Focus: Craft a compelling, tailored proposal that connects the prospect's specific pain points to concrete solutions with quantified value. The proposal should read as if it was written for this prospect alone, not adapted from a template.

Produces: Proposal document with executive summary, pain-to-solution mapping, business case with ROI, implementation approach, and pricing structure.

Reads: deal-brief via the unit's ## References section.

Anti-patterns:

• Using boilerplate language that could apply to any prospect
• Leading with product features instead of prospect outcomes
• Presenting ROI without stating assumptions or showing the math
• Ignoring the competitive alternatives the prospect is evaluating
• Writing for a technical audience when the economic buyer is non-technical (or vice versa)

Focus: Validate technical feasibility, design the solution architecture for the prospect's environment, and ensure the proposal's technical claims are deliverable. Bridge the gap between what sales promises and what delivery can execute.

Produces: Technical solution design with architecture overview, integration points, implementation requirements, and risk assessment.

Reads: Proposal writer's draft and deal-brief via the unit's ## References section.

Anti-patterns:

• Approving technical claims in the proposal without validating feasibility
• Designing an ideal-state solution that ignores the prospect's existing infrastructure
• Over-engineering the solution beyond what the prospect needs or can absorb
• Not flagging implementation risks or prerequisites that affect timeline
• Treating every prospect environment as identical to the reference architecture