• Prepare

    Before you meet, it is important to prepare for the meeting so that you ensure a successful exploratory meeting occurs. Preparing means performing preliminary research about the prospective client and asking appropriate prequalifying questions. It means ensuring the meeting structure positions you to craft an approach to help them.

  • Conduct

    Conducting the meeting is about understanding the why, what, who, when, and where so that the consultant can craft the HOW-the proposed approach leading to a solution. Sounds easy, but a consultant needs to gather the essential information within a relatively short period of time. This requires the consultant to not only be organized providing just the right level of information about them, but also ask precise well-structured questions.

  • Understand Their ASK!

    With the information gathered, the consultant documents, analyzes, and evaluates their findings recognizing red flags and determining if the opportunity is a fit or not for them. The prospective client is doing the same thing and determining if the consultant is for them. Both the consultant and prospective client determine if they want to move to the next step which is developing a proposed approach to the prospective client’s ASK.

Walk Away With...

  • A prequalification framework to ensure the prospective client and opportunity might be a fit before the initial meeting occurs.

  • An awareness of the information to obtain from a prospective client during an exploratory meeting so that you-the consultant-is positioned to craft an approach that leads to a solution.

  • An understanding of the best question formats to ensure the essential and appropriate information is gathered within a relatively short period of time.

  • A response to client questions about you and your service offerings when not ready to provide an approach nor quote a fee for services.

  • A methodology for documenting, analyzing, and evaluating the meeting including the determination of red flags. The outcome of the evaluation answers the question-Is the opportunity a fit or not?

Curriculum

Prepare - Conduct - Understand Their ASK!

  • 1

    Welcome to The Most Important Meeting: Discovery!

    • Course Overview Message by Laura

    • Discovery Meeting Objective and Outcomes

    • Five Common Discovery Meeting Mistakes (audio version)

    • Before we begin...

  • 2

    Preparing for the Meeting

    • Preparing for the Meeting Overview

    • Preparing for the Meeting Workbook

    • When You Get the Call

    • Discovery Meeting Preparator Template

    • Set-up the Meeting

    • Discovery Meeting Agenda Template

    • Confirm Your Understanding

  • 3

    Conducting the Meeting

    • Conducting the Meeting Overview

    • Conducting the Meeting Workbook

    • Exploring the Prospective Client

    • Exploring the Client Template

    • Client Exploring You!

    • Client Exploring You Template

    • Ask the Right Questions

    • Sample Discovery Meeting Questions

    • Potential Questions Template

    • The Meeting Close

    • Confirm Your Understanding

  • 4

    Meeting is Over! Now What?

    • The Meeting is Over. Now What?

    • Document, Analyze, and Evaluate!

    • Document, Analyze, and Evaluate Template

    • Red Flags

    • Identifying Risk

    • Red Flags Template

    • Decision Point

    • Decision Point Criteria Template

    • Confirm Your Understanding

  • 5

    The Most Important Meeting: Discovery! Conclusion

    • In Review

    • Meeting Pointers to Consider

    • Before you go...

  • 6

    Weekly Discovery Meeting Group Discussion Replays

    • Weekly Discover Meeting Group Discussion Replays