Steps 01–02
Review and settle
~30 minutes + ~1 day
- Review all 42 open questions
- Flag the 11 rating-movers
- Work the list with stakeholders
- Settle evidence mostly by “show me”
BC
Illustrative proposal
BIG Consultants Inc
Evidence-led transformation
Prepared for Sunshine Power · 1 September 2026
Settle the Reading
Then scope against it. A one-week working engagement to close or explicitly carry the assessment's open questions, recalculate the baseline and agree a roadmap before either party commits to the larger programme.
Executive decision summary
Correct the reading before committing to the programme
The AXAT baseline is directionally clear, but 42 of the 73 questions investigated remain open, 11 of which could move a rating. With only 30% of the evidence corroborated across respondents, a fixed programme would currently be priced against a reading that has not yet been settled.
We recommendOne and a half consultant days inside one week to work through the questions AXAT has already listed and ranked.
It will establishA corrected assessment, with every settled answer sourced, plus an agreed roadmap with outcomes, measures and timescales.
It will enableA properly scoped and fixed-price decision on the later programme—or a decision to re-scope, tender or stop.
Decision requested
Commission the settle week for £1,725 + VAT and make the required stakeholders available inside one working week. The proposal remains valid until 30 September 2026.
What the evidence says
The process is built. The management system around it is not.
The AXAT assessment connected stakeholder perceptions, observed operating symptoms and available evidence. The reading is not that Sunshine Power needs to start again. It needs to turn an inconsistently used process into a consistently managed one.
AXAT corroborated position
2.4out of 5
Capability floor1.7
Confidence84%
Capabilities7
Open questions42 · 11 move ratings
A built-versus-adopted problem
The formal sales process and core technology are present. The lowest readings concern the consistent decisions, routines and management behaviours needed to make them work across the whole organisation.
01 · Evidence21 of 73 artefacts in place; 29 half-built; 23 absent
02 · Experience40 of 73 problems are still reported across the organisation
03 · Response20 things to build and 20 existing things to make land
Perceptions
Leaders believe the process is understood, while sellers describe different interpretations of qualification, stage progression and forecast confidence.
Symptoms
Late slippage, stale opportunities and inconsistent stage conversion indicate that the process is not operating as one management system.
Evidence
Only 30% of evidence is corroborated across respondents. Twenty-seven questions were never checked and fifteen contain materially different accounts.
The opportunity is not to install more sales process. It is to make the existing process dependable enough to manage, improve and measure.
What success looks like
The target is an output of the settle week
The current 2.4 reading is a fixed, uncorrected baseline—not a target-setting foundation. The settle week corrects the scores and floor first; AXAT then generates the roadmap from which a named floor target, adoption thresholds and business measures can be agreed.
| Capability | Score | Confidence | Responses | What the current reading says |
|---|---|---|---|---|
| Demand and Pipeline Creation | 1.7 | 86% | 5 of 6 | Evidence sets the capability and firm-wide floor |
| Opportunity Qualification | 2.2 | 79% | 5 of 6 | Most build-heavy capability in the assessment |
| Pipeline Foundations | 2.3 | 90% | 6 of 6 | Process holds at gates and drifts between them |
| Sales Execution | 2.3 | 92% | 6 of 6 | Best-evidenced capability; Level 4 controls are absent |
| People and Skills | 2.3 | 85% | 5 of 6 | Lived experience runs ahead of the evidence |
| Governance and Improvement | 2.3 | 84% | 6 of 6 | No confirmed recommendations yet |
| Technology and Data | 3.3 | 73% | 4 of 6 | Highest score and lowest-confidence reading |
!
What this proposal does not claimIt does not promise Level 4. Nineteen of the 21 Level 4 problems are currently reported and no Level 4 artefact was confirmed complete. The first honest commitment is to settle the reading.
Settle-week completion measures
What the fixed £1,725 engagement is warranted to deliver.
All 42 open questionsClosed or explicitly carried with a stated reason
Corrected assessmentScores, floor and classifications recalculated by AXAT
Auditable evidence trailEvery settled answer recorded with its source
Agreed roadmapSequence, timescales, outcomes and baselines worked through with Sunshine Power
Programme measures set next
Defined from the corrected roadmap, not asserted in advance.
Named floor targetAgreed after the rating-moving questions are settled
Countable adoption thresholdsMeasured weekly from Sunshine Power's CRM
Business outcome KPIsBaselined from existing reporting, or installed where absent
Comparable remeasurementSame seven capabilities and assessment instrument
How we will deliver it
Five defined steps inside one week
AXAT has already done the investigation work: every unsettled question is listed and ranked. The consultancy facilitates the people who know, records each source and works through the recalculated roadmap with Sunshine Power.
