MKT.6:4.3 - Agree what will count as useful and what is actually promised

State the receiving result so that the people involved can recognize its achievement or a meaningful shortfall. Specify the subject, circumstances and useful difference; choose an observation appropriate to that difference. Recover a relevant starting condition when comparison with the present matters. The result may require a qualitative judgement, a direct work result or several observations rather than a single number.

For example, “the operator can prepare the agreed report from approved inputs without re-entering the same fields” identifies an activity and change. It does not guarantee that the report’s underlying data are correct, that preparation time falls by a particular amount or that managers use it well. Add such claims only with the required contribution and evidence. A system login would establish much less than the proposed result.

Agree the provider contribution, customer and partner work, necessary access and support, timing, costs or consideration, and what happens when a required condition is absent. Ask the relevant people to explain the arrangement and their next action in their own terms. Resolve incompatible interpretations before making the promise. MKT.2 can then express the supported offer, and MKT.4 can arrange its feasible acquisition.

If the customer does not want this form of collaboration, offer a suitable narrower contribution with clear limits or end the proposal. Consent to a purchase does not authorize an open-ended programme of goal intervention. An ordinary well-specified purchase may already contain enough agreement for use.