# 對外銷售 FAQ / Sales FAQ

> Apache License 2.0 · Author: Morris Lu (盧業興) · Tiger AI 虎智科技
> Source: <https://github.com/MorrisLu-Taipei/GenAI-Consulting-Methodology-Toolkit>

對外銷售過程客戶最常問的 20 個問題與標準回答。每題附中英文兩段。

The 20 questions clients most often ask during sales conversations, with standard bilingual answers.

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### Q1. 你們和大型顧問 (Big 4) 有什麼不同？/ How are you different from a Big-4?

**中文**：大型顧問偏重方法論報告但實作交給廠商；我們同時負責方法、教學與交付。學員上完課可立即拿出 Prompt Library、Skill、Workflow、Agent，方法論不是停留在簡報。
**English**: Big-4 firms produce great methodology decks but hand implementation to vendors. We deliver methodology, training, and verifiable artifacts in one flow — learners walk out with real Prompt Libraries, Skills, Workflows, and Agents.

### Q2. 報價結構？/ Pricing structure?

**中文**：依規模分四級：半日體驗、一日工作坊、二日導入營、6-12 週顧問專案。實際報價依人數、產業、客製需求個別討論。
**English**: Four tiers — half-day taster, 1-day workshop, 2-day bootcamp, 6-12-week consulting project. Final pricing scoped per headcount, industry, and customization.

### Q3. 一個專案要多久？/ How long is an engagement?

**中文**：診斷 2-4 週 + 建置 4-8 週 + 交付 2-4 週，全長約 6-12 週。可依客戶節奏延長或分階段。
**English**: ~6-12 weeks total: 2-4w Diagnose + 4-8w Build + 2-4w Deliver. Phased delivery available.

### Q4. 需要客戶提供什麼？/ What do clients need to provide?

**中文**：上課場地、學員出席、IT 沙箱環境、現有系統清單、能參與訪談的關鍵人員。我們提供方法論、教材、平台帳號協助與顧問。
**English**: Training venue, learner availability, IT sandbox, system inventory, key interviewees. We provide methodology, materials, platform onboarding help, and consultants.

### Q5. 可以客製化嗎？/ Can it be customized?

**中文**：可以。問卷會依產業增列題目、案例會替換為您的情境、課程比例會依您 L1-L5 分數調整。
**English**: Yes. Questionnaires extend per industry, cases swap to your scenarios, course ratios adjust to your L1-L5 score.

### Q6. 我們已經有 ChatGPT 企業版 / Copilot，還需要嗎？/ We already have ChatGPT Enterprise / Copilot, do we still need this?

**中文**：那是工具，不是組織能力。L1 OpenWebUI 是入口治理，L2-L5 是把工具轉成可驗證的企業能力。您只是停在 L1 的「個別英雄使用」階段。
**English**: That's a tool, not organizational capability. L1 OpenWebUI is governance entry; L2-L5 convert tools into verifiable enterprise capability. You're stuck at L1 "individual heroes".

### Q7. 雲端 / Hybrid / 全地端怎麼選？/ Cloud vs Hybrid vs On-Prem?

**中文**：雲端：成本低、快、適合非機敏；Hybrid：兼顧法遵與成本；全地端：金融、醫療、政府、國防適用。我們有部署模式評分表協助決定。
**English**: Cloud — fast, cheap, non-sensitive. Hybrid — balance. On-prem — finance, healthcare, gov, defense. We have a scoring matrix to decide.

### Q8. 機敏資料安全嗎？/ Is sensitive data safe?

**中文**：L1 即內建治理：帳號、權限、模型可見性、redact、不外送、Audit Log。可全地端部署完全不出本地。
**English**: Governance built in from L1: accounts, permissions, model visibility, redaction, no-egress, audit logs. Full on-prem option available.

### Q9. ROI 怎麼算？/ How is ROI measured?

**中文**：三類槓桿：時間節省（白領週 8-12 hr）、質量提升（FCR / win rate / 報表錯誤）、風險下降（客訴漏接、合規）。每個專案有 ROI 追蹤矩陣與 KPI。
**English**: Three levers — time saved, quality improved, risk reduced. Every project comes with an ROI tracking matrix and KPIs.

