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Table Table 1 Go-to-market & pricing

How should corporate development teams maintain a mode commitment ledger?

Decision fieldQuestion to answerEvidence or boundary to record
Decision purposeWhat are we trying to gain or learn through this mode?Access, revenue, capability, relationship, speed, or a named uncertainty
Control requiredWhich decision must the firm direct itself?Operating standard, customer information, staffing, price, service, or governance right
Knowledge missingWhat cannot be answered reliably from current evidence?Market-specific question, relationship question, operational question, and confidence
Relationship positionWho gives the firm access, and what creates reciprocal commitment?Partner, agent, customer, target organization, local hire, or no established relationship
Resource commitmentWhich people, systems, capital, and time become tied to the market?Amount, specificity, integration, horizon, and alternative use
ReversibilityWhat would be hard to redirect if the route is stopped?Stranded resource, relationship loss, credibility cost, or contractual boundary
Integration and learning workWhat must be built, translated, combined, or unlearned?Owner, time lag, dependency, and evidence that learning is entering the firm
Smallest next testWhat is the smallest commitment that can answer the current question?Activity, observation, decision owner, and stop condition
Scale triggerWhat observation justifies a larger commitment?Outcome, comparison, date, threshold rationale, and next review

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Source: Table from this essay. Sources and interpretation are given in the article.

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