What justifies crediting the change

05Proof · overview

What evidence shows the gain was additional and attributable to this change?Illustrative contractor case · no figures are given or implied

Observed

Won jobAI used

Proves use. The customer may have bought anyway.

Tested

AssistedQuoteDecisionDeliveredCostsComparisonQuoteDecisionDeliveredCosts

Demand
Pricing
Season
Adoption
Would buy anyway

A difference between comparable groups, read only after confounds are checked.

Records linked end to end

Eligible request
Handoffs
Quote
Customer decision
Delivered work
Delivery costs

A gap anywhere in the chain leaves the claim open. When several AI changes work on one request, their combined gain is judged once against their combined cost.

Use is not cause

AI appearing on a winning job proves only that it was used. The customer may have bought anyway. An incremental claim needs evidence of what would likely have happened without the change.

Link the records end to end

Attribution depends on linking each eligible request to its handoffs, quote, customer decision, delivered work and delivery costs. Gaps in that chain leave the claim open, however good the totals look.

Count a shared gain once

When several AI changes work together on the same request, evaluate their combined benefit against their combined cost. Crediting the full sale to each tool counts one gain several times.

Decision for your leadership teamWhat evidence, agreed before the test, would we accept to call a gain additional?

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