The issues that decide the room, written down before drafting starts.

What it holds

• Mandatory requirements and the evidence each one demands.
• Incumbency risk and any political sensitivity around the decision.
• Known objections and our agreed answer to each.

Sources. Tender documents · Client meetings · Debrief records

• Buyer strategy briefPublished strategy, fiscal statements and stated priorities, distilled per pursuit.
• Stakeholder and scoring decoderNamed evaluators, what each one weights and how the scheme actually scores.