# Proposal Stage — Elaboration

## Criteria Guidance

### Good criteria — concrete and verifiable

- "Proposal maps each prospect pain point to a specific solution capability with expected impact"
- "Business case includes quantified ROI with stated assumptions and a sensitivity analysis"
- "Demo script addresses the top 3 prospect priorities identified in the deal brief"

### Bad criteria — vague (no clear check)

- "Proposal is written"
- "Business case looks compelling"
- "Demo is ready"

