made?
Separates light-qualification from shared-decision from the alternative routes.
How defensible is the customer problem and value case?
Separates shared-decision from the alternative routes.
Does the buying group include affected, influential and authorised roles?
Separates shared-decision from the alternative routes.
Are the next actions genuinely mutual and accepted?
Separates shared-decision from the alternative routes.
| Stage | Leave with | Failure signal |
|---|---|---|
| Understand | Opportunity boundary | Interest substitutes for a customer decision |
| Clarify | Customer outcome | Value is a supplier claim |
| Evidence | Decision evidence ledger | Confidence substitutes for proof |
| Align | Buying-group map | One contact is treated as the organisation |
| Decide | Shared decision record | Proposal is the only option |
| Commit | Mutual decision plan | Only the seller has actions |
| Improve | Decision learning scorecard | Follow-up has no decision condition |
The useful test is whether the record can be read back, corrected and accepted by the people who carry the consequence. If it cannot, the stage is not complete.
Apply this to your situation
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Frequently asked questions
Begin with the customer decision, not the seller stage. A responsible opportunity moves only when both sides can read back what matters, what is known, who can decide and what evidence the next action will create.
Keep the material claim, its source, the decision owner and the accepted next action visible enough for both sides to correct.
The stage is complete when the affected people can read back, correct and accept the record and its ownership.
Source: Narrative Studio Strategic Outcome package; product evidence and method stages only.