B
附录
模板
一次交付出问题，往往出在没人填的空白处：发起人、阈值、交接之后的负责人。这里收录了本书全部十七份模板，均为空白版，按章节顺序排列，从第 1 章的职位检查到第 18 章的成长计划。每一份都是本书的提议，而不是标准。复制过去，删掉用不上的部分，填上名字、日期，以及每个数字的出处。
B.1
如何使用这些模板
中英文两版里的模板都刻意保留英文，这样同一张表可以原封不动地交给客户、交给负责人，或放进代码仓库。下划线表示待填项；要么填上，要么写明为什么空着，因为一个你填不出来的空，往往就是发现本身。下面每一节都说明何时使用这份模板，链接到讲解它的章节小节，并介绍那里的填写示例。多数示例来自本书的合成交付案例，即一家保险公司的车险理赔分拣，给出的是区间，而非测量值。这些表格从未有人对照实际结果验证过，所以每一行都只当作建议（T4）：删掉用不上的部分，并在阈值、范围或授权发生变化时重新签字。
模板
何时使用
章节
B.2
这是一份 FDE 工作吗？
投递之前拿一份真实的招聘启事来用，拿到 offer 时再用一次。它按阶段逐项读启事，并要求你为每个回答引用启事里的原文：启事写明了就填 Y，写的是相反的就填 N，没提就填 ?。“?”不算不合格，而是第一轮面试时要问的问题。第 1 章《FDE 是什么，不是什么》用一份因为难以归类而特意挑出的真实招聘启事把它填了一遍：Harvey 的“Forward Deployed Finance Engineer, Buyout”。
IS THIS AN FDE JOB? post: ____________ date: ______
Quote the post for every answer. Y = says so, N = says not, ? = silent
OWNERSHIP, DISCOVERY TO HANDOFF Y / N / ?
1 Discovery: does the role find the problem, or get it [ ]
handed over on a ticket? quote: ________________________
2 Scope: does it agree scope and success criteria with [ ]
the customer? quote: ________________________
3 Build: does it write production code itself, or [ ]
design for a partner to build? quote: __________________
4 Production: does it stay until the system runs on [ ]
real traffic? quote: ________________________
5 Handoff: is "the customer runs it without you" named [ ]
as the end state? quote: ________________________
6 Loop: does field work feed the product, by a named [ ]
channel? quote: ________________________
SIGNALS THAT SHIFT THE READING
7 Pay shape: base, or a base/variable split? ____________
8 Team or job family: product / R&D / GTM / sales? _______
9 Code: required, or "a plus"? __________________________
10 Who else is named alongside (AE, CSM, partner, PM)? ____
READING (take the first rule that matches)
Mostly ? ............................ ask lines 1, 3 and 5 first
N on 4-5 and a variable split ....... sales engineer, rebranded
N on 3, or line 9 says "a plus" ..... strategist or architect:
owns the problem, not the code
N on 1-2 (problem arrives decided) .. contractor or delivery engineer
N on 6 .............................. services; ask what happens to
what you learn in the field
1-6 all Y and code required ......... an FDE job, whatever the title
IF A LINE IS ?, ASK
1 "Who decided what to build on your last engagement?"
3 "Whose name is on the production commits?"
4 "Where were you when it went live, and for how long?"
5 "Who was running it three months after you left?"
6 "Name one product change that came from the field."
