Co-pilot buyer activation pack
48h Follow-Up Sequence
The literal post-meeting sequence for the first 48 hours after a public-sector or defence-AI conversation: one thread, one ask, one evidence object, no overclaiming.
6timed actions
4reply classes
90dmax nurture window
0endorsement claims
Use now: open this page during the owner workflow, copy the relevant block, verify the honesty register, then log the result in the DEFONEOS CRM. This is designed for a 30 minute action window, not for passive reading.
48-hour operating principle
A first MOD or public-sector conversation is not won by sending a large deck. It is won by returning the buyer to the exact problem they named, with a small proof object and a clean next step.
- One thread per buyer. Do not split evidence across side channels.
- One ask per email. The buyer should be able to reply with yes, no, or send this to my colleague.
- Every claim must link to a live page, a control table, or an explicitly marked draft.
- If the buyer mentions security, send the evidence room. If they mention budget, send the pricing card. If they mention pilot, send the SoW converter.
- If the buyer says not now, move to a 30-day useful update cadence and stop the pursuit language.
Send sequence table
The table below is the default post-meeting sequence. The owner may skip steps when a buyer gives a direct instruction.
| Window | Action | Owner |
|---|---|---|
| 0 to 30 min after meeting | Send same-day thank-you with one precise next-step ask. Attach no more than two links. Log buyer signal score before sending. | Owner |
| 2 hours | If no acknowledgement and meeting ended positively, send the promised artefact only. No pressure. | Owner |
| 24 hours | Send the evidence-room link and a 3-bullet summary of buyer pain, agreed constraint, and proposed pilot route. | Owner |
| 48 hours | Send commercial next-step: pricing card, SoW page, and a 20-minute technical validation slot. | Owner |
| 7 days | Send a single useful object: risk register, procurement route, or stakeholder brief. If no reply, move to nurture. | JEEVES draft plus owner send |
| 14 days | Escalate only through public procurement or warm referral. Never spam. | Owner |
Email 1 — same-day thank-you
Copy this after a call. Replace the bracketed fields and do not add a deck unless the buyer requested it.
Subject: DEFONEOS follow-up — [buyer problem] and [next step] Thank you for the conversation today. I heard three constraints: 1. [constraint 1 in the buyer words] 2. [constraint 2 in the buyer words] 3. [constraint 3 in the buyer words] The smallest useful next step is a 90-day sovereign pilot scoped around [use case], with evidence limited to public-source integration, audit-grade logging, and no personal surveillance. I have put the proof points here: - Evidence room: https://csoai-static-deploy2.vercel.app/defoneos-mod-evidence-room-index - Pricing card: https://csoai-static-deploy2.vercel.app/defoneos-mod-pricing-card-onepager - SoW builder: https://csoai-static-deploy2.vercel.app/defoneos-mod-meeting-notes-to-sow Would a 20-minute technical validation slot on [two date options] be useful, or should I route this to [named team] instead? Regards, Nicholas Templeman CSOAI Ltd 16939677 DEFONEOS — sovereign by design, audit-grade, signed, neutral
Reply classification
Classify every reply before sending anything else. This prevents the owner from over-talking after a useful first signal.
- GREEN: buyer asks for date, route, price, security detail, procurement vehicle, or internal stakeholder version.
- AMBER: buyer asks for a deck, says interesting, or asks to circle back without date.
- RED: buyer says not a fit, no budget, no route, no authority, or procurement restriction.
- UNKNOWN: out-of-office, generic acknowledgment, or auto-response. Do not score as interest.
| Signal | Score delta | Next move |
|---|---|---|
| GREEN technical question | plus 25 | Answer in 5 bullets and ask for validation slot |
| GREEN procurement route | plus 30 | Send acquisition pathway and pricing card |
| AMBER deck request | plus 8 | Send 8-page evidence-room route, not a 40-page deck |
| RED no route | minus 100 | Thank them, ask for correct route once, then stop |
| UNKNOWN auto-response | zero | Reschedule follow-up based on return date |
Boundary rules
These rules keep the pursuit sovereign, useful, and non-spammy.
- Maximum four follow-ups over 90 days unless the buyer engages.
- Never imply MOD, NATO, AUKUS, DAIC, DASA, or Dstl endorsement.
- Never send sensitive technical detail that would belong behind an NDA.
- Never add personal data to the CRM beyond role, public email, organisation, and consented meeting notes.
- Never use fear language. Use public-service resilience language.
