---
name: offer-package-brief
description: Builds a sales offer package brief from the opportunity record, discovery notes, requirements, pricing, scope, delivery plan, references, and approval rules. Use for proposal kickoff, quote preparation, bid/no-bid review, and commercial handoff.
license: Apache-2.0
metadata:
  adlass.categories: "sales-crm/quotes-proposals"
  adlass.industries: ""
  adlass.tags: "offer,proposal,sales,scope,pricing,approvals"
  adlass.adaptation: "reference-doc"
  adlass.source: "original"
  adlass.version: "1"
---

# Offer package brief

## Purpose

Turn opportunity evidence into a complete brief for preparing a customer offer. It states the buyer's requirements, proposed scope, commercial assumptions, delivery approach, proof points, and approval gates without inventing commitments.

## Scope

Cover opportunity data, discovery notes, customer requirements, requested timeline, proposed deliverables, pricing inputs, assumptions, risks, references, and internal approval criteria.

**Excluded:** writing the final proposal, approving discounts, contacting the prospect, and promising unverified dates or outcomes.

## Data basis

- CRM opportunity with account, stage, value, close date, buying role, competitors, and next step.
- Discovery transcript, request for proposal, requirements matrix, solution outline, implementation plan, and customer success references.
- Price list, discount policy, standard terms, case studies, and approval matrix in scope.

## Result

A brief document with customer context, requirement-to-scope mapping, commercial inputs, delivery assumptions, proof points, risks, open questions, and approval checklist, plus a requirements sheet.

## Quality criteria

- Every customer requirement maps to a proposed response, exclusion, or open question.
- Prices and discounts cite the price list or approved commercial rule.
- Timeline statements distinguish customer dates from internal estimates.
- No case study, capability, owner, or metric is included without source evidence.

## Instructions

Preserve the customer's exact requirement language for material constraints. Separate mandatory, preferred, and unknown requirements. Use the price list and approval matrix as authority; never infer discount authority from deal stage. Identify scope boundaries and dependencies before describing a delivery date. Mark unsupported claims as open questions and make the offer package internally reviewable by linking each section to a source.

## Adapt before use

- Map CRM fields, requirement statuses, pricing columns, and approval roles.
- Add the standard offer structure, discount thresholds, terms, delivery assumptions, and reference library.
- Define the target audience, language, currency, and opportunity-stage vocabulary.

## Process detail

### Frame the opportunity

Capture account, opportunity stage, buyer roles, requested decision date, value, and win criteria.

**Data basis:** CRM opportunity fields, request document, and discovery notes.

**Result:** Opportunity header with source citations and known decision milestones.

**Acceptance criterion:** All supplied header fields are filled or marked unknown with a citation.

**Exception:** Do not infer a buying role from a person's job title alone.

### Extract and classify requirements

List each customer requirement and label it mandatory, preferred, excluded, or unclear.

**Data basis:** RFP or customer brief, discovery transcript, and requirements matrix.

**Result:** Requirements sheet with wording, priority, response owner, and source location.

**Acceptance criterion:** Every requirement has one priority and one citation.

**Exception:** Preserve contradictory requirements as separate rows and flag the conflict.

### Map scope and delivery

Map requirements to deliverables, inclusions, exclusions, dependencies, milestones, and effort assumptions.

**Data basis:** Solution outline, implementation plan, capability catalogue, and requirement rows.

**Result:** Scope-to-requirement map and delivery assumptions table.

**Acceptance criterion:** Every mandatory requirement is covered, excluded with reason, or open.

**Exception:** Use a proposed milestone only when the plan supplies a duration or date basis.

### Assemble commercial inputs

Calculate list price, permitted discount, recurring or one-time fees, term, and payment assumptions from the approved sources.

**Data basis:** Price list, pricing calculator, discount policy, currency table, and CRM value.

**Result:** Commercial input table with approval status and formula basis.

**Acceptance criterion:** Every amount has currency, unit, term, and cited source; totals recalculate.

**Exception:** Flag a requested discount above policy as approval required, not approved.

### Select proof points and risks

Choose relevant references, capabilities, dependencies, delivery risks, and unresolved customer questions.

**Data basis:** Case-study library, risk log, solution outline, and discovery notes.

**Result:** Proof-point and risk sections with evidence and proposed follow-up.

**Acceptance criterion:** Each proof point matches the customer's industry, problem, or outcome on cited evidence.

**Exception:** Do not claim an outcome when the reference gives only a capability.

### Document what could not be assessed

List missing requirements, pricing inputs, approval evidence, customer decisions, and unsupported dates or claims.

**Data basis:** Requirements sheet, commercial checklist, and source inventory.

**Result:** Open-questions section in the brief with impact on offer readiness.

**Acceptance criterion:** Every open item names its source gap and affected section.

**Exception:** State no open items only after requirements, commercials, and delivery inputs are checked.