The Most Important Meeting: Discovery!
Do You Understand the Opportunity? Their ASK?
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?
Prepare - Conduct - Understand Their ASK!
Discovery Meeting Objectives and Outcomes
Discovery Meeting Workbooks, Supporting Documents, and Templates
Before you begin...
FREE PREVIEWPreparing for the Meeting Overview
When You Get the Call
Set-up the Discovery Meeting
Five Common Discovery Meeting Mistakes
FREE PREVIEWConfirm Your Understanding
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
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
In Review
Meeting Pointers to Consider
Before you go...
Over 15 videos walk you through the preparing, conducting, and analyzing and evaluating the discovery meeting. Three workbooks with examples and exercises, 9 templates, and other supporting articles help you accelerate your progress.
Life-time access to the course material provided enabling you to periodically refresh your knowledge and skills.
This is a tough question to respond to because so much depends on you. Videos are under 15 minutes with most between 2 and 7 minutes. Modules (or chapters) are focused on one specific topic and designed to be completed within one seating. Videos in each module (or chapter) are less than 60 minutes in total. However, it takes time to listen to the videos and walk through the exercises in the workbooks. I recommend setting aside 1 to 3 hours for major modules (or chapters). Some people take 30 minutes to complete the associated exercises while other people take 60 minutes or more to complete them.
You have access to the course material for the life of the course so you can take the course whenever you are ready and have the time.
1) The JUMPSTART Blueprint program enables the attendees to not only ask questions during Clinic sessions but attendees are able to review their work with the group and obtain feedback. The self-study course does not provide for any type of feedback. 2) It is common for me to add material into the program's Community Group that is not included in the self-study course based on Clinic questions. 3) The JUMPSTART Blueprint program has a Community Group where attendees are able to post questions as they need assistance.
Yes. One-on-one assistance is available. Contact me ([email protected]) to discuss your needs and determine next steps.