B.3
技能自我评估
每次交付结束后填一次，而不是一年一次；填完交给你的负责人，请他划掉任何他不愿签字认可的内容。第 3 章《技能地图》展示了合成案例中那家保险公司的一位中级 FDE 在第九个月填写的版本：只给独立完成过的事打分，并附上产出物和见证人。B.18 的成长计划就从这张表起步。
SKILL SELF-ASSESSMENT date: ______________ Name / role: _______________________ Engagements so far: ______ Rule: score the highest level you have DONE unaided, twice or kept up across an engagement, with an artefact and a witness. Knowing how is not evidence. Anything done once goes in section 2. 1. LEVEL PER DOMAIN Domain Level Evidence (what, where, when) Witness technical _____ ____________________________ __________ customer _____ ____________________________ __________ product _____ ____________________________ __________ judgment _____ ____________________________ __________ 2. ONE-OFF DATA POINTS ABOVE THAT LEVEL (not yet a level) Domain/level What happened Witness ____________ _________________________________ __________ ____________ _________________________________ __________ 3. WHAT MY LEAD (OR SOMEONE ELSE) DID, NOT ME ________________________________________________________________ ________________________________________________________________ 4. SHAPE CHECK Strongest domain: _________ Weakest domain: _________ Gap of two or more levels? YES / NO If unchanged, I drift toward: services / AI engineering / n.a. 5. NEXT ENGAGEMENT: WHAT I WILL ASK TO OWN 1. __________________________________________________________ 2. __________________________________________________________ 3. __________________________________________________________ 6. REVIEW Lead struck or changed: ______________________________________ Lead: ______________ date: ________
B.4
交付简报与试点条款
在签约之前填写：由 FDE、负责人和客户经理（AE）一起填，客户的发起人负责审读。填不出来的字段就是发现；问题假设在需求挖掘检验它之前，始终标注为假设。第 4 章《交付开始之前》展示了合成案例在首席运营官签字那一刻填好的版本。
ENGAGEMENT BRIEF AND PILOT TERMS v__ / date ________
PARTIES
Customer sponsor (owns the KPI): ______________________
Decision-maker (signs the annual deal): ______________________
Budget owner (whose budget pays): ______________________
Vendor: FDE ____________ Lead ____________ AE ____________
PROBLEM HYPOTHESIS (to be tested in discovery, not built to)
As stated by the customer: ______________________
Business number it is meant to move: ______________________
THE ONE KPI
KPI: ______________________
Baseline source (system / report): ______________________
Baseline measured by (who, which week): ______________________
TERMS
Duration (30 days target; 90 max): ____ days, start ______
Price: ______ (or: FREE because ______;
investment owner: ______)
Credit on conversion: ___% if signed within ___ days
Annual contract shape agreed in advance: [ ] yes scope ______ value ______
DATES THAT STOP THE CLOCK IF MISSED
Production-like data access by: day ___ (target: day 5)
Security / model-risk review starts: day ___ (target: day 1)
CUSTOMER EXPERTS
Name / role hours per week from day
______________________ ____ ____
______________________ ____ ____
MILESTONES (2-3, owner on each side)
1. ______________________ vendor: ______ customer: ______ day ___
2. ______________________ vendor: ______ customer: ______ day ___
3. ______________________ vendor: ______ customer: ______ day ___
EXIT CRITERIA (either side may stop if)
- ________________________________________________
- ________________________________________________
ON SUCCESS
Success means: ______________________
What happens next (contract shape, date): ______________________
BLANK FIELDS AT SIGNATURE (list; each blank is a risk accepted by ______)
________________________________________________
B.5
需求挖掘访谈指南
每类利益相关方用一份指南，最后汇总到末尾的总结框里。记录区间而不是单点数字，并为每个数字标明出处：听说的、数出来的，还是测量的。第 5 章《需求挖掘》展示了合成案例中那家保险公司车险首次报损（FNOL）工作的汇总版指南，访谈对象包括首席运营官、理赔总监、理赔员、客服中心负责人、理赔平台 IT 和模型风险部门。
DISCOVERY INTERVIEW GUIDE Engagement: ____________ Interviewer: ____________ Date: ________ Stakeholder (role, team): ______________________________________ 1. BUSINESS LEVER Which number would you most like to move this year? ____________ Who reports it, and to whom? _________________________________ Where do you think it is lost? (their hypothesis) ______________ 2. CURRENT WORKFLOW (observed, step by step) Trigger: ______________________________________________________ Steps (system touched / wait / handoff at each): ______________ Workarounds seen (side sheets, inboxes, "ask X"): ______________ 3. PEOPLE AND HANDOFFS Who does each step: ___________________________________________ Unofficial experts / routers: _________________________________ 4. VOLUMES AND TIME (ranges; source: said / counted / measured) Cases per day (slow day - bad day): ___________________________ Time per case (easy - hard): __________________________________ Share of cases that are hard: _________________________________ 5. DATA Where it lives (system, format): ______________________________ Owner who grants read access: _________________________________ Owner who approves changes to the workflow: ___________________ How to get access, and how long it usually takes: _____________ 6. WHAT "BETTER" MEANS TO THIS STAKEHOLDER ______________________________________________________________ 7. THE FEARED FAILURE Worst thing that could happen if a machine helped: ____________ SUMMARY BOX (complete once, across all interviews) Stated problem: ____________________________________________ Observed problem: ____________________________________________ Evidence: ____________________________________________ Lever it moves: ____________________________________________ Confirmed by sponsor (name, date): ___________________________
B.6
一页纸范围
在需求挖掘之后写。它承载观察到的问题、切分方式、数字和名字；只写一页，因为没有人会认真签一份更长的。放在客户可以编辑的地方，每当阈值或范围变化时重新签字。第 6 章《划定范围与首个成果》展示了合成案例中车险首次报损分拣的填写版本，而客户最初说出口的问题是“一个客服聊天机器人”。
ONE-PAGE SCOPE version / date: ____ 1. PROBLEM (observed, from discovery) Stated problem: ______________________________________________ Observed problem: ______________________________________________ Business lever it moves: _______________________________________ 2. IN SCOPE (one workflow) Workflow / step: ______________________________________________ Slice: line of business / region / team / % traffic Agent authority: propose only | act with approval | act Workflow owner: ______________________________________________ 3. NOT NOW (each with a reason and a trigger) - item: ____________ reason: ____________ revisit when: ______ - item: ____________ reason: ____________ revisit when: ______ 4. SUCCESS METRICS Metric Baseline (how measured, when) Threshold Owner main: ______________________________ _________ _____ speed/cost: ______________________________ _________ _____ guardrail: ______________________________ never _____ Threshold in the sponsor's words: _____________________________ 5. HELD-OUT SET Source and size: _______________ Labelled by: ________________ Owner (customer): ______________ Vendor tunes on it: NO 6. FIRST DEMO Date: ________ Audience: threshold owner + users: ____________ Data: real / redacted (never synthetic only) 7. WEEK-BY-WEEK PLAN Week 1: __________________________________________________________ Week 2: __________________________________________________________ Week 3: __________________________________________________________ Week 4: __________________________________________________________ 8. TOP RISKS Earliest signal By when - ____________________________ _______________________ _______ - ____________________________ _______________________ _______ 9. SIGN-OFF Sponsor (metric matters): __________ date: ______ Threshold owner (good enough): __________ date: ______ Vendor lead (we can build it): __________ date: ______
B.7
数据接入申请
第一天就发给每一位审批人，并标出每位审批人各自关心的问题。它只申请最低限度的权限，说明等待期间你会做什么，并写明你离开后由谁负责这个连接器。第 7 章《数据接入与集成》以区间形式展示了合成案例的填写版本，其中包括双方约定的规则：如果数据接入迟到，30 天的时钟暂停计时。
DATA-ACCESS REQUEST version / date: ____ 1. PURPOSE Workflow served: ______________________________________________ Metric it serves: ______________________________________________ Needed by (date): ________ If late: ___________________________ 2. WHAT WE NEED (the minimum) System / store Objects (tables, folders) Access Rung ______________ _________________________ read ____ ______________ _________________________ read ____ Fields excluded: ______________________________________________ Personal data: categories: __________ minimised how: _______ 3. HOW WE CONNECT [security's questions] Environment: replica / reporting copy / live Network path: ______________________________________________ Identity: one service identity, read-only: ____________ Credentials: held in: ____________ never in code Write access: NONE in this phase | side store only: _____ 4. DATA HANDLING [privacy's questions] Leaves the customer's environment: yes / no what: __________ Residency: ______________________________________________ Retention: ______ Deletion on: pilot end / on request Model provider retention / training: __________________________ 5. LOAD AND STABILITY [system owner's questions] Query pattern: ______________ Peak volume: ______________ Scheduled runs: ______________ Kill switch: ______________ 6. WHILE ACCESS IS PENDING Fallback: sanitised fixtures / redacted export: _______ Export owner: ______________ Size: ______________________ Fixtures used for scoring: NEVER 7. AFTER THE PILOT Connector owner (customer): ____________________________________ Contract tests and freshness alarm run by: _____________________ Glossary and field map kept in: ________________________________ 8. APPROVALS name date System owner (load, change): ______________ ______ Security (identity, path): ______________ ______ Privacy / DPO (fields, use): ______________ ______ Requested by (vendor): ______________ ______
