Questionnaire — Management

Introduction

Purpose. This instrument anchors discovery to strategy: what the company must achieve, which decisions matter, and what “success” means at 6 and 12 months. It is completed by the CEO and each executive individually — divergence between executive answers is itself a finding. Answers calibrate use-case prioritization in ../08-ai-portfolio/ai-use-case-pipeline.md and the KPI targets in ../02-program/kpi-framework.md.

Confidentiality. Executive answers are seen only by the TPL engagement lead and the CEO. Sensitive strategic content stays in restricted notes.

Time. 45–60 minutes, typically completed as a guided conversation rather than a form.

Language. Administered in Greek; this English document is the committed master (project language policy). Answers recorded in English.

Answer formats: [free text], [scale 1–5], [multiple choice], [rank].

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A. Strategic priorities

1. State the company’s top 3 strategic priorities for the next 24 months, in order. [rank + free text]
2. Revenue has been slightly declining. What is your diagnosis — market, competition, pricing, capacity, focus? [free text]
3. Which business lines do you expect to grow, hold, or shrink (ship supply/provisions, charts & e-navigation, safety/PPE incl. Protect & Defend e-commerce, CBRN/hazmat, military & civil defense, public sector, training)? [table: line / grow-hold-shrink / why]
4. What must be true in 3 years for you to say the company is in a strong position? [free text]

B. Margin and cost pressure

5. Net margin is around 1.5%. Where, specifically, is margin lost today — pricing discipline, procurement cost, logistics cost, errors/rework, credit terms, overhead? Rank the top 3. [rank + free text]
6. Which single cost or leakage, if reduced 20%, would move the bottom line most? [free text]
7. Where do you suspect money is lost but lack the data to prove it? [free text]

C. Decisions and information latency

8. Which decision do you wait longest to get data for, and how long is the wait? [free text]
9. What is your decision cadence today — which reviews happen daily / weekly / monthly, and with what inputs? [free text]
10. Which reports do you receive that you barely use? Which do you want but don’t get? [free text]
11. When you ask “how are we doing right now” (sales, cash, stock, open orders), how current is the answer you can actually get? [multiple choice: real-time / same day / days old / week+ / depends who I ask]
12. Which decisions are today made on gut feel that you would prefer to make on data? [free text]

D. Market and competition

13. Who are your most dangerous competitors in ship supply and in safety, and what do they do better or cheaper? [free text]
14. How do customers choose a supplier in your segments — price, speed, reliability, relationships, compliance/certifications? Has this shifted? [free text]
15. Are customers or ports pushing digital expectations on you (e-procurement platforms, portals, EDI, marketplace RFQs)? Which? [free text]
16. Where could PRIME PRODUCTS win business it currently loses, if it were faster or smarter? [free text]

E. Growth plans

17. What growth moves are on the table — new segments, geographies (other ports), services, e-commerce expansion, acquisitions? [free text]
18. Which constraint blocks growth most today? [multiple choice: sales capacity / working capital / logistics capacity / talent / systems & information / demand] + explain [free text]

F. AI transformation: appetite and boundaries

19. Risk appetite for AI: where are you comfortable with autonomous action versus AI-drafts-human-approves versus human-only? [free text, referencing concrete areas: quotations, ordering, customer communication, pricing, compliance documents]
20. What are your non-negotiables — things the program must not disrupt or risk (e.g. food-safety certification, customs/bonded compliance, key customer relationships, specific people)? [free text]
21. What worries you most about this program failing, and what does failure look like? [free text]
22. How visible do you want the program to be externally (customers, competitors, press) during year one? [multiple choice: quiet / selective / loud]

G. Success definition and budget

23. Define success at 6 months — the 2–3 observable results that would make you confident. [free text]
24. Define success at 12 months — including, if possible, numbers (hours saved, response times, margin, error rates, adoption). [free text]
25. Budget philosophy: is this program a cost to minimize, an investment with a required payback period (state it), or a strategic bet? [free text]
26. Beyond ROI, what would make you personally proud of this program? [free text]

Closing

27. Your top 3 wishes: the three outcomes you most want from the AI transformation, most important first. [free text]