A discovery meeting should not be a polite chat before a demo.
When I run discovery sessions around process automation, whether that is Accounts Payable, Sales Order Processing, or Customer Enquiry Management, I usually frame the meeting around these three objectives.
- Feasibility
First we need to understand the existing process and determine whether the problem is actually a good fit for automation. Not every process is suitable and good pre sales should be comfortable saying that. - Demonstration
If the process is feasible, the next step is proving it. That normally means a tailored demonstration using the client’s own scenarios, documents, or data. The aim is not to show features. It is to show that the process can actually work in their environment. - Business Case
Finally, even if something is technically possible, it still needs to make sense. That could be financial ROI, operational improvement, or a strategic benefit. If there is no clear return, there is no project.
Framing discovery around these three objectives keeps the conversation focused and makes sure everyone is using their time well.
In the video below I talk through how I approach discovery meetings and why these three questions matter.
