Stop 9 of 9 · Weekly
Wael's quarter and the capstone
Three scheduled routines that carry the quarter, Cowork for the RFP first draft, and the graded capstone: one account from plan to proposal, scored against a rubric.
The quarter on rails
Eight stops of parts. This is how they run when Wael has a bad week, which is most weeks in the last month of a quarter.
| When | What runs unattended | What it produces |
|---|---|---|
| Monday 06:30 | Forecast prep on the open-opportunity export | The hygiene edit list and a draft commit list |
| Wednesday 06:30 | Renewal watch on the 180-day window | New entries in the window, sorted into the three buckets |
| First working day of the month | Territory review on the account export | Re-ranked tiers, and every account whose rank moved with the reason |
None of them edits Salesforce, sends an email or contacts a customer. Each one reads and drafts, and Wael decides.
Every Monday at 06:30, take my open-opportunity export from the shared folder and run the hygiene pass and the commit list from stop 7. Write one file: the three hygiene lists with the failing field and the fixing edit against each row, then the draft commit list with the named event, its owner and its date for every opportunity closing this quarter. Note at the top how many rows failed and which failure was most common. Change nothing in the CRM and contact nobody.
Cowork for the RFP first draft
Cowork is a delegation rather than a conversation. Wael hands it the whole first pass at an RFP and comes back to a draft with its own gap list. Start with approvals set to ask before every action, and read the unsourced list before the prose.
Work through this RFP end to end using only the Carrier Project files: [attach the RFP]. Produce four things. The compliance matrix with requirement number, page, status and source. A first draft of every section that scores comply or partial, with the file and section in brackets after each claim. The full list of unsourced claims as questions for my sales engineer, grouped by section. And a list of anything in the draft that is a number rather than a bracketed placeholder. Produce no rates, totals, discounts or savings. Submit nothing and open no portal.
The capstone
One real account, run end to end this quarter. Five artefacts: the account plan, the stakeholder map with the four role messages, the business case in the customer's own attributed numbers, the proposal with its CFO page, and the sourcing log listing every claim with the file behind it.
[upload the five capstone artefacts: account plan, stakeholder map and messages, business case, proposal, sourcing log] Grade these against the rubric below out of 100, scoring each criterion separately and quoting the evidence you used. For every point not awarded, say exactly what is missing and what would earn it. Be strict about unsourced claims, about any figure that is not a bracketed placeholder, and about any material that came from a competitor or a signed agreement.
The rubric
| Criterion | Points | Full marks means |
|---|---|---|
| Sourcing and pricing discipline | 30 | Every claim carries a file and section, every rate and saving is a placeholder, no competitor or contract material anywhere |
| Thesis and plan | 20 | The thesis names a dated change in their business, and all three plays follow from it with owners |
| Stakeholder coverage | 20 | Four roles named, no gap rows left open, and the same facts appear identically in every message |
| Business case | 15 | Built only from the customer's own documents and figures, attributed to them by name in the text |
| Proposal and CFO page | 15 | Term, what varies and the exit are all answered, and the placeholder list is complete |
Eighty passes. Under eighty it is nearly always the same two: a claim with no file behind it, and a percentage that arrived in a draft.