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Client discovery

Pre-engagement Preparation

Conduct initial research on the client's industry, market, and competitors

Review any available documentation or reports on the client

Prepare a list of questions to ask during client meetings

Initial Client Meeting

Introduce yourself and your consulting firm

Establish rapport and build a relationship with the client

Discuss the client's goals, objectives, and challenges

Probe for any specific pain points or areas requiring improvement

Gather relevant background information about the client's organization

Understand the client's expectations, timeline, and budget

Understanding the Client's Needs

Identify the client's current business model and processes

Analyze the client's organizational structure and hierarchy

Determine the client's core capabilities and resources

Assess the client's existing systems, technologies, and tools

Identify any gaps or inefficiencies in the client's operations

Understand the client's target market and customer segments

Explore the client's sales and marketing strategies

Evaluate the client's financial performance and metrics

Stakeholder Interviews

Interview key decision-makers and stakeholders within the client's organization

Understand their roles, responsibilities, and perspectives

Gather insights on the client's internal culture and dynamics

Identify any conflicting priorities or resistance to change

Discuss potential risks and constraints

Data Collection and Analysis

Collect and analyze relevant data, including financial statements, performance metrics, and market research reports

Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats)

Identify trends, patterns, and opportunities for improvement

Validate findings through benchmarking against industry standards

Prepare a comprehensive report summarizing the analysis

Presenting Findings and Recommendations

Prepare a clear and concise presentation of the findings

Highlight key insights, opportunities, and challenges

Provide recommendations tailored to the client's specific needs

Discuss potential implementation strategies and timelines

Address any questions or concerns raised by the client

Follow-up and Next Steps

Seek feedback from the client on the findings and recommendations

Address any additional queries or information requested

Discuss the next steps, including potential engagement scope and fees

Determine the timeline and milestones for the consulting project

Confirm the agreement and move forward with the project initiation

This checklist provides a general framework for client discovery in consulting organizations. The sections and items can be customized based on the specific requirements and nature of the consulting engagement.

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