/CLIENT PILOT KIT
DISCOVERY TO
PROPOSAL
WITHOUT THE FOG.
A compact kit for focused software pilots: the questions that expose scope risk, the proposal sections that keep fixed price clean, and follow-up language that moves the buyer to a decision.
/01
DISCOVERY QUESTIONS
- What has already been decided, and what is still open?
- Who is the pilot audience, and how many users are involved?
- What output does the buyer need to show another stakeholder?
- What data is sensitive enough to change the architecture?
- What would make a fixed price unfair to either side?
/02
PROPOSAL OUTLINE
- One-paragraph business objective
- Included workflows by role
- Milestones, dates, and payment checkpoints
- Acceptance criteria and revision limits
- Ownership, handoff, support, and explicit exclusions
/03
POST-CALL FOLLOW-UP
- Confirm the strongest fit in plain language
- List open questions before quoting
- Restate fixed-price assumptions
- Name the proposed pilot boundary
- Set the proposal delivery date
/FOLLOW-UP STARTER
SUBJECT: Pilot build scope follow-up Thanks for the call today. Based on what we covered, the first useful release appears to be: - Primary workflow: - Admin workflow: - Required outputs: - Sensitive data considerations: - Timeline target: Before I lock the fixed-price proposal, I need to confirm: 1. 2. 3. Assuming those answers match the call, I will send a milestone-based proposal with kickoff, workflow, output, and pilot-acceptance checkpoints.
THE POINT IS NOT MORE QUESTIONS.
The point is finding the smallest version that makes a real business decision possible, then protecting that scope so the first build can ship.
/NEXT STEP
Bring a rough pilot brief. We will pressure-test the scope and tell you whether it is ready for fixed pricing.
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