How to use this cheat sheet
Give this to newer consultants who never learned how to run a first call. Each question comes with a one line reason.
What is inside
- The call at a glanceThe situation
- The situationWhat is happening? Let them describe it fully before you speak.
- The stakesWhat happens if nothing changes? It shows what the problem costs them, in their words.
- The decisionWho else is involved? Find every person who has a say, including anyone who can block it.
- Money and timingWhat range have you set aside for this? Ask plainly, without apology.
- Closing the callIs there anything I should have asked and did not? It often brings out the thing they were waiting to say.
- Ask this, not thatDo you have a budget?
Three title ideas for your own version
- Questions for a first client call
- The discovery call cheat sheet
- What to ask before you propose
Where to promote it
- consulting communities
- podcast guest spots
What questions should a consultant ask on a discovery call?
Ask what is happening and why now, what happens if nothing changes, who else decides, what a good result looks like and what the budget is.
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