The Most Important Meeting: Discovery Meeting

This course material is part of the Consulting Jumpstart program's Module 6: Engage with Your Client.

  • Prepare

    As a consultant, you have a short period of time to obtain a clear understanding of the opportunity. The better prepared, the easier it is to ask the right questions and gather the information and data necessary to craft an approach, determine a price, and write a winning proposal.

  • Conduct

    During the meeting a consultant asks the client questions and listens closely so that they understand details such as their overall objectives, how they measure success, key people involved, and timeframe and they respond to client questions.

  • Document and Analyze

    After the meeting, the consultant recaps what they heard and evaluates any of their open questions and concerns. As they analyze, they decide if the opportunity is an opportunity they want to pursue.

What's Included:

  • Videos and Material

    Over one hour of videos, a workbook, 8 templates, and additional supporting resources including examples and meeting pointers that you can use as a starting point to create your own discovery meeting process.

  • Life Time Access

    The material is continually updated based on real live events, comments, and feedback from attendees and members of the Consulting JUMPSTART program.


    1. Course Overview Message by Laura

    2. Engage with Your Client Objectives and Outcomes (Discovery Meeting)

    3. Engage Workbooks, Supporting Documents, and Templates (Discovery Meeting)

    1. Preparing for the Meeting Overview

    2. When You Get the Call

    3. Set-up the Discovery Meeting

    4. Five Common Discovery Meeting Mistakes (audio version)

    5. Confirm Your Understanding (Optional)

    1. Conducting the Meeting Overview

    2. Exploring the Client

    3. Client Exploring You!

    4. Ask the Right Questions

    5. The Meeting Close

    6. Confirm Your Understanding (Optional)

    1. The Meeting is Over. Now What?

    2. Document, Analyze, and Evaluate!

    3. Red Flags

    4. Decision Point

    5. Confirm Your Understanding (Optional)

    1. In Review

    2. Frequently Asked Discovery Meeting Question

    3. Meeting Pointers to Consider

    4. Before you go...

Discovery Meeting!

What Do You Do When Someone Asks If You are Interested in Discussing An Opportunity?

What People Have Said...

(Testimonials are from the Consulting JUMPSTART Program)

“More Confidence and More Prepared as Prospective Clients Find Me 👉 When I launched my consulting business, I had no direct consulting experience. My organizational and leadership knowledge and expertise was solid, but when it came to consulting, reading books wasn’t enough. I needed someone who could share expertise as well as guide, encourage, and challenge me. While on LinkedIn, I discovered Laura Burford and signed up for a webinar where it became clear I had much to learn about the “ins and outs” of building a consulting business. I enrolled in the Consulting Jumpstart Blueprint program, which helped me articulate my focus, Leadership Excellence within Education. Understanding my focus helped me define how I serve my clients and enabled me to establish an approach to networking and relationship building. I am much more confident and equipped to find and support my clients. What is great is my prospective clients are finding me and responding with more enthusiasm now that my communication incorporates the principles Laura taught me. I am prepared and ready for all stages of the consulting relationship due to the theory and practice learned from Laura through the Consulting Jumpstart Blueprint program. ”

Allison Langford, Ed.D, ABL Wise Consulting

“Executing a pivot led to confidence and energy to engage 👉 I am confident in my abilities for specialty chemicals and materials processing, but was anxious about moving from my previous corporate career to that of a consultant. Even though I have a strong peer network, I was unsure as to how to identify potential clients. Being a strong believer in making a powerful first impression, I wanted to clearly articulate the services and value I provide to a client. Working with Laura, I quickly learned the power of less being more and the importance of narrowing my consulting focus. This resulted in tailoring my message and aligning my focus with the commercialization challenges facing business development leaders. Additionally, Laura helped me move outside of my comfort zone and focus my energy on further developing my service offering and strategically reaching out to build relationships to find potential opportunities. ”

John Gohndrone, Ph.D, JMG Process Solutions, LLC

“Confidence to craft and test a well-defined niche that I am truly excited about.👉 Prior to working with Laura and taking her Consulting Jumpstart Blueprint program I had obtained consulting clients in a wide variety of industries via word of mouth. After training to be an Executive Coach, I realized I needed to be more intentional about the type of clients I wanted to serve. Based on my interests, experience and skills, I landed on helping CEOs of small professional services companies uplevel their team and processes so their business runs without them. Laura's program provided a step-by-step framework for defining my niche as one that would make me unique, while also allowing me to serve the clients that I most liked working with. Having this focus helps me provide a better service to my clients, and it helps prospective clients recognize me as someone who can help them. The information provided in the course, along with Laura's guidance and attention to my specific situation, gave me the confidence to craft and test a well-defined niche that I am truly excited about. Throughout the process of working with Laura I was impressed by how she goes above and beyond most on-line courses to provide her students as much support as needed to help them get to their goals. ”

