/* One shared chapter; diagrams explain criteria, valuation and decision readiness. */
.editorial-sequence .situation-scenes{--scene-paper:#f1f3eb;--scene-ink:#18364b;--scene-muted:#526b78;--scene-gold:#886d37;--scene-line:#c3cdc1;background:var(--scene-paper);color:var(--scene-ink)}
.editorial-sequence .situation-scenes>.scenes-chapter{padding-top:80px;padding-bottom:72px}
.situation-scenes *{min-width:0}
.situation-scenes figure,.situation-scenes dl,.situation-scenes dd{margin:0}
.situation-scenes .scene-section-heading{padding-left:81px;margin-bottom:51px}
.situation-scenes .scene-section-heading .refined-heading{margin:0}
.situation-scenes .refined-heading h2{scroll-margin-top:105px}
.situation-scenes .scenes-chapter-flow{margin-left:24px;padding-left:56px;border-left:1px solid #aebaac}
.situation-scenes .problem-scene{position:relative;padding:49px 0;border-top:1px solid var(--scene-line)}
.situation-scenes .problem-scene:first-child{border-top:0;padding-top:0}
.situation-scenes .problem-scene:last-child{padding-bottom:0}
.situation-scenes .scene-number{position:absolute;top:49px;left:-81px;width:48px;text-align:center;padding:5px 0;background:var(--scene-paper);color:var(--scene-gold);font-size:14px;font-weight:550;line-height:1.4;font-variant-numeric:tabular-nums}
.situation-scenes .problem-scene:first-child>.scene-number{top:0}
.situation-scenes .scene-foundation h3{font-size:clamp(31px,3.2vw,41px);line-height:1.15;letter-spacing:-.04em;font-weight:450;margin:0 0 19px;color:var(--scene-ink)}
.situation-scenes .scene-foundation>p{font-size:16px;line-height:1.8;max-width:790px;color:var(--scene-muted);margin:0}
.situation-scenes .scene-challenge h4{font-size:clamp(25px,2.5vw,31px);line-height:1.25;letter-spacing:-.032em;font-weight:450;margin:0 0 19px;color:var(--scene-ink)}
.situation-scenes .scene-challenge p{font-size:15px;line-height:1.8;color:var(--scene-muted);margin:0}
.situation-scenes .scene-challenge p+p{margin-top:18px}
.situation-scenes .chapter-diagram{background:#fbfcf7;border:1px solid var(--scene-line);padding:23px 26px 21px}
.situation-scenes .diagram-heading{font-size:13px;line-height:1.6;font-weight:550;color:#405b6b;padding-bottom:17px;border-bottom:1px solid var(--scene-line)}
.situation-scenes .chapter-diagram>figcaption{font-size:12px;line-height:1.7;color:#526b78;margin-top:20px;padding-top:16px;border-top:1px solid var(--scene-line)}
.situation-scenes .chapter-diagram svg{display:block;width:100%;height:auto;fill:none;stroke:#526b78;stroke-width:1.5;stroke-linejoin:miter;stroke-linecap:butt}
.situation-scenes .chapter-diagram svg *{vector-effect:non-scaling-stroke}
.situation-scenes .diagram-fill{fill:#edf1e7;stroke:none}
.situation-scenes .diagram-secondary{stroke:#a7b7a6}
.situation-scenes .diagram-window{fill:#d8dfcf;stroke:#526b78}
/* Object conditions and buyer requirements share the same three-column profile. */
.situation-scenes .profile-diagram{margin:29px 0 29px}
.situation-scenes .profile-columns{display:grid;grid-template-columns:repeat(3,minmax(0,1fr));margin-top:23px}
.situation-scenes .profile-column{padding:0 22px;border-left:1px solid var(--scene-line)}
.situation-scenes .profile-column:first-child{border-left:0;padding-left:0}
.situation-scenes .profile-column:last-child{padding-right:0}
.situation-scenes .profile-object{display:block;font-size:19px;line-height:1.3;letter-spacing:-.02em;font-weight:500}
.situation-scenes .profile-column>svg{max-width:180px;margin:18px auto 20px}
.situation-scenes .profile-observed,.situation-scenes .profile-requirement{padding:13px 0;border-top:1px solid var(--scene-line)}
.situation-scenes .profile-observed>span,.situation-scenes .profile-requirement>span{display:block;font-size:11px;line-height:1.5;color:#617567;margin-bottom:6px}
