## Executive brief The prospect runs a design agency and wants a more consistent way to scope projects before work begins. They described revisions and unclear ownership as the main source of margin pressure. The desired outcome is a reusable intake and approval process. The transcript confirms the pain and desired outcome, but budget, decision authority, timeline, and success metric were not discussed. ## Buyer language and desired outcome - Problem: projects are frequently re-scoped after kickoff. - Desired future state: a clear brief and approval gate before production. - Impact mentioned: unplanned revisions reduce margin. - Quote: “We lose time when the brief keeps changing.” ## Qualification signals | Signal | Evidence | Confidence | What to verify | |---|---|---|---| | Pain | Re-scoping causes revisions | High | Frequency and cost per project | | Urgency | Wants a process for the next intake cycle | Medium | Exact start date | | Authority | Not discussed | Low | Who approves process changes | | Budget | Not discussed | Low | Budget range and buying process | | Success criteria | Fewer revisions | Medium | Target reduction and measurement | ## Objections, risks, and proof required Risk: a new process may feel slower to creatives. Proof required: a short intake template and a pilot on one project. ## Recommended follow-up Subject: A lighter approval gate for the next project Thanks for explaining how changing briefs create extra revisions. I suggest we map the next intake into a one-page brief and approval step, then test it on one project. Would you be open to reviewing that workflow this week? ## Next-call plan 1. How often does scope change after kickoff? 2. Who owns final approval? 3. What must be in the brief before production? 4. What would count as a successful pilot? 5. When is the next project starting? ## Handoff checklist Sales: confirm authority, budget, and pilot timing. Delivery: draft the one-page brief and approval gate. Customer Success: schedule a pilot review. Open items: authority, budget, exact timeline, revision baseline, success metric.