# Who adds what

The founder's own question: how much value do we add, and how much does the customer provide? The answer shapes the price, the pitch and what to protect.

| Who | Adds | Worth |
|---|---|---|
| **The customer** | The documents, the context, and the questions. Nobody else has them. | Most of the value. Without the documents there is nothing to X-ray. |
| **The model** | Reading everything, doing the arithmetic at speed, and noticing where documents disagree. | Makes the service possible at this price. Available to everybody. |
| **The operator** | The catalogue, meaning which questions to ask of which documents. The discipline of evidence and labels. The review. The packaging, meaning the vault, the board pack and the Claude setup. | What turns a chat into something a board can use and a customer can check. |

## What follows from that

- **Price low, because the customer does half the work.** £500 is a fee for questions, discipline and a review. It is not a fee for knowing the customer's business better than they do.
- **Give the method away.** The sample, the catalogue and the prompts are public. A customer who runs the kit themselves is a customer who has learnt why the review matters.
- **Protect the review and the catalogue's improvement.** Those are what a competitor with the same model cannot copy in a week.
- **Say it plainly in the pitch:** "It is your data and your questions. We bring the right questions to ask of it, check every answer, and leave you set up to keep asking."