Discovery & Next-Step Checklist

What do you already know?

Trigger, business model, role, possible friction

What assumption must be tested?

A hypothesis, not a leading question

What is happening today?

Ask for the current workflow and examples

Why does it matter now?

Explore urgency, stakes, and timing

What would a better outcome look like?

Ask how they would measure success

What obstacles or trade-offs matter?

People, priorities, budget, alternatives, and decision process

How would the buyer summarize the issue?

Reflect their words; check agreement

What would justify a next step?

Avoid scheduling a meeting without a decision to make

Action and purpose

What will the next interaction decide or produce?

Owner and date

Buyer action, seller action, and committed date

What each party will bring

Data, stakeholders, agenda, materials, or decision criteria