# Discovery Call — Question Sheet

Thirty minutes. You are not there to convince anyone. You are there to find out
whether this is worth either of your time.

## Frame it (2 min)
> I want to understand what you're dealing with and whether we're a good fit. If we're
> not, I'll tell you — and I can usually point you somewhere better.

## Diagnose (15 min) — ask about the PAST, never the hypothetical
- Walk me through how this works today.
- When did it last cause a real problem?
- What have you already tried?
- Why didn't that work?
- Who else does this affect?
- **What happens if nothing changes for another six months?**

## Quantify (5 min) — get THEIR number
- Roughly how many hours does that take?
- What is that costing in delays, rework, or lost work?
- If it were solved, what would that free up?

A cost they stated themselves is the only thing your price gets compared against.

## Decide together (5 min)
> From what you've described, the scope would land around [X] to [Y]. Does that seem
> worth exploring, or is it out of range?

## Close the loop (3 min)
Next step: ____________ · Date: ________ · Who does what: ____________

"I'll send something over" is how deals go quiet.

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## Qualification — all three, or it is not stage 3
- [ ] Real problem, acute enough to spend on
- [ ] Real budget, at least an order of magnitude
- [ ] Real decision-maker, and a reason to decide by a date

## Self-check
Did I talk less than half the time? If not, I pitched.