Monica Borrell, Monica Borrell Coaching

“Within 90 days less resulted in more money 👉 I started my consulting business enthusiastic, but after a few months I was still spinning my wheels and struggling to define my focus resulting in limited client opportunities. The Consultancy Model and Laura’s ability to help me leverage my strengths, narrow my focus, and clarify my point of view enabled me to create and then deliver a concise, aligned message to the right people. The result-several new clients and fully booked on engagements. Beyond the obvious financial benefit, my confidence in how I present myself is at an all-time high. ”

Ryan Walter, Parrels Advisory

“Gained clarity around my focus, ideal client, and brand. 👉 I started taking Laura’s courses when I began my consulting and coaching business because I needed to gain clarity around several consulting topics. The courses are clear and concise but the work you do is heavy lifting. Laura challenges you to think beyond what you know and requires you to think outside your comfort zone. Her approach helped me gain clarity around my focus, ideal client, and brand. I highly recommend Laura's courses and the support and interaction you receive from Laura. Believe me when I say her objective is your success.”

Charlotte Anderson, Transformation Keys, LLC

“Successful engaged with new clients without using third parties 👉 After years of working with third parties to find work, I decided to directly acquire my own clients but didn’t know where to start. The Consulting JUMPSTART Blueprint program helped me clarify my focus and ideal client—helping CIOs obtain the benefits of agile transformation without destroying the morale of their staff—and improve my approach as to how I support my client’s needs. The best part is as I validated my agile offer, within a couple months I engaged with two new clients without the use of any third parties. With increased confidence, I’m now positioned to productize my services and to continue building relationships. If I get stuck, I know I can get help by joining a weekly call or dropping a question in the community group. ”

Pat Delany, eSelect Consulting, Inc.

“Combining of my passions leads to viable Consulting Career 👉 As both a nonprofit executive and a professional comedic improviser, I was struggling to combine my passions into a viable consulting career. Now I am poised to launch my own business helping professional women unlock their power as public speakers. With Laura's support and guidance, I was able to hone in on my focus, ideal client, and messaging with confidence. Laura is a great listener with a personalized approach, and the system she has developed provided the structure I needed to actually make progress towards my goals. ”

Lura Barber, Phase Zero Consulting, LLC

“I’ve tried to establish my own consulting practice, but struggled. After taking Laura’s course and actively participating in the group discussions, I realize my services were too broad and my message needed to be further refined so that it was more than good-it was GREAT!”

Valentina Crosson, VCI Innovative Solutions, LLC

“I found the tools and Laura’s approach invaluable in helping me to understand my targeted client, the service offerings I can provide, and the messaging to use. Without this course, I would have struggled and made many mistakes. The course provided the confidence to pursue my client in a clear and laser-focused way!”

Tom Scurria, IAWL Advisory, LLC

Frequently Asked Questions

  • How long does it take to complete the Discovery Meeting course?

    This is a tough question to respond to because so much depends on you. It takes time to listen to the videos and then walk through the exercises in the workbooks and complete the templates. The material is designed so that you can work at your own pace and revisit material as necessary.

  • What is the difference between the modules in the Consulting JUMPSTART program and CORE self-study modules?

    There are several differences starting with the creation of an individualized plan. People who take the JUMPSTART program work with me to create a plan to help them navigate through the program. The self- study is just that-self study. The second major difference is the JUMPSTART program includes much more in that a consultant can ask questions and obtain feedback plus there is a Community Group as an added place to ask for help. The third major difference is the self study is a no frills version in that there are no extras.

  • I signed up for the Discovery self-study course but have decided that I would like to be part of the JUMPSTART program. Is it possible?

    Yes, it is possible. I provide a credit for the Discovery Meeting course so that you only need to pay the difference. Contact me directly at

  • I feel I need more support than the course provides. Is it possible to obtain one-on-one assistance?

    Yes. One-on-one assistance is available. Contact me directly at so that we can discuss your needs and determine next steps.