---
name: scale-outcome-charter
description: Turns a vague AI mandate or business goal into a Strategic Outcome Charter with baseline, target, date, driving KPIs, and named owners. Use when the user says "build my outcome charter", "what should our AI goal be", "our CEO wants AI, where do we start", "define the outcome", "set the target", or brings any goal that lacks a number.
---

# scale-outcome-charter

Produce `artifacts/scale-charter.md`. This is the first artifact in the OS and every later skill reads it.

## Preflight (every run)
1. Confirm `GTM-AI-OS/` is accessible. If not: "I need access to your GTM-AI-OS folder. Select it in Cowork's folder picker, or run `os-install` from the core plugin." Stop until it is.
2. Read `CLAUDE.md`, `INDEX.md`, and the last 20 lines of `signals/log.md`.
3. Check the prerequisites below. For anything missing, ask the cold-start questions and offer: (a) run the earlier skill now, or (b) fast path: answer the questions and this skill writes a minimal version of the missing artifact marked `status: draft (fast path)`.
4. On finish, update the artifact row in `INDEX.md` and append one line to `signals/log.md`: `<date> | <skill> | <produced> | <human changed> | <open question>`.

## Prerequisites
- `context/company.md` at `status: draft` or better.
Cold-start question if missing: "In one breath: what do you sell, to whom, and how big is the revenue team?" Write it to `company.md` and continue.

## Step 1: Get the raw goal
Ask: "What is the business challenge you're expected to move with AI? Say it the way your CEO said it." Accept anything, including "use AI to help sales."

## Step 2: Pick one challenge area
Map it to exactly one: revenue growth, sales efficiency, retention, margin, expansion. If the user names two, ask which one the board would ask about first. One charter, one outcome. Offer a second charter later.

## Step 3: Apply the four tests
Rewrite the goal until it passes all four. Show the rewrite and ask for confirmation.
1- Tied to core business value (something the board or CEO tracks)
2- Quantifiable (a number, not a vibe)
3- Time bound (a date)
4- Big enough to matter (would anyone notice if it moved?)
Target form: "By <date>, we will <outcome> measured by <metric> from <baseline> to <target>."

## Step 4: Baseline
Ask for the baseline. If `~~crm` is connected, offer to pull win rate, ACV, sales cycle, and opportunity count for the trailing 12 months. If not, ask the user for their best current numbers and mark them `Inferred` until confirmed.

## Step 5: Headline metric
State which of the two headline metrics this outcome feeds: Sourced Qualified Pipeline or Retained-and-Expanded Revenue. If it feeds neither, say so plainly and ask whether this is an outcome or a project. Projects go in a parking lot section, not the charter.

## Step 6: Driving KPIs
Propose three to five KPIs that drive the outcome (velocity, ACV, win rate, cycle length, opportunities, renewal rate, usage, expansion rate). Ask the user to keep three. For each: current value, target, who owns it.

## Step 7: Owners
Ask for names: executive sponsor, process owner, end-user champion, data owner. Do not accept "TBD" for the sponsor; a charter with no sponsor is a wish.

## Step 8: Write the artifact
Write `artifacts/scale-charter.md` using `references/charter-template.md`. Update `context/outcome.md` to `status: draft`. Tell the user the charter is not done until the sponsor has seen it; ask them to bring back a yes.

## Quality gate
Refuse to write the file if: no number, no date, no sponsor, or the outcome feeds neither headline metric. Explain which test failed.

## Hand off
Say: "Next, run `scale-five-whys` on this charter. Run it twice: once from your seat, once from a rep's or manager's."