.situation-scenes .profile-observed>strong,.situation-scenes .profile-requirement>strong{display:block;font-size:16px;line-height:1.4;font-weight:500;letter-spacing:-.01em}
.situation-scenes .profile-requirement>strong{color:var(--scene-gold)}
.situation-scenes .property-challenge{display:grid;grid-template-columns:1.1fr 1fr;gap:0 44px}
.situation-scenes .property-challenge>h4{grid-column:1/-1;max-width:730px}
.situation-scenes .property-challenge>p+p{margin:0}
/* Valuation logic and contact reach are separate dimensions within one diagram. */
.situation-scenes .network-scene-layout{display:grid;grid-template-columns:1.06fr 1fr;gap:45px;align-items:start}
.situation-scenes .network-scene-copy .scene-foundation{margin-bottom:28px}
.situation-scenes .network-scene-copy .scene-challenge h4{font-size:27px}
.situation-scenes .valuation-diagram{margin-top:4px;padding-inline:24px}
.situation-scenes .valuation-object{position:relative;font-size:19px;font-weight:500;text-align:center;line-height:1.4;max-width:170px;margin:25px auto 0;padding:13px 18px;border:1px solid #849a87;background:#e9eee2}
.situation-scenes .valuation-object:after{content:"";position:absolute;top:100%;left:50%;height:17px;border-left:1px solid #8c9e91}
.situation-scenes .valuation-branches{height:20px;width:52%;margin:17px auto 0;border-top:1px solid #8c9e91;border-left:1px solid #8c9e91;border-right:1px solid #8c9e91}
.situation-scenes .valuation-perspectives{display:grid;grid-template-columns:1fr 1fr;gap:17px;text-align:center;padding-bottom:25px}
.situation-scenes .valuation-perspectives>div>strong{display:block;font-size:19px;font-weight:500;line-height:1.35;letter-spacing:-.02em}
.situation-scenes .valuation-perspectives>div>span{display:block;font-size:12px;line-height:1.7;color:var(--scene-muted);margin-top:9px}
.situation-scenes .valuation-scope{display:grid;grid-template-columns:1fr 1fr;border-top:1px dashed #8c9e91;border-bottom:1px dashed #8c9e91;padding:20px 0;gap:0}
.situation-scenes .valuation-scope>div{padding:0 12px}
.situation-scenes .valuation-scope>div:first-child{padding-left:0;border-right:1px dashed #8c9e91}
.situation-scenes .valuation-scope>div:last-child{padding-right:0}
.situation-scenes .valuation-scope strong{display:block;font-size:14px;line-height:1.5;font-weight:550}
.situation-scenes .valuation-scope span{display:block;font-size:12px;line-height:1.6;color:var(--scene-muted);margin-top:6px}
.situation-scenes .valuation-diagram>figcaption{border-top:0;padding-top:0}
/* An aligned comparison of response signals and the actual purchase conditions. */
.situation-scenes .scene-selling .scene-foundation{margin-bottom:29px}
.situation-scenes .selling-challenge>h4{max-width:790px;margin-bottom:25px}
.situation-scenes .selling-detail{display:grid;grid-template-columns:1.06fr 1fr;grid-template-areas:"diagram explanation";gap:44px;align-items:start}
.situation-scenes .selling-explanation{grid-area:explanation}
.situation-scenes .decision-diagram{grid-area:diagram;padding:22px}
.situation-scenes .decision-comparison{display:grid;grid-template-columns:.95fr 1.05fr}
.situation-scenes .decision-signals{padding-right:22px;border-right:1px solid var(--scene-line)}
.situation-scenes .decision-conditions{padding-left:22px}
.situation-scenes .decision-column-title{display:block;font-size:15px;font-weight:550;line-height:1.45;margin-bottom:19px;letter-spacing:-.01em}
.situation-scenes .decision-signal{font-size:13px;line-height:1.6;padding:12px 0;border-top:1px solid var(--scene-line)}
.situation-scenes .decision-note{display:block;font-size:11px;line-height:1.6;color:#657766;margin-top:13px}
.situation-scenes .decision-conditions dl>div{display:flex;flex-wrap:wrap;justify-content:space-between;align-items:baseline;gap:2px 8px;border-top:1px solid var(--scene-line);padding:12px 0}