B.8
AI 安全问卷答复
在客户的问卷到来之前写好，连同数据流图一起发出。它取代不了客户自己的表格，但对方关于 AI 的大部分问题，都可以指向其中某一节来回答。要给它标版本，因为智能体的授权或数据流每改一次，就会有某个答案随之改变。第 8 章《安全、治理与模型风险》讲解了如何把客户的表格分成三堆，并展示了合成案例在第 3 周、针对一个只提建议的智能体填好的版本。
AI SECURITY ANSWERS version / date: ____ 1. SYSTEM What it does: ____________________________________________ Users: ____________________________________________ Agent authority: propose only | act with approval | act Tools that act: none | list: ________________________________ 2. DATA FLOW (attach diagram) Store / step Data held Region Retention ________________ ______________ _________ _______________ ________________ ______________ _________ _______________ Logs and traces: ______________ _________ _______________ 3. TRAINING Customer data used to train or improve any model: NO / YES Contract clause: ____________________________________________ 4. SUB-PROCESSORS Provider Role ZDR agreed Region ________________ ______________ YES / NO _______________ 5. IDENTITY AND ACCESS Agent runs as: ____________________________________________ Read scopes: ____________________________________________ Write scopes: none | ______________________________________ Credentials owner: ____________________________________________ 6. PROMPT INJECTION Untrusted input Written by Worst case if obeyed ________________ ______________ ___________________________ Control outside the model: ____________________________________ Seeded tests: ____________________________________________ Residual risk: _______________ Accepted by: ______________ 7. HUMAN OVERSIGHT Who decides: ____________________________________________ Rules enforced in code, not prompt: ___________________________ 8. AUDIT LOG (per suggestion or action) Inputs | output | model+prompt+code version | human decision | time | identity. Live from: ____________ Kept: ____________ 9. CHANGE CONTROL Model or prompt change triggers: re-run eval >= threshold Approver of changes: __________________________________________ 10. INCIDENT AND SWITCH-OFF Who can switch it off: ___________ How: _____________________ AI incident contact: ___________ Breach process: __________ 11. CONDITIONS OF APPROVAL Stage Condition Evidence Owner __________ _______________________ ______________ _______ 12. SIGN-OFF Security: ________ Privacy: ________ Model risk: ____________ Vendor lead: ________ date: __________________
B.9
评测计划
它与一页纸范围并列，让范围里的指标变得可以运行。放在客户看得到的地方，每当某个数据集、某个评分器或阈值变化时重新签字。第 9 章《评测：证明它真的有效》展示了合成案例在第 4 周汇报时的填写版本。
EVAL PLAN version / date: ________ 1. CONTRACT (from the one-page scope) Threshold, precise: ___________________________________ Threshold, sponsor's words: ___________________________________ Ceiling (expert agreement): ___________________________________ Guardrail (never): ___________________________________ Threshold owner: ___________________________________ 2. SETS Source Size Owner Used for held-out _____________ ______ ________ readouts only development _____________ ______ ________ daily work regression fixed failures grows ________ every change Vendor tunes on or reads held-out failures: NO 3. LABELS Labelled by: ________________ Adjudicator: ________________ Label form: pass / fail per dimension, plus one-line reason Relabels: customer only; log case id, reason, date, initials 4. GRADERS (one per dimension) Dimension Grader: code / judge / human Calibrated (kappa) ______________ ____________________________ _________________ ______________ ____________________________ _________________ 5. CONSISTENCY Trials per held-out case (k): ____ Report: pass^k 6. CADENCE Regression suite runs on: every prompt / model / retrieval change Held-out measured on: ____________________ (agreed dates only) Stall rule: if ___ re-measures barely move, then ______________ 7. FAILURE LOG Share of misses Fix Owner ____________ _______________ _______________ ________ ____________ _______________ _______________ ________ 8. READOUT Date: ________ Threshold owner briefed first: ________ Re-measure date: ________ Decision asked for: ______________ 9. SIGN-OFF Threshold owner (cases and labels are right): _______ date: ____ Vendor lead (we will measure as written): _______ date: ____