### Q10. 我們公司多大才適合？/ Company size for this?

**中文**：30-3,000 人都做過。30 人以下可從半日體驗開始；3,000 人以上建議分部門分批導入。
**English**: 30 to 3,000 employees. Under 30 — start with half-day taster. Over 3,000 — phased by department.

### Q11. 一定要 5 級都做嗎？/ Must we go through all 5 levels?

**中文**：不是。多數客戶從 L1-L3 開始，6-12 個月內看到 ROI 再決定是否進 L4-L5。但不能跳級。
**English**: No. Most clients start L1-L3, see ROI in 6-12m, then decide on L4-L5. But you can't skip levels.

### Q12. AI 模型可以選嗎？/ Can we choose AI providers?

**中文**：可以。我們不綁特定廠商。OpenAI / Anthropic / Google / Mistral / Llama (本地) 都可。會依您的法遵、成本、性能需求建議。
**English**: Yes — vendor-agnostic. OpenAI, Anthropic, Google, Mistral, local Llama all supported. We recommend based on compliance, cost, and performance needs.

### Q13. 學員上完課真的會用嗎？/ Will learners actually use it after class?

**中文**：每位學員課中產出 ≥ 1 個 Skill 或 Workflow，有 Gate 驗收。課後 30 / 60 / 90 天有追蹤回訪，且 Skill 進 Skill Library 變組織資產。
**English**: Each learner produces ≥1 Skill or Workflow with Stage Gate sign-off. 30/60/90-day follow-up. Skills enter the Skill Library as organizational assets.

### Q14. 可以訓練我們的講師嗎？/ Train-the-trainer?

**中文**：可以。提供 Train-the-Trainer 加值方案：講義授權、講師認證、定期 update。
**English**: Yes. Train-the-trainer add-on: licensed materials, instructor certification, periodic refreshers.

### Q15. 我們用 SAP / Oracle ERP，能整合嗎？/ SAP / Oracle ERP integration?

**中文**：可以。L3 n8n 有 ERP PoC 場景庫（訂單、庫存、出貨、對帳、月結）。專業整合需求可進入 L4 Hermes Agent 客製。
**English**: Yes. L3 n8n includes ERP PoC library (orders, inventory, shipping, reconciliation, month-end). Custom integration via L4 Hermes Agent.

### Q16. 交付物的智財權歸誰？/ Who owns the IP?

**中文**：客戶完整擁有課中產出（Prompt / Skill / Workflow / Agent）。方法論本身採 Apache 2.0 開源，保留作者署名。
**English**: Client fully owns in-class artifacts. Methodology itself is Apache 2.0 open-source, attribution preserved.

### Q17. 你們的方法論有學術依據嗎？/ Academic grounding?

**中文**：恩師 Prof. Michael Rosemann (QUT) 為 BPM Maturity Model 與企業創新方法論國際領袖；本方法論延伸並在地化。
**English**: Mentor Prof. Michael Rosemann (QUT) — international leader in BPM Maturity Model and enterprise innovation methodology. This work extends and localizes his frameworks.

### Q18. 用什麼 Agent 平台？/ Which Agent platform?

**中文**：L4 用 Hermes Agent 架構；L5 引用 HKUDS/ClawTeam (MIT)。皆開源，無廠商鎖定。
**English**: L4 uses Hermes Agent; L5 cites HKUDS/ClawTeam (MIT). Both open-source, no vendor lock-in.

### Q19. 失敗會怎麼處理？/ Failure handling?

**中文**：每個 Stage Gate 不通過即停下檢討；不勉強進入下一級。報告會明確記錄為什麼不通過與後續建議。
**English**: Each Stage Gate is a stop-and-review point. We don't force advance. Reports explicitly record failure reasons and next steps.

### Q20. 下一步怎麼開始？/ Next step?

**中文**：填 10 題問卷 → 30 分鐘 1-on-1 解讀 → 客製化提案。整個流程 1-2 週內可啟動。
**English**: 10-question survey → 30-min 1-on-1 debrief → custom proposal. Whole intake in 1-2 weeks.

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聯絡 / Contact: Morris Lu (盧業興) · Tiger AI 虎智科技 · <https://github.com/MorrisLu-Taipei/GenAI-Consulting-Methodology-Toolkit>
