Sales and business development
Discovery conversation
Understand the problem before proposing anything.
A first conversation with a prospective client.
The shape
- Context
- Problem
- Impact
- Desired outcome
- Constraints
A worked example
- Context
- Tell me about your current process.
- Problem
- Where is the biggest difficulty?
- Impact
- What happens when that occurs?
- Desired outcome
- What would an improved process look like?
- Constraints
- What would we need to work within?
Built from
An application framework is a package. These are the reusable shapes inside it.
Practise it
Knowing the shape is about ten minutes of work. Running it while somebody senior is looking at you is a different thing, and that is what these are for.
Mostly serves Connection, and reaches into Intent and Message.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.