# Expertise-to-pilot evidence worksheet

Outcome Driven · Ashley Kays Rabbitt

Use this for one B2B service or workshop pilot. Long-standing conviction is useful context; current buyer behavior and feasible delivery are separate questions. Define the test before running it, then replace assumptions with dated evidence. No revenue or customer result is implied by completing this worksheet.

## 1. Who is the buyer, and who uses the result?

Name the role, situation, decision-maker, and a practical route to reach them.

[Your notes]

## 2. What recent problem can you substantiate?

Record a dated source or anonymized note ID. Separate direct observations, quotes, and interpretations.

[Your notes]

## 3. What do they do today?

Include current effort, alternatives, and the consequence of leaving the problem alone. Unknown is a useful answer.

[Your notes]

## 4. What is the smallest useful offer?

Name one deliverable, its intended result, exclusions, price to agree, and why your experience is relevant.

[Your notes]

## 5. What action did the buyer actually take?

Distinguish encouragement, a problem description, a booked discussion, agreed scope, and payment. Do not treat them as equivalent.

[Your notes]

## 6. What will the pilot deliver and how will it be accepted?

Agree responsibilities, timing, one review boundary, and the observable acceptance check before work starts.

[Your notes]

## 7. What happened between invitation and purchase?

Use a fixed time window. Record relevant people approached, conversations, proposals, and paid pilots with definitions and actual counts.

[Your notes]

## 8. What did delivery really take?

Record preparation, selling, delivery, revisions, support, and cash costs. Keep estimates separate from actuals.

[Your notes]

## 9. What could make the result misleading or unrepeatable?

Consider personal relationships, discounts, unusually easy cases, unpaid effort, and data or delivery constraints.

[Your notes]

## 10. Will you repeat, change, or pause?

Set the review date and owner. State the evidence threshold before the test, the result afterward, and what remains uncertain.

[Your notes]