Match the need to documented scope
Describe fit only as far as approved evidence supports it.
Start with a clearly stated customer need. Find the relevant approved solution material, compare what it documents, and identify gaps, dependencies, and unanswered questions before describing fit.
The fictional examples below are practice cases for choosing a conversation stance. They are not statements about a real product or customer.
Illustrative fit check
Practice examples only. “Evidence to locate” means information to find in approved solution material before responding.
| Details | Conversation check | Practice example |
|---|---|---|
| Matched | ||
| Need and scope | Need is clearly stated | Approved material documents the relevant scope |
| Matched | ||
| Stance | Explain the documented match | Keep the explanation within what the material supports |
| Partial | ||
| Need and scope | Need is clear, but a dependency or part of the scope is not | Locate the documented boundary and the unresolved dependency |
| Partial | ||
| Stance | Describe the known part and name what remains open | Ask a relevant specialist to assess the open point |
| Unknown | ||
| Need and scope | Evidence is missing or does not address the question | No reliable basis for a fit statement yet |
| Unknown | ||
| Stance | Say what is not yet known | Route the question before making a claim |
Make a defensible fit statement
-
1
Write the need in the buyer's terms
Keep the customer's stated problem separate from your interpretation.
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2
Check approved solution material
Locate the scope or capability information relevant to that specific need.
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3
Name the boundary
State which part is documented and identify any gap or dependency plainly.
-
4
Route unresolved scope questions
Ask a solution specialist to assess the question before making a stronger fit statement.