Steps 03–04
Record and recalculate
~1 hour + ~10 minutes
- Record each answer in TheAX
- Attach the source as it is settled
- Recalculate scores and floor
- Regenerate root-cause classifications and outputs
Step 05
Agree the roadmap
~2 hours
- Generate sequence and timescales
- Agree outcomes and KPIs
- Baseline measures from existing reporting
- Commission, re-scope, tender or stop
Questions to settle42 total
Never checked27 questions
Respondent disagreements15 questions
What Sunshine Power keeps
A corrected assessment at materially higher confidence and a sourced, agreed roadmap—whether or not any further work is commissioned.
All 42 questions resolved or carriedSources retained in TheAXScores and floor recalculatedRoadmap generated from evidenceOutcomes and KPIs agreedNo obligation beyond week one
Commercial case
Commit only to what can be priced honestly
The next step is fixed because its work is already defined. Everything after it remains indicative until the corrected AXAT reading produces the roadmap, sequence and timescales against which a proper fixed price can be offered.
Defined work42 questions already listed and ranked
Rating exposure11 questions could move a capability rating
Consultant effort1.5 days inside one working week
Commercial boundaryNo obligation beyond the settle week
Payment: in full on delivery of the corrected assessment and agreed roadmap. Nothing is payable on signature.
| Step | Timing | Effort | Fee | Basis |
|---|---|---|---|---|
| 1 · Settle the reading | Week 1 | 1.5 days | £1,725 | Committed |
| 2 · Install the observation layer | Weeks 2–13 | 30–38 days | £34,500–£43,700 | From roadmap |
| 3 · Finish and build eight artefacts | Weeks 4–15 | 44–54 days | £50,600–£62,100 | From roadmap |
| 4 · Remeasure on the same instrument | Weeks 16–17 | 2 days | £2,300 | From roadmap |
| Indicative total across all four steps | 77.5–95.5 days | £89,125–£109,825 | Indicative | |
Day rate: £1,150, held for three monthsValidity: until 30 September 2026Later steps: indicative, then fixed once scopedObligation: none beyond step one
Conditions for success
A shared commitment, with the risks made explicit
One and a half days only works if the right people can settle the evidence in a single working week. These are practical conditions of the fixed-price engagement, not additional work to be scoped later.
Sunshine Power will
Make the evidence and the people who know it available inside one working week.
- Make all eight originally invited stakeholders reachable
- Include the two stakeholders who did not respond
- Provide a sales manager who can open the CRM in-session
- Include whoever knows what the 29 half-built artefacts contain and when they were built
BIG Consultants Inc will
Facilitate, record and recalculate the defined settle-week work for a fixed £1,725.
- Close or explicitly carry all 42 questions with a stated reason
- Record every settled outcome in TheAX with its source
- Recalculate the assessment without presenting correction as progress
- Generate and work through the roadmap with Sunshine Power
| Principal risk | Level | How we will manage it |
|---|---|---|
| The positioning is partly wrong | Medium | Settle the CRM contradiction by opening the system in-session; if parallel trackers exist, change the step-two scope. |
| The reading gets worse, not better | Medium | Accept the corrected result: only 30% of evidence is corroborated and three capabilities are below 85% confidence. |
| A corrected assessment has no action behind it | Medium | Generate the roadmap with sequence and timescales and work through it in the same week. |
| The observation layer is installed and then decays | Medium | Sequence observation ahead of build and sign it off on evidenced use, not delivery alone. |
Assumptions on which the plan and fee depend
- All eight originally invited stakeholders are reachable within one working week.
- Sales headcount remains broadly stable through any later programme.
- No CRM platform migration is planned during the period.
- Observed sessions can use live seller working time rather than interviews.
- The start week will be agreed after acceptance.
- Fees exclude VAT, travel outside the agreed region, third-party licences and vendor-led CRM configuration.
Acceptance route
Move from an uncorrected reading to an agreed roadmap
Acceptance commissions only the settle week. The corrected assessment and roadmap are Sunshine Power's to keep, and there is no commitment to the indicative programme that follows.
Assessment record
The evidence behind this proposal
The proposal draws on the fixed, uncorrected AXAT baseline of 9 August 2026. Settling a question corrects what is believed to have been true on that date; it is not progress and will not be presented as progress at remeasurement.
AXAT assessment
Pipeline Effectiveness · Sunshine Power · baseline assessment
- Baseline date
- 9 August 2026
- Dossier issued
- 1 September 2026
- Participation
- 6 of 8 invited
- Capabilities
- 7
- Evidence / problem statements
- 73 / 73
- Corroborated position
- 2.4 / 5
- Capability floor
- 1.7 / 5
- Confidence
- 84%
Confidence and settlement record
The baseline remains uncorrected until the settle week is complete.
- Questions settled
- 31 of 73
- Questions open
- 42
- Rating-moving
- 11
- Never checked
- 27
- Disagreements
- 15
- Evidence corroborated
- 30%
- Indicative remeasurement
- Weeks 16–17