Discovery script

A good discovery script is not a rigid interrogation; it is a checklist disguised as a conversation, ensuring the seller leaves the call knowing the buyer's actual problem, who else is involved in the decision, what has been tried before, and what a workable budget range looks like.

Founder-led agencies often skip formal discovery because the founder's instinct fills the gap. A written script lets someone other than the founder run a consistent, high-quality first call.

Why it mattersProposals written without proper discovery routinely misjudge scope and price, producing the renegotiation and scope creep that erodes margin.