B.10
架构决策记录
每个重大决策写一份记录，在构建锁定这个决策之前写，并由今后要与它共处的人签字：客户的平台负责人、模型风险部门和 FDE 负责人。记录放在客户的代码仓库里，而不是供应商的。第 10 章《在客户的环境里构建》展示了合成案例中一份记录的填写版本，对应的智能体托管在这家保险公司自己的容器平台上。
ARCHITECTURE DECISION RECORD ADR-__ date: ________ Status: proposed | accepted | superseded by ADR-__ 1. CONTEXT (their constraints, in writing from their platform team) Hosting: _______________________________________________ Model endpoint: ____________ region: ________ version: ______ Identity: _______________________________________________ Network/egress: _______________________________________________ Allowed stores: _______________________________________________ Change process: _______________________________________________ On-call owner: _______________________________________________ 2. DECISION (one paragraph) ______________________________________________________________ 3. RULES THAT MUST HOLD (never decided by the model) Rule Enforced where Test - ______________________ before | after ____________ - ______________________ before | after ____________ Rule tests must pass: 100%, on every change Model may move a case toward caution only: Y / N (which rules) 4. WHAT THE MODEL DECIDES Input: ______________ Output schema: ______________________ Allowed values: _______________________________________________ Authority: propose only | act with approval | act 5. OPTIONS CONSIDERED Option Rejected because - ______________________ ___________________________________ - ______________________ ___________________________________ 6. FAILURE BEHAVIOUR Endpoint down / bad output / rule rejects -> ________________ 7. VERSIONS PINNED AND LOGGED PER DECISION model | prompt | examples | rules | code 8. EVAL GATE Held-out set re-run on this stack: ______ matches pilot: Y / N Climb to a more complex design only if: _______________________ 9. REVERSIBILITY How to turn it off: ___________________ Who can: ____________ 10. SIGN-OFF Customer platform owner (fits our environment): ______ date: __ Model risk (rules where approved): ______ date: __ Vendor FDE lead (can clear the eval): ______ date: __
B.11
交接文档与运行手册
一份文档，分为两半：交接部分（系统做什么、谁负责什么、证明了什么）和运行手册部分（如何部署、回滚、停止和修复）。要和运维人员一起写，而不是替他们写；演练就是对它的检验。第 11 章《上线与交接》展示了合成案例中车险首次报损分拣交接的填写版本。
HANDOFF DOCUMENT AND RUNBOOK version / date: ____
1. THE SYSTEM
What it does: ____________________________________________
What it never does: ____________________________________________
Authority: propose only | act with approval | act
Rules enforced outside the model: ______________________________
2. OWNERS (customer side, by name)
Service (deploy, alerts, credentials): ________________________
Behaviour (threshold, eval set, changes): ______________________
Adoption (definition, review, training): _______________________
Vendor support: scope ________ channel ________ ends ________
3. WHAT WAS PROVED
Threshold met: metric ________ held-out set ________ date ____
Adoption definition: ___________________________________________
Adoption baseline (date): ______________________________________
4. RELEASES
A release contains: code / prompts / pinned model version /
rules / reference data snapshot
Deploy: ____________________ Who may deploy: ______________
Rollback: ____________________ Last rehearsed: ______________
Before every release: run ________ suite; block if ____________
5. HEALTH (what normal looks like)
Signal Normal Alert when Who
_________________ _________________ _____________ _______
_________________ _________________ _____________ _______
6. KNOWN FAILURES
Symptom First check Fix / workaround
_________________ _________________ ________________________
_________________ _________________ ________________________
7. KILL SWITCH
How to stop: _______________________________________________
What happens: _______________________________________________
Who to tell: _______________________________________________
8. ADOPTION REVIEW
Measures: shown / accepted / overridden / ignored / share of
eligible work; accepted-without-review rate
Overrides go to: ________ Reviewed by: ________ every ________
9. HANDOFF DRILL
Date: ______ Operators: ________________ FDE silent: yes / no
Pass condition: ________________________________________________
Scenarios: _____________________________________________________
Gaps found / closed: ___________________________________________
