The Solve & Signal system

Start with an actual decision.

Pick a recent won, lost or stalled purchase. Trace what the buyer needed, what you provided and where progress stopped. Use the five practices to fix the missing connections.

Keep the work useful after the meeting.

A case, a specification or an approved supplier record can preserve useful knowledge when people change roles. Maintain a current version, a named owner and a clear place to find it. An unused document is not proof of influence.

Run a bounded pilot.

Use the first six weeks to investigate one buying moment, approve one offer, prepare existing proof and test the buying path. Measure commercial outcomes over a period suited to your sales cycle. Six weeks is a setup example, not a revenue promise.

Measure the obstruction you want to remove.

Track time to a usable quote, missing inputs, shortlist inclusion, decisions and delivery against agreed criteria. Define the denominator and observation period. Review operational problems weekly; allow enough time and data to judge experiments.