CONTROL
Intended control
Known stakeholders; confirmed needs; assumptions separated from facts; controlled changes.
SaleQMS process area
Customer requirements
Develop a shared, testable understanding before recommending or promising.
RISK
Failure modes
Solution-first selling; hidden decision criteria; conflicting needs; incomplete regulatory or delivery obligations.
EVIDENCE
Useful evidence
Discovery record; requirement confirmation; stakeholder map; change log.
MEASURE
Measures to consider
Decision cycle time; exception frequency; downstream failure; customer outcome; improvement effect.
Questions for process review
- What decision or customer outcome must this process area make more reliable?
- What evidence is sufficient, and who decides?
- How does control change with risk and complexity?
- Where can information be lost, distorted or delayed?
- How will we know that the process is effective?