This Is NOT Enough!

The majority of “discovery” calls that I’ve heard look and sound something like this:

0:00 Intro (generally only about the vendor reps)
0:03 “Rapport building” (generally remarking about something in the background, weather, sports, etc.)
0:06 Discussion of pain (often simply confirming pain and not going much deeper)
0:14 Overview presentation (corporate and/or product overview, interspersed with a few discovery questions)
0:25 Next steps

Sadly, the time actually invested in doing discovery is often less than ten minutes. Outrageous!

Imagine going to a doctor because you have a pain in your stomach. You say, “Doctor, I have a pain in my stomach…” The doctor grabs a scalpel and replies, “Great – let’s open you up and take a look.”

We’d call this medical malpractice! And how is this different from the “discovery call” above? (It’s not and we should call it “business malpractice!”)

Let’s make 2025 the year to discover Doing Discovery!

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/