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client-discovery

Run a consulting client discovery session — uncover the real problem, scope, and decision process. Use when asked to prepare for a client discovery call, qualify a consulting lead, scope an engagement, or run a kickoff. Produces a discovery plan — the questions that surface the real problem (not the stated one), budget/authority/timeline qualifiers, success criteria, red flags, and a follow-up that leads to a proposal.

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Client Discovery Skill

The brief a client gives you is rarely the real problem — and the difference is where good consulting (and accurate scoping) lives. This skill preps a discovery session that gets beneath the stated ask to the actual problem, qualifies whether it's a fit (budget, authority, timeline), and pins the success criteria — so you scope and price accurately and write a proposal that lands.

Required Inputs

Ask for these only if they aren't already provided:

  • The prospect — who they are, the stated ask, and how they found you.
  • Your offering — what you do, so questions probe fit.
  • What you need to decide — go/no-go, scope, and price.

Output Format

Discovery Plan: [prospect]

1. The goal of the call — qualify + uncover the real problem + earn the right to propose. Not to pitch.

2. Get to the real problem — questions that move past the symptom to the cause and the stakes:

  • "What made this a priority now?" · "What have you already tried?" · "What happens if you do nothing?" · "How will you know this is solved?" · "Who else is affected / involved?"
  • Use 5-whys-style follow-ups to reach the root, not the presenting issue.

3. Qualify (fit) — surface, tactfully:

  • Budget — is there one, and roughly what range? ("Have you set aside budget / a range in mind?")
  • Authority — who decides and signs? Are they on the call?
  • Timeline — when do they need it, and why that date?
  • Decision process — what happens after this call; who else weighs in.

4. Success criteria — the concrete outcome that = success, in their terms. (This becomes the proposal's objectives.)

5. Red flags — watch for: no budget/authority, "just exploring," scope that balloons mid-call, shopping many vendors on price, unrealistic timeline. Note how to handle each.

6. Close & next step — how to summarise what you heard (confirm understanding) and set up the proposal ("I'll send a proposal with options by [date]").

Quality Checks

  • Questions dig past the stated ask to the root problem and the cost of inaction
  • Budget, authority, timeline, and decision process are all surfaced (tactfully)
  • Success criteria are captured in the client's own terms
  • Red flags are anticipated with a handling plan
  • Ends by confirming understanding and setting up the proposal

Anti-Patterns

  • Do not pitch during discovery — listen and diagnose; the proposal is where you prescribe
  • Do not accept the stated problem at face value — the real one (and real scope) is usually underneath
  • Do not skip qualifying budget/authority — a beautiful proposal to someone who can't buy is wasted
  • Do not ignore red flags to win work — a bad-fit client costs more than the fee
  • Do not end without a confirmed next step and date — momentum dies in the gap

Based On

Consulting discovery / sales-qualification practice — root-cause questioning, BANT-style qualification, outcome-defined scoping.

Example Trigger Phrases

  • "Prepare for a client discovery call."
  • "Qualify a consulting lead."
  • "Scope an engagement."
  • "Run a kickoff."

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