Client discovery
Turn the first meeting into a defined problem and verifiable evidence.
How to use
1. Capture the problem and impact. 2. Request verifiable evidence. 3. Label hypotheses rather than treating them as facts. 4. Agree the analysis scope and next step.
Completed example
This is a fictional example, not client data or a pricing recommendation.
Client: Fictional training company Problem: Slow responses to training enquiries Impact: Some opportunities lost before proposal Current process: Enquiries shared across three people Evidence needed: Receipt and response times for 20 enquiries Interviewees: Sales and operations Hypothesis: No clear enquiry owner Constraint: No system replacement this month Success definition: Owner and response target for each enquiry Next step: Review enquiry sample with client