File: stage-5-21-stakeholder-brief-coverage-check.md
Kestrel Medical: Stakeholder Brief Coverage Check
Test case, Sample data. In test mode the "brief" is Sharon's own words in the Meeting Script (01 Meeting Script.md), never the Stakeholder Brief file. Checked against04 Dashboard.html(Jennifer's finished first draft, rebuilt from Experimental A on 24-Oct-26 at Adam's choice) and Business Requirements v1.2. Ovy proposes next steps only: nothing here has been changed.
Author: Ovy. Date: 23-Oct-26, refreshed 24-Oct-26. Result: 12 Addressed, 8 Partly, 2 Not addressed (22 items).
Refresh, 24-Oct-26: all 22 items re-checked against the Experimental A build. Every result is unchanged: the numbers, story, tiles and actions are the same. The only change is where items 2, 3 and 7 are answered: the ranked bar of biggest gaps is now one circle of all 25 lost tenders, coloured by biggest scoring gap, with the 3 big losses ringed. The 5 tenders with no scoring table now show in grey instead of being left out.
On Adam's instruction (23-Oct-26), every open question belongs to Phase 2, a separate project after Stage 5. Where a gap is an open question, the proposed next step says so.
1. Item by item
| # | Sharon's words (Meeting Script) | Result | Where the output answers it |
|---|---|---|---|
| 1 | Problem as stated: "we've lost three of the last five big tenders" | ✓ Addressed | Headline: "Kestrel lost 3 of its last 5 big tenders"; Big tender win rate tile "2 of 5" |
| 2 | "my reps keep telling me we're being undercut on price everywhere, 10 and 15 per cent off" | ! Partly | Why section circle: price was the biggest gap on only 3 of 20 scored losses (3 orange dots of 25); Highlands Ambulance price gap −0.90 (Kestrel cheaper). No view tests the reps' "10 and 15 per cent" claim directly, because winning prices exist on only 5 of 25 lost tenders |
| 3 | "What I need is a proper win-loss view" | ✓ Addressed | Big tender win rate tile, the last 5 tenders by close date, calendar-year counts, and "Big tender win rate: the last 5 tenders and the size line" in Detail |
| 4 | "something that shows our pricing against the competition" | ! Partly | "Our price against the winning price on lost tenders" is a Phase 2 placeholder; stand-in "price score gap" in Detail. Dollar price against competitors is not shown |
| 5 | "go to global with evidence and argue for more discount room" | ✓ Addressed | Headline and Why section give the evidence; it points away from more discount ("service and support, not price"). Real problem as understood: the evidence to prove or disprove price |
| 6 | "get me out of Excel. I've got thirty monthly reports and half of them say different things" | ! Partly | Monthly reports tile is a Phase 2 placeholder; stand-in "Reports on the draft agreed set: 3 of 30, 17 different combinations in use". The dashboard itself is one set of numbers, but the reports are not yet replaced or checked |
| 7 | "If we don't understand why we're losing, we'll keep discounting blind" | ✓ Addressed | Why section: "Service and support was the biggest gap on all 3 big losses; price was never the biggest" |
| 8 | Tender detail: Southern Metropolitan (price), Highlands ("about the stretcher as much as anything"), Western Plains (distributor that bundles) | ✓ Addressed | The three big losses shown side by side with their scoring gaps and winners; "one a distributor that bundles brands" |
| 9 | Margin: "43 per cent gross margin in 2027" | ! Partly | Gross margin per cent tile is a Phase 2 placeholder ("Target: 43% for 2027", "Needs cost of sales (finance)"); stand-in Net price realisation 87.36%, labelled "not gross margin" |
| 10 | "4 per cent revenue growth" | ✓ Addressed | Revenue growth on the year tile: −6.8%, target +4% in 2027, needs +0.72 pts a month, Off track |
| 11 | Success: "we stop losing tenders" | ✓ Addressed | Win rate tile and the first of the top 3 actions (bid manager reviews the debriefs, the sales leader sets the response) |
| 12 | Success: "I stop spending three days a month reconciling spreadsheets" | × Not addressed | No measure of reconciliation time; the Monthly reports measure is a Phase 2 placeholder |
