Day 219: A buyer says, “We need automated reporting,” and three vendors…

💡 Tip — Day 219

A buyer says, “We need automated reporting,” and three vendors on the shortlist can all check that box. The phrase sounds specific, but each stakeholder may mean something different. Turn the requirement into a test: “When you say ‘[requirement],’ what would need to happen in practice for your team to say, ‘Yes, this solves it’?” Their answer gives you an acceptance criterion you can use throughout the evaluation. It also reveals whether your solution truly fits before the deal advances. 🎯 Try this today: Pick one vague requirement in an active deal, fill in the bracket, and add the question to your discovery notes.