Bake-off script for sales

Full internal script: docs/gtm/BAKE_OFF_SCRIPT.md. Use this page as the seller crib sheet.

Pass criteria (live)

1. Meds / MAR, schedule and log a morning round for sample residents (<3 taps per dose).
2. Care delivery / handover, log personal care; show it in activity or handover.
3. Relative portal, open the token link on a phone; relative sees updates without an account.
4. Fees, create an agreement and an invoice. Say that Xero and Sage are a demo sync unless a live accounting connection is switched on. Do not describe them as connected.
5. Compliance, export inspection evidence in under two minutes.

Scorecard (1-5)

• Time to first MAR log
• Resident identity clarity (wrong-person risk)
• Relative portal usefulness
• Fees / LA / CHC handling
• Inspection evidence discoverability
• Trust / IG honesty
• Total cost of ownership vs incumbent

Suggested win: average ≥4 and no deal-breaker on identity safety or IG honesty.

Timed harness

Run poc_10, mar_10, and inspection_pack in the product harness: /partners/bake-off (also /bake-off). Targets: 120s / 180s / 300s.

Honest wording (do not skip)

Say only what is in hand. A private care home can still pilot. Do not describe a certificate, listing, or “Standards Met” result unless that document is signed and you can show it.

• DSCR, application pack ready; not yet NHS assured.
• GP Connect, not part of this sale. Sandbox only, feature flag off. Not live NHS Spine.
• Before resident records, a signed data-processing agreement is required. The DPIA in the pack is unsigned until a director signs it. The Clinical Safety Officer role is unfilled.
• Not held, no Cyber Essentials certificate, no published supplier DSPT “Standards Met” score, no penetration-test report, and no external WCAG 2.2 AA audit. Offer these only after they exist.
• DSPT, the care home still completes its own Toolkit. Our evidence map does not close theirs.
• After the contract ends, the home must export first. About 30 days later we delete our copy. That is not how long the home must keep adult care records.
• Still outstanding for a real resident, the legal entity is not named on a signed DPA, the DPIA is unsigned, the ICO fee is not shown here, and insurance is not shown here.

Point boards to the trust centre, assurance pack, and design partner docs in docs/gtm/.