.situation-scenes .decision-conditions dt{font-size:12px;line-height:1.5;font-weight:500}
.situation-scenes .decision-conditions dd{font-size:12px;line-height:1.5;color:var(--scene-gold)}
@media(max-width:1100px){
 .situation-scenes .network-scene-layout,.situation-scenes .selling-detail{gap:31px}
 .situation-scenes .chapter-diagram{padding-inline:20px}
 .situation-scenes .profile-column{padding-inline:17px}
 .situation-scenes .network-scene-copy .scene-challenge h4{font-size:25px}
 .situation-scenes .decision-signals{padding-right:15px}
 .situation-scenes .decision-conditions{padding-left:15px}
 .situation-scenes .decision-column-title{font-size:14px}
}
@media(max-width:850px){
 .editorial-sequence .situation-scenes>.scenes-chapter{padding-top:61px;padding-bottom:60px}
 .situation-scenes .scene-section-heading{padding-left:52px;margin-bottom:39px}
 .situation-scenes .scenes-chapter-flow{margin-left:15px;padding-left:36px}
 .situation-scenes .scene-number{left:-53px;width:32px;font-size:13px}
 .situation-scenes .problem-scene{padding-block:39px}
 .situation-scenes .scene-number{top:39px}
 .situation-scenes .network-scene-layout{grid-template-columns:1fr;gap:25px}
 .situation-scenes .network-scene-copy .scene-foundation{margin-bottom:25px}
 .situation-scenes .network-scene-copy .scene-challenge h4{font-size:28px}
 .situation-scenes .valuation-diagram{width:100%;max-width:560px;margin:0}
 .situation-scenes .selling-detail{grid-template-columns:1fr;grid-template-areas:"explanation" "diagram";gap:25px}
 .situation-scenes .decision-diagram{max-width:590px;width:100%}
 .situation-scenes .decision-column-title{font-size:17px}
 .situation-scenes .decision-signal{font-size:14px}
 .situation-scenes .decision-conditions dt,.situation-scenes .decision-conditions dd{font-size:14px}
}
@media(max-width:600px){
 .editorial-sequence .situation-scenes>.scenes-chapter{padding:47px 23px 49px}
 .situation-scenes .scene-section-heading{padding-left:0;margin-bottom:36px}
 .editorial-sequence .situation-scenes .refined-heading h2{font-size:34px;line-height:1.14}
 .situation-scenes .scenes-chapter-flow{margin-left:10px;padding-left:26px}
 .situation-scenes .problem-scene{padding-block:32px}
 .situation-scenes .scene-number{left:-42px;width:30px;top:32px;font-size:12px}
 .situation-scenes .scene-foundation h3{font-size:32px;line-height:1.15;margin-bottom:16px}
 .situation-scenes .scene-foundation>p,.situation-scenes .scene-challenge p{font-size:15px;line-height:1.8}
 .situation-scenes .scene-challenge h4,.situation-scenes .network-scene-copy .scene-challenge h4{font-size:25px;line-height:1.25;hyphens:auto}
 .situation-scenes .chapter-diagram{padding:19px 17px 17px}
 .situation-scenes .diagram-heading{font-size:12px;line-height:1.6;padding-bottom:14px}
 .situation-scenes .chapter-diagram>figcaption{font-size:12px;line-height:1.65;padding-top:14px;margin-top:17px}
 .situation-scenes .profile-diagram{margin-block:25px}
 .situation-scenes .profile-columns{grid-template-columns:1fr;gap:23px;margin-top:19px}
 .situation-scenes .profile-column,.situation-scenes .profile-column:first-child,.situation-scenes .profile-column:last-child{display:grid;grid-template-columns:72px 1fr;column-gap:15px;border:0;border-top:1px solid var(--scene-line);padding:20px 0 0}
 .situation-scenes .profile-column:first-child{border-top:0;padding-top:0}
 .situation-scenes .profile-object{grid-column:1/-1;font-size:20px;margin-bottom:16px}
 .situation-scenes .profile-column>svg{grid-column:1;grid-row:2/4;margin:7px 0 0;max-width:100%}
 .situation-scenes .profile-observed,.situation-scenes .profile-requirement{grid-column:2;padding:10px 0 0}
 .situation-scenes .profile-observed{padding-top:0;border-top:0;padding-bottom:11px}
