The nine pillars, worked. What each one looks like in a real engagement.

The list itself is public, and it is on the home page. This is the part that is harder to write down: for each pillar, the question to ask, what a real answer sounds like, and what a soft answer sounds like when it comes back too fast.

For Salesforce SI principals, delivery leads, and pre-sales teams who already know what to look for and want to know when they have not actually gotten an answer.

For each of the nine pillars

• the question to ask, in the words that get an answer instead of a nod
• what it looks like in a real engagement when the pillar holds
• what a soft answer sounds like, and why it usually arrives fast and confident
• the follow-up to ask when the first answer is soft
• what tends to show up later when the pillar was never confirmed

Built for the person in the room, not the person building the org chart

This isn't a generic BA framework or a sales pitch for a bigger engagement. The nine pillars are public. What's in here is the worked version of each one, drawn from real engagements, so you can tell a confirmed answer from a soft one in the moment. It's a working framework, not a claim that these nine are the only things that can ever go wrong.