01 / PRODUCT
What exactly is sold?
Define form, purity, packaging, volumes, shelf life and test method. A raw material and a qualified product serve different buyers.
03 / MARKET
Find the buyer
before the build.
A market is a specific customer with a specification, contract pathway and delivery point. Resource potential alone is not demand.
PRODUCT
SPECIFICATION
BUYER
DELIVERY
BUYER MAP
Four lenses on demand.
02 / QUALIFICATION
Who can approve it?
Map sample quantities, performance tests, procurement criteria, certifications and the expected qualification time.
03 / ALTERNATIVES
What competes with it?
Identify current suppliers, substitute materials, incumbent pricing and the cost of changing supplier.
04 / DELIVERY
Where does value transfer?
Model freight, handling, insurance, storage, duties and reliability. Location can decide the viable product form.
FIELD GUIDE
An offtake conversation is a test.
A useful buyer conversation tests whether the product specification, potential volume, timing and delivery terms match a real need. Expressions of interest are distinct from binding purchase commitments. Record the difference plainly.
See the economics framework ↗MARKET ENTRY NOTE
Put the specification on page one.
Then show the evidence that you can achieve it repeatedly and deliver it at a cost the buyer can accept. A market claim without qualification evidence stays an assumption.