After meeting the customer · Scenario 04
The client says "I want an AI system" — did this meeting align on scope?
A customer sends a requirements document. After the meeting, give the system a recording or voice summary. It checks the needs and decision criteria discussed in MEDDIC: was the problem scope confirmed, who makes the decision and where will the budget come from? It asks follow-up questions about gaps, records them and reminds you to address them at the next meeting, before you reach the quote stage with a different understanding from the customer.
The customer sends over a dozen pages of requirements. After the meeting, it feels like "we covered a lot." Back at the office, comparing notes: budget wasn't discussed, decision criteria weren't asked, and which items are must-dos this time wasn't confirmed. With fuzzy requirements, the solution can't be written.
Sales (dictating): "We went through several items in the requirements document, and the customer said they can all be done. But by the end, even he said budget and decision criteria hadn't been aligned internally yet."
System: "Scope has been discussed extensively, but budget and decision criteria remain unconfirmed. According to MEDDIC, the absence of these two items would leave the quote without a basis. Logged in the issue list; prioritize alignment at the next meeting."
The system reviews the discussion of needs, scope and decision criteria using MEDDIC: problem boundaries, solution outline, budget, decision criteria and next steps. Any unresolved items are recorded, added to the follow-up question list and scheduled for review.
Decision Criteria What criteria customers use to evaluate solutions and vendors
Record or dictate, hand it to the system
Go through problem boundaries, budget and decision criteria item by item
Clarify missed steps or schedule the next one
Misaligned items are recorded and reminded at the next meeting
The proposal is built around the confirmed scope, and the quote has a basis
Confirmation progress on scope and budget goes into the customer record
Managers can judge whether this investment is worthwhile, with evidence
The customer says things aren't aligned internally yet—what should I do?
The system flags it as an item to confirm, helping you lay out clearly "what to align on", so next time you meet you bring a checklist instead of just waiting for the customer.
How is this different from pre-sales writing a proposal?
It governs "align first, then act": turning the confirmation step into a daily habit. It won't write proposals for you. Have you ever fallen into the trap of forcing out a proposal while the requirements are still fuzzy? Add us on WeChat to talk.
Where is your team stuck?
Rushing out a proposal while the need is still fuzzy is the easiest way to waste effort. Send me the deal you're working on and we'll see which parts aren't aligned yet.
When adding, note your industry or the step you need to improve, so we can match the context directly