Discovery Prep.

A pre-call brief to structure the 30-minute discovery conversation — the situation, the stakeholders, the ask, and what "success" looks like from both sides.

Prospect

_______________________________________________

Sponsor · Title

_______________________________________________

Call Date · Time

_______________________________________________

Referred By

_______________________________________________

I · What we know already

Organization background · public record · scale

Prior signals · article, referral, LinkedIn note, RFP

II · Questions to answer on the call

What decision or opportunity brought you to this call?

Who owns the outcome inside the organization?

What does success look like six months from now?

Who else is being consulted on this topic?

What is the timing pressure — and where does it come from?

What has already been tried — and why did it stall?

What budget range has the sponsor authorized?

III · What Harvey wants to hear before proposing

Signal of executive sponsorship (not just a request from an assistant)

A named outcome the sponsor owns

Budget approximately consistent with the scope

Willingness to work on Harvey's cadence, not a fire-drill

IV · Post-call decision

Proceed · draft proposal within 3 business days

Not-now · politely defer with rationale

Refer out · name of preferred advisor

Decline · brief, direct, no-follow-up

Notes