Standard output template

Use this template for every account evaluation. Fill in every section; mark fields Unknown when evidence is missing.

Account: [name]
Stage: Pre-discovery / Post-discovery
Verdict: Investigate / Watch / Pass  OR  Pursue / Watch / Pass

## Fit
- [Criterion]: Yes / No / Unknown
  Evidence: [source and specific fact]

## Readiness
- [Trigger]:
  Observed fact: [what is actually known, with source]
  Hypothesis: [what this may mean — how it might pressure the status quo]
  Supporting evidence: [what strengthens the read]
  Contradicting evidence: [what weakens it]
  Evidence strength: Strong / Mixed / Weak
  Unknown: [what we still need to learn]

## Discovery (post-conversation only)
- Business problem: [in their own words, or Unknown]
- Status quo pressure: [what has made the current state harder to maintain]
- Urgency: [evidence of forcing function, or none]
- Sponsor: [named person with authority, or Unknown]
- Willingness to act: [evidence, or Unknown]
- Disqualifiers: [any confirmed, or none]

## Unknowns
- [What we still need to learn]
- [What we still need to learn]

## Next best questions
1. [Most valuable question to resolve the most important Unknown]
2. [Second most valuable]
3. [Third]

## Flip condition
[What would need to change for this account to move verdicts]

## Next action
[Research / Engage / Schedule discovery / Watch / Pass]