 .situation-scenes .profile-observed>span,.situation-scenes .profile-requirement>span{font-size:11px;margin-bottom:4px}
 .situation-scenes .profile-observed>strong,.situation-scenes .profile-requirement>strong{font-size:14px;line-height:1.45}
 .situation-scenes .property-challenge{display:block}
 .situation-scenes .property-challenge>p+p{margin-top:18px}
 .situation-scenes .network-scene-copy .scene-foundation{margin-bottom:23px}
 .situation-scenes .valuation-object{font-size:18px;max-width:150px;padding:11px 15px;margin-top:20px}
 .situation-scenes .valuation-perspectives{gap:12px;padding-bottom:21px}
 .situation-scenes .valuation-perspectives>div>strong{font-size:18px}
 .situation-scenes .valuation-perspectives>div>span{font-size:12px;line-height:1.6;margin-top:8px}
 .situation-scenes .valuation-scope{padding-block:17px}
 .situation-scenes .valuation-scope>div{padding-inline:10px}
 .situation-scenes .valuation-scope strong{font-size:13px}
 .situation-scenes .valuation-scope span{font-size:11px}
 .situation-scenes .valuation-diagram>figcaption{border-top:0;padding-top:0}
 .situation-scenes .scene-selling .scene-foundation{margin-bottom:23px}
 .situation-scenes .selling-challenge>h4{margin-bottom:20px}
 .situation-scenes .decision-comparison{grid-template-columns:1fr}
 .situation-scenes .decision-signals{border-right:0;border-bottom:1px solid var(--scene-line);padding:0 0 20px}
 .situation-scenes .decision-conditions{padding:20px 0 0}
 .situation-scenes .decision-column-title{font-size:17px;margin-bottom:14px}
 .situation-scenes .decision-signal{font-size:14px;padding:10px 0}
 .situation-scenes .decision-note{font-size:12px;margin-top:9px}
 .situation-scenes .decision-conditions dt,.situation-scenes .decision-conditions dd{font-size:14px}
}
@media(max-width:360px){
 .editorial-sequence .situation-scenes>.scenes-chapter{padding-inline:18px}
 .editorial-sequence .situation-scenes .refined-heading h2{font-size:30px}
 .situation-scenes .scenes-chapter-flow{padding-left:22px}
 .situation-scenes .scene-number{left:-38px}
 .situation-scenes .scene-foundation h3{font-size:29px;hyphens:auto}
 .situation-scenes .scene-challenge h4,.situation-scenes .network-scene-copy .scene-challenge h4{font-size:23px}
 .situation-scenes .chapter-diagram{padding-inline:14px}
 .situation-scenes .profile-column,.situation-scenes .profile-column:first-child,.situation-scenes .profile-column:last-child{grid-template-columns:56px 1fr;column-gap:11px}
 .situation-scenes .profile-object{font-size:18px}
 .situation-scenes .profile-observed>strong,.situation-scenes .profile-requirement>strong{font-size:13px}
 .situation-scenes .valuation-perspectives>div>strong{font-size:16px}
 .situation-scenes .valuation-perspectives>div>span{font-size:11px}
 .situation-scenes .valuation-scope{grid-template-columns:1fr;gap:15px}
 .situation-scenes .valuation-scope>div,.situation-scenes .valuation-scope>div:first-child,.situation-scenes .valuation-scope>div:last-child{padding:0;border:0}
 .situation-scenes .valuation-scope>div+div{padding-top:15px;border-top:1px dashed #8c9e91}
 .situation-scenes .valuation-scope strong{font-size:14px}
 .situation-scenes .valuation-scope span{font-size:12px}
}

/* Reach is a separate dimension: never align a contact group beneath one strategy. */
.situation-scenes .valuation-scope{display:block;padding:17px 0;border-bottom:0}
.situation-scenes .valuation-scope-label{display:block;font-size:12px;font-weight:550;line-height:1.5;color:#526b78;margin-bottom:15px}
.situation-scenes .valuation-scope>div,.situation-scenes .valuation-scope>div:first-child,.situation-scenes .valuation-scope>div:last-child{padding:13px 0;border:0;border-top:1px solid var(--scene-line)}
.situation-scenes .valuation-scope span:not(.valuation-scope-label){font-size:12px;margin-top:4px}