| 13 | "Deb Harlow would know what a realistic win rate looks like" (no target from Sharon) | ✓ Addressed | Win rate tile: "Target set in Phase 2", "Not rated: target open", no status colour; Gary's starting proposal marked "Proposed" |
| 14 | Decisions: "pricing calls on big deals within my authority", "where the reps focus", "headcount asks", "how we respond to tenders" | ! Partly | Pricing, rep focus and tender response are the top 3 actions. Headcount asks to global are not shown on the page |
| 15 | "I want to know where the margin is leaking, especially on the big deals" | ! Partly | Average discount off list price on big deals (17.03% and its trend; target set in Phase 2 since Business Requirements v1.3) shows the price side of leakage; margin by product group is a Phase 2 placeholder |
| 16 | "which reps and which product groups are growing and which are going backwards" | ✓ Addressed | Detail: "Revenue growth on the year, by month, product group and rep" (10 groups, 14 reps); "Only Beds is growing (+2.6%)" |
| 17 | "which ones we're losing, who's winning them, and on what price" | ! Partly | Which and who: "The 3 big losses went to 3 different winners". On what price: Phase 2 placeholder, as item 4 |
| 18 | Format: "a pack for global matters most", "pull it up in a meeting with the reps", "I wouldn't be looking at it on my phone" | ! Partly (see note) | Screen version checked at 14 widths with no sideways scroll. Jennifer flagged that the dark default would print dark: there is no print-ready pack for global yet |
| 19 | Rhythm: "the dashboard would follow that rhythm" (monthly) | ✓ Addressed | Business Requirements v1.2 review rhythm monthly; dashboard shows "Data to 30-Sep-26" |
| 20 | "global's dashboards don't understand our market ... has to speak to how our business actually works" | ✓ Addressed | Built around Kestrel's tenders, debrief scoring areas, product groups and competitors by name |
| 21 | "I also want the reports automated and consistent" | × Not addressed | The dashboard is built from re-runnable scripts on Sample data; no automated refresh from SAP or the tender register exists yet |
| 22 | Playback correction: "I believe it's price ... What I want is the evidence to prove or disprove it" | ✓ Addressed | Headline answers it directly, labelled Strong Inference (debrief scores, Sample data) |
Note on item 18: counted as Partly, because the main use is the pack, and the pack is not built.
↑ Back to top2. Proposed next steps (propose only, not made)
| # | Gap | Proposed next step | Owner (stage) | When |
|---|---|---|---|---|
| 2, 4, 17 | Price against competitors in dollars | Back-fill winning prices from the debrief letters; switch on "Our price against the winning price on lost tenders" | Bid manager with Kewpie and the data engineer | Phase 2 project |
| 6, 12 | Thirty reports still disagree; reconciling time not measured | Agree the sales definitions; build the governed sales table and the monthly report check. Ask Sharon at the walk-through whether to log reconciliation days as a sub-KPI | Finance report owner, Kewpie, data engineer; Gary for any new KPI | Phase 2 project; the question at Stage 5 |
| 9, 15 | Margin can't be calculated | Source cost of sales per order line and reconcile to finance's 41%; switch on Gross margin per cent and Gross margin by product group | Finance report owner, Kewpie, data engineer | Phase 2 project |
| 14 | Headcount asks not shown | Ask Sharon at the walk-through whether headcount needs a view, or stays a decision she takes from the revenue growth view | Gary (with SME sign-off) | Stage 5 walk-through |
| 18 | No print-ready pack for global | Add a print-always-light version or a PDF pack in the format global expects (format is an open question) | Jennifer, after Sharon confirms the format | Stage 5 decision; build in Phase 2 if global's format is needed |
| 21 | Not automated | Automate the refresh from SAP and the tender register | Data engineer with Kewpie | Phase 2 project |
| All | Gary's proposals not yet confirmed (discount path to 14%, 3 of the last 5) | Asked at the walk-through: Sharon left the discount target open (removed from the dashboard in Business Requirements v1.3, 24-Oct-26) and kept 3 of the last 5 as a proposal for Deb | Gary (with SME sign-off) | Done, 24-Oct-26 |