Rung 4 · BOFU
The Live Client-Book Teardown
A 30-minute working session where a Kaizan founder runs the CARE flow across the prospect's real client roster on a trial workspace. A named deliverable, not a demo — the prospect leaves with findings whether or not they buy.
Not built — on purpose
Trigger: rungs 1–3 producing ≥10 qualified leads per month. Building the bottom of a funnel before the top flows is theatre.
- Hypothesis
- A named teardown converts ≥30% of qualified rung-3 leads to opportunity within 14 days.
- Kill
- Kill if teardown → opportunity <20% after the first 10 sessions.
- Cost
- Founder time only.