Question & scope
A ten-day engagement cannot cover everything. Framing sets what will be examined, by whom, and what will not.
The situation studied
What we observed, and what made this question necessary.
- Situation
- A new bid arrives and the team must decide whether to respond, with which references and at what level of effort.
- Trigger
- An opportunity created in the CRM, a consultation received by email, or a tender spotted.
- Frequency
- Estimated at 24 relevant opportunities over 90 days — extrapolated from the 48 CRM opportunities over 12 months, never counted directly.Hypothesis
- People involved
- Sales management, experienced project leads, leadership for arbitrations.
- Current problem
- The context and comparable projects exist, but matching them depends on a few people's memory.
- Decision sought
- Whether to pursue the bid, with a next action attached to an owner.
Question studied
When a new opportunity, consultation or tender appears, how do we quickly recover the context, the comparable projects and the useful evidence to document the next decision without starting from scratch?
Framing sheet
The agreed scope
- Client
- Norevia Ingénierie (fictional demonstrator)
- Engagement
- Active Value Diagnostic
- Duration
- 10 working days
- Business priority selected
- Prepare a bid without starting from scratch
- Sources analysed
- CRM · Project archive
- Business owner
- Sales management
- Headline metric
- Time from an opportunity appearing to a documented decision with a next action.
Calendar
The real calendar
The ten working days do not run from signature, but from the actual delivery of the sources.
- Signature
- Friday 24 July 2026
- Sources requested
- Friday 24 July 2026
- Access granted
- Thursday 30 July 2026
- Sources usable
- Friday 31 July 2026
- Day 1
- Monday 3 August 2026
- Final session
- Friday 14 August 2026
- Suspensions
- No suspension recorded on this engagement.
The real calendar
5 working days between signature and day 1, while the sources became usable.
The 10 working days start on the first working day following the actual, complete and usable delivery of the agreed sources, the required access and the availability of the planned participants.
Identification
This document
- Engagement
- Active Value Diagnostic
- Client
- Norevia Ingénierie (fictional demonstrator)
- Author
- Nathan Goutagny — NateSystem
- Created
- Monday 3 August 2026
- Last updated
- Monday 10 August 2026
- Version
- v0.9
Sequence
How the ten days unfold
The five phases of the engagement, from framing to decision.
Day 1 — 2
Framing
Fix the question, the scope, the owner and the metric.
Day 2 — 6
Analysis
Make the sources readable, run the interviews, map the value.
Day 6 — 8
Prototype
Build and test the contextualised action sheet.
Day 8 — 9
Business case
Document the assumptions, the scenarios and their limits.
Day 10
Decision
Readout: build, fix first, or do not proceed.
See our understanding of your business
Business model, positioning, service lines, targets, tooling — each item with its status.
Working profileSee the questions we asked
15 questions in total, spread across the interviews. 5 directly gate the decision, 10 round out our understanding of how you work.
Questions & answersSuccess criteria
- Recommendations are explainable: each one cites what it rests on.
- Evidence links back to its source document.
- Missing information is visible, not hidden.
- A human validates every action before it goes out.
- The CRM remains the source of truth.
- The workflow is understandable by the team without lengthy training.
Out of scope
- Production integration
- Sales campaign
- Full CRM clean-up
- Exhaustive indexing of every document
- Any revenue guarantee