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Turning requirements into a defensible solution, reference architectures, and writing the proposal narrative.
3 questions in Presales & Solutioning.
Design around the constraints the customer cannot change, offer two options and a recommendation, and write the document so a stranger can evaluate it — with an explicit assumptions register, priced exclusions, acceptance criteria and change control, because procurement turns your prose into contract schedules.
Detail wins evaluations and freezes decisions you have not earned the right to make yet, so split the document: commit to interfaces, outcomes and constraints, and label internal structure as indicative with an explicit route for changing it.
Show the arithmetic once, then convert the gap into a decision the customer can take: what the stated budget genuinely buys as a coherent first phase, what the full scope costs, and which specific outcome is deferred. Never deliver the full scope at the reduced number.