Re-run date and result: ________________________________________
10. SIGN-OFF
Service owner (we can run it): __________ date: ______
Behaviour owner (it is good enough): __________ date: ______
Sponsor (we accept the handoff): __________ date: ______
Vendor lead (we have handed over): __________ date: ______
B.12
产品反馈简报
一份简报只写一条发现：一份提了五个要求的简报，最后只有最容易的那个会被做掉，其余都被遗忘。从现场日志出发来写，请负责人核对涉及客户的那一行，再发给一个具体的人。第 12 章《反哺产品》展示了合成案例在第五个月的填写版本，对象是一条用零散部件拼起来、下一家保险公司还会再需要的分拣流水线。
PRODUCT-FEEDBACK BRIEF version / date: ____
1. FINDING (one line)
________________________________________________________________
Destination: product | research | playbook
2. FIELD EVIDENCE
Engagements where seen: ______________________________________
How it showed up: eval category | workaround | overrides
| built twice
Frequency / cost: ______________________________________
Evidence tier: measured here | observed | anecdote
3. WHAT WE BUILT IN THE FIELD
Description: __________________________________________________
Where it lives / who owns it now: ______________________________
4. THE LINE
Generalises (pattern): __________________________________
Stays with the customer: data, labelled sets, rules,
identifiers, contract-owned items:
__________________________________
Checked by lead / contract: __________ date: ______
5. THE ASK (smallest useful version)
________________________________________________________________
Not asking for: ________________________________________________
6. SECOND-CUSTOMER TEST
Next engagement that needs it: ________________ starts: _____
What it would reuse: ________________________________
7. COST OF NOT DOING IT
Rebuild time per engagement: ________ (range)
Risk if rebuilt each time: ________________________________
8. DECISION
Receiver (owns a roadmap): ______________ decide by: ________
Outcome: build | defer (until ____) | decline (reason: ______)
B.13
交付复盘
出现两个信号时，或交付结束之后运行。第 1 节从已签署的文件中照抄，包括决策规则，这样在任何人填写第 3 节之前，规则就已经定死了。第 13 章《当交付失败时》展示了按合成案例为那次停滞的财产险扩展填好的版本，复盘在交付进行中运行，由供应商负责人主持。
ENGAGEMENT POST-MORTEM version / date: ____
Run: during | after the engagement Facilitator: ______________
1. WHAT WE AGREED (copy from the signed terms and scope)
Sponsor and KPI: _________________________________________
Scope and threshold: _________________________________________
Threshold owner: _________________________________________
Exit criteria: _________________________________________
Decision rule: continue if all five conditions hold;
reset if each missing one has a named
restorer + date; walk if any has none
2. WHAT HAPPENED (dated facts, no adjectives, no names to blame)
when: ______ ___________________________________________________
when: ______ ___________________________________________________
when: ______ ___________________________________________________
3. THE FIVE CONDITIONS At start Now Evidence
Problem still matters yes/no/? yes/no/? ______________
Data path working yes/no/? yes/no/? ______________
Owner for the result yes/no/? yes/no/? ______________
Sponsor owns the number yes/no/? yes/no/? ______________
Threshold agreed, owned yes/no/? yes/no/? ______________
4. MAIN CAUSE (one only: the one that explains the others)
wrong problem | no data | no owner | moving sponsor |
unagreed threshold | too hard for AI | other: _______________
5. WHAT STILL WORKS, AND WHO OWNS IT (a person, not a team)
- system / artefact: ______________ owner: ____________________
- system / artefact: ______________ owner: ____________________
6. DECISION: continue | reset | walk decided by: ________
If reset: condition: ________ restorer: ________ by: ________
re-check date: ________
If walk: billing stops: ________
handed over: ________________________________________
return trigger: _____________________________________
7. WHAT GOES BACK TO PRODUCT
- _______________________________________________________________
8. SIGN-OFF
Sponsor: __________ date: ______
Vendor lead: __________ date: ______
FDE: __________ date: ______
B.14
说不简报
一份简报只回应一项请求，在会后一天之内发给提出请求的人，并抄送那项承诺的负责人。控制在一页之内：长篇大论的拒绝读起来像在辩解。第 14 章《压力下的判断》展示了合成案例中四项请求里第一项的填写版本，发给的是理赔总监。