CRM update block
Paste this into the CRM after each message.
buyer_id: [org-role-date] state: DISCOVER or DEMO or PILLAR or PACT last_touch: [YYYY-MM-DD HH:MM BST] message_sent: [same-day thanks or 24h evidence or 48h commercial] proof_links: [links] signal_score_delta: [number] next_action: [one action] honesty_flag: public facts only, no endorsement claim, no sensitive data
Buyer-specific follow-up variants
Use the same spine, but lead with the buyer pain. These variants keep the tone useful rather than noisy.
| Buyer route | Lead proof | 48h ask | Stop condition |
|---|---|---|---|
| Dstl AI assurance | JSP 936 mapping plus evidence-room shelf map | Would a 20-minute assurance-control validation help? | No named assurance owner after two touches |
| DASA innovation | 90-day pilot SoW plus DASA submission walkthrough | Should this be shaped as an open-call abstract? | Buyer says outside competition scope |
| UKDI regional | Public-service resilience and Yorkshire digital twin | Who owns regional validation for dual-use AI? | Referral given or region not in remit |
| MOD prime | Referral partner letter plus pricing card | Can DEFONEOS sit as a sovereign assurance work package? | Prime requires exclusivity or unsupported clearance |
| NATO DIANA | Non-sensitive dual-use demo and alliance-compatible evidence | Is this better routed as accelerator, test-centre, or mentor review? | No active challenge fit |
| Civil resilience buyer | 999 integration and no personal-surveillance register | Can we scope a local resilience demo with public data only? | Operational data access required before public proof |
Subject-line library
Subject lines stay short, concrete, and non-hype. Never claim official backing.
- DEFONEOS follow-up — sovereign pilot scope and evidence room
- Follow-up from today — 90-day public-source validation route
- Evidence pack for [buyer problem] — no sensitive data required
- Pricing and pilot route for [team name]
- One-page next step — [use case] assurance validation
- Referral-safe DEFONEOS pack for [prime or programme]
- JSP 936 evidence map for [buyer use case]
- Public-service resilience demo — scoped next step
Recovery moves
When a thread stalls, use one of these recovery moves and then stop. The goal is trust, not pressure.
| Stall | Recovery | Exact line |
|---|---|---|
| No reply after useful call | Send one evidence object | I am closing the loop with the smallest proof object we discussed. No action needed unless useful. |
| Send me a deck | Send evidence-room route | Rather than a large deck, I have put the three proof links in one evidence room so your team can verify quickly. |
| Budget uncertain | Send capped pilot route | The cleanest low-risk route is a capped 90-day validation with no per-seat commitment. |
| Security concern | Send governance and red-line register | The public demo deliberately excludes personal surveillance, controlled technical data, and kinetic-targeting patterns. |
| Wrong owner | Ask for routing once | If this is not your lane, who is the right owner for sovereign AI assurance or public-source resilience pilots? |
12-framework crosswalk
Every page in this tick is written as an owner-executable artefact and an audit trail. These mappings are design mappings, not third-party certifications.
| Framework | How this page maps | Honesty status |
|---|---|---|
| EU AI Act | Transparency, human oversight, logging, post-market monitoring, and high-risk discipline when a workflow crosses into regulated public-service use. | Designed control language. Verify per-buyer before external submission. |
| GDPR and UK GDPR | Data minimisation, lawful basis notes, retention windows, subject-access response path, and no personal-surveillance pattern. | Designed control language. Verify per-buyer before external submission. |
| JSP 936 | Assurance case language, operator accountability, safety case evidence, and escalation logging suitable for UK defence AI review. | Designed control language. Verify per-buyer before external submission. |
| JSP 440 | Protective marking, supplier-security posture, evidence handling, and separation of public facts from owner-gated sensitive data. | Designed control language. Verify per-buyer before external submission. |
| NIST AI RMF | Map, Measure, Manage, and Govern rows for every buyer artefact, with clear residual-risk ownership. | Designed control language. Verify per-buyer before external submission. |
| ISO 42001 | AI management-system controls, role ownership, change control, review cadence, and documented competence. | Designed control language. Verify per-buyer before external submission. |
| NIST PQC | Cryptographic-agility language, no false PQC certification claim, and upgrade path for signed evidence bundles. | Designed control language. Verify per-buyer before external submission. |
| NATO STANAG | Interoperability language only, no NATO endorsement claim, and neutral alliance-compatible evidence formatting. | Designed control language. Verify per-buyer before external submission. |
| AUKUS Pillar II | AUKUS-compatible technology framing only, no partnership claim unless a signed letter exists. | Designed control language. Verify per-buyer before external submission. |
| OSCAL | Machine-readable control catalogue and component-definition path for the evidence room. | Designed control language. Verify per-buyer before external submission. |
| Five Eyes export discipline | Public-source and EAR ITAR awareness note, no controlled technical data in the page. | Designed control language. Verify per-buyer before external submission. |
| C2PA 2.0 | Content provenance, artefact signing, and media lineage notation for decks, screenshots, and demo recordings. | Designed control language. Verify per-buyer before external submission. |
Honesty register
The register below is deliberately explicit so the artefact stays usable in a UK-sovereign procurement conversation without overclaiming.
- This page is an executable owner pack, not legal advice and not a government endorsement.
- AUKUS-compatible means design compatibility only. No AUKUS partnership is claimed without a signed letter on file.
- DEFONEOS-SEAL is not issued here. Any credential requires the 33-agent BFT council quorum and owner gate.
- No kinetic-targeting, find-fix-finish, kill-order, face-recognition, phone-location, or individual-tracking pattern is included.
- Buyer names and public bodies are routing examples from public procurement context. Nick must verify the current named contact before sending.
- SIGIL anchor is local until the SOV3 ledger endpoint is reachable from this Mac session.
- Generated 2026-07-11T08:01:33Z. File slug: defoneos-mod-48h-follow-up-sequence.