KEDGE LIBRARY · 90-DAY OPERATING STATE
WHAT A 90-DAY GOVERNMENT BD PILOT SHOULD PRODUCE
A 90-day government-growth pilot should leave the company with a working system it owns, a ranked buying path, qualified live work, and a clear decision on the next use of runway. The installed assets should include approved company truth, claim-level evidence, a Buyer Map, a written pursuit standard, reusable response material, a live pipeline, and an operating cadence another authorized person can run.
Scope. This answer defines the day-90 operating state and company-owned outputs. The System page explains the commercial GTOS engagement.
Qualified live work should begin during the first month when a suitable opportunity and approved inputs are available. A written market or pursuit decision is still a valuable output when the current facts direct the company toward evidence creation, partner qualification, or a later buying window.
Build the day-90 state in three stages
ESTABLISH THE BASE
ESTABLISH COMPANY TRUTH AND SELECT THE BUYING PATH
Settle the approved narrative, claims, evidence, compliance posture, and recurring buyer answers. Map the problem owner, current money, instrument, evidence event, and funded-transition owner for the primary lane.
- Controlled company record
- Ranked market and buyer map
- First qualified action or written decision
OPERATE THE SYSTEM
QUALIFY LIVE WORK AND RUN THE WORKFLOW
Apply the pursuit standard to live signals, assign owners, assemble approved material, resolve opportunity-specific gaps, and run the response or buyer action through defined review and delivery.
- Written pursue, partner, wait, or pass records
- Reusable response workflow
- Qualified work in motion
CONFIRM OWNERSHIP
CAPTURE RESULTS AND CONFIRM TRANSFERABILITY
Record the exact government result and capital consequence separately. Update the library, Buyer Map, evidence plan, and pursuit standard. Then have another authorized person run the cadence from the company record.
- Outcome and decision history
- Updated reusable assets
- Post-pilot operating decision
Use the day-90 scorecard
- Current answersCan the company find the approved answer and source for recurring buyer questions?
- Buying pathCan it identify the buyer, money, instrument, evidence event, and transition owner for the primary lane?
- Live decisionsDoes every active opportunity have a written decision, endpoint, owner, next action, and stop condition?
- TransferabilityCan another authorized person run the weekly cadence from the company-owned record?
- Captured learningHave live results changed the capture library, Buyer Map, evidence plan, or pursuit standard?
- Next allocationCan leadership state the next use of runway and the operating evidence that supports it?
Six credible yes answers show that the pilot installed a transferable government-growth capability. A no answer should identify the missing asset, owner, and decision required before the company increases the operating load.
Own the six core outputs
CONTROLLED TRUTH
Approved narrative, claim boundaries, evidence, permissions, compliance posture, and review dates.
BUYER AND FUNDING MAP
Named buyer roles, current money, instrument, evidence event, transition owner, and unresolved facts.
PURSUIT STANDARD
A written allocation method covering endpoint, burden, company exposure, residual value, and reversal condition.
RESPONSE WORKFLOW
Reusable material, requirement matrix, review triggers, delivery checklist, and one production owner.
QUALIFIED PIPELINE
Only admitted work, with buyer state, next action, deadline, company burden, and stop condition visible.
OPERATING RECORD
Government results, capital consequences, commitments, reason codes, captured learning, and the weekly cadence.
WORKED EXAMPLE · ILLUSTRATIVE
Two different results can both improve the company
A company begins with one strong government signal and scattered proposal files. At day ninety, the signal has been mapped to its buyer roles and current funding path, material claims are tied to evidence, and two live opportunities have written gate decisions. One produces a response. The other produces a written wait decision tied to a later buying window. Both results reduce uncertainty, preserve the decision history, and leave the next response cheaper to assemble.
Allocate the next quarter from the operating record
Leadership can continue outside operation, shift to a hybrid model, build an internal team, narrow the next quarter to evidence creation, or wait for a named buyer or funding event. The choice should follow lane quality, workload, evidence burden, company capacity, and observed buyer behavior. Submission count alone does not decide the operating model.
KEDGE FEDERAL · 90-DAY PILOT
BUILD THE 90-DAY OPERATING PLAN
Kedge installs the company-owned record, buying path, pursuit standard, response workflow, and cadence, then tests them against qualified live work.
START THE DIAGNOSTIC