# Discovery Call Script (20 Minutes)

## Goal
Qualify fit, quantify pain, agree next step (pilot scope or no-go).

## 0:00-2:00 - Context and agenda
- "Thanks for joining. In 20 minutes I want to understand your current proposal workflow, bottlenecks, and whether a 30-day pilot makes sense. Sound good?"

## 2:00-7:00 - Current process map
Ask:
1. How does a proposal move from draft to submission today?
2. Who owns each stage (capture, writing, review, compliance)?
3. Where do cycles break (handoff, versions, approval latency)?

Capture:
- tool stack
- stage owners
- average timeline

## 7:00-12:00 - Pain quantification
Ask:
1. Time-to-first-reviewable draft (current baseline)?
2. Average number of review loops per proposal?
3. Failure cost: late submissions, rework, reviewer overload?

Capture hard numbers where possible.

## 12:00-16:00 - Fit and constraints
Ask:
1. Which donor workflows matter most in next 60-90 days?
2. Any compliance/security constraints for pilot?
3. What would make this a clear "yes" in 30 days?

Disqualify if no urgency, no owner, or no measurable KPI.

## 16:00-19:00 - Pilot framing
- Confirm pilot scope: 2-3 donor flows, 5-10 cases.
- Confirm KPI targets and baseline owner.
- Confirm decision date and stakeholders.

## 19:00-20:00 - Close
- "Next step: I send one-page pilot offer + KPI tracker today. We review scope with your owner by {{date}}."
- Book follow-up call before ending.

## Exit criteria
Proceed only if all are true:
- named business owner
- measurable baseline KPI
- 30-day decision window
- clear implementation counterpart
