Discovery Call Questions Checklist

Before the call

• Research the company, industry, and recent news, arrive with informed questions, not blank ones.
• Confirm who's attending and their role in the decision.
• Set a clear time limit and share a light agenda in advance.

Understand the problem

• What made you decide to look for help with this now?
• What have you already tried, and what happened?
• Who else is affected by this problem, and how?
• What does success look like, specifically, six months from now?

Understand the buyer

• Who else needs to sign off on this decision?
• What's the budget range, roughly, for solving this?
• What's your timeline, and what happens if that timeline slips?
• Have you worked with a consultant before, what worked and what didn't?

Close the call

• Summarize what you heard back to them, in their words.
• Tell them exactly what happens next, and by when.
• Don't pitch a solution on this call, diagnose first, propose second.