Discovery Notes
Client: [Client Name] Date: [Date] Attendees: [Names and titles] empress: [Our attendees]
Context
Company: [Brief description] Industry: [Industry] Size: [Employees, revenue if known] Our History: [New / Existing client - previous work]
The Six Discovery Questions
1. What is the real problem?
Not symptoms - the root cause
[Notes]
Problem Statement:
[One sentence capturing the core problem]
2. Why now?
What triggered this conversation
[Notes]
Trigger:
[What changed that made this urgent]
3. What does success look like?
Their definition of done
[Notes]
Success Criteria:
- [Measurable outcome 1]
- [Measurable outcome 2]
- [Measurable outcome 3]
4. Who cares?
Stakeholders and their interests
| Stakeholder | Role | Interest | Influence |
|---|---|---|---|
| [Name] | [Title] | [What they care about] | High/Med/Low |
| [Name] | [Title] | [What they care about] | High/Med/Low |
Economic Buyer: [Who signs the check] Champion: [Who's advocating internally]
5. What's been tried?
Previous attempts and why they failed/succeeded
[Notes]
Key Learnings:
- [What worked]
- [What didn't work]
- [Constraints from past experience]
6. What are the constraints?
Budget, timeline, technical, political
| Constraint Type | Details |
|---|---|
| Budget | [Known budget or range] |
| Timeline | [Deadlines, dependencies] |
| Technical | [Systems, integrations, requirements] |
| Political | [Organizational dynamics] |
| Resources | [Their team availability] |
MEDDIC Qualification
| Factor | Score (1-4) | Notes |
|---|---|---|
| Metrics | [ ] | Business impact: |
| Economic Buyer | [ ] | Decision maker: |
| Decision Criteria | [ ] | How they'll decide: |
| Decision Process | [ ] | Timeline/steps: |
| Identify Pain | [ ] | Core pain: |
| Champion | [ ] | Internal advocate: |
Total Score: [ ]/24 Recommendation: Go / No-Go / Need More Info
Competition
| Competitor | Their Angle | Our Response |
|---|---|---|
| [Name] | [Their pitch] | [Our differentiation] |
| Internal | [DIY consideration] | [Why we're better] |
Next Steps
| Action | Owner | Due |
|---|---|---|
| [Action 1] | [Name] | [Date] |
| [Action 2] | [Name] | [Date] |
| [Action 3] | [Name] | [Date] |
Next Meeting: [Date/Time] - [Purpose]
Proposal Approach
Recommended Structure:
- [Phase 1 concept]
- [Phase 2 concept]
- [Phase 3 concept]
Estimated Range: $[Low] - $[High] Engagement Type: Fixed Price / T&M / Retainer
Raw Notes
[Detailed meeting notes, quotes, observations]