01. Buying moment
An audit has identified missing process evidence. Management needs a response plan.
02. Outcome offer
A gap assessment and remediation plan for a defined process. List the deliverables, required access, exclusions and acceptance criteria. A consultant can commit to the work; final audit or certification outcomes depend on the relevant assessor.
03. Signal
Use a recognisable report structure and a plain-language name for the assessment. Carry the same identity into the proposal and review meeting.
04. Access
Publish what the client must provide and who must attend. Give the sponsor a scope summary and the process owner an evidence checklist. State the basis for a quote.
05. Evidence
Record missing items at the start, completed actions and remaining gaps at the review date. Separate completion of consulting work from independent acceptance.
An illustrative calculation
For illustration: the initial review identifies 20 missing records. At follow-up, 15 have been supplied and checked against the agreed checklist. Report 15 of 20 resolved items, not “audit success”.
What to take into your own work
Clarity includes saying which outcome you cannot guarantee.
Map your own buying situation ↗