Introduction
Welcome to module one. Here you will learn the basics of discovery and why it is important to your business. We have provided you with a workshop video (and audio version) along with “crib sheet” notes summing up the module for reference.
Workshop video
What is discovery
Quite simply a process to understand and document what the client requirements are and to establish the solution that will be put in place. You engage with a form of discovery on a regular basis as you process incoming leads and you may have unconsciously established a process for understanding your potential clients needs.
The purpose of this course and blueprint is to help you understand and develop your discovery processes so you can:
- Establish what the client’s problem is
- Offer a clearly documented solution
- Price the project correctly
How discovery can help
All too often we can find ourselves over servicing a project that is running at a loss. We feel desperate to close it off, yet trapped in a never ending cycle of final edits. In some circumstances the client/supplier relationship starts to break down.
A clearly defined discovery process will help guide you and the client to the right solution that can be clearly documented and priced. Once the project begins, this document becomes the basis of all you will create and it helps to protect against scope creep, misunderstandings and delays.
The outcomes of this course and blueprint
This is an outcome driven course that focuses on helping you:
- Understand what discovery is
- Learn how to structure your discovery process
- Be confident in positioning a discovery session
- Create a final document that can be easily understood
Why these outcomes are important
Without discovery, you are left guessing and are taking on potential risk in each and every project. It is essential you learn the basics so you can assist your clients with their relevant due diligence as they outline the problem, establish the solution and document their needs.
Discovery as part of your sales process will help you ensure solid, well paid and well documented projects. Projects that can be measured, managed, meet the needs and are “on the money”.
Resources
Audio
Supporting content
Below are some Agency Trailblazer Podcast episodes to expand your knowledge:
