Artifacts · Thursday · seven blocks
Discovery Brief
A Discovery Brief is what you read before the call. Who is in the room, what the deal already knows, what this particular call can realistically close, and the questions that would close it — in the order you would actually ask them. It also names the point at which you should walk away.
When you reach for it
Thursday, an hour before a call you do not get a second run at.
What's in it
Every block this artifact writes, in the order it writes them. One of them is set out in full below, on a real deal — the rest are named and nothing else, because a block filled in to look good on a marketing page is the one thing this product refuses to do.
Who's in the room
Where the deal stands going in
What this call can close
The questions, in order
Economic Buyer
“You said nobody picks that fight without Dervla behind it. What’s the last thing she got behind — and who brought it to her?”
Paper Process
“If you did decide to give notice — who actually writes that letter, and does it need anything from legal or procurement first?”
Competition
“If you did let it roll for another year — what does that look like on nights in March?”
Metrics
“The four hundred thousand in credits — where does that number live? Is it something Dervla sees, or is it yours?”
Questions that box out a competitor
What to watch for on the call
When to walk away
The filled block is Halden Freight, the deal the home page works, read off 3 calls and 1 email thread and nothing else. The other blocks are named here and left empty on purpose.
This is what comes out. What goes in is the call you already had.
14 days free, no card, no call.