Step twelve. Which internal documents/playbooks to formalize — by the matrix 47×7 (Doc 2), as a scored inventory + gap + priority. Recommendations only. No gate.
Input — 02 (stage + AGA), all previous artifacts (03/05/06/07/08/09 — some docs already come from them). Read
${CLAUDE_PLUGIN_ROOT}/reference/agency-stages.md §7 (47 docs by stages), §8 (overshoot/undershoot).
Principles (Doc 2)
- 3 rules of doc: (1) documents a process that ALREADY works; (2) has an owner; (3) serves a role that is ALREADY hired.
- Stage dictates the count: 0 → ~0 (everything in the CEO's head; formalization = premature costs) · 1 → ~16 · 2 → ~32 · 3 → ~46 · 4 → 47.
- Many strategic docs are already produced by THIS flow — don't duplicate: ICP card / persona = 03 · competitive landscape = 05 · positioning doc = 06 · value prop framework = 07 · buyer journey map = 09 · buying signals = 03(triggers). Mark them as "covered by GTM flow".
Categories (Doc 2 §7)
- Strategy / ICP / customer journey · 2. Demand gen · 3. Sales toolkit · 4. CRM / Process ·
- AM / CS playbooks · 6. HR / Onboarding · 7. Knowledge / Leadership.
What to assemble
1 · Stage relevance. How many docs are appropriate at the stage (Stage 0 → ~0: warn about overshoot; but if the client is going into outbound — a minimal starting set for the first campaigns/deals). 2 · Scored inventory (only stage-relevant): table — Doc · Category (No. + name) · Status (To-Do/ In progress/Done) · Quality Score (0/1/2) · Priority · How-to-create / covered-by (flow step or who writes it).
- Readiness % = Σ score / (2×N). Categories: 1 Strategy/ICP/customer journey · 2 Demand gen · 3 Sales toolkit · 4 CRM/Process · 5 AM/CS · 6 HR/Onboarding · 7 Knowledge/Leadership.
AGA module — internal consultant marker, we do NOT put it into the client artifact. 3 · Gap + actions: what to kill/postpone (premature docs — AM/CS, OKR, leadership at an early stage) · what to write first (critical for outbound + first deals) · owner/deadline.
Stage-adaptive depth
- Stage 0: ~0 mandatory; note that Category 1 (strategy) is covered by this audit; the first NEW docs for outbound: hypothesis matrix, outbound playbook, email templates, discovery script, BANT.
- Stage 1: ~16 starting (Strategy + Demand + basic Sales/CRM + onboarding + comp).
- Stage 2: +Sales playbook, objection handlers, battle cards, client onboarding, lead scoring.
- Stage 3-4: AM/CS playbooks, SLA, OKR, leadership cadence, board update.
Output (Notion)
Sub-page «12 · Docs Plan»: stage relevance · scored inventory (+Readiness %) · gap/actions + what is covered by the flow · "Sources / assumptions". In Ukrainian.
Definition of Done
- Stage relevance + overshoot warning (for an early stage).
- Scored inventory of stage-relevant docs: Category (No. + name) + Status + Quality Score + Readiness % (AGA — internal, not in the client table).
- Docs explicitly marked as covered by this GTM flow (do not duplicate).
- Gap: what to write first (for outbound) with owner/deadline. Notion page created.