01 / 06 — Problem
Why does this matter to the business?
No financial frame. Pain is vague, technical, or emotional. A directional impact, but no metric. A metric exists, single-dimension. Multi-dimensional impact in revenue, cost, or risk. Quantified, multi-level, getting worse over time.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations
02 / 06 — Owner
Who owns the decision?
Decision owner is unknown. A name exists, but no priority context. Owner named, with general priority fit. Owner's charter and priorities are clear. Owner, charter, personal risk, and access are clear.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations
03 / 06 — Champion
Can the case be carried without external help?
Vendor owns the story. Champion can repeat features, not outcomes. Champion explains the why, defers on tradeoffs. Champion explains outcomes and tradeoffs internally. Champion owns and shapes the internal narrative.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations
04 / 06 — Consequence
What happens if nothing changes?
No timing pressure or consequence. Soft timing, no event or cost. General consequence, no date or quantity. A deadline or event exists, slippage is absorbable. Concrete near-term consequence with cost of inaction.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations
05 / 06 — Path
Can the organization actually buy?
Process is undefined. No budget. No steps. General process, no budget source, no specific steps. Approval steps directional. Budget assumed. Procurement unknown. Process mostly mapped. Budget identified. Procurement aware. Steps, dates, budget, procurement, and signoff confirmed.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations
06 / 06 — Initiative
Do they have an initiative the case is aligned to? Do you know its internal name?
No internal initiative identified. An initiative may exist; not confirmed. Tied to a broad strategic priority. No internal name. Named internal initiative — you know what they call it. Named, owned, funded, and visible to leadership.
What are you basing this on?
Assumption
Observation
Inference
Single verification
Multiple confirmations