SAY-NO NOTE date: _______________ To: ______________ (who asked) Cc: ______________ (who owns it) 1. THE REQUEST (in their words, as asked) ________________________________________________________________ 2. THE ANSWER: no | not now | yes, if ______________________ 3. THE COMMITMENT IT WOULD BREAK (tick one) [ ] threshold [ ] data path [ ] sponsor [ ] exit Where it is written: ___________________ (document, date) 4. WHAT IT WOULD COST YOU (their terms, not ours) ________________________________________________________________ 5. WHAT WE WILL DO INSTEAD (by when) - ______________________________________________ by: _________ - ______________________________________________ by: _________ 6. WHAT TURNS THIS INTO A YES (measurable trigger) ________________________________________________________________ 7. WHO CAN OVERRULE THIS, AND HOW Decider: ______________ How: in writing, amending ____________ 8. REVIEW DATE: ____________ Logged on "not now" list: yes / no Test before sending: would we refuse this if every hour were paid? yes: send it no: it is a price, not a no; quote it instead
B.15
签约之前：问题清单
把这些问题拿去问你未来的负责人，最晚在拿到 offer 之后问；只接受那些说得出具体客户、具体人或具体日期的回答。第 2 章的五个问题读的是雇主的经济账；这张清单读的是这份具体的工作，其中第 4 节检查这份工作会不会让你落入服务工作的陷阱。第 15 章《FDE 在哪里工作》根据一类真实 offer 的公开信息把它填了一遍：美国一家有 AI 实验室背景的部署公司的创始 FDE，启事留下的每个空白都标为 ASK。
BEFORE YOU SIGN date: ____________ Employer: ______________________ Title: _________________________ Type (lean): lab / app startup / platform / deployment co / mixed 1. THE WORK Last 3 engagements this team ran (customer, length, outcome): ________________________________________________________________ Who agrees the success threshold with the customer? __________ One product or model change that started in the field: ________ On site ____% office ___ days/wk travel ____% 2. THE MONEY Band posted: ________ - ________ base / OTE level: ________ What the next level needs, and who decides: ___________________ Variable: none / bonus / OTE ___/___ paid on: _______________ Equity: type _______ vesting _______ basis of value: _______ Months paid per year (12 / 13 / 15 / 16): ___ annualised: ____ 3. THE MEASURE AND THE EXIT Team measured on: adoption / outcomes / utilisation / bookings Where did the last two FDEs who left go? ________ / __________ Path above this level: senior IC / management only / unclear 4. TRAP CHECK (answers that point to services, out of 5): ____ Decision: sign / negotiate ________________ / walk
B.16
作品集项目简报
用它把一个作品集项目做成交付的样子，并找一个不是你自己的真实用户。只做一次，它最多能产出 L2 级别的一次性数据点，而不是级别；在面试中主动说明这一点，本身就是判断力。第 16 章《拿到录用》用一个并非真实项目的示例把它填了一遍：为一个中等规模的开源库做 issue 分拣。
PORTFOLIO PROJECT BRIEF date: ____________ Project: ______________________ User (not you): __________________ Their role: ___________________ Will run it after: _______________ 1. PROBLEM As stated by the user: __________________________________________ As observed (what you watched, how long): _______________________ The number they care about: _____________________________________ User agreed the observed version? YES / NO date: ___________ 2. SCOPE First win: ______________________________________________________ Not now: ______________________________________________________ Never (rule enforced outside the model): ________________________ Success metric: __________________ baseline: ___________________ Threshold (set by the user): ____________________________________ 3. EVAL SET Source of cases: ________________ size: ______ held out: ___ Who labelled: ___________________ agreement between labellers: _ Failure categories found: _______________________________________ 4. THE BUILD Where it runs (theirs, not yours): ______________________________ Acts or proposes? ACTS / PROPOSES why: _______________________ Result vs threshold: ____________ date measured: ______________ The bad news, if any, and the plan you gave: ____________________ 5. HANDOFF README (what the user needs without you) How to run / stop it: ___________________________________________ How to tell it is wrong: ________________________________________ Who to ask when you are gone: ___________________________________ 6. EVIDENCE MAP (skill map, Ch 3; one-offs, not levels) Domain Level shown Artefact Witness technical ___________ _________________ _______________ customer ___________ _________________ _______________ product ___________ _________________ _______________ judgment ___________ _________________ _______________ Cannot show (and why): __________________________________________
B.17
每周客户评审
写给带领 FDE 团队的人。每周运行一次，每个客户五分钟；超过这个时间的事，就变成一项有负责人的决策。它把每个客户的承重承诺放在同一页上，让负责人看到任何单个 FDE 都看不到的东西：两次交付撞上同一个产品缺口，一位 FDE 同时扛着两个繁重阶段，一个销售承诺即将吃掉下个月的产能。这是本书自己的设计，并非已发表的做法。第 17 章《带领 FDE 团队》展示了合成案例中那位负责人在第八个月的这一页。
WEEKLY ACCOUNT REVIEW week of: ____________
Manager: _______________ FDEs: ____ Live accounts: ____
Rules: five minutes per account. Any commitment not OK gets a
name and a date. Two signals inside four weeks: schedule the
post-mortem this week. Count phases, not accounts.
ACCOUNT: _________________ phase: _____________________________
Threshold written? Y/N owner: __________ status: ______
Commitments threshold __ data path __ sponsor __ exit __
(OK / AT RISK / GONE; for each not OK:
restorer ____________ by ________)
Signals, 4wk _________________________________________________
FDE load FDE: _________ phase weight: heavy/medium/light
other phases this FDE carries: _________________
Product loop field log? Y/N brief: _________ reuse: _______
Decision continue / reset / post-mortem / walk / staff
owner: ____________ by: ________
(repeat the block for each account)
PORTFOLIO
FDEs with more than one heavy phase: __________________________
Requests waiting for an FDE: ___________________________________
learn: product hypothesis / research / reuse / none
land: KPI owner / data by day 5 / end date / price Y/N each
Signal to product this week: ___________________________________
Decisions to take upward: ______________________________________
B.18
成长计划
从技能自我评估（B.3）出发，补上它没有涵盖的内容：你正扛着的负担，以及你为自己保留的出路。每次交付结束后填写，两份一起交给你的负责人。第 2 节，也就是你要交给别人去做的事，是大家最常留空的一节；第 3 节要的是次数，不是感受。第 18 章《职级、倦怠与下一步》展示了合成案例中那位 FDE 在第九个月的计划。
GROWTH PLAN date: ______________ Name / role: ______________________ Self-assessment dated: ______ 1. LEVEL: CURRENT, NEXT, AND THE ENGAGEMENT THAT WOULD SHOW IT (current level = section 1 of the self-assessment, not hopes) Domain Now Next Evidence that would count Where/when technical ___ ___ _________________________ __________ customer ___ ___ _________________________ __________ product ___ ___ _________________________ __________ judgment ___ ___ _________________________ __________ 2. LEVERAGE: WHAT I STOP DOING MYSELF TO GET THERE 1. _____________________________________ handed to: __________ 2. _____________________________________ handed to: __________ 3. LOAD CHECK (last 12 months, and the next engagement) Weeks on site, by phase: discovery ___ build ___ handoff ___ On-site weeks outside discovery/handoff: ____ why: __________ Systems I still answer for support window ends ____________________________ ___________ (none = no end) ____________________________ ___________ Engagements back to back with no gap: ____ Engagements at once (incl. support tails): ____ Gap before the next engagement: ____ weeks, used for: _________ Red line I will raise before crossing: ________________________ 4. EXITS I AM KEEPING OPEN (at least two) Exit Draws on My evidence now Keep-alive ______________ _____________ _______________ ___________ ______________ _____________ _______________ ___________ Exit I would drift into if nothing changes: ___________________ 5. WHAT I ASK MY LEAD FOR 1. ______________________________________________________________ 2. ______________________________________________________________ 6. REVIEW Lead agreed / changed: ________________________________________ Lead: ______________ next review: ________
该怎么做。
- 投递之前，先用“这是一份 FDE 工作吗？”把招聘启事过一遍；拿到 offer 时，把问题清单带去见你未来的负责人。
- 在签约之前填好交付简报，把每一个填不出来的字段都当作一项发现，而不是走个形式。
- 第一天就把数据接入申请发给每一位审批人，并在客户的问卷到来之前写好安全问卷答复。
- 把范围、评测计划和架构决策记录放在客户看得到的地方，每当阈值、数据集或某个决策变化时重新签字。
- 每次交付结束后，填写自我评估和成长计划，并请你的负责人划掉任何他不愿签字认可的内容。